The ASCII Group, based in Bethesda, Md., is a network of individuals dedicated to growth through partnership. The organization has been a staple in the AV and IT channels for several decades. Today, it continues to thrive, enjoying the support of over 1,300 IT providers across the world. This year, The ASCII Group marks 40 years of dedication and service to its community of Managed Services Providers (MSPs), IT providers and individual members.
In this exclusive interview with Commercial Integrator, executive leaders from The ASCII Group offer detailed insights on the organization’s beginnings and its rise as a forum for MSPs. The Q&A also sheds light on the group’s continued efforts to nurture trust and partnerships not only among employees but also among The ASCII Group’s many members.
Embark on a 40-year journey with The ASCII Group in the interview below.
Commercial Integrator: Provide some insight into the evolution of The ASCII Group as it marks 40 years. The organization started as a buying group, but it has really evolved into more of an IT community, right?
Alan Weinberger, chairman and CEO of The ASCII Group. Photo credit: Joshua Liberman.
Alan Weinberger (chairman and CEO): The founding 40 “computer stores” first came to me in 1984 to see how they could get out of the agreement they had with a failed franchisor who was in bankruptcy. We then had a series of meetings around the country, and all came up with a new concept at that time, a “for-profit community.”
While there was discussion of forming a non-profit, the reason we didn’t do so was because we didn’t want to be seen by vendors as just a ‘buying group’ where computer dealers were just getting together to get higher margins with added leverage from these vendors. Instead, by becoming a for-profit organization, the vendors would see The ASCII Group in a better light as a true community of independent resellers and more equipped for longevity by developing a professional staff and management.
Of course, in those early days, communication between members was more difficult than it is today. But we knew that in talking to the members, the desire for a close community was always there, and with the arrival of the Internet, we quickly instituted our members-only forum thereby building on the vision we originally had in 1984.
Commercial Integrator: Even with that evolution, the organization has always had the same mission — namely, to elevate the role of the Managed Service Provider/IT business owner. Discuss why that mission has been both so enduring and so inspiring.
Weinberger at Harvard University in 2016.
Photo credit: Alysia Vetter.
Alan Weinberger: While the big players in the IT industry remain silent, The ASCII Group proudly advocates for the value and necessity of hiring a local MSP for all your IT needs. With a strong focus on growth, collaboration and partnership, we have been supporting MSPs for years. At ASCII, we believe in walking the walk, not just talking the talk.
Our commitment to our community of MSP members is unwavering, and we have their back every step of the way. There is a unique long-term loyalty that strengthens our community and amplifies the value for each member. But it’s not just about individual success — it is about building a community of like-minded individuals who are dedicated to growth through partnership.
Commercial Integrator: Discuss the corporate culture cultivated at the organization. What makes you different from others, culturally speaking? What effect does this positive culture have on team member longevity and loyalty?
Doug Young (COO and senior vice president): From a culture perspective, the key to The ASCII Group’s success is that we have truly good people working here who are invested in our members and each other while maintaining a proper work/life balance. From a work perspective, there are so many instances where someone went the extra step for a member, helped out another staffer, etc.
But just as important, our staff’s culture is to be incredibly supportive of each other by celebrating successes and helping each other out wherever needed. And that support has long been pervasive at The ASCII Group, starting at the top from our CEO, Alan Weinberger, who truly cares about the staff both on a work and personal level. That attitude is just a way of life at The ASCII Group. As a result, people like working here, and it’s no accident that nearly half our staff has worked at The ASCII Group over 20 years!
(L-R): Jerry Koutavas, Alan Weinberger and Doug Young.
Photo credit: Alysia Vetter.
Commercial Integrator: Another key distinguisher is the longtime, unquestioned vendor neutrality. How has the organization managed to maintain this? What does vendor neutrality mean in terms of MSPs’ and IT business’ trust and confidence in The ASCII Group?
Jerry Koutavas (president): Exclusivity has come up from time to time over the years, whereupon vendors seek to own a technology category and block any other solutions from being presented to the group. We have also seen other IT communities completely standardize on a specific technology stack, taking choice out of the equation. In both scenarios, we made the decision early on to remain neutral. Our industry evolves too quickly to limit or to block any potential solution that could serve the community.
Commercial Integrator: It could be said that networking and knowledge sharing are the beating heart of The ASCII Group. Describe the power that these peer exchanges unlock. Discuss how, ultimately, community is truly foundational for the organization and its members.
Doug Young: We have often told members that if all they’re getting out of The ASCII Group is some savings on a program, they’re missing such a rich opportunity. It’s hard being an MSP, especially in the SMB space, and being a member of a community helps in so many ways. No one can know every technology, have every expertise, know how to solve every problem.
The ASCII Group has built trust with its members over 40 years, and we provide so many ways for members to get to know each other, partner together, solve each other’s problems, provide support and so much more. We’ve learned that community doesn’t get built in a day; rather, it happens over the course of years by continuing to nurture these partnerships and building trust.
Commercial Integrator: Is there anything else you’d like to add as regards to positive distinguishers, members and continuing value proposition of The ASCII Group 40 years on?
Jerry Koutavas: The health of any community is somewhat contingent upon participation and contributions back into that same community. Unfortunately, today, many will not understand what a true “community” is as many businesses now use the term without genuinely fostering meaningful connections or engagement within their customer base. However, our experience has been that if you are in a true “community” you gain something every day — you witness peers sharing advice regardless of competitiveness and business [opportunities] continually being passed back and forth as people value and rely on each other. That experience as a true ‘community’ is what keeps The ASCII Group valuable today and into the future.
