Jason Bystrak's guest appearances

Jason Bystrak

pod2112 Podcast

It's All About the Questions

Channel Journeys Podcast

Changing Channels

The MSP Initiative

Tiffani Bova

Janet Schijns

Craig Schlagbaum

Laura Steward

Karl Fahrbach

Dina Moskowitz

Dave Sobel

Daniel Burrus

Michelle McBain

Rod Baptie

Jay McBain

Rob Rae

Harry Brelsford

Frank Rauch

Sandra Glaser

OwlTail

When all your competitors are merging or being bought outright, what do you do? Do you stay independent or do you look to do the same as them? When they all lock into one business focus, do you do the same or do you carve your own path? Jason Bystrak and Peter DiMarco, Vice Presidents at D&amp;H Distributing (104 year old family owned company), join me on this episode to talk about how to know what you should do for your business. They know firsthand the questions you need to ask yourself and whether you should care what your competitors are doing. The conversation also goes into how a $5 billion company operates with 36% employee ownership versus a $50 billion company. I especially loved the conversation about egos, complicating things and the bottoms-up versus top-down method of deciding your businesses next steps. If you have employees, or are thinking about adding staff for the first time, Peter's insights into hiring practices will open your eyes. Jason Bystrak is the vice president of the cloud and services business unit for D&amp;H Distributing, and leads a team of cross-functional experts responsible for the strategy and execution of the company’s XaaS ("Everything as a Service") business, helping channel partners deliver total solutions in a subscription model. He oversees technology practice areas including cloud, professional services, security and unified communications. He is the chair of the Channel Development Advisory Council for CompTIA, previously served as chair for CompTIA’s cloud community, and has been named to ChannelPro-SMB’s list of 20/20 Visionaries, as well as CRN’s 100 People You Don’t Know But Should. He frequently offers insight into the opportunity and future of cloud at strategic industry events, including CompTIA’s ChannelCon, Channel Partners and IT Nation. Peter DiMarco joined D&amp;H in 2015 as vice president of VAR sales, Computer Products Division (CPD). He oversees sales teams working with all value-added resellers that sell through the CPD division, including commercial, government and education solution providers as well as managed service providers. Peter manages the inside and outside sales teams, solutions and Cloud support teams focused on new market growth strategies, aimed at helping its SMB solution providers evolve towards larger mid-market sales opportunities and solutions. He is focused on driving VAR engagement efforts including the VAR Track events at D&amp;H's trade shows, and a new K-12 Advisory Board focusing on this vertical market, in addition to driving new programs and support services. Peter previously served as an IT channel development leader at EarthLink, and has coordinated sales initiatives with partners such as Microsoft, Cisco, Dell, Lenovo, VMware, Apple, Juniper, Citrix and HP. His IT distribution experience includes a vice president of VAR sales position at Ingram Micro.

<p>When all your competitors are merging or being bought outright, what do you do? Do you stay independent or do you look to do the same as them? When they all lock into one business focus, do you do the same or do you carve your own path?</p> <p>Jason Bystrak and Peter DiMarco, Vice Presidents at D&amp;H Distributing (104 year old family owned company), join me on this episode to talk about how to know what you should do for your business. They know firsthand the questions you need to ask yourself and whether you should care what your competitors are doing.</p> <p>The conversation also goes into how a $5 billion company operates with 36% employee ownership versus a $50 billion company. I especially loved the conversation about egos, complicating things and the bottoms-up versus top-down method of deciding your businesses next steps.</p> <p>If you have employees, or are thinking about adding staff for the first time, Peter's insights into hiring practices will open your eyes.</p> <p>Jason Bystrak is the vice president of the cloud and services business unit for D&amp;H Distributing, and leads a team of cross-functional experts responsible for the strategy and execution of the company’s XaaS ("Everything as a Service") business, helping channel partners deliver total solutions in a subscription model. He oversees technology practice areas including cloud, professional services, security and unified communications.</p> <p>He is the chair of the Channel Development Advisory Council for CompTIA, previously served as chair for CompTIA’s cloud community, and has been named to ChannelPro-SMB’s list of 20/20 Visionaries, as well as CRN’s 100 People You Don’t Know But Should. He frequently offers insight into the opportunity and future of cloud at strategic industry events, including CompTIA’s ChannelCon, Channel Partners and IT Nation.</p> <p>Peter DiMarco joined D&amp;H in 2015 as vice president of VAR sales, Computer Products Division (CPD). He oversees sales teams working with all value-added resellers that sell through the CPD division, including commercial, government and education solution providers as well as managed service providers. Peter manages the inside and outside sales teams, solutions and Cloud support teams focused on new market growth strategies, aimed at helping its SMB solution providers evolve towards larger mid-market sales opportunities and solutions. He is focused on driving VAR engagement efforts including the VAR Track events at D&amp;H's trade shows, and a new K-12 Advisory Board focusing on this vertical market, in addition to driving new programs and support services.</p> <p>Peter previously served as an IT channel development leader at EarthLink, and has coordinated sales initiatives with partners such as Microsoft, Cisco, Dell, Lenovo, VMware, Apple, Juniper, Citrix and HP. His IT distribution experience includes a vice president of VAR sales position at Ingram Micro.</p>

Charting Your Own Course When Others Do Different - Jason Bystrak & Peter DiMarco

Device and everything as a service is not a new concept. Since the early days of managed services, channel pros and practitioners foresaw a day in which the tech industry sold and supported all devices, applications and resources as a service. With cloud computing and ubiquitous connectivity, everything as a service is a real and growing trend. Nevertheless, the channel – particularly in the SMB segment – is not addressing what some size as a $390 billion market. D&amp;H Distributing – the leading distributor that largely focuses on SMB partners and market segments – is looking to convert nearly 70 million seats from traditional capital-expense hardware sales and software licenses to an end-to-end services-based consumption and support model delivered by solution providers. Jason Bystrak, vice president of the cloud business unit at D&amp;H Distributing, joins Pod2112 to discuss the massive channel opportunity in everything as a service and how vendors and solution providers can participate in the multi-billion opportunity.

<p>Device and everything as a service is not a new concept. Since the early days of managed services, channel pros and practitioners foresaw a day in which the tech industry sold and supported all devices, applications and resources as a service. With cloud computing and ubiquitous connectivity, everything as a service is a real and growing trend. Nevertheless, the channel – particularly in the SMB segment – is not addressing what some size as a $390 billion market. D&amp;H Distributing – the leading distributor that largely focuses on SMB partners and market segments – is looking to convert nearly 70 million seats from traditional capital-expense hardware sales and software licenses to an end-to-end services-based consumption and support model delivered by solution providers. Jason Bystrak, vice president of the cloud business unit at D&amp;H Distributing, joins Pod2112 to discuss the massive channel opportunity in everything as a service and how vendors and solution providers can participate in the multi-billion opportunity.</p>

Episode 89:  D&H’s Jason Bystrak on Monetizing Every Seat with Services

Just as online shopping and review sites have changed the way we buy at home, the technology buyer’s journey has also seen massive change. The shift from products to services, new ways technologies are sold and delivered to the market, and the focus on customer experience are having a profound impact on both buyers and sellers. Channel success requires we re-examine the buyer’s journey.  I did just that with Jason Bystrak, VP of the Cloud Business Unit at D&amp;H Distributing and member of CompTIA’s Channel Advisory Board. Jason shares the work he and the Advisory Board completed on the buyer’s journey and the role of the channel (partners, distributors, and vendors) in that journey.   KEY TAKEAWAYS The technology buyer’s journey can be broken into four main stages. Each stage presents an opportunity for the partner, distributor, and vendor to influence the buying decision.  Stage 1: Marketing  With the way that people are learning about technology, having a strong online presence is more important than ever Vendors and partners need to focus on “how do you educate them” not “how do you sell to them” Distributors can help in this phase by running educational events and pulling together market data for the vendor and partner to leverage  Stage 2: Sales  There are 7 steps to the sales process phase: assessment, evaluation, positive review, contracting, negotiation, quoting and then acceptance Vendors need to provide adequate training for the channel to execute each of these 7 steps Distributors should be echoing that training and providing a multi-vendor experience for partners to offer a complete solution   Stage 3: Technical  The technical phase should be focused on the implementation from start to finish and making sure that everything that was promised is delivered Distributors can help their partners by integrating with the common managed service provider platforms Partners, distributors, and vendors should all be asking “how do we integrate our products to make it easier to implement and manage?”  Stage 4: Customer Success  The 3 steps within customer success are support, billing/paying, and adoption The role of the vendor is making sure that throughout the service consumption they’re able to provide partners with key performance indicators as to what’s being used and how Vendors should also be sharing use cases and trends to help their partners drive deeper adoption   SHARE THIS From a culture standpoint, these line of business leaders that are often involved with the decisions, they don't want to be sold to. You really need to focus on how you educate them rather than how to sell to them. @jbystrakClick To Tweet It's no longer about the technology or the bells and whistles, it's about the business outcome. @jbystrakClick To Tweet The role of the vendor is making sure that throughout the service consumption, they're able to provide key performance indicators for their specific products as to what's being used. @jbystrakClick To Tweet LINKS &amp; RESOURCES  Follow Jason on LinkedIn and Twitter. Learn more about D&amp;H. Learn more about CompTIA and how you can get involved. The post Jason Bystrak: The Role of the Channel in the Technology Buyer’s Journey first appeared on Channel Journeys.

<p>Just as online shopping and review sites have changed the way we buy at home, the technology buyer’s journey has also seen massive change. The shift from products to services, new ways technologies are sold and delivered to the market, and the focus on customer experience are having a profound impact on both buyers and sellers. Channel success requires we re-examine the buyer’s journey. </p> <p>I did just that with Jason Bystrak, VP of the Cloud Business Unit at D&amp;H Distributing and member of CompTIA’s Channel Advisory Board. Jason shares the work he and the Advisory Board completed on the buyer’s journey and the role of the channel (partners, distributors, and vendors) in that journey. </p> <p></p> <h4>KEY TAKEAWAYS</h4> <p>The technology buyer’s journey can be broken into four main stages. Each stage presents an opportunity for the partner, distributor, and vendor to influence the buying decision. </p> <h5>Stage 1: Marketing</h5> <ul> <li>With the way that people are learning about technology, having a strong online presence is more important than ever</li> <li>Vendors and partners need to focus on “how do you educate them” not “how do you sell to them”</li> <li>Distributors can help in this phase by running educational events and pulling together market data for the vendor and partner to leverage</li> </ul> <h5>Stage 2: Sales</h5> <ul> <li>There are 7 steps to the sales process phase: assessment, evaluation, positive review, contracting, negotiation, quoting and then acceptance</li> <li>Vendors need to provide adequate training for the channel to execute each of these 7 steps</li> <li>Distributors should be echoing that training and providing a multi-vendor experience for partners to offer a complete solution </li> </ul> <h5>Stage 3: Technical</h5> <ul> <li>The technical phase should be focused on the implementation from start to finish and making sure that everything that was promised is delivered</li> <li>Distributors can help their partners by integrating with the common managed service provider platforms</li> <li>Partners, distributors, and vendors should all be asking “how do we integrate our products to make it easier to implement and manage?”</li> </ul> <h5>Stage 4: Customer Success</h5> <ul> <li>The 3 steps within customer success are support, billing/paying, and adoption</li> <li>The role of the vendor is making sure that throughout the service consumption they’re able to provide partners with key performance indicators as to what’s being used and how</li> <li>Vendors should also be sharing use cases and trends to help their partners drive deeper adoption </li> </ul> <h4>SHARE THIS</h4> <p><em>From a culture standpoint, these line of business leaders that are often involved with the decisions, they don't want to be sold to. You really need to focus on how you educate them rather than how to sell to them. @jbystrak</em><br/><a href="https://twitter.com/intent/tweet?url=https%3A%2F%2Fchanneljourneys.com%2Fjason-bystrak-technology-buyers-journey-cj36%2F&amp;text=From%20a%20culture%20standpoint%2C%20these%20line%20of%20business%20leaders%20that%20are%20often%20involved%20with%20the%20decisions%2C%20they%20don%27t%20want%20to%20be%20sold%20to.%20You%20really%20need%20to%20focus%20on%20how%20you%20educate%20them%20rather%20than%20how%20to%20sell%20to%20them.%20%40jbystrak&amp;via=channeljourneys&amp;related=channeljourneys" rel="noopener noreferrer nofollow" target="_blank">Click To Tweet</a><br/> </p><p><em>It's no longer about the technology or the bells and whistles, it's about the business outcome. @jbystrak</em><br/><a href="https://twitter.com/intent/tweet?url=https%3A%2F%2Fchanneljourneys.com%2Fjason-bystrak-technology-buyers-journey-cj36%2F&amp;text=It%27s%20no%20longer%20about%20the%20technology%20or%20the%20bells%20and%20whistles%2C%20it%27s%20about%20the%20business%20outcome.%20%40jbystrak&amp;via=channeljourneys&amp;related=channeljourneys" rel="noopener noreferrer nofollow" target="_blank">Click To Tweet</a><br/> </p><p><em>The role of the vendor is making sure that throughout the service consumption, they're able to provide key performance indicators for their specific products as to what's being used. @jbystrak</em><br/><a href="https://twitter.com/intent/tweet?url=https%3A%2F%2Fchanneljourneys.com%2Fjason-bystrak-technology-buyers-journey-cj36%2F&amp;text=The%20role%20of%20the%20vendor%20is%20making%20sure%20that%20throughout%20the%20service%20consumption%2C%20they%27re%20able%20to%20provide%20key%20performance%20indicators%20for%20their%20specific%20products%20as%20to%20what%27s%20being%20used.%20%40jbystrak&amp;via=channeljourneys&amp;related=channeljourneys" rel="noopener noreferrer nofollow" target="_blank">Click To Tweet</a><br/> </p><h4>LINKS &amp; RESOURCES</h4> <ul> <li>Follow Jason on <a href="https://www.linkedin.com/in/jasonbystrak" rel="noopener noreferrer nofollow" target="_blank">LinkedIn</a> and <a href="https://twitter.com/jbystrak?lang=en" rel="noopener noreferrer nofollow" target="_blank">Twitter</a>.</li> <li>Learn more about <a href="https://www.dandh.com/v4/view?pageReq=dhMainNS" rel="noopener noreferrer nofollow" target="_blank">D&amp;H</a>.</li> <li>Learn more about <a href="https://www.comptia.org/" rel="noopener noreferrer nofollow" target="_blank">CompTIA</a> and how you can get involved.</li> </ul>The post <a href="https://channeljourneys.com/jason-bystrak-technology-buyers-journey-cj36/" rel="nofollow" target="_blank">Jason Bystrak: The Role of the Channel in the Technology Buyer’s Journey</a> first appeared on <a href="https://channeljourneys.com" rel="nofollow" target="_blank">Channel Journeys</a>.

Jason Bystrak: The Role of the Channel in the Technology Buyer’s Journey