D&H Distributing Company Cloud Training (Just Add IT Sales Skills)
D&H Distributing Company is 
one of a number of IT distributors emphasizing support for their resellers to offer cloud computing-based services.
The IT distributor aims to work with dealers in the SMB sector in particular and teach them how to transition their customers towards cloud-based solutions. Part of the training deals with matching cloud capabilities with SMB business models.
What’s on the Menu?
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Smart Cloud Solutions for SMBs - As part of the D&H and Microsoft partnership for this offering including Microsoft Office 365, Microsoft Windows Intune, and Microsoft Dynamics CRM, a number of webcasts have been made and can be viewed by sending a request to microsoftcloud at dandh dot com.
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Incremental Service Revenues - Using the Cisco OnPlus service, resellers can offer their customers remote monitoring and repair of managed networks.
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Cloud Storage and Virtualized Desktops - The solutions available via D&H include online storage with the Iomega StorCenter service and desktop “thin client” devices from NComputing and EVGA.
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Marketing Information - This marketing training shows how end-users can generate efficiencies and lower costs by adding to existing networks rather than rooting them out and replacing them. It also addresses different vertical sectors.
What Should IT Resellers Add?
While the training from D&H clearly addresses the technical aspects of cloud computing-based solutions and includes marketing information, resellers need to add the personalized sales element.
D&H Distributing Company supplies general arguments and objection handlers expressed in terms of simplicity, mobility, profitability, and other marketing “-abilities.”
IT resellers still have to bridge the gap between the technical specifications and marketing advantages, and what customers really want—business benefits specific to them and their particular activity.
What kind of sales assistance from distributors is the most helpful to you? What would you like to see them add and change for improving sales to SMB customers? Give us your wish list in the comments section.
And to follow-through on the ideas introduced in this short post, be sure to download your free copy of the quick reference guide to the Top 6 Computer Distributors that Help Small Business VARs, Network Integrators, MSPs, and PC Repair Businesses Cost-Effectively Deliver High-Margin, End-to-End Solutions.
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