June 10, 2019
D&H is keeping its cloud strategy vision in sight with the relaunch of its Cloud Solutions Marketplace, providing MSP and VAR partners with what it calls a robust platform to build their cloud businesses. D&H selected the Also digital commerce platform for the relaunch.
Last week, at the D&H 2019 Technology Conference – Mid Atlantic, partners heard more about the distributor’s strategy to help them move to a recurring revenue model. That strategy, combined with the relaunch of the Cloud Solutions Marketplace and hiring Jason Bystrak, vice president, cloud business unit, earlier this year, to spearhead D&H’s cloud strategy, demonstrates the distributor’s all-in commitment to the as-a-service, recurring revenue business model.
D&H Distributing’s Jason Bystrak
“End users are starting to demand the ability to consume their technology in an as-a-service model,” Bystrak told Channel Futures. “This platform aligns with our five-pillar strategy around our cloud business.”
The five-pillar strategy Bystrak refers to is: adding expertise; helping VARs transition to an MSP model by providing business advice and best practices; cloud clusters, or working with vendors whose offers integrate into solution bundles; the digital commerce platform; and everything as a service (XaaS), with financing, where D&H brings hardware vendors, such as Dell, HP and Lenovo and others, offering monthly DaaS bundled with cloud.
Bystrak has added headcount to the cloud business, tripled the size of the sales team, added new vendor managers and business development resources for partners to help them make the transition to cloud and managed services.
For the relaunch of the Cloud Solutions Marketplace, D&H selected Also, a global provider of digital commerce infrastructures, which met the distributor’s list of 174 criteria. A number of distributors globally use the Also platform, which is important to D&H.
“Now we can speak as one voice with a number of our vendor partners, such as Microsoft and Dropbox, and companies like that. When they choose to integrate with Also on their platform, they gain immediate access to multiple distributors around the globe. We have a tight collaboration with Also and will also be working with our distribution partners to support the business,” said Bystrak. “That’s of real benefit to our vendors and to the fact that there’s real global scale to this partnership.”
Specific to the features and functions that the new platform enables for partners, here’s what’s new in the relaunched Cloud Solutions Marketplace:
An intuitive and easy to use UI.
The ability for partners to easily white-label the platform with their own brand for custom catalogs.
Partners can easily add their own products and services, or SKUs, to the platform. So, for example, if a partner wants to create a SKU with Office 365, DropBox, a support offering, and a laptop, they can create a SKU bundle to offer to their customers.
MSP partners can automatically integrate with ConnectWise and Autotask for invoicing to simplify operations.
MSP and VAR migration to the new Cloud Solutions Marketplace will be complete by June 23. Today, new partners are able to log in and use the relaunced marketplace immediately. Existing partners are being migrated to the new marketplace in three one-week waves.
The distributor first launched its Cloud Marketplace in 2016.
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