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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.

How did D&H do in 2021? 

We were very fortunate to have another year of stellar growth. I’d say the year was represented by a challenge of supply and demand in many categories. It’s exacerbated by supply chains. I think two years ago, in 2020, it was both supply chain and manufacturing capability issues. In 2021, the manufacturing capabilities in a lot of categories either started to catch up or fully caught up to the demand, but supply chain was a challenge. And D&H luckily continued to have stellar growth, double-digit growth, for last year. And on top of that, there were some categories that become microcosms of how the business world and how our resellers pivoted their business to the new norm.

The new norm really was highlighted when you think about some categories growing at 50 percent growth. D&H has been fortunate. We’ve grown about four times the rate of distribution for about the last eight years on average, and it’s all organic. Growing at 50 percent is a number that we don’t throw around cavalierly, nor is it typical. But I think it speaks volumes to some of the macro trends we see.

 
Learn More: Distribution
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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