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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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‘X-As-A-Service’

D&H is trying to help its partners recognize that as-a-service is here to stay. Schwab said too many SMBs see the advantages of avoiding big technology investments, as well as the flexibility of scaling up and scaling down their networks, meaning VARs must learn to adjust.

“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. And most everybody in our industry is familiar with software-as-a-service, and device-as-a-service which is continuing to create opportunities for resellers downstream for their end users.

We’ve basically coined this new term, which is ‘X-as-a-service,’ meaning everything as a service, as our go-to-market strategy, all-inclusive of software and hardware and peripherals and routers and switches and whatever else makes its way to an as a service model.

I say it’s at an inflection point, because if you think about the historic buy-sell business model of a manufacturer or distributor or reseller or VAR or system integrator, there are finite moments in time where ownership changed hands on the hardware. There were configuration services, but generally, the model had not changed for so many years.

In today’s environment, primarily driven by end-users and organizations that were born in the cloud, that weren’t used to having a lot of fixed investment in infrastructure, they recognize that if they can pay a monthly service, and either ramp it up or ramp it down depending upon how many employees they have, are they hiring are they cutting back allows them to scale their business appropriately from an infrastructure standpoint as they grow.”

 
 
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