How 8 Distributors Are Tackling The Cloud


D&H Distributing

D&H Distributing believes the cloud will be complementary to on-premise infrastructure, especially for mission-critical information and more especially for small businesses, the primary target of the distributors solution provider customers.

For that reason, D&H is focused on enabling those solution providers to build SMB cloud solutions and working with vendors such as Microsoft and Cisco Systems to drive the products that make up that infrastructure, said Dan Schwab, co-president of D&H.

A lot of confusion that has existed for the SMB reseller is making sure the cloud fits their business model because at the end of the day, theyve got finite resources. Its their job to make sure that when they deploy their focus on [cloud], it fits their business and they can actually enable their customers, Schwab said. Our role is really to connect the dots in the solution. We don't view our role for ourselves as creating a huge network operating center and doing all the downloads ourselves. I don't believe that's a core competency for a distributor like D&H.

However, D&H is talking to third-party cloud providers to see if there are ways to bring those services to D&H solution providers, Schwab said.

D&H also is looking to enable solution providers to build cloud solutions for vertical market applications such as health care. We just finished our health care vertical summit and all the vendors there had some type of cloud offering.

It helped the different customers there understand what
the different ways to go to market are, what the different strategies are. Now they can take that information and information on our Web site -- we have an entire section for cloud -- and figure out where cloud fits in, Schwab said.

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