Partner Relations

Partner Onboarding: Do Vendors Pass Or Fail?
Partner Onboarding: Do Vendors Pass Or Fail?

Channel sales strategist and coach Dede Haas, founder of DLH Services, discusses partner onboarding with The ASCII Group members Al Lefebvre (Great White North Technology Consulting) and Igor Pinchevskiy (IP Technologies, Inc.).

  • ASCII: 35 Years In The Making
    ASCII: 35 Years In The Making

    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

  • Partner Perspective: Do Vendors Understand How You Run Your Business?
    Partner Perspective: Do Vendors Understand How You Run Your Business?

    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.

  • Why Do Channel Vendors Get Up Your Nose?
    Why Do Channel Vendors Get Up Your Nose?

    “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.

  • Partner Perspective: Partner Pricing
    Partner Perspective: Partner Pricing

    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.

  • AchieveUnite
    AchieveUnite

    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.

  • Make Room For The Marketplace
    Make Room For The Marketplace

    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.

  • Ask The Board: Responding To The Marketplace Concept
    Ask The Board: Responding To The Marketplace Concept

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

  • Partner Perspective: Transitioning To MRR
    Partner Perspective: Transitioning To MRR

    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.

  • Build Your Presence With Vendors
    Build Your Presence With Vendors

    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.

  • What’s Your Expectation Of A Vendor?
    What’s Your Expectation Of A Vendor?

    Award-winning high-tech sales professional and founder of DLH Services, LLC Dede Haas creates innovative and successful channel sales solutions for vendors and their channel partners. This month, 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.

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