Computer products distributor†D&H Distributing†is offering channel resellers advice and tools to aid in their solutions-finding for SMBs. The tutorial offerings are designed to help VARs target vertical markets, especially in areas like education, government, and healthcare.
One of D&H’s new tutorial offerings is a so-called “Education/Government Resource Page” on the D&H website. It includes a list of vendors offering discounts and programs for education or government market sales. On this page, such D&H manufacturers as HP and Cisco offer specific Gov/Ed programs and promotions for VARs. There are also programs from more than 100 other listed D&H partners, including NETGEAR, Honeywell, Canon, Kensington, LG, Logitech, ViewSonic, and others.
In addition, the D&H site has added a dedicated healthcare market area, which offers access to a healthcare webcast recording from D&H’s Solutions Specialist Bill Hersh as well as other webinars from SMB EMR software vendors.
In the healthcare solutions resource center, there are links to sample solutions and D&H’s Healthcare Advantage catalog, quick-links to several federal agencies to assist in EMR (electronic medical records) implementation, and 12 separate vendor links so VARs can explore solutions from Microsoft, Cisco, HP, Lenovo, and others.
“We want resellers to understand the strategy behind vertical market solutions,” says Mary Campbell, D&H’s vice president of marketing. “If you can develop a specialty in one or two areas, and reach a level where you know more than your competitors about those verticals, then you’re in a position to succeed and to brand yourself as offering a more unique expertise.” She adds, “It’s harder to be everything to every end-user. Concentrating on a niche is a more productive approach, so we’re giving our resellers the tools to help them to choose and develop that specialty.”
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