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Ultimate Partner Roadmap: 3 Ways To Build A Successful Vendor Partnership

Hear how one partner’s confidence in selling HPE awarded it the U.S. Solution Provider of the Year in 2018.

Eighty percent of business partnerships fail, according to Business Insider. But, partners have an enormous opportunity to buck that trend. All solution providers have to do is partner with the right vendor.

Partners can also create successful relationships in the channel by developing strong bonds with executive leadership, testing the vendor’s technology before adding it to your line card and creating alignment at all levels of the organization. “The fact that our goals are completely aligned, and we want to succeed together, that matters,” says Al Chien, president of Dasher Technologies.

Another thing that matters is trust. Solution providers are constantly altering their business models to adapt to client demands and the changing tech landscape. That’s why it’s important to partner with supportive vendors during this process. “Loyalty matters,” says Chien, “And, I think we’ve got holistic trust up and down the HPE organization.”

HPE offers training and pairs its systems engineers with solution provider engineering staffs to target clients within specific verticals. “We have several interesting use cases for clients in higher education,” says Josh Close, vice president of engineering at Dasher Technologies. “We’ve done quite a few HPE Aruba implements, and the reason why those have gone so well is that we can cover all the bases for them.”

Close says falling back on a solid solution makes a big difference for Dasher, and it gives them confidence their pre-sales, implementation and account teams can lead with that product. And that confidence in selling HPE has paid dividends for Dasher. The IT solution provider was awarded the U.S. Solution Provider of the Year in 2018.

“I think that gives customers confidence in working with Dasher,” says John Galatea, vice president of sales at Dasher Technologies. “It gives them confidence working with HPE, and it maintains the customer relationship with HPE over the long haul.

Selling technology can be a one-off transaction. But going the extra mile with technology partners helps build deeper relationships that lead to future business.

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