GTSI focuses on mobile computing, Net security

Government Technology Services Inc. is bundling products and services into specific solutions in areas such as Internet security and wireless mobile computing.

The new solutions are spearheaded by a GTSI "technology team" focused on networking and emerging technologies. The team is offering solutions in three areas: Internet security wireless mobile computing and enterprisewide networking. The Internet and wireless offerings will debut at next week's FOSE computer show in Washington D.C.

"We're focusing on providing solutions as opposed to just products " said Elizabeth Cournoyer director of technology teams. She said GTSI has been known as a one-stop shopping center for products but aims to become known as a "one-stop shop for integrated solutions."

GTSI officials said this strategy shift will position the company in a rapidly changing technology environment. Industry watchers believe the moves also will help GTSI differentiate itself at a time when product manufacturers are making huge gains on the General Services Administration's B/C Schedule [FCW Feb. 3].

Robert Guerra president of Guerra and Associates said this approach will position GTSI as a "higher-level solutions provider" as opposed to a commodity products provider. "The technology team is a real differentiator " he said. "Pretty much anybody can slap Microsoft [Corp.'s] Office or Netscape [Communications Corp.'s Navigator] on a PC and ship it to you."

GTSI's Internet security solution is built around Raptor Systems Inc. maker of the Microsoft Windows NT-based Eagle firewall Internet Information Services an Internet security solution pro-vider Open Market an Internet access control product vendor and Digex GTSI's national Internet service provider.

Reed Overfelt director of on-line technologies at GTSI said that Internet security is a widespread problem in government noting that a number of federal sites have been broken into in recent months. He said GTSI will offer the hardware software and services components of its Internet security solution at one price.

GTSI's wireless mobile computing solution features Panasonic's CF 25 ruggedized portable computer and wireless communications products and services from Metricom Inc. and Sierra Wireless Inc.

In enterprisewide networking meanwhile GTSI will provide network infrastructure solutions. The company will recommend and provide networking products and install the network Cournoyer said. GTSI's networking products partners include 3Com Inc.

The components of GTSI's product/service solutions can be acquired through the company's GSA schedule or its indefinite-delivery indefinite-quantity contracts company officials said. The officials added that GTSI plans to create three other technology teams during the course of this year. The solutions will be designed to be portable with the target platforms including Hewlett-Packard Co. Sun Microsystems Inc. and Apple Computer Inc.'s Macintosh OS.

GTSI had sales of $222.5 million on its B/C Schedule last year making the reseller the top-ranked B/C supplier for the 11th consecutive year.


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