D&H Distributing welcomed more than 900 partners to Hershey, Pa. to get face-to-face time with vendors and learn about what’s new for SMB-focused VARs and MSPS in 2019.

With security is top of mind for nearly all customers, it’s no surprise that’s a hot area for growth, said D&H Co-President Michael Schwab.

“I don’t know if you can have a conversation in today’s environment without having security pop up,” Schwab said. “Because it’s such a complicated area of the environment in which we serve today, we in many ways, pride ourselves on being the conduit of the manufacturers’ R&D and information flow that they can then provide out. We’re constantly evaluating new products and technologies to make sure we’re giving best-in-class solutions. Security is a big bet. The growth year over year is reflective of that fact.”

With cybersecurity top of mind for attendees, there were a number of vendors focused on bringing their solutions to the SMB environment. But that’s just one area of interest for SMB-focused solution providers. D&H has also formed a close relationship with Lexmark in the printer space, and the print vendor has a line of products targeted to the distributor’s SMB-minded partners.