A Focus on Modern Solutions, Cloud, & Collaboration has Delivered on the Company’s “BFG” Initiative, Positioning D&H for Continued Succes
D&H Canada, a major provider of SMB, mid-market, and consumer technologies to the North American channel, has kicked-off 2023 building on double-digit year-over-year (YOY) growth of between 20 and 40 percent in key focus areas. These include categories such as Modern Solutions and collaboration/digital signage in the wake of the launch of its Modern Solutions Business Unit. Such performance comes a year after D&H introduced its BFG (“Built for Growth, Giving, and Generations”) initiative, designed to expand the distributor’s ability to deliver transformative, modern solutions and strategies to its mid-market and SMB channel partner base.
Sales of transformative Modern Solutions in areas like cloud and collaboration grew tenfold at D&H Canada over 2022, with much of that attributable to a ramp-up of its Professional Services offering, and the addition of the Microsoft CSP (Cloud Solution Provider) program. This shift continues to address technology consumption models like cloud and XaaS.
Late 2022 also marked the first full year of General Manager Michelle Biase’s tenure leading D&H Canada during the company’s 15th Anniversary in this country. D&H Canada’s commercial business overall grew by close to 20% YoY, with strong double-digit growth across a range of large-scale, mid-market, and SMB partners.
D&H renewed its commitment to the channel to position the company for ongoing growth in 2023, investing in enhanced services, programs, and Canada-based personnel throughout 2022, including a dedicated Canadian marketing manager. The company also opened a new distribution center in the Vancouver area in September and has plans for an expanded Toronto location in fall of 2023.
Details on some major growth areas include:
- Commercial Partners: Grew by 20%, with strong double-digit growth across both large, mid-market, and SMB partners
- Digital Signage and Collaboration Category: 38% YoY increase
- Modern Solutions grew by a factor of 10, in less than a full year after launching the new business unit
- Personal Computing Category: 21% YoY increase
Investing in Growth
D&H made notable investments in services and programs in 2022 and going into 2023. This includes the addition of several new channel facing positions based in Canada resulting in almost double the amount of Canadian-dedicated personnel; plus a new distribution center in the Vancouver area in late 2022. The company also plans to move its Ontario-based operations to an all-new facility in 2023, being constructed from the ground up. In total, these additions will triple the distributor’s warehouse space in Canada. Some details:
Addition of Local Resources: D&H Canada recently added 13 new channel facing personnel comprised of eight in-field salespeople, seven of whom have direct experience with channel distribution companies. In this way, D&H Canada has doubled the size of its in-field sales team, both in a sales capacity and to address specific technical areas like HPE, Cisco, Microsoft Cloud, and hardware offerings.
Success in Unified Communications and Collaboration: D&H Canada has seen a ramp-up in projects in the area of collaboration and videoconferencing, having added new partners such as Jabra and Neat. This includes the ability to conduct on-site assessments to help partners learn how to best utilize their end-customers’ technology to accommodate new hybrid collaborative workspaces. This resulted in increases across these categories of nearly 40% over the calendar year.
Launch of the SuccessPath Training Program in 2023: D&H’s popular SuccessPath technical training and business transformation program has been launched in the Canadian market to help teach solution providers how to build a successful MSP practice. The program provides exclusive content and training materials that focus on D&H’s growing Modern Solutions portfolio, including information on subscription-based delivery models such as XaaS (everything-as-a-service). The program offers tactical, step-by-step training on how to develop and improve their cloud services offering, with resources designed to increase the partner’s competencies in professional and managed services, complement their solution offerings, and optimize their profitability. Many of the program’s resources are live as of Q1 of 2023.
Expanded warehousing and logistics: D&H Canada will move its warehousing and corporate operations to a newly constructed, 253,331 square-foot, state-of-the art Distribution Centre in Mississauga in the fall of 2023. This upgraded facility will include 5,000 square-feet of space dedicated to configuration services, including equipment to accommodate large-scale White Glove services like asset tagging and laser etching. The centre incorporates new automation and “tugger” technology to improve logistics, plus LEED-certified equipment and practices such as recyclable packing materials, motion-activated lighting, and energy-conserving automated conveyors. The new DC augments D&H Canada’s ability to meet and exceed the supply chain needs of both its partners and vendors.
“D&H has the flexibility to stay focused on our long-term ‘BFG’ strategy, which prioritizes the support of our partners’ businesses, facilitating their growth,” said General Manager Michelle Biase. “We closed-out an exciting and successful year at D&H Canada in 2022. It created a foundation to extend that momentum through 2023, developing new services and identifying greater opportunities for channel partners.”
About D&H Canada
D&H Canada supports resellers and MSP partners in the corporate, mid-market, small-to-midsize business, and government markets with endpoints and advanced technologies, as well as differentiated services. D&H is ready to fill new market needs created by consolidation in the marketplace. As D&H Canada celebrates its 15th anniversary, its vendors and partners can be confident in its ability to provide a wealth of enablement resources, multi-market expertise, credit options, and consultative services. D&H Distributing has always been agile in response to the needs of its VAR and MSP partners as a 105-year-old company, demonstrating resilience through decades of industry mergers and market disruption, overcoming everything from wars and recessions to pandemics.
D&H Canada works to expand the competencies of its partners in areas such as cloud services, ProAV, collaboration, UCC, mobility, digital displays, smart home automation, video surveillance, digital imaging, and server networks across a range of markets. Its value proposition includes highly-lauded training opportunities and partner engagement events, dedicated specialists, certifications, professional marketing resources, and a digital Cloud Marketplace.
The distributor’s Canadian headquarters is located in Brampton, ONT, and its US headquarters is in Harrisburg, PA. Additional warehouses are located in Atlanta, GA; Chicago, IL; Fresno, CA; and Vancouver, BC, Canada.
For more information, visit www.dandh.ca.