Tech Data, EMC target federal accounts

By Sonia R. Lelii

EMC and Tech Data this week announced they have expanded their distribution agreement to offer products and services to resellers and integrators targeting federal IT contracts.

The two companies made the announcement just in time for the busy season for government contract work (the federal fiscal year ends on September 30). Some Tech Data resellers and partners 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.

"Usually, at the end of the federal fiscal year resellers see a flurry of business for government contracts," says Ohngemach.

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. Tech Data's government service division has a "bid and proposal desk," where resellers go to the distributor and use resources that will help them navigate the terms and conditions for an RFP. After the bid is awarded, the reseller can also take advantage of the service for a variety of needs such as a technology refresh. The service is free.

The recent news is the latest addition to the distribution relationship between Tech Data and EMC, which was announced last March. 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 carry the EMC 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 networked storage systems for solution providers selling into the commercial space. The products will be sold through Tech Data's Enterprise SBU, which also provides solution providers with access to field engineers, vendor product representatives, and certified systems engineers.

Ohngemach says in the past three to five years the flow of federal dollars has gone from being focused in the Washington, DC, area to being spread throughout the US. The states to get the most federal money are California, Florida, Texas, Illinois, and New York. For example, The Home Land Security office is putting more emphasis on funding projects that bolster security networks and disaster-recovery response rates.

This article was originally published on August 10, 2004