When Alan Weinberger founded the ASCII Group Inc. four decades ago, he was guided by the same principle that years earlier had led him to law school – the pursuit of justice.
Alan Weinberger
The Washington, D.C.-based IT services membership organization’s founder and CEO said he thought it was unfair that independent computer dealers were being squeezed by fast-growing franchise chains and powerful vendors flirting with direct business models.
Much like citizens who turn to the judicial system, small, independent PC resellers needed someone to watch out for them. If no one had their backs, those small players would be marginalized, he said. So, he started an organization to safeguard their rightful place in the market, and compete against established and would-be giants, Weinberger said.
“These were experts, and they were drowned out by the big players. They were being squeezed every way they could be squeezed. I said, ‘If we can put a group together, we can be like a big reseller.’ ”
Fast forward to today, and the ASCII Group is North America’s largest community for MSPs. This year, it’s celebrating 40 years of looking out for the interests of channel companies. While the industry has evolved – and the channel along with it – ASCII’s mission to help small players has not, Weinberger said.
The modern-day ASCII membership comprises an assortment of resellers, IT and cloud services providers, and MSPs who leverage the organization’s comprehensive bank of resources and networking opportunities. On behalf of its members, ASCII negotiates favorable terms with suppliers, and discounts for business needs such as marketing services, shipping, cyber insurance, and credit card processing.
Networking and Partnerships
David Stinner
David Stinner, president of Tonawanda, N.Y.-based US itek, joined ASCII 22 years ago for the buying discounts the group provides.
At the time, US itek was primarily a PC builder; it now focuses on managed IT and cybersecurity services. It turns to ASCII for networking opportunities such as its Edge Tradeshows and the Spark Peer Groups, which bring MSPs together to discuss business issues, Stinner said.
“The networking provided by the ASCII Group is amazing. Other industry peer groups cost 10 times the annual membership dues of ASCII.”
Stinner particularly likes ASCII’s subcontractor desk, which he said “allows us to use a trusted partner in another market to get work done on our behalf.” In one case, an MSP subcontracted US itek to deliver services to a client in the Buffalo, NY, area, resulting in a two-year, $150,000 engagement, he said.
Meanwhile, Kim Nielsen has been a member for about 30 years. While the benefits ASCII provides have changed as the industry evolved, the president of Troy, MI-based Computer Technologies Inc. said one benefit has lasted throughout the years: “The community of IT businesspeople that are willing to help their fellow community members whenever needed.”
For instance, the ASCII-Link communication platform connects members with each other to share knowledge of technical, marketing and HR matters, she said. Another valuable tool is the National Sales Tax Helpdesk, which helps members determine how to tax their offerings based on location, product, and service. “This sales tax guide has saved us countless hours trying to figure out what to tax,” Nielsen said.
Sense of Community
ASCII provides about 70 programs to 1,400 members in the U.S. and Canada, according to ASCII Vice President of Marketing Alysia Vetter.
In 2024, ASCII is making an international push, so IT services providers around the world can access benefits like peer networking and knowledge sharing. International members can tap into what ASCII COO Doug Young described as a “trusted community” of peers. ASCII has facilitated thousands of relationships over the years, he said. Members know they can rely on each other without worrying about losing customers. Not once has one member stolen a customer from another member, he added.
Kim Nielsen
This ability to lean on other members can deliver unexpected benefits. For some members, the subcontracting service is the only opportunity they have for taking a vacation. Without it, they would be too busy to take time off, Young explained.
This year, ASCII will also continue its mission to elevate the role of MSPs and inspire new entrants into the field. Weinberger has spoken at institutions of higher learning such as Harvard University, NYU, and American University. He often will tell students about how he started his career as a lawyer and then shifted to the technology world.
For some students, said Vetter, it was the first time they realized, “You can shift; you change your major, you can do all these things.”
Some of those students may one day join the ranks of ASCII members and enjoy the group’s benefits, just as Nielsen credited the organization for playing a major role in her company’s success.
“It helped my business in so many areas. For the minimal investment involved to be a member, the value received back is tenfold.”
Image: iStock
