Distributor Ingram Micro (NYSE: IM) has landed a plum for its public sector business by gaining access to Cisco Systems’ (NASDAQ: CSCO) General Services Administration (GSA) contract that spans the vendor’s entire portfolio of products and services.
Government agencies procure IT equipment and services by awarding GSA contracts to a select list of qualified suppliers. Ingram secured GSA schedule-holder status through its November 2012 acquisition of Promark, a government-focused distributor of storage, data management and document imaging solutions. Promark carries a GSA Schedule that allows channel partners to sell to public sector agencies.
Ingram disclosed the expanded Cisco relationship at its 2013 Ingram Micro Federal Summit, held this week in National Harbor, Md., and hosted by the distributor’s Public Sector Elite partner community and participating vendors.
Michael Humke, Ingram U.S. Public Sector and Vertical Markets executive director, said the Promark acquisition was a difference-maker in securing access to Cisco’s GSA schedule.
“The public sector is a lucrative, yet challenging market for IT channel partners, which is why Ingram Micro continues to invest in areas of the business that will help simplify success and make it easier for them to grow profitably,” he said. “Acquiring Promark and gaining entry to the GSA Schedules program has expanded the playing field for Ingram Micro and our channel partners working within the public sector. Earning access to Cisco’s GSA Schedule is a great testimony to the success of Ingram Micro’s Promark relationship and will allow us to deliver even more business value to our Cisco channel partners.”
To support public-sector focused channel partners, Ingram and Promark offer trained, field-based sales, technical and credit support personnel and marketing specialists. Ingram channel partners also can access the distributor’s Solution Centers, the Experience Center and public sector partner community. In addition, Ingram’s Cisco business unit will provide partners with business, sales and technology support for public sector and commercial transactions, the distributor said.
“We’re delighted that through the expansion of its General Services Administration schedule, [Ingram] will now offer additional Cisco channel-focused technology solutions to [its] growing community of public sector channel partners,” said Diane Gongaware, Cisco U.S. Public Sector Partner Organization senior director.