“They’ve got some of the foundational tools,” Bystrak says of MSPs. “I don’t think they have them all [and] there’s other ones that we can build in and then combine with some of the cloud solutions that we’ll be offering.”
D&H’s cloud business grew 108 percent on a year-over-year basis in 2018. Last month, the company officially unveiled an alliance that allows its partners to sell the hundreds of products in San Diego-based cloud aggregator and distributor SaaSMAX’s expansive cloud application catalog, while authorizing SaaSMAX partners to procure and sell Office 365 and other Microsoft cloud solutions through D&H.
Still, D&H hasn’t emphasized cloud computing in recent years as extensively as competitors like Ingram Micro, Tech Data, and SYNNEX have. According to Bystrak, however, those companies don’t concentrate as exclusively on smaller partners as D&H does, and don’t provide as much individualized guidance on building a cloud business.
“D&H is known for very in-depth, hands-on service and customer support,” he says. “We’re going to have the right people and marketing programs to help with that education process and it will be very personalized.”
Bystrak expects the people and process components of his to-do list to occupy most of his time in the coming months. The wait for partner-related moves may not be a long one, however.
“Stay tuned,” Bystrak says. “I think you’ll see us start to announce some different types of partnerships that we’ve got with MSP-centric companies to help us go to market.”