Greetings, and welcome to this week's Distribution Watch, where we highlight what's going on with those distributors we all know and love.

Charlene O'Hanlon

February 15, 2013

3 Min Read
Distribution Watch: D&H, Westcon, Tech Data

binoculars

Greetings, and welcome to this week’s Distribution Watch, where we highlight what’s going on with those distributors we all know and love. This week we’ve got news from D&H Distributing, Westcon Group and Tech Data (NASDAQ: TECD), so if you’re ready, let’s get watchin’.

D&H Distributing: The Harrisburg, Pa.-based distributor has turned its eye to system builders, adding new tools, promotions, products and training vehicles.  As part of the focus, D&H is offering a February Systems Integrator Focus Month promotion, in which D&H customers who purchase $5,000 worth of merchandise in February from among 20 participating manufacturers will be eligible to win one of 16 Amex gift cards worth between $100 and $500.

The company has added new system builder products to its linecard, and D&H partner Intel (NASDAQ: INTC) is helping to familiarize VARs with the “DIY” all-in-one build opportunity, according to this distributor. What’s more, D&H’s Solutions Lab now provides up-close, granular instruction on individual builds, accompanied by bills of material, with macro camera angles that bring attendees inside the very chassis of a machine.

D&H also is offering system integrators a free, customizable sales brochure, “The Benefits of Custom Designed Systems for Your Business,” via its Partner Services marketing resource library. The template can help system builders educate their end users on how custom designs can better serve their organizations. D&H’s Partner Services materials are free of charge, and allow VARs to add their own branded messaging.

Westcon Group: The unified communications, network infrastructure, data center and security solutions distributor has named Chris Ranger vice president of Services for EMEA.

In his new role, Ranger is responsible for services across the unified communications, network infrastructure and security business practices.  He is tasked with formalizing the company’s services model and execution – including training, post-sales support and technical audit services.

Ranger brings to Westcon more than 25 years of experience in executive service leadership across a range of high technology industries. Formerly with Intermec Technologies, he led transformation of the company’s services business from an in-house repair operation to successful outsourced model. He was directly responsible for building Intermec’s profitable services business in EMEA with a core focus on partner strategies and consistency.

Tech Data: The distribution behemoth is now offering Adobe (NASDAQ: ADBE) Creative Cloud for teams, giving resellers access to the technology through Adobe’s membership-based volume licensing program Value Incentive Plan (VIP). VIP simplifies the purchase, management, and permission to use Adobe software and services based on declared user ID numbers.

Creative Cloud for teams is ideal for resellers who want to offer download capabilities of Adobe’s professional tools.  VIP members have access to up-to-date software and new tools and features from Adobe as soon as they are available. Resellers can access more information about the Creative Cloud product and 30-day trial through the Solutions Store powered by StreamOne.

The VIP initiative offered through Tech Data is intended to provide simple access, technical support and education training for Adobe’s Creative Cloud users in the channel.

And that’s this week’s Distribution Watch. Check back next week for more on the need-to-know in the distribution space. Until then, don’t let your binoculars fog.

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