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Dan And Michael Schwab: D&H Is Scaling Up To Capture ‘Tidal Wave of Opportunity’

D&H Co-Presidents Dan and Michael Schwab say the SMB and midmarket distribution stalwart is scaling up to capture a ‘tidal wave of opportunity.’

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You have dramatically increased VAR staffing with a 35 percent increase in resources for helping partners drive sales growth. How big a differentiator is that for D&H?

Dan Schwab: That is really key for us. We see our sales reps as a primary differentiator. The average tenure of our inside sales reps before this fiscal year began was over nine years. We really have incredible D&H co-owners that are part of the D&H family. They all own shares in the company. So they share in the success of the company. I believe they have a passion that complements our expectations and goals for this differentiated service.

What we have done to support them is to hire additional sales staff, but we are also supporting them with sales support and technical teams that can train partners and help partners with more complex solutions. It is not just a sales motion. It is all the things that go into that with an incredible Everything-as-a-Service tool, having a robust cloud platform, training our partners, helping our partners to migrate to become MSPs. It is all about how do we give them that blueprint and help them evolve their business.

What new partner-oriented groups are you looking at bringing to bear to help partners like you have done with the Education Advisory Group?

Dan Schwab: We have been planning for the last two years our partner community and now we are launching it. The goal in launching it is how do we make it different than the other distributors. They do what they do and they are very successful. Our goal is not to replicate it. We are building it really from the ground up based on reseller and vendor feedback. We will be announcing that in October.

Michael Schwab: Think of that partner community as a next-generation consortium. It is not going to be what exists today. We’re putting a lot of thought into what is valuable not only today but as we move forward in the IT community.

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