Partner Relations

  1. ASCII: 35 Years In The Making
    8/30/2019

    A retrospective look inside the organization that’s supported the IT channel since its inception, and a glimpse into the future at The ASCII Group

  2. Are Vendors Good At Partner Recruitment?
    8/30/2019

    Channel sales strategist and coach Dede Haas is founder of DLH Services, which helps technology vendors and partners create innovative, successful channel sales solutions and programs. Here, Haas discusses partner recruitment with two members of The ASCII Group, a 1,300-member organization of North American VARs, solutions providers, and MSPs offering services to help its members grow their businesses. Check out Haas’s Channel Knowledge Nuggets newsletter at dlhservices. com for tips and stories from the trenches.

  3. Partner Perspective: Do Vendors Understand How You Run Your Business?
    7/1/2019

    Channel sales strategist and coach Dede Haas is founder of DLH Services, which helps technology vendors and partners create innovative, successful channel sales solutions and programs. Here, Haas discusses vendor relations with two members of The ASCII Group, a 1,300-member organization of North American VARs, solutions providers, and MSPs offering services to help its members grow their businesses. Check out Haas’ “Channel Knowledge Nuggets” newsletter at dlhservices.com for tips and stories from the trenches.

  4. AchieveUnite
    5/1/2019

    Theresa Caragol, by all accounts a channel “lifer,” founded this strategic advisory firm in 2016 to provide performance partnering and business acceleration services to B2B technology vendors. Those services include partner and channel development, go-to-market planning, M&A advisory, channel integration, and executive learning forums.

  5. Partner Perspective: Partner Pricing
    5/1/2019

    Channel sales strategist and coach Dede Haas is founder of DLH Services, which helps technology vendors and partners create innovative, successful channel sales solutions and programs. Here, Haas discusses recurring revenue with two members of The ASCII Group, a 1,300-member organization of North American VARs, solutions providers, and MSPs offering services to help its members grow their businesses.

  6. Why Do Channel Vendors Get Up Your Nose?
    5/1/2019

    “You’re selfish, egotistical, and ignorant of our reasons for being in business. You’ve made a bunch of wrong assumptions about us, you never ask good questions, and you never listen. You act as if we spend our lives only thinking about selling your products. We don’t.

  7. Partner Perspective: Transitioning To MRR
    3/1/2019

    Channel sales strategist and coach Dede Haas is founder of DLH Services, which helps technology vendors and partners create innovative, successful channel sales solutions and programs. Here, Haas discusses recurring revenue with two members of The ASCII Group, a 1,300-member organization of North American VARs, solutions providers, and MSPs offering services to help its members grow their businesses. Check out Haas’ “Channel Knowledge Nuggets” newsletter at dlhservices.com for tips and stories from the trenches.

  8. Ask The Board: Responding To The Marketplace Concept
    3/1/2019

    How are channel-dependent IT service providers responding to the new "marketplace" concept of tech procurement?

  9. Make Room For The Marketplace
    3/1/2019

    The way you procure the technologies that comprise client solutions is shifting very quickly. Rules of engagement are changing, boundaries fading, and familiarity waning. The change is at once uncomfortable and an uncommon opportunity for growth.

  10. Build Your Presence With Vendors
    1/31/2019

    Channel sales strategist and coach Dede Haas is founder of DLH Services, which helps technology vendors and partners create innovative, successful channel sales solutions and programs. This month, Haas discusses the rationale used when choosing vendor partners with two members of The ASCII Group, a 1,300-member organization of North American VARs, solutions providers, and MSPs offering services to help its members grow their businesses.