Distribution deal with D&H expands D-Link Canada’s market reach

D-Link Canada has made two moves to further its penetration of the Canadian market, announcing a nationwide distribution agreement with D&H Canada and launching a reseller program for VARs focusing on network camera surveillance.

Known for its networking solutions targeting primarily the consumer and SMB segments, including networking, broadband, digital electronics, voice, data and video communications solutions, D-Link Canada’s distribution agreement with D&H Canada will see the distributor offer the full line of D-Link networking and connectivity solutions. D&H was already a D-Link distributor in the U.S.

Greg Tobin, general manager, D&H Canada, said he sees D-Link Canada as a great partner and an important part of the distributor’s continued growth strategy in Canada.

“They currently have a high percentage of retail sales market share in Canada, but where we realty see some strength for them is in SOHO networking, with their wireless networking products, their Internet cameras and their print servers.,” said Tobin. “They just have a full line of products.”

Tobin explains D&H Canada is trying to create destination categories for Canadian partners, particularly around the SMB, and D-Link will be an important part of that SMB offering.

“(The channel is) beginning to understand D&H Canada represents networking and storage,” said Tobin. “However, as well, we’re trying to make sure the market understands we’re SMB-focused and that, as SMBs continue to grow and develop, we’re going to be there for them.”

While D&H Canada also carries Linksys and there is some overlap, Tobin says the two companies also have their own niches and he doesn’t foresee any conflict.

“Some people do have preferences, customers do have preferences, and they do ask,” said Tobin. “They’re relatively close in certain areas, but in some they’re not.”

As D&H Canada takes D-Link to market, Tobin says the initial focus will be on product training, product awareness, program knowledge, and reaching out to the reseller base. He adds that a number of other vendor agreements have been signed and will be announced in the coming weeks.

“We’re trying to work on solution sales, becoming a destination category for the total business solution as it relates to the SMB and the home office,” said Tobin. “And really, a lot of focus on the consumer market as well.”

One of D-Link’s areas of specialization is a line of network cameras and accompanying range of solutions for local and remote monitoring of offices and other locations. Features include pan/tile/zoom, WiFi capability and motion detection.

To help VARs capitalize on the opportunity in this space, D-Link Canada has launched the D-Link SecuriCam Authorized Reseller Program. The program will include revenue increasing promotions and discounts for authorized VARs, as well as quarterly volume inventive benefits, exclusive pricing, and marketing and engineering support.

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Jeff Jedras
Jeff Jedras
A veteran technology and business journalist, Jeff Jedras began his career in technology journalism in the late 1990s, covering the booming (and later busting) Ottawa technology sector for Silicon Valley North and the Ottawa Business Journal, as well as everything from municipal politics to real estate. He later covered the technology scene in Vancouver before joining IT World Canada in Toronto in 2005, covering enterprise IT for ComputerWorld Canada. He would go on to cover the channel as an assistant editor with CDN. His writing has appeared in the Vancouver Sun, the Ottawa Citizen and a wide range of industry trade publications.

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