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D&H Distributing Exec Jason Bystrak On His New Cloud Mission, Team Expansion And Pax8 Rivalry

The longtime channel veteran and cloud solutions leader was tapped as the new vice president of D&H Distributing’s cloud business unit. Bystrak has more than two decades of experience in the channel and prior to joining D&H, he was vice president of worldwide channels & distribution for Axcient.

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What’s your plan for the next 90 days? Where is your focus going to be?

As far as what we’re going to be doing and what we’re going to be focused on, in the first 90 days: the three P’s. The first area where we’re going to put emphasis, is our people. We’re going to be first of all working on kind of an internal culture transformation, which is really, what does it mean to be an as-a-service organization, and start driving more business there. What’s the customer perception, what’s the sales motion? What’s the compensation that needs to happen internally? And how do we train and get people ready?

And then in parallel, D&H has a successful yet fairly small, cloud organization. We’re going to be making additional people investments to scale that out. And start growing the business that way.

The second focus area is process. Some of the things in that bucket we’re going to be focused on in the short term would be, we’re going to be optimizing our cloud platform, to support the business vision, which I’ll get to in a second. We’re going to be looking at, you know, technical, integrations to build a better process with some of our alliance partners that we’ll be brining to the table.

We’re going to be fine tuning our sales process, the go-to-market process. A big focus for us in that model is going to be really helping our large base of VAR partners transform their business model into an MSP model. So you’re going see us help them with the process of building a lot of training and enablement in to the business, and helping them move into an MSP model so they can better support cloud.

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