Marty Bauerlein On Leaving AMD, Earning Market Share, And Why D&H’s Cloud Marketplace Is An ‘Execution Machine’
‘We are determined to earn market-share gains through our strong customer enablement,’ says new D&H Chief Commercial Officer Marty Bauerlein. “I envision D&H selling to 25,000 active MSPs and VARs in North America within the next three years. … We’re taking this to another level by offering world-class intimacy with a U.S. coverage model.’
New D&H Distributing Chief Commercial Officer Marty Bauerlein says he is going to move to capitalize on the distributor’s Cloud Marketplace and Modern Solutions Business Unit advantages in a bid to “earn” market-share gains.
“We’ve got to continue to tell the market and the world about our Cloud Marketplace and our differentiators in the Modern Solutions Business Unit,” said Bauerlein, a 25-year distribution veteran who was most recently head of North America VAR sales and commercial distribution for AMD. “We are determined to earn market-share gains through our strong customer enablement. I envision D&H selling to 25,000 active MSPs and VARs in North America within the next three years. … We’re taking this to another level by offering world-class intimacy with a U.S. coverage model.
The D&H Cloud Marketplace, combined with D&H’s Modern Solutions Business Unit, have reshaped the competitive landscape in the distribution market to favor D&H, said Bauerlein.
“The D&H Cloud Marketplace is an execution machine,” he said. “We are attracting and transacting with thousands of MSPs. The D&H Cloud Marketplace allows solution providers to attach their own services. It also provides connectivity to some of the industry-leading invoicing tools.”
As for the D&H Modern Solutions Business Unit, Bauerlein said it has moved the traditional distribution model from single-threaded dedicated vendor specialists to multivendor solution specialists. “So when a solution provider or VAR calls D&H, they get a vendor-agnostic outcome that is best for the customer,” he said.
Bauerlein said D&H’s employee-owned, privately held model is paying off in big growth, attracting new partners and vendors.
“D&H is growing the cloud business by triple digits and the endpoint business massively in a down market,” he said. “We are also growing the Modern Solutions Business at a double-digit rate. D&H has momentum in the market. Vendors are getting speeding tickets lining up outside their offices to discuss business opportunities and growing their business with D&H.”
The addition of Bauerlein comes just two months after D&H reported 102 percent growth in cloud services and modern applications in 2022 fueled by the launch of the new Modern Solutions Business Unit last May.
The Modern Solutions Business Unit—the distributor’s biggest single investment in over a decade—represents a landmark shift in the D&H go-to-market model from a long-standing single-vendor practice structure with dedicated vendor sales specialists to a multivendor Everything-as-a-Service business unit focus with new technical talent.
In 2022, the D&H Modern Solutions Business Unit overall reported a 39 percent increase in sales with 66 percent growth in integration services, 46 percent growth in Cisco products and 25 percent growth in modern infrastructure.
“D&H is growing exponentially,” said Bauerlein. “That’s a fact. That’s because they have heavily invested in their Cloud Marketplace and have hired 300 people across the company. So at a time when most companies are laying off employees, D&H is investing in new talent, new tools and new leadership.”