Evolving With The Industry
As D&H Distributing approaches its 100-year anniversary, the SMB-focused IT products supplier wants to maintain its reputation as a high-touch business advisor amid rapid growth across multiple market segments.
D&H has experienced 22 percent year-over-year growth around its overall VAR business, the company said, underscoring an organization-wide 3.5 percent growth rate. This success has come under the leadership of Peter DiMarco, who came aboard as VP of VAR sales in 2015, and has been followed by the hiring of distribution industry veteran Ken Fabozzi as senior director of VAR field sales earlier this month.
D&H's trajectory has been helped by the distributor's foray into cloud services, a venture that yielded triple-digit growth during its first few months. In June, D&H added Microsoft Azure to its cloud marketplace with eyes on increasing the number of channel partners on that platform five-fold.
In the edited interview that follows, D&H VP of Marketing Mary Campbell caught up with CRN to discuss the company's priorities in 2017 and beyond.