GovernmentVAR Recognizes 13 Channel Players At Awards Reception

Following a full day at the 2007 XChange Government Integrator conference, 13 vendors, solution providers and a market leader Thursday night were recognized at an awards reception for their significant contributions toward ensuring that all levels of government and education have access to the latest and greatest IT solutions. From the largest systems integrators to the smallest businesses, the success of these winners is driven by a combination of market expertise and tenacity.

Seven solution providers received awards for success in serving the public sector. The award for State and Local Solution Provider of the Year went to ASAP Software, which reported 22 percent growth in state and local government revenue in 2006. With contracts in 34 states, the Buffalo Grove, Ill.-based solution provider was the first to introduce a volume software licensing program in many states, saving state houses millions of dollars.

"Harry Truman said that being in charge of the government is like riding a tiger," said Randy Lee, vice president of government, North America, at ASAP, accepting the award on behalf of the company. "It's great while you're on top, but you don't want to fall off."

With 60 percent of its public-sector revenue from K-12 and higher education, Sarcom, Lewis Center, Ohio, won the Education Solution Provider of the Year award. The company's staff holds 4,200 certifications and authorizations to ensure superior service to the market, which drove nearly $17 million in revenue last year.

ITT Defense ElectronicsServices took home the award for Federal Solution Provider of the Year, reporting more than $1.3 billion in public-sector revenue and winning contracts with the Federal Aviation Administration, Army, Navy and NASA, to name a few. The McLean, Va.-based systems integrator has helped revolutionize combat command control with expertise in such areas as electronic warfare, GPS navigation and intelligence defense systems.

"We're not the biggest defense contractor," said Mike Wilson, vice president of ITT Advanced EngineeringSciences, who accepted the award. "But every day we get the chance to advance technology in a meaningful way."

For breaking through the proverbial glass ceiling, Santa Fe, N.M.-based Wildflower International received the award for Woman-Owned Business of the Year, accepted by president and CEO Kim deCastro. Starting off with "muchas gracias," and explaining that she speaks in Spanish when she's nervous, deCastro wrapped up her acceptance speech by telling the audience that "this is a great time for all of you to go wild."

Silver Spring, Md.-based ThomasHerbert Consulting won Small Business Solution Provider of the Year, having averaged 769 percent sales growth in the past three years alone.

Earning the top spot on the GovernmentVAR 100 ranking of integrators for the second year in a row, Northrop Grumman was given the GovernmentVAR Integrator of the Year award. The company grew its public-sector IT business 10 percent in 2006, reporting $11 billion, and recently earned a place on the Networx contract worth a potential $20 billion over the next 10 years.

With a focus on the four key areas of consulting, outsourcing, technology and professional services, Capgemini was named GovernmentVAR Solution Provider of the Year for growth in all segments of the public sector. The company reported $2.8 billion in public-sector revenue in 2006, growing its federal business 25 percent, its state and local business 13 percent and its education business 24 percent.

Five vendors and one executive were honored with awards for support and service to the public-sector channel.

SAS was awarded the Top SLED Program of the Year. While new, the program offers dedicated technical, sales, marketing and account management support to partners that sell the vendor's enterprise applications and customized vertical solutions to state and local government and education.

For helping partners tackle business with Uncle Sam, Juniper was presented with the Top Federal Program of the Year award. The program offers partners low-interest financing, rebates, deal registration, price protection, discounts, qualified leads and no competition from the vendor on services revenue.

IBM won GovernmentVAR Channel Program of the Year. Launched officially in 2005, the vendor's program provides a range of channel benefits to more than 1,500 government and education partners in North America, as well as unique peer-to-peer networking resources and special programs to help small disadvantaged businesses win government opportunities. Pamela Kaplan, the vendor's newly appointed vice president of global public-sector marketing, accepted the award.

Two companies earned the GovernmentVAR Satisfaction Award, which recognizes vendors for earning top reviews from partners in the GovernmentVAR Satisfaction Survey. Judged by their own channel on how well they offer support and services for selling to government and education, Intel and Microsoft earned the highest marks.

To wrap up the evening, the Government Channel Executive of the Year award was presented to Bob Laclede, vice president and general manager of Ingram Micro's government and education business. After serving for 10 years in the Navy, Laclede joined the private sector as vice president of sales for a Virginia-based solution provider and then became director of the federal market at Tandem Computers.

"I've sat in the audience of these types of events for a long time, and I never in my wildest dreams thought someone from a distributor would win this," Laclede said.

Now at the helm of a program that offers government and education solution providers special financing, go-to-market services, dedicated, regionally aligned sales teams, a GSA support package and more, he helped drive double-digit revenue growth in all segments of the public sector in 2006.