Dell Technologies Expands D&H Storage Distribution Partnership

What happened

D&H Distributing, a Harrisburg, Pa.-based IT distributor traditionally focused on SMB markets, will now distribute Dell's complete enterprise storage portfolio through its Advanced Solutions+ business unit. The expanded relationship includes Dell's advanced infrastructure technology such as Dell Apex as-a-service and subscription-based platforms. This development follows Dell's distribution strategy review conducted through a request for proposal process, which resulted in the vendor ending its partnership with Arrow Enterprise Computing Solutions in June. D&H already began distributing Dell servers last fall, and the storage addition represents a significant expansion of that relationship. The distributor's Advanced Solutions+ unit features dedicated pre- and post-sales teams with expanded coverage across the U.S. and Canada.

Why it matters

This partnership strengthens Dell's distribution reach in the enterprise infrastructure market while validating D&H's five-year push into higher-end enterprise solutions. For Dell channel partners, the move provides an alternative sourcing option with potentially faster turnaround times and more responsive service. Solution providers like Precision Computer Services and CompuCom cited D&H's collaborative approach, communication speed, and direct executive access as key differentiators from larger distributors. D&H's Advanced Solutions+ business has grown to represent over 25% of the distributor's total revenue, demonstrating significant traction in enterprise markets. The partnership also positions D&H alongside major enterprise storage brands in its portfolio, including HPE storage and HPE GreenLake, plus enterprise networking vendors like Cisco and Fortinet.

Bigger picture

Dell's distribution strategy shift reflects broader industry trends toward partners who can deliver both operational excellence and value-added services in enterprise infrastructure. The move away from Arrow ECS, which did not stock Dell hardware or carry PC products, signals Dell's preference for distributors with comprehensive inventory and logistics capabilities. D&H's focused approach of building deep capabilities around select market-leading vendors contrasts with competitors carrying thousands of vendors. This strategy appears to resonate in an industry where solution providers increasingly value responsive service and direct escalation channels over breadth of product lines. The distributor's 25% annual growth rate in technology business over the past three years suggests its model is gaining traction with enterprise-focused solution providers.

What to watch

Monitor whether D&H can maintain service levels as it scales its enterprise infrastructure business beyond the current 25% revenue threshold. Watch for Dell's quarterly channel performance metrics to see if the distribution strategy change impacts partner engagement and revenue growth. Solution providers will be evaluating whether D&H's responsive approach and direct executive access remain sustainable advantages as the relationship matures. Industry observers should track whether other enterprise vendors follow Dell's lead in shifting distribution relationships toward partners emphasizing operational execution and customer service over sheer scale.