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D&H Distributing’s Dan Schwab On Cloud Growth, New Services And The Rise In Competition From Private Equity

O’Ryan Johnson

‘It seems like in a lot of ways we are the last man standing. We know private equity’s model is to dramatically cut costs, and then in five to seven years … sell it, take it public, what have you. We just have a very different philosophy,’ says D&H Co-president Dan Schwab.

D&H started a cloud sales practice two years ago under VP of Cloud Jason Bystrak (pictured). How did that unit perform last year?

We’ve experienced explosive growth, over 100 percent growth, on already a very substantial base. Recently we added some new key vendors: Acronis, for security, Zoom for video conferencing, and Nextiva, for UC. The business is big enough that we really broke it into four separate areas, which is cloud services, security and UC.

They all tie into that X-as-a-service, the consumption model that we’re all aware of, we all like to pay bills on a monthly basis, but what D&H has done differently is that we’ve created a configuration tool that is exclusive to D&H that allows our MSPs and VARs to bundly device as a service, cloud, and other services into a very simple, small business solution.

We’ve used this year’s to make tremendous investments in our team. Our tools make it easier for our partners because all of our partners now are hybrid. They all have a cloud offering. I think a year ago you could look back and maybe there was still some resistance, or they were at different points in the paradigm. Today, all of our partners have cloud as some portion of their business. So it’s our job to help accelerate and streamline the process and the billing.

 
O’Ryan Johnson

O’Ryan Johnson is a veteran news reporter. He covers the data center beat for CRN and hopes to hear from channel partners about how he can improve his coverage and write the stories they want to read. He can be reached at ojohnson@thechannelcompany.com..

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