5 Big Opportunities from D&H for 2018

Wait, server hardware? In the era of cloud computing? Surely you jest, D&H.

Nope. Server product revenue rose 36 percent in the distributor’s most recently completed quarter, and revenue is up in server networking and storage too.

“We’re seeing a tremendous upgrade cycle in the small business back office,” says Schwab, noting that while SMBs are plenty enthusiastic about the cloud, it’s usually hybrid cloud solutions with a strong on-premises component that they want.

More good news: all those cloud rollouts and infrastructure upgrades are driving sales of associated services too, in areas like data migration and ongoing management.

“There are really ample prospects for resellers when they’re talking to their customers to not only look at the upgrade but really establish ongoing service contracts and in some cases really transition toward higher-margin managed services,” Schwab says.