Leave it to Rich Freeman over on Channelholic to find some good data for me to share. He interviewed D&H Distributing’s Dan Schwab in his newsletter and got these tidbits. Their SMB business is up 20% so far this year. But I noticed this: they are adding $400 million in incremental downstream credit per month.
Rich also caught a study by Aryaka that shows 98% of businesses plan to increase their investment in cloud services, the research shows. That’s not despite the shaky economy but because of it. 47% of survey respondents said economic conditions had led them to accelerate their adoption of cloud infrastructure and services.
And to quote Rich directly: “Such numbers point to a welcome fact of life for IT providers: most businesses will happily boost spending in tough times on products and services that make them more efficient, and that’s what IT’s all about.”
Rich’s insight is one I share, so I want to add one. If distribution is leaning into credit, providers should be taking advantage of this. You are not the bank. You should not offer terms; you should not float money for customers. If you want to offer terms, leverage someone else’s credit, which is where distribution can provide significant help. You. Are. Not. The. Bank.
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