Education
It's Elementary…And Then Some
With $20 billion of the stimulus allotted to education IT spending, and specifically $9.5 billion designated for modernizing K - 12 classrooms, including providing new computers, installing networks, and building computer and science labs, the opportunity for solution providers is immense. Public school enrollment for elementary through high schools continues to rise, creating a growing market base. In fact, 74 percent of educational entities plan to maintain or increase technology buying this year, according to Onvia's Government Market Outlook 2009. Some of the key acquisition areas for this market include teaching tools, such as laptops, PCs, textbooks and tests. Also included is how students are taught in the new digital classroom, and how all this data is secured.
Tools Of The Trade
"School administrators know that it's no longer a choice to become technologically focused. A school's curriculum and technology have become one. That's the hottest topic when it comes to education," says Brother's National Sales Manager of Education Robin Weber.
Affordable notebooks, netbooks and thin-client notebooks aren't only for writing and research. Many schools are turning to them rather than textbooks. They're highly affordable and a cost-effective means to share information, especially compared to textbooks. E-textbooks for students have many other advantages, such as format flexibility, less physical storage space, the most up-to-date information, advanced navigation capabilities, and ease of use for both teachers and students. And e-textbooks easily integrate with existing course management systems, providing students with opportunities for increased collaboration with classmates and instructors.
And, of course, the infrastructure to support the technology-focused classroom needs to be there. "How many schools have remote servers and storage?" asks HP's Humke. "Talk to the IT director and you're likely to find that half don't work and computer labs are ill-equipped. This is when you can show them the benefits of thin client, mobile PCs and mobile thin client. These products are risk-free, allowing students to work through the day and then be refreshed for the next day."
One of the greatest strides in K - 12 education is standardized testing and the need for assessment software, also known as plain-paper scanning. With more emphasis on achievement, many school administrators may wonder if they're making the most of what they have. Find out if your education customers have an assessment program-and which one they use. "Now more than ever they need a trusted advisor to show them the ropes of meeting regulatory standards, as well as meeting their budget and educational needs," says Weber. "Brother scanners have been the hardware of choice for many schools since they're compatible with all major brands of assessment software. Our scanners have been tested to be fast, accurate and economical."
'How' They Learn Is Just As Important As 'What' They Learn
It's important to think beyond simple point-product sales and look deeper into how integrated technology solutions can really drive a more effective teacher/student relationship. A good example is how to maximize the effectiveness of a new lab or classroom-not only for the students, but for the teachers so they can leverage the technology to support their day-to-day needs. "It's all about thinking differently," says Humke. "It's up to resellers to drive and support change. Don't think 'I have to sell a laptop every single time.' Instead, concentrate on how mobile PCs can help build collaborative learning environments to touch all the kids, helping each of them learn and retain information faster and better."
Modernization also includes how teachers teach. A digital classroom allows students to become more engaged and encourages two-way communication. "A teacher using a wireless tablet can interact more effectively with students working on a mobile PC, collaborating on ideas and sharing knowledge so it's not just a one-way model of 'I teach; you learn,'" explains Humke. "Solution providers have to be ready for this change before it happens."
The digital classroom is further transforming into a classroom without walls. Teachers are using more than electronic whiteboards and projectors to teach, they're getting students more involved using tools like video cameras to take their learning outside the four walls of the classroom.
According to District Administration Magazine, educators are adding new tools like cameras in their budgets for students to use in projects and reports, on field trips and in a variety of other creative ways. For example, traditional television networks such as PBS are distributing lesson plans for high school students to make their own videos documenting things such as last year's presidential election. Other organizations are helping schools incorporate video into their curricula setting a new precedent for how the "YouTube Generation" learns.
Keeping It All Secure
According to the Center for Digital Education, K - 12 is poised to spend almost 10 percent of its budget on networking and telecommunications. The stimulus provides about $6 billion in grants for broadband and wireless networks to reach out to rural and underserved areas that currently lack adequate access to the Internet.
Designing and constructing a data network for a public school isn't very different from any other business. However, the security needs for a K - 12 environment are more specific. Some school administrators may only spot the obvious items such as physical security, routers, sub-netting, firewalls and anti-virus. But there's a big opportunity for VARs who can help facilitate secure collaboration. "Students, faculty and researchers rely upon open communication and access to shared assets in their daily lives to learn, teach and discover. At the same time, student and faculty information is sensitive and must be kept private and secure," says Symantec's Gillman. "VARs can succeed in this space by focusing on helping educational organizations provide an open, collaborative environment while protecting its users' confidential data."
High-Tech Higher Ed
Even with a slumping economy, the Center for Digital Education estimates that $10.5 billion will be spent in the higher-education market this year. Colleges, universities and community colleges are transforming themselves not just due to mandates from Washington, but because their populations are changing. "Higher education has lost dollars and needs to reinvent itself," explains Humke. "Community colleges are becoming more popular as workers caught in the job-market slump seek re-training, and more kids are staying closer to home to save money."
Shielded Connections
According to the Center for Digital Education, networking, telecommunications and data security are priorities for higher education with enterprise resource planning (ERP) close behind. With more and more colleges and universities using online classes as an everyday part of their curriculums, there's a heightened need for security. The need for open and accessible networks can leave these schools susceptible to trouble. After well-publicized hacks into a few universities' databases, the need for security due diligence has become a big priority.
"VARs interested in tapping into this market can invest in learning about tools to help facilitate open communication and collaboration while reducing the associated IT risks. Symantec offers solutions for endpoint protection, data loss prevention, and eDiscovery and content archiving," explains Symantec's Gillman.
You Can Take IT With You
Students are coming to campus with the expectation of constant connectivity, not just hotspot coverage. Professors are changing the way they teach using podcasts, videos and other multimedia formats that allow students to review class content and learn at their own pace. Even while living on campus, some college students are choosing to take some of their classes online over the traditional lecture, making mobility and security a must-have. The deluge of devices along with the demand for individualized learning have led universities to look for networks that support rich content delivery that's created and shared by students and faculty.
State and local governments
Closer To Home - A State And Local Overhaul
According to INPUT, the demand for vendor-furnished information systems and services by U.S. state and local governments will increase to $64.9 billion by 2013. Though this market is growing, HP's Humke has this advice: "Many states have a budget deficit and aren't as interested in the speeds and feeds of products. Instead, they want to know how you can help them do more with less and how you can improve their infrastructure." Focusing on consolidation and virtualization are ways to help address the budget challenges and give customers the opportunity to improve their services.
"The federal government is dealing with the current economic chaos with state and local government spending the likes of which has never been seen before," adds Plantronics Director of Public Sector Sales Jim Stevenson. "This is all above and beyond the regular allotted spending with an emphasis on infrastructure, modernization and efficiency, as well as security."
Allied Telesis Channel Account Manager John Wieloszynski adds, "VARs should keep their eyes open for a wide range of opportunities-from green initiatives to keeping it all connected to getting smaller municipalities up-to-speed and modernized. For instance, smaller governments are a great place to offer fanless switches that use less power, have a longer life than most traditional fan models, create less heat and are silent, which makes them perfect for small places.
"The products really sell themselves by having a lower cost-of-use and being better for the environment," says Wieloszynski. "Our green switches use half the power of traditional switches. Plus, they're lead free."
Clean And Simple Technology
Clean technology can't be ignored with the explosion of interest in green products and services. Many jobs and IT opportunities are developing as a result of federally mandated green standards and building smarter, more energy-efficient infrastructures encompassing everything from data centers to smart buildings. According to HP's Humke, "The President is looking for infrastructure and modernization projects to follow a green mandate. That means across the board there is a need for virtualization, consolidation, lower power consumption and lower cost of supplies."
"The biggest savings a company will realize are by physically reducing server count, freeing up space and reducing the load on HVAC systems. Virtualization software can help consolidate many applications onto fewer physical servers, using less energy to power and cool the boxes and improving server utilization," explains Symantec's Gillman. He also adds that resellers should look into helping their clients prioritize storage use and implement data deduplication.
"And don't forget about disposal and recycling," reminds HP's Humke. "There are opportunities from start to finish." But with that said, Humke also shares this advice: "Don't be tempted to dabble in areas where you lack experience. If you're not an expert, don't do it."
"In general, look for the underdogs-those smaller communities and counties-and show them how they can get the biggest bang for their buck," says Humke. "Walk in the door and show them how you can reduce 150 servers down to 50 blades, and what they can save in maintenance, space and cost of power."
The value proposition involves more than dollars. Show them how it also makes good business sense. By building a virtual infrastructure, they can have higher resource availability, better desktop management, increased security and improved disaster recovery processes.
Keeping IT All Together
City, county and state governments are under tight budget constraints, but they need to meet the demands from their constituents. Clerks offices, planning and development, police departments, finance and human resources are among the various government agencies that are paper intensive and need to boost productivity and collaboration to meet their high demands.
An abundance of laws, compliance standards and regulations help drive the need for these agencies to implement better document and content management. Regardless of size, they all want to reduce the number of printers they have and, therefore, they've made purchasing new multifunction printing devices a high priority. But it's not all about the hardware. It's also how the hardware and supplies are used. That's where you come in.
"Ask them how much they spend on managing their print consumables, and you'll find that they don't really think about it. Show them how they can reduce these costs with solutions like managed print services," says HP's Humke.
Newly mandated retention policies require agencies to archive e-mail and other business information and eliminate unnecessary data. "Symantec's solutions provide consistent protection at every information point within the government infrastructure: in remote sites and external locations; on thin clients, mobile devices and servers; in storage and content portals; and in e-mail, instant messaging and other forms of communications," says Gillman.
Doing More With Less And Doing It Better
According to VAR Business magazine, voice and data networking technologies could be some of the hottest markets in 2009 across the board. This includes wireless technologies, demand for network infrastructures and unified communications, and VoIP growth. Many businesses see voice and data communications as a way to cut costs and get back on track. "Many local municipalities are building their own backbone and access networks to keep up with the needs of residents and businesses. They're looking for sophisticated solutions to provide high-speed Internet, telephone and video," explains Allied's Wieloszynski.
"The convergence going on right now in the voice and data communication markets relative to state and local government, education and healthcare is unprecedented," says Plantronic's Stevenson.
This has prompted a conversion to IP telephony, using the standard phone they already have on their desks, but having it hooked up to an IP network instead of a traditional cord. Wireless headsets are productivity tools that enable people to do more. With ranges up to a couple hundred feet, people can leave their desk without having to worry about missing a call, increasing their efficiency.
Plantronics' wireless dispatch console headset system was specifically built for the security and safety market. This system allows emergency dispatchers to talk on the phone while, at the same time, dispatching police, ambulance or fire rescue teams.
"We cut the cord and gave these dispatchers the freedom they needed to be more efficient and productive. Once customers see this system they want one," contends Stevenson. "There are 300,000 dispatch positions in public safety with 24-hour coverage creating demand for more than 900,000 units. That's a lot of opportunity for resellers, and it has a great margin too."
Plantronics also has tools to help you get the conversation started with end users. They have presentations, product overviews and, along with the TechEDG team, they offer training for you and your team.
"We have a variety of partner programs to assist VARs with everything from contracts, to discounts, to free products. Get with your TechEDG representative to find out more," suggests Stevenson.
Need extra credit?
Tech Data's Credit organization is always looking for ways to say "yes" when it comes to helping qualified resellers close new business. Let Tech Data be your ally against a difficult economy!
"Government is one of the areas that's still growing fast. We're there to help the VARs who are interested in taking advantage of this market and all of its opportunities," says Tech Data's Credit Services Senior Manager Al Alderson. "We have a dedicated government credit region with financial analysts, reconcilers and a senior manager focused solely on helping these government resellers.
"When you have a contract or a PO in hand, bring it to Tech Data," Alderson advises. "In most cases, we can give you an answer within 24 hours. We want to be your first choice since we look at every single financing option available."
Tech Data's credit philosophy is to help promote sales. We also use third-party financing as a solution that offers free financing on certain products for up to 90 days for qualified resellers.
Plus, Tech Data resellers now have access to HP Financial Services' zero-interest financing options through April 30. The programs can be used to finance select HP hardware, including desktops, notebooks, servers, storage, HP ProCurve networking, printers, scanners and MFPs with 12-month, zero-interest payment plans, or 36-month, zero-interest leases for deals ranging from $1,500 to $150,000.
The program helps you give your customers a compelling incentive to buy HP solutions now on a deferred payment schedule, while you receive full payment from HP Financial Services within 30 days.
Call TDCreditServices today at 800-553-7921, ext. 76278. We look forward to hearing from you.
Our Programs Can Stimulate Your Business
VARs can experience myriad benefits by using the skill set of TechEDG's seasoned Business Development Representatives (BDRs). The BDRs work closely with vendor partners to secure competitive pricing, allocate products, enhance partnerships and secure vendor partners' GSA schedules or Letters of Supply.
In addition, VARs can engage the BDRs when responding to an RFP or RFQ. TechEDG has a dedicated Bid Desk that, on the behalf of VARs, will work the bid from beginning to end, compiling all necessary part numbers, configurations and all appropriate price promotions. Once complete, our Bid Desk will return the RFP or RFQ and assist the reseller in any way possible to win the opportunity. Best of all, this service is free to Tech Data's resellers.
TechEDG-Your Education and Government Connection
Don't miss the TechEDG Government Connection in Washington D.C April 15 - 17. This event will showcase the tools and services TechEDG provides to help you grow your public-sector business in the lucrative federal (FED), and state and local government and education (SLED) markets. Through TechEDG you can position your business to take advantage of the nearly $135 billion in public-sector IT spending this year.
TechEDG Government Services Give You an Edge
Leverage our free services to win significant opportunities during this SLED season. The TechEDG team is comprises of seasoned professionals with the experience needed to help you win SLED opportunities. Our Business Development Representatives and Bid Response Team members are ready to help you with government/education bids, GSA, Letters of Supply and special pricing.
Business Development Services
Tech Data's Business Development Representatives help you build government business by:
- Working closely with manufacturers and bid response personnel on your behalf
- Identifying and tracking opportunities and contracts in state and local government
- Answering questions about related RFIs and RFPs
- Helping our business partners with government-related promotions and events for you
Call 800-436-5353, ext. 80321, or send e-mail to usbusdevgov@techdata.com.
Bid Response Team for RFI/RFP/RFQ Requirements
The Government Bid Response and Contract Support Team has the experience and knowledge to quickly assist you in securing contract-specific pricing for complicated government/education bids. You'll receive information about competitive quotes, quantities, overall revenue opportunity and delivery types to ensure you get the best possible price on your bid. The team also offers assistance in "product refresh" to keep your contracts up-to-date. For more information, send e-mail to govtbids@techdata.com.
GSA Schedule/Letters of Supply Support
As part of our "pass-through" Letters of Supply (LOS) program, Tech Data government services specialists can help you add select business partners to your GSA Schedule - or support your participation in "open" LOS opportunities. We maintain detailed information on supplier requirements and can answer related questions.
Government Pricing and Promotions
TechEDG partners with leading manufacturers and publishers to offer you special pricing and promotions specifically for the government/education markets. Fast, efficient and accurate government/education pricing is provided at www.techdata.com via our e-business services suite, which includes EDI support, SML integration and Web-based offerings. When you can't afford turnaround time, get the information you need for a last-minute bid, instantly.
Increase Buying Power with Financing Options from Tech Data and Our Partners
Tech Data offers a wide variety of credit programs and financing options to help resellers succeed in the especially competitive government and education marketplace. We partner with leading independent financial services companies to extend the breadth of our offerings even further.
One way Tech Data Credit Services helps resellers grow their business is through assignment of proceeds. If you win a large public sector bid, it may be too large to place on a standard line of credit. In that case, Tech Data can approve your customer for the sale and the proceeds are assigned to Tech Data. The end user pays Tech Data; Tech Data pays the invoices and returns the profit portion to you. This program allows you to use your customer's financial strength to underwrite a purchase, enabling you to land bigger deals and ultimately grow your business. As you grow, it opens the door to other financing options through a bank or floorplanning company.
Tech Data grants additional purchasing power to resellers by partnering with GE Commercial Distribution Finance Corporation, IBM Credit Corporation, Textron Financial Corporation and De Lage Landen Sales to provide resellers with asset-based financing, or floorplanning, options. One of the biggest advantages to using a flooring company is extended payment terms - 45 days, 60 days, and even longer in some cases. This is especially important for gov/ed resellers because public agencies don't typically pay in 30-day cycles.
GE and IBM offer programs especially for SMB resellers with financing up to $500,000. Resellers apply online and can get approved as quickly as a half hour, depending on the program and line of credit. Products can be shipped immediately upon approval.
Leasing programs are another way to go when resellers are trying to increase revenue and/or profits. Sometimes you can earn additional commission based on lease financing. Plus, if your customer is approved for a lease, Tech Data can bill the leasing company directly without touching your credit line. This enables you to build business by offering your customers a payment program.
Whatever your needs, Tech Data has a program to suit them. We have on-site representation from GE and IBM Global Finance on flooring and leasing, and our Tech Data Credit Services team is available to help you determine what's right for you. Call us today at 800-553-7921, option 3.
Tech Data Services Work for You in 2009
Utilize our full suite of support services to maximize business opportunities
To meet the demands of the public sector, Tech Data has a range of services to assist you on every opportunity. During the SLED season, utilize TDOnCall, TD Credit, TD Integration and Technical Services, and TDEducation to help you close deals. Click here to learn more.
TDOnCall
TDOnCall offers quality on-site and call-center services. Call-center offerings include customer profiling, appointment-setting, lead generation, and administrative and technical support for end users and IT professionals. On-site services include installation and deployment support and high-margin, contracted asset disposition. See what TDOnCall can do for you at www.tdoncall.com.
TD Credit Services
Tech Data offers flexible credit and financing options and leasing programs to give resellers the purchasing power they need to win SLED opportunities. Enhance margins by earning fees on financed solutions and attached asset disposal services. Leverage our floorplanning options to get asset-based financing through independent financial services companies. Click here to get started.
TD Integration Services
Stay competitive and increase your margins by offering custom-configured IT solutions from Tech Data's Integration Services. Tech Data's ISO 9001:2000-certified Integration Center offers custom and standard integration services on servers, networking gear, storage, racks, handhelds, desktops and notebooks. Save on freight and handling costs by drop-shipping configured solutions to your clients. Click here for details.
TD Technical Services
Tech Data has more than 90 dedicated technical support resources with over 1,900 industry-recognized certifications. We offer presales support to help you through the SLED season. Click here to learn about our tech support options.
TDEducation
Expand your capabilities without adding resources. Tech Data offers trainings and technical certifications through TDEducation, enabling you to command greater revenue opportunities during SLED season. Visit www.tdeducation.com today.
Healthcare
Keeping Track Of A Healthier America
According to INPUT, rising healthcare costs and healthcare IT initiatives are making state-operated Medicaid Management Information Systems (MMIS) a crucial component of the nation's healthcare-modernization effort. IT solution providers in the healthcare market can benefit the most from the stimulus bill.
The stimulus bill proposes spending $19 billion on healthcare IT focusing mostly on electronic medical records to lower the cost and improve the quality of healthcare services. President Obama, in a speech given at George Mason University, set a goal of computerizing the medical records of all Americans within five years.
"Medical records accessibility is critical when the patient needs care immediately," says Fujitsu Healthcare Business Development Manager Collin Boetger. "Fujitsu is known for its reliability when it comes to scanners and tablets, ensuring that the hospital or clinic will have the information it needs when it needs it."
Security is one of the main draws to electronic medical records (EMR). With the proper tools, a patient's records are more secure, yet more easily accessible by their healthcare provider and themselves. One way Fujitsu is promoting the protection of patient privacy and providing accurate information, is with the PalmSecure™ palm vein authentication device. This unique biometric scanner uses an infrared light to non-intrusively read a patient's palm vein pattern. The device allows care givers to provide better care and effectively safeguard the patient's medical identity and EMRs.
But, with all eyes on the wallet, Boetger suggests a unique approach when it comes to presenting the solution to your healthcare customers. "For instance, some healthcare providers may just look at the initial cost savings, like reduction in printing costs, personnel required to manage the medical records and the cost of materials like folders, tabs and paper. Point out the physical floor space now housing all the records and the potential for another treatment room or an MRI space," he adds. "Now the change can pay for itself many times over. Also, by electronically capturing the records, there can be a reduction in reimbursement time."
Many healthcare providers believe EMR implementation is a complex, expensive affair that involves massive overhauls of legacy systems. "Don't shy away from the conversation. Healthcare providers are hungry for information and are frequently unfamiliar with document imaging and document management," says Boetger. "My advice is to target local healthcare providers by putting together a campaign focused on document imaging and management."
He also reiterates what Humke said earlier about reaching out to the smaller clients. "Start having that conversation with smaller practices and waylay their fears that this change doesn't have to be complex or upset their business processes. Working with medical centers and smaller clinics can potentially lead to hospitals since the medical field is very intertwined."
Ergotron's Vice President for Roadmap Innovation Suchi Sairam agrees. "Look beyond the patient-facing audiences. When you're in the hospital, take a turn into administration. Because of constraints on budgets, they're looking to do more with less and you can provide them with the right solutions, such as multi-monitor workstations that can enhance productivity and extend the use of the hardware they already plan to purchase or already have."
Ergotron even has an easy-to-use, and show, productivity calculator that allows both you and your customers to see the productivity improvements. Click here for the calculator.
Ergotron offers both mobile and stationary solutions, and they consult with resellers and customers to determine what point-of-care computing means for them in their environment.
"The continued investment in IT makes both healthcare and education ripe for VARs right now. We make it simple so you don't have to be the expert. Our team has global expertise to help you make the most of these opportunities," says Sairam. "We only work through the channel, so resellers never have to worry about being left behind.
"Educate your clients about how mobility will help them maximize the use of their hardware. These solutions also can extend productivity, provide comfort and give them greater flexibility," she adds.
Stimulating The Public-Sector Market
According to INPUT, a government business and marketing analyst group, $135 billion has been allocated in 2009 for public-sector IT spending, $64 billion of which is specifically set aside for SLED IT spending. An additional allotment is predicted to come from the Stimulus Bill, including $19 billion to modernize the healthcare system for the conversion of all patient medical histories to electronic medical records (EMR) within the next 5 years; $4.5 billion for state and local government projects, including modernization projects and green initiatives; and another $20 billion for K - 12 and higher-education projects.
Another leading marketing intelligence and research consulting company that focuses on education, the Center for Digital Education, predicts the priority technologies and projects for 2009 will include virtualization, green technologies, consolidation, budget and cost control, security, and electronic records management.
President Obama's emphasis on information technology and modernization offers huge potential for solution providers to get new business. "One of the biggest opportunities for resellers today is in the public sector. Billions of dollars have been allocated for infrastructure and IT support, and many of the states are behind in developing plans to capture these dollars," says Hewlett-Packard Vice President, Public Sector Solution Partners Organization Mike Humke. "The new stimulus package is creating clear opportunity at the state and local level with a major focus around infrastructure modernization, healthcare, education and security."
Symantec's Senior Director, Public Sector Channel Sales Tom Gillman agrees. "As SLED organizations increasingly leverage IT to deliver government services to citizens, there will be a strong need to protect their information and infrastructure against more risks at more points, with greater efficiency and cost savings."
Humke goes on to advise VARs to start now. "Shovel-ready projects are a key focus. Modernization and infrastructure projects that are well defined and ready to be implemented will be the ones to get the go-ahead. Presenting plans now puts VARs ahead of the game and allows them to get the ball rolling as soon as the stimulus money flows in. This allows states to get the funding they need to implement plans that are already in place."
Almost everyone agrees the stimulus package is a boon to IT. To make sure you're part of the boon, determine what contract opportunities are out there and where you can fit in! Humke also suggests not shying away from the smaller markets and municipalities. "They need your help more than ever. The opportunity may seem insignificant at first glance, but those smaller clients can add up."
Homeland Security
According to INPUT, the Department of Homeland Security (DHS) is a great case of stimulus money being used to enhance existing initiatives. The department will improve information management tools for employees and partners, provide global access to information, facilitate collaboration and broaden security architecture.
Recovery.org, a government-run Web site monitoring the progress of the Stimulus Package says DHS will use the stimulus funds to modernize essential government systems and services, such as strengthening our nation's borders with new tools and technologies, upgrading rail and transit security, and improving emergency preparedness and response capabilities.
Plus, protecting cyberspace is a national security priority for this administration. The President announced in May the plans for the appointment of a "Cybersecurity Czar" whose office will develop policies and coordinate those policies across agencies. The President's budget asks for more than $400 million for cybersecurity measures as well as $400 million for critical infrastructure security. Obama also has asked for $237 billion for the Department of Defense for full-motion video surveillance, including high-definition upgrades.
Lazatin advises, "With an anticipated growth rate of roughly 30 percent year-over-year, network security cameras and IP video security still represent one of the largest opportunities in the security and surveillance space." He goes on to say, "Historically, we've seen a strong penetration of network cameras in government segments such as education, law enforcement, municipal surveillance and transportation and continue to see the migration to and adoption of IP-based video security solutions.
"VAR's looking to take advantage of this market should strengthen their knowledge and foundation in IT, networking and physical security. This is important for both systems design and installation. Also, possessing professional industry certifications will add legitimacy and credibility to them and their company, and will ultimately help them win more projects," Lazatin says.
Networking
Efficiency is key when it comes to the demands set forth by the current administration. The stimulus package is there to help federal agencies not only run more efficiently with updated infrastructures, but also provide greener ways to do it.
Barbara Spicek, vice president of worldwide channels at Brocade says, "Resellers can capitalize on the fact that the stimulus initiative is highly focused around total-cost-of-ownership and greening of the data center. It's not just about speeds and feeds anymore. Energy efficiency, including conservation and consumption has been mandated by federal initiatives."
She continues, "A VAR's key value proposition is being able to design and deliver integrated data center solutions by putting best-in-class vendor solutions together, provide ROI focused on high performance at the best price and lowest power."
Her advice: Educate yourself on the government RFPs. "It's a great opportunity for a reseller to position themselves as end-to-end experts in the data center and provide a full understanding of how to integrate and protect existing assets while showing the right path to an optimized and more effective IT infrastructure.
"Data center and infrastructure refreshes and expansion are the most important projects right out of the gate. Those presenting themselves as end-to-end and best-in-class experts will profit immediately," adds Spicek.
"Brocade's expanded solutions offerings mirror the converging network and data center practices we're seeing among VARs in the channel," says Tech Data Senior Vice President and General Manager Advanced Infrastructure Solutions, Pete Peterson. "These resellers have access to dedicated sales and technical support through Tech Data's AIS Division, as well as many other value-added services."
Broadband
The money from the Commerce Department for broadband is expected to be doled out by September 2010 and will include construction of backbone infrastructure, public computing centers and implementation and awareness programs. The Broadband Technology Opportunities Program (BTOP) includes $4.7 billion to provide access to unserved and underserved areas and $2.5 billion for distance learning, telemedicine, and for broadband loans and loan guarantees. This is in addition to the $1.3 billion in new broadband spending outlined in the President's budget.
For many resellers-even the most experienced networking VARs-taking on the design, deployment and management of advanced wireless networking infrastructures requires a host of new skills and additional expertise. Plus, there are government mandates to take into account.
"The DOD-8570 Mandate requires contractors for Department of Defense agencies to have a qualified project manager with specific credentials and disciplines," explains Jim Cooper, Tech Data's senior manager of Technical Services. "Tech Data, through TDEducation, can help VARs get the training to meet these mandated needs." extend their footprints both geographically and technically."
He goes on to explain, "Through TDOnCall, we help resellers augment their services without the burden of related infrastructure investments. In short, we help VARs extend their footprints both geographically and technically."
Medical and VA Opportunities
There is a $44,000 per physician incentive for switching to Electronic Medical Records (EMR). On top of that, there are more than six million physicians in the continental U.S. and they must comply with EMR mandates by 2015 or they can lose their Medicare funding. This is a huge opportunity for resellers to provide doctors with the infrastructure advice and support they need.
"Not every physician needs their own personal EMR solution since many work within medical groups, but they must be tied to it in order to collaborate with other providers," says Humke. "Providing a service bureau or cloud-type of solution will give them the service and solutions they need right at their fingertips. Think about what surrounds the solution, such as security and disaster support than can be housed several miles away."
With new priorities come new standards and a need for upgrades. "Approximately 155 VA medical centers across the country are receiving significant funding, making them a big stimulus winner," says Ergotron's U.S. Government Sales Representative Randy Smith. "These funds are for modernization of both technical and clinical projects that have been on the backburner for a while."
"The VA is one of the federal agencies that likes doing business with smaller, regional VARs. This is especially important to those service-disabled, veteran-owned businesses," he adds.
One large area is equipping these medical centers with wireless capabilities over the next several years. This will open up a lot of technology applications and computer platforms to flow into these facilities and allow for mobile technology solutions. Mobility is key when it comes to healthcare, especially EMR. Laptops and tablets are now the standard with healthcare professionals whether at point-of-care or in the administrative office. The VA sets the standard for many of the administration's initiatives and it trickles down to the other public-sector healthcare institutions.
Smith has this advice: "Go to the VA Web site to find facilities near you and talk to their IT departments and key decision makers. Speak with the TechEDG team at Tech Data to make sure you are on the right track and to help you through the contract and GSA process."
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