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5 Ways D&H Distributing’s Cloud Business Unit Wants To Help Partners Grow In 2020

‘We launched the X-as-a-Service program last year, but we are really getting after it in 2020. It’s time to hit the gas, and hit it hard,’ says Jason Bystrak, vice president of D&H’s Cloud Business Unit.

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Constant Focus On Recurring Revenue

D&H Distributing’s Jason Bystrak, vice president of its Cloud Business Unit, said the distributor is drilling down this year to help partners capture recurring revenue on software, devices and services to help them grow into the next decade.

“The number-one priority initiative at D&H is really to help capture the market opportunity for our partners around what we're calling X as a Service, Everything as a Service,” Bystrak told CRN. “Specifically, you're looking at the devices and how people are starting to really attach the combination of cloud services and then managed professional services to those devices, and take them to market in a monthly financing program that provides an operating expense model for the end users but still makes sure that the channel partners are not left holding the bag.”

The company that unabashedly focuses on the “S” in SMB, said its goal is to help as many partners as it can generate recurring revenue through offerings in cloud, services and devices by assisting with pricing, financing and prebuilt bundles designed for their business. He recently talked to CRN about how the Harrisburg, Pa.-based distributor is going to get its partners to embrace the cloud, and capture the per-seat SMB spend, through better insight into their customers’ buying habits, as well as creative financing solutions.

“We launched the X-as-a-Service program last year, but we are really getting after it in 2020,” he said. “It’s time to hit the gas, and hit it hard.”

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