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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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What about sales support?

We're adding more inside and outside sales reps. We have field coverage for small business resellers, unlike every other distributor. Most other distributors have walked away from those customers. It's been an accelerated evolution. We've added half a dozen more outside sales reps and well over 10 inside reps. We have even more coming. They're focused from a customer support standpoint on helping them move upstream. We want to make sure we don't overwhelm our sales reps.

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