Alternative Technology, a specialty distribution arm within Arrow Electronics, is making it easier for VARs to sell solutions to federal, state and local governments that comply with the 12th Homeland Security Presidential Directive.
The Englewood, Colo.-based distributor has struck deals with several vendors who offer HSPD-12 compliant products, enabling Alternative Technology to provide VARs with complete solutions to sell to customers.
"The first wave of opportunity happened at the end of last year" as products were released that fit the specifications, said John Stubbs, vice president of Business Development Strategies. "Now there has been more of a focus on implementing solutions. More RFPs [requests for proposals] have been hitting the streets, and we are getting more questions from [government] agencies."
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Previously VARS that wanted to serve the HSPD-12 market had to assemble their own solutions from any number of vendors offering products that fit the specifications. The new program from Alternative Technology assembles the products from various vendors to create ready-made solutions for VARs to take to customers.
The increase in RFPs adds up to more opportunities for VARs to sell the solutions into agencies on the federal, state and local levels. And the ready-made solutions cut costs for VARs looking to sell into those organizations.
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HSPD-12 specifies products and technologies to protect and verify identities of all federal employees and contractors. It encompasses both physical access to facilities and also logical access.
"These technologies are critical to any HSPD-12 or converged badge program," Stubbs said.
Alternative Technology's infrastructure vendors offer off-the-shelf products and packaged solutions for channel partners and government agencies.
Vendors that are part of Alternative Technology's HSPD-12 program include Fortinet, Packeteer, Radware, AEP Networks, Novell and Gemalto.
Alternative Technology is a specialty distributor for VARs who need products and services targeted at thin-client/server-based computing, Edge infrastructure, virtualization, security and wireless markets.
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