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D&H Goes for the Gold with SMBs

…accuracy as well because things move very quickly and we have to make sure that everything that comes across my team is complete and accurate,” Ngo said.

GST has been working with D&H for about five years and Ngo calls the relationship up and coming for his company. “The support level and resources that they provide for us when it comes to winning new business opportunities is good, especially since competition in the market is fierce,” he said. Fifty percent of GST’s business is in the public sector, education and municipalities. The reseller also focuses on the commercial and federal business markets.

D&H also makes sure its sales reps are trained on the technologies so they’re equipped to support partners. Less than two years ago the company began offering free technical support to resellers, before they sell a technology and offer a quote to the customer.

“We’ve taken a lot of small steps that have added up to a major effort in this area,” said Schwab. And, it’s one that’s paid off. Reseller business is up 13 percent this fiscal quarter; at the same time last year, it was up 11 percent.

D&H is beefing up its internal organization to support its partners. Peter DiMarco, vice president of VAR sales, who runs the reseller organization, was hired 2015 and this past August, Ken Fabozzi, senior director of VAR field sales joined the company. These two positions were net new to D&H.

“Peter and Ken have helped our organization evolve at a faster pace and have been very healthy additions to our already strong roster,” said Schwab. “They had different vantage points that helped us respond even more aggressively.”

Looking at the year ahead, D&H’s goal is to grow its number of reseller customers by 5 percent. They want to “help our manufacturer partners reach the long tail of customers,” Schwab said. And, that’s from a customer activation and partner program enablement standpoint as well as a revenue perspective.

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