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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.

What are those macro trends? 

The first is security. With the cybersecurity threats, every business, regardless of size, regardless of if there’s an IT budget, when it comes to security, they have to invest. And our resellers have been aggressively looking to deploy those solutions.

I think components, which because of the rising prices of certain components for gaming, for crypto mining, for a lot of different categories, were tremendously hot commodities in 2021.

And [then there is] work from home and learn from home, the whole pro AV and unified communications business. This is video collaboration, outfitting as people started to return to the office and retrofitting conference rooms for a hybrid environment, where in 2020 most everyone was remote. Now you have some people that were in the office and some that were remote. So how do you effectively manage that transition back to the workforce? So those categories really grew over 50 percent.

And then the obvious ones were X-as-a-Service and cloud, which have been growing at triple digits for years. And that continues because end users were migrating their businesses and resellers were reinventing themselves to lead with X-as-a-Service and cloud as well.

 
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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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