Partner Relations

  1. When Channel Vendors Sell Direct

    In this Partner Persepctives column, Dede Haas explores direct and indirect vendor sales dynamics with The ASCII Group members Zina Hassel, founder and CEO of ZLH Enterprises, and Dave Gillam, president of Gillam Data Services, Inc. 

  2. The Distributor’s Relevance In The Age Of The Internet

    Award-winning, high-tech sales professional and founder of DLH Services, LLC (, Dede Haas creates channel sales solutions for vendors and their channel partners. This month, Haas explores the value of distributor relationships with two members of The ASCII Group, whose services help 1,300 North American VARs, solutions providers, and MSPs grow their businesses.

  3. It’s Time For Vendors To Step Up And Help Their Channel Partners

    Ten years ago, at a POS industry educational conference, there was a session called “What Do VARs Want From Vendors And What Do Vendors Want From VARs?” It was an excellent, candid dialogue, and to say that it was a lively session would be an understatement. In the end, the VARs wanted good, reliable products and good support, and the vendors just wanted the VARs to sell more. While those items are still critical, things have definitely changed and become more complex for the VAR channel. There has been considerable consolidation of technology and services, business models moved from break-fi x to a monthly subscription, and technology platforms have continued to become a commodity.

  4. Hot Retail Tech

    Looking to 2020 and beyond, what technology or service holds the best growth potential for your company, and why?

  5. The Harsh Realities Of The Healthcare Vertical

    A data capture and scanning executive shares how he’s combating the challenges of a lucrative vertical opportunity.

  6. Is Pay-To-Play OK?

    High-tech sales professional and Channel Executive contributor Dede Haas, founder of channel sales solutions provider DLH Services, asked two members of The ASCII Group — both MSP executives — to share their opinions on doing business with vendors who charge a premium for the privilege of selling their solutions.

  7. Partner Programs: Before You Enroll...

    High-tech sales professional and Channel Executive contributor Dede Haas asked two members of The ASCII Group to ruminate on a couple of questions regarding the onboarding of new vendors. Haas is well qualified on the subject matter herein—her company, DLH Services, focuses on sales solutions for IT vendors and their partners.

  8. One Portal For Partner Programs?

    We live in a digital-first world, and the shift has happened very quickly.

  9. Your Top Two Vendor Requirements

    Two readers, one VAR and one MSP, dish on the support they value most from their primary vendor partners, why it benefits their businesses, and how they measure the results.

  10. Accelerating MSP Operations And Culture From Good To Great

    How an MSP with $650K+ in monthly recurring revenue keeps improving.