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Ultimate Partner Roadmap: Trusted Advisor Vs. Technology Partner

Discover why one solution provider credits its partnership with HPE to becoming its customer’s trusted advisor.

Businesses lose 15 percent of their clients every year, according to Small Business Trends. That’s because winning business requires more than just sitting down and talking with clients. Having the patience to understand and solve their pain points will help partners stand out.

“Everybody’s network is unique,” says Al Chien, president of Dasher Technologies, “and therefore there’s a tremendous amount of opportunity for us to demonstrate our value to the client.”

Demonstrating value to clients means being able to offer them a host of solutions that solve more than just one problem. And, that solutions-focused approach must be consistent throughout the sales lifecycle. “We need to have the same approach and the same outlook on that particular client throughout the process,” says Josh Close, vice president of engineering at Dasher Technologies. “Some folks would look at that as a bad thing, but we look at it as a way for us to continue to add value even outside of the solution that we’re implementing.”

Solution provider Dasher Technologies is always evolving to ensure IT always provides the right technologies to clients. One major reason it’s able to do that is its successful partnership with HPE. “We like to use the technologies that we are out proposing to clients and HPE is the backbone of many of those technologies,” says Chris Saso, chief technology officer at Dasher Technologies. “We actually run our business on Nimble. We’ve got SimpliVity here, so it’s very easy to go into a client and say, ‘This is a great solution.’”

HPE Nimble, HPE SimpliVity and HPE InfoSight are just some of the technologies Dasher offers to clients. And constant communication with HPE makes Dasher aware of any updates.

By partnering with a vendor that understands client needs and helps partners become the subject-matter expert, solution providers become more than just a technology partner. They become trusted advisors.

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