Suzanne Mattaboni
Suzanne Mattaboni Communications
For D&H Distributing
(610) 261-4560
suzgm@aol.com

For Immediate Release:

D&H FOCUSES ON CLOUD, PROAV/COLLABORATION, ESPORTS, INFRASTRUCTURE/SECURITY & COMPUTE FOR STRONG CONTINUED GROWTH IN 2020

- An Expanded Headquarters, Advanced Training Facilities, and Increased Engagement Mark a Year of Milestones for D&H Distributing, Which Boasted a 20% SMB Revenue Bump in 2019 -

HARRISBURG, PA - December 11, 2019 - D&H Distributing, the leading provider of SMB and consumer technologies to the North American channel, has experienced an impressive 20% growth in its SMB business during 2019, including double-digit gains in areas such as security and surveillance, connected home, cloud, PCs, print and imaging, server/storage, networking/wireless, and ProAV/collaboration. Key segments such as SMB, Federal government, and education demonstrated significant growth. Despite the fact that overall performance in the distribution market has been mixed in 2019, D&H experienced a notable increase of its customer base, its sales revenues, its services, and its associate (co-owner) headcount, due largely in part to the company's expanded offerings in Cloud, managed services, ProAV/collaboration, and eSports.

The company also attributes its success to a mindful focus on providing exemplary in-country service, not only to its largest partners, but also to its equally important base of emerging VARs. Due to these efforts, D&H's emerging VAR team added to its customer breadth and new customer activations, and have realized double-digit growth in most product categories across these partner accounts. In 2019, D&H added in excess of 200 customers per month, covered by its exclusive U.S.-based support team. In addition, D&H recently extended $21.5M in newly available credit for more than 600 partners. These offerings allow D&H's partners to do business better, easier, faster, and with greater profitability.

High-Potential Solutions, Innovative Growth Strategies

The distributor will focus on several core areas of opportunity for 2020: Cloud, ProAV/ collaboration, eSports, and infrastructure/security and compute. Each of these segments have shown particular promise for SMB resellers, allowing partners to expand their competencies into emerging areas such as AV-over-IP or hosted collaboration services, or to migrate their business models toward an "as-a-service" paradigm to build monthly annuity-based revenues.

• Cloud/MSP Services: D&H added ConnectWise, Axcient, SkyKick, CloudCheckr, Nerdio, ReadyNetworks, and RingCentral to its portfolio. In addition, D&H has created a series of "XaaS bundles," or predesigned solutions consisting of hardware, cloud, managed and professional services, which address specific categories and are financed through a monthly subscription model. Such bundles can be ordered through the D&H Cloud Marketplace, helping partners meet market demand in the "Everything-as-a-Service" economy. Partners can also customize their own XaaS bundles, and integrate with their own services offerings.
  D&H partners can also utilize the "DaaS" (Device as a Service) program, which accommodates procurement, deployment, device management, services, and lifecycle management around devices such as laptops and tablets, contracted through a monthly subscription.
• ProAV/Collaboration: D&H will launch initiatives focused on high-growth opportunities such as classroom technology and huddle spaces, offering partner resources such as electronic solutions guides, training, consultation, and special pricing. In addition, large-footprint installations such as video walls are gaining momentum in verticals including hospitality, transportation, and education. End-customers will look to D&H partners to create innovative, interactive displays running customizable, hosted content. D&H will support these partners, helping them to win business in these lucrative markets.
• eSports: D&H continues to pioneer areas such as eSports, which has been noted as a multi-billion-dollar global market. The company is working closely with manufacturers in a range of eSports categories, including mobile devices, high-performance gaming systems, headsets and accessories, specialized components like ultra-fast video cards, and audio and video equipment. D&H has created a program that matches reseller partners in this market with educational institutions looking to invest in eSports products, solutions, and services.
• Infrastructure/Security/Power: D&H understands that regardless of the kinds of technologies end-users require, networking is the backbone that holds systems together. From on-premise solutions such as surveillance, VoIP, and digital signage, to applications in the cloud, technology infrastructures rely on wired or wireless connections to enable them. Beyond just enabling network connectivity, when considering the different security standards and compliances, partners need to ensure their customers' data remains safe. D&H's networking, security, and power sales team, and its team of certified sales engineers, are available to help partners design the infrastructure required for modern environments complete with integrated security, ultimately delivering a powerful and secure solution.
• Compute: D&H is committed to growing the SMB market by focusing on BTO (built-to-order) compute/storage solutions focused on speed-to-opportunity closure for its partners. With Windows Server 2008 end of support pending in January, D&H is assisting partners with the configuration and implementation of the most secure server solutions the market has to bear, leveraging HP Enterprise products. Regardless of customer size or vertical market, D&H helps partners put the right solution in place to meet needs for today and yet deliver scalability for future growth. D&H also offers flexible financial solutions, from 60-day terms on all HPE purchases when using DLL flooring options, to payments that fit the partner's budget utilizing HPE financial services.

D&H's anchor categories include systems, imaging, components, and accessories; all of which will continue to be strong growth drivers for 2020. Manufacturers in these categories have launched several next-generation solutions with new, integrated capabilities and sophisticated feature sets.

Investing to Deliver Exemplary Partner Experiences

This fall, D&H Distributing moved more than 700 of its associates (called ESOP "co-owners") to an expanded, two-building headquarters in Harrisburg, PA. This new campus boasts a professional-class Multimedia Production Studio, Innovation Center, and Technology Hub training theater, where subject matter experts from D&H's manufacturer partners will deliver specialized trainings for D&H and reseller sales teams. In addition, the distributor will produce "D&H TV," a series of live streaming presentations, increasing the schedule of webcasts through its newly-expanded Solutions Lab capabilities. These efforts will result in a range of original, compelling content made available to partners on www.dandh.com.

In addition, D&H's 2020 Technology Conferences will feature a growing schedule of industry-leading keynote presenters addressing vital SMB IT market trends. Sessions from the company's conferences will be available both for streaming on www.dandh.com and on-demand, delivering on the company's commitment to both design and deploy expert partner enablement and training opportunities, made available through readily accessible platforms.

D&H will also unveil a series of Partner Marketing Workshops at its technology events, bringing together third-party experts on topics such as branding, content and storytelling, digital and integrated marketing strategy, and more. These full-day sessions will combine VAR marketing resources with manufacturer channel marketing experts and D&H resources, creating an authoritative, growth-oriented training program.

Throughout 2020, the distributor will launch valuable online tools and an improved web and digital experience to continue to offer best-in-class options for SMB partners. Acknowledging that customized solutions are critical to its partners success, the distributor will also offer a new Solutions Architect program, wherein experts from different business units (e.g., a Cisco specialist, multiple Cloud and Azure specialists, a security specialist, etc.) will coalesce to help assemble more comprehensive multi-vendor solutions across a range of environments. The D&H Solutions Enablement Team will build and validate solutions, applying a consultative approach for its partners. The team prides itself on delivering the best solution set to meet the customer's needs while supporting their infrastructure, security, and compliance requirements.

"This has been a stand-out year for D&H, fueled by transformation and a partner-centric vision," began D&H's Co-president Dan Schwab. "The past few years, we've been fortunate enough--and strategic enough--to build significant assets and achieve major milestones as an organization. As each new year unfolds, we brainstorm ways to enhance our partners' business experiences and engender their success, rallying our team of talented and motivated employee co-owners each time. We're excited about meeting the future in our new headquarters, developing outstanding categories such as eSports, Cloud, security and ProAV/collaboration. We'll approach these markets with a renewed ability to deliver compelling go-to-market strategies, innovative solutions and services, and best-in-class training and support."

D&H is projecting strong growth for the year ahead through people, investments, programs, and an extraordinary focus on its partners. This includes aggressive double- and triple-digit growth in key areas including Cloud and MSP services, unified collaboration, client devices, server, security and networking, and ProAV.

D&H partners can contact their representatives at (800) 877-1200 or visit www.dandh.com to learn more. There's no cost to apply to become a D&H customer.

About D&H Distributing

D∓H Distributing believes the most important element of doing business is developing relationships for mutual success, delivering superior engagement experiences to its community of partners and employee co-owners. The company continues to build upon its 100-year-old culture, providing a wealth of partner enablement resources, multi-market expertise, and consultative services. D&H maintains a focus on independent VAR and MSP partners, expanding their competencies in areas such as cloud services, ProAV, collaboration, UCC, mobility, and server networks across a range of markets. Its value proposition includes highly-lauded training opportunities and partner engagement events, dedicated Solutions Specialists, certifications, professional marketing resources, and an expanding digital Cloud Marketplace.

The distributor is headquartered in Harrisburg, PA, in the US; and in Brampton, Ontario, and Vancouver, British Columbia, in Canada. Additional warehouses are located in Atlanta, GA; Chicago, IL; and Fresno, CA. Engage with D&H toll-free at (800) 340-1007, via www.dandh.com, or follow the distributor's Facebook and Twitter feeds, https://www.facebook.com/DandHDistributing/ and @dandh.

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