D&H Canada has been in Canada for a decade, and Intel has been a stalwart of the industry for decades beyond that. But a changing market has opened the door to a new partnership.
A triumvirate of Rivers, Tim Billing and Jennifer Walcott takes over the day-to-day management of D&H Canada, although Rivers certainly seems to be the first among equals.
D&H Canada adds its first team member in Quebec as it grows a focus on helping SMB VARs evolve and build their businesses.
The “Driven” program for Cisco Meraki is the first program D&H has offered specifically for Cisco Meraki, and includes measures to make it easier for small VARs to become certified on Meraki, and make more money once they are.
Digital signage is now a mature IT market, but for D&H Canada, it is hotter than ever. They expect recent momentum in the space to be increased by a new relationship with Atlona, which just signed with D&H in the U.S., and will be in Canada before the end of the year.
D&H Canada head Greg Tobin reviews what worked well for the distributor in 2017, and offers some previews for the year ahead.
While D&H’s win will shock few — they win the ASCII award every year — the ranking of price on criteria in choosing a distributor may be more surprising.
Following D&H Canada’s expansion into a Vancouver-area facility this past summer, the distributor hosts its first west coast Technology Trade Show.
D&H co-President Dan Schwab was in attendance at the Toronto show and gave his views on the event and their Canadian business in general.
The new HPE relationship also brings the D&H HERO program, which provides additional HPE-focused support, into Canada.
Roy Rivers joins D&H Canada to head up advanced solutions, a unit that will cover the distributor’s relationship with Cisco, HP, and Lenovo.
There has been a six month lag between D&H signing on Cisco Meraki in the U.S. and its availability in Canada, but the company thinks their partners – many of whom haven’t been selling cloud at all – will find it worth the wait.
D&H is opening a new distribution centre in western Canada in a few weeks, and is also adding staff based in the region, and establishing a western Canada event.
Growth was good pretty much across all D&H segments, although notebooks, collaboration and video conference solutions, systems components, and even printers, all did exceptionally well.
Attendance at the D&H Toronto event was up significantly this year among both vendors and resellers, with the show floor having a high-number of gaming-focused companies pitching VARs for their business.
D&H makes another infusion to an initiative which has operated successfully as part of the Business Assurance Program for years, and which has delivered substantial returns to vendor participants as well.
Storage, video conference, monitors and software and licensing all came in around 40 per cent or more. Greg Tobin, General Manager in Canada, discusses why D&H did much better than the industry average.
D&H Canada adds Chrome Device Management console, says it will focus on SMB opportunities as new platform comes of age.
While many distributor programs tend to be limited term and focused on moving specific products for vendors, this program, a first of its type for D&H, is long-term and focused on providing assistance to help resellers build up their Cisco practice.
D&H’s Canadian partners had been asking for this service, available in the U.S since 2012, to come north. It assembles marketing collateral and customizable templates from both D&H and participating vendors in one library, and is free to use.
