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5 Big Bets That D&H Distributing Is Making In 2019

‘When I think about five big bets for D&H and think about moving into the second half of 2019, what really comes to mind first and foremost is this as-a-service model,’ D&H Distributing Co-President Michael Schwab tells CRN. ‘We’ve basically coined this new term, which is ‘X-as-a-service’ meaning everything as a service, as our go-to-market strategy.’

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As-a-service inflection point

Michael Schwab, co-president of Harrisburg, Pa.-based D&H Distributing, said as the SMB-focused distributor moves into the back half of 2019, it’s focused on helping partners transition to an as-a-service model in the most painless way possible, which includes shifting VARS to an MSP model by adopting cloud.

“Those three: as-a-service, cloud platform, and MSP model. Those three are all integrated. You can’t do one without the other.”

Additionally, Schwab said ProA/V is booming with “no ceiling” as more SMB clients look to renovate their offices with more modern collaboration spaces that allow for easy use of video conferencing software. Schwab said the company is also betting big on security offerings, and helping MSPs deploy those across their networks.

Schwab spoke to CRN at the company’s 2019 Mid-Atlantic Technology Conference in Hershey, Pa. this week, where nearly 1,000 SMB focused VARs and MSPs were on hand.

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