D&H Distributing
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Name: Peter DiMarco
Title: Vice President of VAR Sales
RCP: What do you call your program?
DiMarco: D&H Cloud Solutions Program
What do you call the CSP resellers in your program?
Resellers
What requirements does a partner need to meet to be a reseller for you?
First, the partner must have or open an account with D&H. From there, our team of Cloud Solution Specialists will guide them through the CSP sign-up process, which includes:
- Signing the D&H Cloud Solutions terms and conditions.
- Creating log-in credentials for the platform.
- Participating in an optional onboarding call or reviewing the platform whitepapers.
Is there a cost involved?
There no cost to open an account with D&H or to sign up for the CSP program.
One of the attractions of the CSP program is that Microsoft does not own the customer billing. But has a reseller substituted Microsoft owning the customer billing for you, the CSP distribution partner, owning the customer billing?
Our resellers have a choice of owning the billing process, or having us bill-on-behalf to their customers.
What protections or assurances have you put in place to reassure the reseller that they own the customer relationship?
D&H has gone to tremendous lengths to assure the integrity of partner and end customer data is not comprised. At no time will D&H attempt to contact the end customer without the knowledge and appropriate permissions from our resellers. The D&H Cloud Solutions program is setup so the reseller has complete control in how they interact with the platform and platform resources. It is also under the reseller's control what information they allow their end-customer to access.
Do you offer a white-label billing option or white-label support options? Is there a fee or different participation requirements for partners to use a white-label version?
D&H offers a white-labeled support option, referred to as Your Cloud HQ, for no additional fee.
In addition to distributing Microsoft cloud keys and billing, what benefits are you providing to the resellers that they can, in turn, offer to their customers?
- Free onboarding platform consultation for every new customer.
- Initial purchase incentives, including a free 30-day trial.
- Guided or fully supported onboarding/migration powered by PlumChoice/BitTitan.
- Flexible and comprehensive support.
- Multiple buying/transacting models -- buy on behalf and bill on behalf.
- Dedicated on-site distribution cloud specialist.
- Flexible billing and itemization.
What differentiates your CSP distribution offering from the other CSP indirect partners?
Our commitment to serving and providing a high-touch customer enablement business model to SMB customers. This commitment cascades down to everything we do as a part of our services offering, from resources and tools to offers and pricing.
How much demand are you seeing from resellers?
We are seeing strong demand which we expect to continue to increase as we onboard additional support manufacturers and Microsoft releases new services.
How many resellers have you signed up so far for your CSP program (United States and worldwide)?
We do not disclose this information.
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