Partner Relations

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.

  • 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.

  • Service Provider Spending Intelligence

    The 2018 Technology Services Heatmap published by the Technology Services Industry Association offers powerful insight into your peers’ tech spending plans.

  • How Valuable Are Vendor Incentives?
    How Valuable Are Vendor Incentives?

    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 the value of partner programs 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.

  • Maximize The Value Of Partner Programs
    Maximize The Value Of Partner Programs

    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 the value of partner programs 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.

  • SMBs: Best Lead By SMBs
    SMBs: Best Lead By SMBs

    New RSPA President and CEO John Kirk squares up the organization’s commitment to lead in the small-to-midsize retail space.

  • Why Non-OEM MSP Performance Is Lagging
    Why Non-OEM MSP Performance Is Lagging

    Non-OEM managed services providers are falling behind their hardware and software manufacturing peer groups in most of the key managed services growth metrics TSIA tracks. As traditional technology consumption models shift rapidly to cloud, subscription, and as-a-service models, OEMs are outpacing non-OEMs in adapting to these new paradigms. And this sea change is starting to look a lot less like a changing tide and a lot more like a series of devastating hurricanes.

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