IT and Business Insights for SMB Solution Providers

D&H Adds Surface for Business Devices to Modern Solutions Unit

The agreement arms partners to include devices like Microsoft’s Surface Laptop Go 2 (pictured) in solution bundles alongside Microsoft 365 and accompanying services for the first time. By Rich Freeman

D&H has added Microsoft Surface for Business devices to the lineup of offerings available through its Modern Solutions Business Unit.

The agreement makes it possible to include devices like Microsoft’s Surface Laptop 4, Surface Laptop Go 2, Surface Pro 8, and Surface Studio 2 in solution bundles alongside Microsoft 365 licenses and accompanying services for the first time. D&H resellers are seeing increased demand for such endpoints from businesses with hybrid workforces, according to Jason Bystrak, D&H’s vice president of modern solutions.

“More and more, they’re getting demand from their customers that are doing that to have more premium-level devices that have the richer features, the larger screens and displays, and the better video conferencing equipment,” he says. “Microsoft Surface plays right into that.”

D&H already carried consumer editions of Microsoft Surface devices. The Surface for Business units it now distributes as well come with additional security and manageability features, including support for Windows Autopilot, Microsoft’s zero-touch remote deployment and configuration tool.

Partners have been asking for access to the Surface for Business line for some time, Bystrak notes. For D&H itself, adding Surface for Business hardware closes one of the few remaining Microsoft-related gaps in the company’s catalog. 

The first batch of Surface for Business products are on their way to D&H and should remain in stock going forward, according to Bystrak. “Inventory has been a challenge with supply chain across the board for the industry right now, and certainly we’re not immune to that, but I’ll tell you with Surface, we’re very excited about the inventory forecast that Microsoft’s providing.”

Launched in May, the Modern Solutions Business Unit is tasked with delivering end-to-end answers to business problems, something that was challenging for partners previously when experts on products, services, and financing were scattered across different parts of D&H.

“They were being bounced all over the place, which makes it really difficult to truly put together a solution and do it quickly,” Bystrak says. The group he now leads consolidates relevant resources in one place and provides a single initial point of contact with broad solution expertise. 

“You’re instantly connected with somebody that understands all of those vendors, programs, and solutions in that category,” he says, noting that specialists with deeper knowledge of specific vendors and disciplines like financing are available from there as well. Partners can also assemble solutions on their own via D&H’s XaaS configurator tool.

At present, Bystrak’s group supports four solution categories: modern applications, which covers SaaS solutions like Microsoft 365; modern collaboration, which addresses hybrid meeting, communication, and “work from anywhere” needs; modern infrastructure, which meets needs in infrastructure as a service, cloud migration, and edge computing; and modern security, which provides SaaS cybersecurity solutions. 

“There’s a lot of demand, a lot of transformation, happening in those categories,” Bystrak says.

Solutions typically include a combination of hardware and software hosted in the cloud or on premises, as well as professional services from D&H and a partner’s own services. Customers can buy the package outright or through D&H’s subscription-based XaaS program.

About the Author

Rich Freeman's picture

Rich Freeman is ChannelPro's Founding Editor

ChannelPro SMB Magazine

Get an edge on the competition

With each issue packed full of powerful news, reviews, analysis, and advice targeting IT channel professionals, ChannelPro-SMB will help you cultivate your SMB customers and run your business more profitably.