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Ultimate Partner Roadmap: Take IT Personally – Four Steps To Become A Trusted Tech Partner

Learn the four-step approach this solution provider implemented in order to win business and separate themselves in the marketplace.

Partners must develop a unique identity to differentiate their services and better serve their customers.

“It is more of an agnostic approach rather than the vendor’s view of what a customer should invest in,” says Al Chien, president of Dasher Technologies. “Anything that we put on our line card we expect to have the highest degree of technical competencies and certification, which sets us apart from our competition.”

Dasher Technologies has developed a four-step approach to winning business with its customers and separating themselves in the marketplace. “We call it assess, architect, implement and manage. It describes how we deliver professional services,” says Chris Saso, chief technology officer at Dasher Technologies. “You assess what you need and what could Dasher provide for you? Then you start architecting solutions, and they get to know you.”

Dasher continues the relationship with its customers by implementing the solution and managing it for clients. While other solution providers take a similar approach with their customers, Dasher has seen tremendous results since formalizing its process. “Last year, we increased our professional service organization and the number of hours delivered by 50 percent,” says Saso. “And, I believe that’s a direct result of this process when we introduce it to clients.”

“As far as segmentation, any customer can benefit from our expertise and wants to leverage us as an agnostic set of eyes and ears to help understand the path that they should go under,” says Chien.

But Dasher can’t do this alone. Chien attributes its success to a longstanding relationship with HPE. “Our relationship with HPE spans 20 years, now. We’ve been Partner of the Year twice in the last seven years, which is something we’re very proud of,” says Chien.

“Without HPE, the whole model breaks,” says John Galatea, vice president of sales at Dasher Technologies. “We need HPE, much like HPE needs us to help service our clients together collaboratively.”

That trust starts with a robust product portfolio from HPE, including HPE Nimble, HPE SimpliVity and HPE Synergy. Combine that with Dasher’s proven four-step approach to client services, and customers have a recipe for long-term success.

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