D&H Distributing Offers SMB Server Instruction With New Solutions Lab

Server system building sessions, vendor trainings provided for resellers through new lab at company’s headquarters.

February 22, 2011

D.H. Kass

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D&H Distributing Co. Inc. said that it has launched a new Solutions Lab featuring live, in-depth instruction on server system building for channel partners selling to small- and medium-sized businesses (SMB).

The distributor said that the idea for the Solutions Lab sprung from it 2010 trade shows, in which it offered invitation-only workshops where channel partners could watch an expert build a server system. The popularity and attendance at the sessions convinced the distributor to formalize the lab setting, officials said.

"The point of the Lab is to offer broad-scale technical and business trainings in a live setting,” said Jeff Davis, D&H senior vice president, purchasing.

“We provide a blow-by-blow account of how to assemble a solution, with no assumptions about the reseller's knowledge of that build, plus strategies for how to sell these systems in specific markets," he said.

The Solutions Lab, which is located at company headquarters in Harrisburg, PA and houses up to 36 session attendees at one time, provides channel partners with a step-by-step tutorial of how to build a specific SMB server solution. Resellers may participate in the building and configuring process by purchasing identical products and working in tandem with the D&H technician, D&H said.

"Our customers are looking for that hands-on, step-by-step partner who will take them from the beginning to the end of the build with no gaps,” Davis said. “And in the Lab sessions, we provide the tools to learn how to market the solution, as well as to deploy it," he said.

D&H also plans to offer seminars at the Solutions Lab that will focus on sales strategies to help channel partners sell to SMBs.

In addition, the Lab will be used for vendor-sponsored training sessions, the first of which is a hands-on event with Cisco Systems Inc., scheduled for February 22, 2010.

Other vendors slated to participate in training sessions for channel partners, which will focus on vertical markets and specific solutions, include Hewlett-Packard Co., Intel Corp., Microsoft Corp. and gloStream Inc., a maker of electronic medical records software and the distributor’s newest supplier.

"D&H has put considerable resources and expertise behind this concept of one-on-one instruction, because that's what our customers are asking for," said Davis.

"It's what made our previous server workshops so well-received,” he said. “But more importantly, it helps our resellers get out there and successfully sell these solutions as an authoritative IT advisor."

TAGS: server,SMB,Cisco,training,D&H Distributing

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