D&H Takes Cisco Show On The Road

The Harrisburg, Pa.-based distributor plans to host a series of regional events to introduce Cisco Systems to its SMB solution providers.

“This will be the first time we have had events like this that are focused on one vendor,” said Michael Schwab, vice president of purchasing at D&H.

Cisco, San Jose, Calif., authorized D&H in July and tasked the distributor with helping it better penetrate the SMB market. Cisco already has shipped more than 1 million orders through distribution in fiscal 2005, a 40 percent increase year-over-year, according to John DiLullo, vice president of worldwide distribution at Cisco Systems.

“Distributors are the backbone of our SMB channel strategy, and last year when we announced an increased focus on the SMB market, we knew that if we executed properly we would see a spike,” DiLullo said.

D&H has signed more than 200 VARs to its Cisco program and hopes the road show can attract a few hundred more, Schwab said. The distributor has not finalized any dates for the shows, but it expects to host them around the country for about 20 solution providers at each show, Schwab said.

“At that size, the [solution providers] can get some real attention,” Schwab said.

Some D&H solution providers said they&ve noticed Cisco in the SMB market, especially after the vendor acquired Linksys.

“They are going after the SMB market that they&ve left untouched. Their product is very good. It&s stable and there&s good support,” said Mark Frisch, president of New England Digital Computers, Middleton, Mass. “Linksys is their way to get into the SMB, rather than take existing product and shrink it down. Once Cisco&s name is on the product, it gives it some validity,” Frisch said.

John Dexter, vice president of Computer Center, Hanover, Mass., said he will look at Cisco if he sees the company create products and solutions for offices of less than 10 users.

“Most of the Cisco stuff has been beyond what we needed. Customers don&t care about the difference between Linksys and Cisco. They just want to know they can get on the network,” Dexter said.