Dive Brief:
- HPE named D&H Distributing a North American distributor for its networking business, giving the partner access to the Juniper Networks portfolio it acquired in 2025, the companies said in an announcement Wednesday.
- D&H resellers will be able to buy Juniper routers and switches by the end of September, according to the announcement. The distributor will support the sales through its HPE-focused EPIC partner program.
- The expanded portfolio builds on the Advanced Solutions+ practice D&H launched last Fall. “That was an evolution for us to get beyond the edge,” Jason Hernandez, D&H’s VP of HPE & Advanced Solutions+ Sales, told Channel Dive.
Dive Insight:
The relationship between HPE and D&H dates back to before HPE’s 2015 split from HP, according to a D&H spokesperson. The collaboration has been fruitful: the distributor’s HPE-tied revenue grew 150% in the fiscal year ended April 30, 2024.
“Last year's growth was well over 50 percent year over year, and this year we’re on a similar trajectory,” Hernandez said.
D&H is the sixth-largest North America-based distributor, according to Omdia, a Channel Dive sister company. The privately owned company credits its Advanced Solutions+ unit for helping its partners sell to midmarket and lower enterprise customers.
Vendors are taking notice of the new practice area. Cybersecurity provider Fortinet and disaster recovery vendor Veeam Software teamed with D&H in January, and Dell recently gave D&H the keys to its full suite of storage and server products.
Juniper Networks is one vendor D&H lacked. It is now the beneficiary of HPE’s $14 billion purchase of Juniper. The deal closed last July, and the combined company has set about unifying channel efforts. Other HPE distributors have celebrated getting access to Juniper products in the last year, including ScanSource.
Hernandez, a former HPE and AWS executive, joined D&H in February to spearhead the firm’s business with HPE. Meanwhile, HPE was looking to streamline its distributors in the North American region, Hernandez said.
“We worked through an agreement process with them for the past year and a half or so, and that's what led to this new agreement that gave us access to the HPE Juniper line,” he said.
