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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

As it enters a new year, D&H Distributing wants to double down on small businesses and capitalize on their rapidly growing cybersecurity needs.

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The total number of partners you serve is expected to grow about 5 percent, and you've said other distributors have seen that number fall slightly. Why is that the case?

Many distributors have opted to focus more upstream, on the data center and enterprise. They've highlighted that with many of the acquisitions they've made, very aggressively going into the enterprise market. They've pivoted their resources away from SMBs. At the same time, D&H has been doubling down on small businesses, investing in more training, more support, and having dedicated sales reps with an average tenure of nine years. We've become, over time, the ideal solution for a small business reseller that's looking for a true partner. Someone to help them identify opportunities, which emerging technologies they can get behind, train their technical staff, provide free end user demand-gen creation, and recommend the right vendors and channel programs.

 
 
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