Inside D&H Canada’s services strategy with Roy Rivers and Chris Ralston

Roy Rivers, vice presdient of sales, D&H Canada

As readers know, D&H Canada recently introduced a lineup of managed and professional services for SMB-focused Canadian VARs. In this edition of the Podcast, we go deeper, chatting with Roy Rivers, vice president of sales at D&H Canada, and Chris Ralston, director of vendor management, about the new services the distributor is offering.

We discuss:

  • the thinking behind the services strategy and the role distribution plays in helping SMB focused VARs offer more in-depth services without making major investments;
  • what services they offer today and how they fit into helping solution providers have a deeper bench;
  • why it’s focusing on security-related professional services;
  • its flexible approach in working with partners under their brand, how D&H differentiates itself in a world of distributors offering such services;
  • how its Canadian services different from those the distributor has been offering in the U.S.;
  • how the initial launch of the services in Canada has gone and been received by the community; andnext steps for the services offerings in Canada.

All that and more in this edition of the Podcast.


Robert Dutt

Robert Dutt is the founder and head blogger at He has been covering the Canadian solution provider channel community for a variety of publications and Web sites since 1997. 

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