Bekker's Blog

Blog archive

D&H Offers Credit to SMB VARs

D&H Distributing this month is opening a new line of credit for resellers serving SMB customers.

The 90-year-old Harrisburg, Pa.-based firm this month announced $38 million in new credit for up to 4,000 VARs and systems integrators who serve customers with fewer than 100 employees. The math works out to about $9,500 per VAR or SI, although dollars available to individual resellers should be much higher because not all D&H resellers will use the program.

"Our [reseller] customers are reaching out for support," said Mary Campbell, vice president of marketing at D&H, in a statement.

D&H, which is an Authorized Microsoft Distributor and an Authorized Microsoft OEM Distributor, calculates that its two-tier credit program could generate a 10 percent to 20 percent increase in sales within its target market. The company is also launching virtual events for SMB VARs to connect with a handful of top-tier manufacturers and offering in-person seminars to help VARs make their businesses more efficient.

According to Rob Eby, vice president of purchasing at D&H, the financing could help VARs pursue new opportunities in the national economic stimulus bill, especially in education, health care and municipal government. An IDC report released last week estimated that health care-related technology spending generated by the stimulus bill would amount to $21 billion over the next five years. Much of the spending would be on the move to digitize medical records, a project that could create technology reseller opportunities in thousands of medical offices around the country.

Right now, any boost in credit can save a deal, making D&H's move welcome. If it helps solution providers find creative ways to mine the SMB opportunities buried in the stimulus bill, all the better.

Posted by Scott Bekker on March 24, 2009


Featured

  • Report: Cost, Sustainability Drive DaaS Adoption Beyond Remote Work

    Gartner's 2025 Magic Quadrant for Desktop as a Service reveals that while secure remote access remains a key driver of DaaS adoption, a growing number of deployments now focus on broader efficiency goals.

  • Windows 365 Reserve, Microsoft's Cloud PC Rental Service, Hits Preview

    Microsoft has launched a limited public preview of its new "Windows 365 Reserve" service, which lets organizations rent cloud PC instances in the event their Windows devices are stolen, lost or damaged.

  • Hands-On AI Skills Now Outshine Certs in Salary Stakes

    For AI-related roles, employers are prioritizing verifiable, hands-on abilities over framed certificates -- and they're paying a premium for it.

  • Roadblocks in Enterprise AI: Data and Skills Shortfalls Could Cost Millions

    Businesses risk losing up to $87 million a year if they fail to catch up with AI innovation, according to the Couchbase FY 2026 CIO AI Survey released this month.