CRN Exclusive: D&H's Dan Schwab Talks Growth, New Partner Support, Recurring Revenue For SMB Partners


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Growth With Partners' Help

D&H knows the SMB solution provider market, and it's using that knowledge to improve business for its partners. The company said the amount of business reseller partners did with D&H in its recently completed fiscal year grew 21 percent, thanks in part to actions D&H took.

The Harrisburg, Pa.-based distributor introduced a number of partner-helping initiatives last year, which included a K-12 education solutions group and improved education initiatives at its events.

Dan Schwab, D&H's co-president, said the company completed its 24th consecutive year of growth during fiscal 2016, driving growth in areas that were "challenging" in the broader market.

Because of that success, Schwab said he will expand those initiatives, with a new pre-sales support program that will offer partners free access to personalized solution experts to help them design individual sales and business strategies.

CRN sat down with Schwab to discuss these changes, D&H's recent success, and how the distributor wants to help partners move into recurring revenue models.




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