Co-President, D&H Distributing (right)
"Educating the reseller and the SMB community on how to take advantage of the cloud will be key in 2012, just as pinpointing the right SMB solutions has been key for us. Cloud-based infrastructures offer opportunities for VARs to generate upgrade conversations with their end customers, easing them into this new paradigm with solutions from trusted brands that are tailored for the SMB marketplace. If resellers don't start talking to their clientele, their competitors will. We understand there's a certain cloud learning curve out there, and we're developing programs to clearly address that. VARs need to look to whatever resources and partners are at their disposal in order to build a distinct knowledge in this area."