7. Expanded Services Capabilities Win Deals
The depth of a solution provider's penetration into the federal government often depends on its ability to land on procurement vehicles and provide a diverse array of services in areas other VARs and integrators can't.
Mike McMahan, president of Toano, Va.-based SDV Solutions, credits the launch of SDV's global support division for helping to spur its growth. The division enables SDV, a service-disabled-veteran-owned VAR doing 100 percent of its business through the federal government, to serve federal facilities that are OCONUS (outside the continental United States), and therefore, as McMahan described in a recent Channelweb.com interview, "open a lot of doors for us in federal."
"We started out as a pure box pusher and, with margins shrinking thanks to more competition and credit markets changing, we looked at our business model last year and successfully moved into the services arena to have it be complementary," McMahan said.
Per CRN's recent 2009 Fast Growth 100 list, SDV Solutions placed fifth overall, with a commanding 346 percent year-over-year growth rate. In fact, a number of companies with heavy federal government interests -- and expanded services capabilities -- are among the top 10, including Fedstore (No. 2, with a 2,681 percent growth rate), Carahsoft Technology (No. 6, at 280 percent) and Govplace (No. 7, at 224 percent).