IT and Business Insights for SMB Solution Providers

D&H and Hewlett Packard Enterprise Join Forces on SMB Sales Initiative

Aimed at driving sales of HPE server, storage, and networking products, the new “Heighten and Elevate Revenue Opportunity” program provides training and marketing materials, plus access to support resources and dedicated solution specialists. By Rich Freeman

D&H Distributing Co. has introduced a multi-faceted initiative aimed at helping SMB resellers generate demand for servers and storage from Hewlett Packard Enterprise, as well as solutions from HPE’s Aruba networking unit.

The new Heighten and Elevate Revenue Opportunity, or HERO, program includes on-demand training, a new web-based quoting tool equipped with an HPE Financial Services calculator, and D&H Partner Services marketing materials, as well as access to both technical and pre-sales support and dedicated D&H solution specialists.

Wireless site surveys, “rack and stack” assistance, remote configuration, and IT e-cycling services are also available through the new program.

“We’re thrilled that a partner such as HPE is working with D&H to drive this robust and SMB-specific initiative through the channel, delivering an impressive assortment of services and solutions,” said Peter DiMarco, vice president of the VAR sales and computer products division at Harrisburg, Pa.-based D&H, in prepared remarks. “We’re confident our customers will be able to expand their practices and increase their value propositions, empowering them to move ‘upstream’ in the marketplace and accommodate a higher tier of business.”

Also included in the HERO program are tools and resources for selling industry-specific offerings with a track record of success among small business customers, such as Aruba wired and wireless networking solutions for K-12 settings.

“We’re excited to team with D&H to address this monumental opportunity in the SMB marketplace. We estimate that a large number of customers in the SMB community are positioned to upgrade or refresh their IT infrastructures to a sophisticated HPE cloud ready environment, representing a considerable upsell potential for resellers,” said Mike Parrottino, U.S. vice president for SMB at Palo Alto, Calif.-based HPE, in today’s press release. “These solutions will help our mutual partners address the needs of today’s data intelligence-driven office, delivering powerful solutions purpose-built for the requirements of the SMB sector.”

At its Discover event in Las Vegas last week, HPE unveiled a new generation of ProLiant servers with enhanced silicon-based security protections, a partnership with open source platform provider ClearCenter to deliver servers for SMBs with pre-installed copies of the Linux-based ClearOS operating system, and a new solution that turns Aruba Wi-Fi infrastructures into asset tracking systems.

In addition, HPE’s recently acquired acquisition Nimble Storage division has forged a partnership with ZeroStack to deliver converged private cloud solutions together.

In recent weeks, D&H competitor Tech Data has announced an expanded alliance with HPE rival Dell EMC to deliver hyperconverged infrastructure solutions, while SYNNEX has partnered with Aerohive Networks to provide managed wireless networking services.

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