Helping Channel Partners Pivot During COVID-19

Jason Bystrak shares results from a massive virtual event D&H Distributing held to educate its vendors about partners’ needs during the pandemic.


In the past couple weeks, we’ve been talking to technology solution providers about what they’ve been doing to help their customers and their employees during this difficult time.

D&H Distributing recently did something similar only on a much larger scale. The distributor hosted a Webex featuring a panel of key solution providers and a channel analyst to give its 280+ vendors deeper insights into partners’ challenges.

According to a press release from the distributor, “D&H arranged this opportunity after many of its manufacturers began asking what services and solutions SMB partners need most to achieve recovery, both in the short-term and long-term.

“SMB resellers are typically agile and resilient enough to navigate economic challenges—more so than larger enterprise counterparts with downsides such as excessive payroll or limited organizational flexibility. Many larger corporate entities must reduce capital expenditures due to lower earnings and reduced market confidence in times of economic duress, whereas SMBs typically have optimized, lean staffing and operations from the get-go. SMB resellers may be able to pivot and take advantage of business opportunities if those less-nimble enterprises falter.

“VARs who can diversify and provide a range of services, such as networking solutions, security, cloud-based services, collaborative products, ProAV, unified communications, and business continuity solutions may better weather the economic impact. This is especially true when these VARs and MSPs are able to leverage offerings from distribution and vendor partnerships.”

In this interview Jason Bystrak, Vice President of the Cloud Business Unit at D&H, discusses highlights from the Webex as well as D&H’s response, such as offering dedicated credit programs, extended financing terms, new online educational resources and new as a service bundles for home workers, students and telehealth.

Mike Monocello

The former owner of a software development company and having more than a decade of experience writing for B2B IT solution providers, Mike is co-founder of Managed Services Journal (formerly XaaS Journal) and DevPro Journal.