Tech Data, EMC target federal accounts

Posted on September 01, 2004

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By Sonia R. Lelii

EMC and Tech Data last month expanded their distribution agreement to offer products and services to resellers and integrators targeting federal IT contracts, just in time for the end of the federal fiscal year, which ends on September 30. Some Tech Data resellers and partners recently have been seeing a 35% to 40% spike in business for government contracts, according to Erich Ohngemach, Tech Data's director of government field sales in the Southeast region.

As part of the deal, resellers will have access to a number of Tech Data's programs that could enable them to win more federal bids and sell EMC hardware and software solutions. For example, Tech Data offers support during the pre-bid and bid processes. The distributor's government service division has a "bid and proposal desk" that provides resources to help resellers navigate the terms and conditions for RFPs. The services are free.

The recent announcement is the newest addition to the distribution relationship between Tech Data and EMC. Initially, the deal opened the door for Tech Data resellers to offer EMC's entry-level SAN and NAS systems, as well as storage management and data-protection software.

Tech Data's Enterprise Specialized Business Unit (SBU) distributes EMC's CLARiiON CX300 and NetWin 200 systems with Navisphere and SnapView storage management software, in addition to EMC's VisualSRM and VisualSAN software for storage resource management (SRM) and SAN management.

As part of the recent announcement, Tech Data will sell EMC's CLARiiON CX500 and CX700 networked storage systems, Centera content-addressed storage (CAS) solution, and related software applications to EMC-certified federal resellers. Tech Data already distributes EMC's NetWin 110, CLARiiON CX300, and CLARiiON AX100 storage systems for solution providers selling into the commercial market. The products will be sold through Tech Data's Enterprise SBU, which also provides access to field engineers, vendor product representatives, and certified systems engineers.


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