Arrow Launches Government Sales Program

The program, called Government Central, spans all four of Arrow NACP&s selling units: MOCA, SBM, Support Net and Enterprise Storage Solutions and includes sales-related functionality such as configurations, contract processing and expediting and order tracking.

“This is more resources, savvy resources, to benefit all companies. IT spending in the federal government is too big to ignore from a distribution perspective,” said Rich Severa, president of the MOCA division of Arrow, at MOCA&s annual Net@Work conference in Santa Ana Pueblo, N.M., Monday.

In addition, the program offers market overviews, budget forecasts and spending analysis to help solution providers better qualify leads, he said.

“Any type of help along those lines is appreciated. The more eyes you have in that area, the better the results are going to be, especially when you&re marketing specifically to federal government,” said Mardi Norman, president of Dynamic Systems, Los Angeles.

Severa said the program could help solution providers struggling with margin pressures resulting from belt tightening by the federal government over the last six to nine months. “GSA pricing is the most aggressive you&ll find anywhere, but there&s real dollars there,” Severa said.

Later this quarter, Arrow will launch a Government Central Web site that includes up-to-date trends on federal, state, local and education markets, and it has expanded its relationship with Input, a market intelligence firm, to help identify new opportunities.