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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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D&H hired Peter Hurley earlier this year as director of the Pro A/V & Collaboration Business Unit. The unit saw sales grow 111-percent last year and the company predicts still another 80-percent growth this year.

“The key to the collaboration opportunity is that it used to be far and away too expensive. Only Fortune 500 companies could afford the technology. Today, really with some of the go-to-market strategies, really, Logitech has some really great solutions. Polycom, which is new to D&H, has some terrific go-to-market strategies. So, they have taken what used to be enterprise-level solutions, and built that functionality into more simple to use technology. Easier to deploy, plug and play, and priced it for SMB, which is awesome.

If you think about the modern office, and starting from scratch, how you would build an office environment, there’s a ton of huddle rooms, it’s much more shared and open space. I think people recognize the fact that collaboration is brought together in a number of ways. Microsoft has Teams and there are other solutions. But to really take full advantage of the software that’s out there, you really need some of the hardware integrated as well. So, we see that as a great opportunity.”

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