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Public Sector Markets Pays off for CompUSA
Overview
In 1999, CompUSA’s nationwide direct
sales force was focused on sales and
service to enterprise commercial accounts,
and the public sector market including K-
12 schools.
In 1999, CompUSA’s nationwide direct
sales force was focused on sales and
service to enterprise commercial accounts,
and the public sector market including K-
12 schools.
The Business Imperative
CompUSA was presented with multiple
opportunities to respond to high volume
public sector contracts for the supply of IT
products, including PC’s, notebooks,
servers and professional services.
CompUSA needed to better understand the
state government procurement
environment in the southwest, in order to
successfully compete and navigate through
complex procurement processes and
develop winning proposals.
CompUSA’s southwest field sales group
was newly organized, and needed sales
programs and an incumbent vendor
perspective to build their government and
education sales strategy and go-to-market
plans. The sales group also needed expert
testimony to present to their management,
in order to receive funding approval to
support their support public sector sales
and marketing initiatives.
CompUSA was presented with multiple
opportunities to respond to high volume
public sector contracts for the supply of IT
products, including PC’s, notebooks,
servers and professional services.
CompUSA needed to better understand the
state government procurement
environment in the southwest, in order to
successfully compete and navigate through
complex procurement processes and
develop winning proposals.
CompUSA’s southwest field sales group
was newly organized, and needed sales
programs and an incumbent vendor
perspective to build their government and
education sales strategy and go-to-market
plans. The sales group also needed expert
testimony to present to their management,
in order to receive funding approval to
support their support public sector sales
and marketing initiatives.
Bottom Line Results
 | CompUSA received an Arizona state | |
| contract award resulting in a 30% increase in sales per annum in the southwest sales area ($15M) | ||
| Western States Contract Association | |
| (WSCA) awarded CompUSA a contract to supply a wide breadth of computing equipment and IT products. WSCA contracts are high volume, multi- jurisdictional contacts used in more than 15 states | ||
| CompUSA’s southwest sales | |
| organization received enthusiastic executive support for their initiatives, and was able to launch aggressive sales and marketing campaigns |
| “She expresses her ideas well to garner cooperation and support from all levels of CompUSA management responsible for executing winning proposal strategies.” Clinton T. Newby Jr., Senior Director, Government and Education, CompUSA |
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