D&H Canada continues to report strong growth with a new distribution facility and partner community in the recently-completed fiscal year, and an eye on the AI opportunity for the current year.
The PartnerFi community and its partner benefits have been available to D&H partners in the U.S. for several years, but is now being made available for the first time in Canada.
Nominal is targeting the SMB and midmarket with an ERP replacement system that is launching today, and will eventually rely strongly on channel partners.
D&H reworked its ProAV practice three years ago, investing significantly in it, and changing tactics around vendor and Go-to-Market strategies, with the result being that it has shifted from a minor area to a highly profitable one.
The ViewSonic ‘Pays Your Way’ financing program was designed specifically to finance the large format foldable DVLED model, where the price point was high and a barrier to some customers.
Rapidly growing opportunities in AI are part of the reason for success in the last year and hope in the next, but more traditional areas like SMB and MSPs have also been doing well.
Trend Micro already has a strong distribution network, but they think the MSP part of it could use some beefing up, and think that Pax8 is the ideal partner to do that for them.
Extreme Networks gives D&H an expanded networking portfolio and an increased opportunity to attach new services, while Check Point provides enterprise security technology that can be sold in the midmarket and SMB.
The distributor’s new 253,000-square-foot facility gives it a home for the next decade or more and adds in-house configuration services to the company’s list of services for the first time in Canada.
SAS has used EIS before for the government business in the U.S., and has also just added Carahsoft to further serve this market, but TD SYNNEX is their first distributor who will handle most of their partners rather than having SAS deal with them direct, in a relationship that will see channel-only offerings from SAS come to market.
Netsurion has been around for many years, but this is the first distribution deal for the MDR provider, and they chose a new company with a white glove model whose founder has already succeeded in distribution with the same model.
Distributor D&H and cybersecurity vendor ESET have similarly aligned strategies in which they are moving upmarket from their longtime bases in the SMB.
Ingram’s Xvantage digital platform will help free up time for the distributor and its solution provider customers to do the high-value human parts of the business, Paul Bay says.
As it brings its market for cloud offerings into its new digital twin platform, Ingram Micro boasts solution providers will be able to use one cart to provision customers with hardware, software and subscriptions.
Ingram Micro’s digital platform gets its third pillar as the distributor invites its first vendors into Xvantage, promising greater business insights and a streamlined way of onboarding new offerings.
Malwarebytes is particularly strong in the SMB market, and like Pax8 is focused on MSPs, making them what Pax8 considers a good fit in their portfolio.
HP will also integrate their distributors into the Amplify program, and announced two new enablement programs, More for More and Fast Lane.
After his abrupt disappearance from Datto last fall following its acquisition by Kaseya, Rob Rae turned up this week as Corporate Vice President of Community and Ecosystems at Pax8.
Fresh off some major structural changes to their business in Canada last year, D&H Canada is primed for strong growth again, with a new metro Toronto distribution and configuration centre as a featured element.
The bundles will be available to channel partners exclusively through Climb Channel Solutions.
