CDW-G develops mobile biz

CDW Government officials are building a business practice that focuses on secure mobile computing.

The Secure Mobile Workforce Practice, currently in the midst of tests, targets the security needs of telecommuters and other employees who work away from their desks. Ken Grimsley, vice president of strategic sales at CDW-G, said company officials aren’t selling a specific mobile security solution. "Realistically, there's no off-the-shelf bundle that can do it," he said.

Instead, CDW-G will develop specific solutions tailored to their customers’ preferences, Grimsley said. CDW-G offers security products from Check Point Software Technologies, Computer Associates, McAfee, SonicWall, Symantec and Trend Micro, among others.

CDW-G account managers will serve as contacts for customers seeking mobile security solutions, Grimsley said. They will handle basic requests, and CDW-G engineers will address more complex requirements. Company officials also offer the services of their Enterprise Configuration Center.

Grimsley said CDW-G will introduce additional practices over time. "We will have an IP telephony practice," he said, adding that CDW-G already does business in that area. A storage and business continuity practice is also in the works.

Other government resellers have launched practices to promote solution selling vs. product pushing. GTSI operates technology practices in areas such as mobile solutions and enterprise software, for example.

John Moore is a freelance writer based in Syracuse, N.Y.


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