CRN Exclusive: D&H Co-President Schwab On SMB Cloud Adoption, Office Depot's CompuCom Buy, And The Space He'd Like To Dominate In 2018


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Doubling Down On Small Businesses

While competitors consolidate through enterprise-focused acquisitions, D&H Distributing has continued to prioritize hands-on training and support for partners that service what Co-President Dan Schwab calls the "true small business community" – the 15-person law firms and 20-person doctor's offices.

As of late, the Harrisburg, Pa.-based IT distributor said those investments have paid off. From September to November, the privately-held company reported that it enjoyed double-digit growth, contributing to 7.4 percent growth in North America from May through early December. Highlighting that uptick in sales were spikes in D&H's digital signage and connected home practices, which increased 51 and 42 percent year-over-year, respectively.

"(Partners) thought there were great growth opportunities, and we put together a focused effort on training and educating," Schwab said.

Last week, Schwab sat down with CRN to discuss the state of D&H heading into 2018, including its plans to provide additional levels of support at an expanded lineup of events and hiring more sales reps with technical expertise. What follows is an edited excerpt of that conversation.



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