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D&H’s Dan Schwab: Our X-as-a-Service Tools Offer Partners ‘Incredible Flexibility’

Joseph F. Kovar

“Our X-as-a-Service tools give incredible flexibility so partners can ‘X’ down a single device. No one else lets them do it for a single device. It also lets them add their own services, and they can pick and choose which of our products they want, which products the end user wants to pay for up front, which products they want to pay for over time as a service,” D&H Co-President Dan Schwab tells CRN.

Has D&H ever been approached by a potential acquirer? 

Oh, over the years, many different people have approached D&H, and we just have no interest. People typically look to sell their companies because really one of two reasons. Either they need the capital to run their business, which D&H does not need at all. In fact, we’ve been in business for 105 years. We’ve made money for 105 years. The banks are very comfortable with us. The second point would be if the owners wanted to cash out, and Michael and I and the other owners at D&H love what we do. We get up every day and we couldn’t be happier with what we do. We don’t need fancy cars or anything. We love having this family business of owners. We love how we win together. When we win, we all share the success. So we have no interest in that.

What is the business outlook for 2022 for D&H? What are you expecting in terms of growth or new opportunities? 

We still see double-digit growth in our future. We are actually expecting literally over 25 percent growth in some of those key business areas that grew at 50 percent last year. We don’t see them slowing down. We see modern infrastructure continuing to grow as people are looking to upgrade their back office and create hybrid environments with servers and networking and power. So we see that continuing to be top of mind with our partners.

I think 5G becomes a big topic, maybe they’ll be built into your notebooks as we exit the year. What that means for connectivity I think becomes a big topic. I think Wi-Fi 6 also becomes a big topic. I think the luxury of our business is that it’s never standing still. There’s always innovation. Whether it’s processors or graphics, whether it’s mobility, whether it’s design, whether it’s functionality, I think the underlying thread is this migration to a hybrid workforce along with this balance between on-premises and on-cloud. I think that thread is continuing to create opportunities, and then within it, there are subsets of opportunities.

 

 

 

 
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Joseph F. Kovar

Joseph F. Kovar is a senior editor and reporter for the storage and the non-tech-focused channel beats for CRN. He keeps readers abreast of the latest issues related to such areas as data life-cycle, business continuity and disaster recovery, and data centers, along with related services and software, while highlighting some of the key trends that impact the IT channel overall. He can be reached at jkovar@thechannelcompany.com.

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