Page 11 - Telecom Reseller January-February 2020

January/February 2020 Telecom Reseller 11
D&H To Oer Pre-Designed “Xaas Bundles” For Collaboration, Endpoint Devices, Unied
Communications, And Storage
and MSPs how to coordinate, market, and sell these end-to-end solutions and services on a recurring revenue basis, creating a comprehensive cloud-based offering for the new digital ‘XaaS’ marketplace.”
D&H partners can contact their representatives at (800) 877-1200 or
visit www.dandh.com to become a D&H customer. D&H’s Cloud Solutions page is at www.dandh.com/cloudsolutions. Interested MSPs and VARs can email CloudSolutions@ dandh.com. ■
The Distributor Is Making it Simple for Channel Partners to Start an “XaaS” Practice with Customized End-Point and Cloud Services Bundles, Plus Marketing and Pricing Materials
HARRISBURG, PA - D&H Distributing,
a major provider of SMB and consumer technologies to the North American high-tech channel, has announced a new initiative to help channel partners take advantage of the market’s growing demand for “Everything-as-a-Service,” or “XaaS.”
The distributor is creating a series of pre- designed product and services bundles in different categories such as collaboration, endpoint devices, unified communications, and storage, to be delivered via an ongoing subscription. D&H has assembled a catalog of marketing sheets that explicitly list the collection of products and services that VARs can offer in each of these categories, and even includes monthly pricing information. “All the partner needs to do is add margin,” said Jason Bystrak, D&H’s vice president of cloud. Partners can also customize their bundles with virtually any combination of hardware and services. All bundles can be viewed and ordered on the D&H Cloud Marketplace at www.dandh.com/cloud.
The initiative takes the value proposition of D&H’s Device as a Service (DaaS) program and applies that model to a combination of hardware, cloud solutions, and professional and managed services, allowing channel partners to grow their businesses in the “as-a-service” economy—while delivering additional value to their end-customers. End clients gain various benefits from this model, including payments as a predictable monthly expense, tax benefits from recognizing
these costs as operating expenses, and an ongoing technology refresh through the life of the subscription. In addition to recurring revenue streams and higher margins, partners benefit from accelerated cash flow, since they receive payment upfront for the entire contract term.
D&H has created the following XaaS bundles:
The XaaS Collaboration Bundle combines the Logitech Room Solutions with the Microsoft Teams platform, supported by hosted professional services. With options for small, medium, and large environments, these pre-configured systems include a
mini PC, Logitech ConferenceCam with RightSenseTM technologies, PC mount with cable retention, and a Logitech Tap touch controller.
The XaaS Endpoint Bundle encompasses a range of computing products from HP
or Lenovo offered on an as-a-service basis. This includes both Notebook Bundles
and Desktop Bundles, for SMB on up to “Power Users.” The notebook bundle, for example, includes a Windows notebook and docking station, combined with a Microsoft Productivity Suite, 24/7 tech support and next-business-day onsite support.
The XaaS Storage Bundle combines Dropbox’s cloud-based storage platform with Buffalo Technology’s NAS devices, offered with end-of-life services such as hard drive destruction and disposal.
The XaaS Unified Communications Bundle offers versions for new or existing phone systems. These include a Poly VVX 311 IP desk phone, and a Microsoft Office 365 Enterprise E5 plan with Call2Teams. The
new user bundle also includes an Intermedia PBX solution.
D&H can customize the products and solutions in the bundles to reflect the partner’s core offerings, or whatever new solutions they’d like to deliver. Partners can offer their own professional services as part of these packages to drive greater overall margins, or they can opt for D&H to deliver the accompanying services.
“The marketplace increasingly wants to consume their technology on an ‘as-a-service’
basis in order to enjoy greater economies
of scale and provide for accelerated growth potential,” said D&H’s Jason Bystrak. “This new initiative allows our partners to fold-
in their own managed and professional services along with hardware solutions to meet this XaaS call-to-action in the market. Transactional cloud services will continue to proliferate in the business community, but those cloud infrastructures will still require end points, so hardware will remain a key part of those solutions. We are teaching VARs
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