D&H's AI Bet Pays Off, Fueling Record Growth in IT Channel

HARRISBURG, PA – March 16, 2026 – While the North American IT distribution channel celebrated a modest comeback in 2025, D&H Distributing posted explosive, double-digit growth, dramatically outpacing the market by converting the complexities of artificial intelligence and hybrid cloud into scalable revenue for its partners. The company’s performance underscores a successful strategic pivot towards high-value, emerging technologies, setting it apart from its larger competitors and positioning it as a key architect of the channel's future.

According to data from the IDC North America Distribution Tracker, the overall market saw a welcome 6% year-over-year increase in Q4 2025, a sign of recovery after a market contraction in 2023 and flat growth in 2024. In stark contrast, D&H Distributing achieved a 27% increase in overall revenue for its fiscal year, reaching nearly $7 billion. This significant outperformance is not an anomaly but the result of a deliberate, multi-year strategy focused on enabling partners in the small-to-midsize business (SMB) and midmarket sectors to thrive amid profound technological shifts.

“D&H is purpose-built for the partners who are driving the next decade of IT consumption,” said Marty Bauerlein, Chief Commercial and Consumer Officer at D&H, in a recent statement. “We are not repositioning for this shift; we are leading it. Our 2025 results are a direct reflection of our continued commitment to our partners’ success.”

The Advanced Solutions+ Growth Engine

The driving force behind D&H’s remarkable year is its Advanced Solutions+ business unit, which reported staggering growth across several critical technology sectors. The division saw a 70% surge in Cloud Infrastructure as a Service (IaaS), a 35% increase in Cloud Software as a Service (SaaS), and a 63% jump in Security solutions. This growth reflects a market hungry for modern, resilient IT infrastructure.

Beyond the cloud and security boom, the distributor saw exceptional results across its portfolio. Endpoint sales grew by 63%, capturing record market share. The ProAV & Collaboration segment expanded by a massive 68%, fueled by the ongoing demand for modern hybrid workplace solutions. Even D&H's Professional Services division saw an astronomical 283% growth, indicating a strong partner appetite for leveraging the distributor's expertise to deliver complex projects.

These figures paint a clear picture of a company successfully aligned with the most powerful trends in technology: AI-driven infrastructure, hybrid cloud modernization, and comprehensive security transformation. While its larger rivals, Ingram Micro and TD SYNNEX, reported flat or declining sales in North America, D&H’s targeted focus on high-growth categories and its deep-rooted partner relationships have created a powerful engine for expansion.

Demystifying AI for the Channel

A cornerstone of D&H’s strategy is its proactive approach to partner enablement, particularly around artificial intelligence. Recognizing that AI represents both a massive opportunity and a significant learning curve for many channel partners, the company launched its “Go Big AI” initiative in early 2024. The program is designed to demystify AI and provide partners with the concrete tools and knowledge needed to monetize the technology.

Throughout 2025, D&H trained over 5,350 partners on AI readiness and the adjacent PC refresh cycle. The initiative goes beyond simple webinars, offering comprehensive resources like an AI Partner Playbook, sales prospecting guides, and go-to-market support through its MKT+SHIFT marketing services arm. This hands-on approach helps Value-Added Resellers (VARs) and Managed Service Providers (MSPs) build service catalogs and sales strategies around AI-powered products from vendors like Microsoft, AMD, Intel, HP, and Cisco.

This focus on AI readiness is perfectly timed. The looming end-of-service for Windows 10 is already driving a significant device refresh cycle. According to IDC, AI-capable PCs accounted for nearly 59% of personal computing sales through distribution in the final quarter of 2025, highlighting the rapid enterprise adoption of AI-enabled hardware. By preparing its partners to lead these conversations, D&H is not just selling products but helping its community build sustainable, high-margin service practices for the future.

Charting the Course with NEXT+

Looking ahead, D&H is doubling down on its commitment to advanced solutions. The company announced it will host NEXT+, its inaugural Advanced Solutions+ conference, from June 3–5, 2026, in Austin, Texas. The event is specifically designed for solution providers focused on monetizing complex solutions across hybrid IT, cybersecurity, and accelerated computing.

NEXT+ aims to provide more than just product presentations. The agenda promises direct access to D&H leadership, structured engagement on deal strategy, and deep dives into services integration. It represents a strategic move to cultivate an ecosystem of highly skilled partners capable of tackling the most complex and profitable projects in the market.

“Partners are navigating increasing complexity across infrastructure, security, and compute,” noted Jason Bystrak, Senior Vice President of Cloud and Advanced Solutions+ at D&H. “NEXT+ reflects our focus on providing clarity, alignment, and practical engagement that supports how partners sell, deliver, and grow.”

This investment in high-level partner execution further differentiates D&H in a crowded field. By creating a dedicated forum for advanced solutions, the distributor is signaling its intent to lead the channel's evolution from a logistical, product-fulfillment model to one centered on intelligence, consultation, and value-added services. As the technology landscape continues its rapid transformation, D&H’s blueprint of targeted investment, deep partner enablement, and strategic foresight has positioned it not just to participate in the market's growth, but to actively drive it.