Bull's Eye Awards: Vertical Practice of the Year - Contender

DLT Solutions
DLT Solutions wins the Contender spot in Vertical Practice of the Year competition for the unique services provided to government customers by its Enterprise Data Management (EDM) team. In order to better meet customer needs within the government sector, DLT's EDM team evolved from a simple box-pushing reseller of information assurance products into a full-fledged professional services outfit. This year it advanced its value-add agenda by investing in two major initiatives. The first was an always-available technical call support center it calls the DLT Service Center. The second was its DLT Professional Services, a technical consulting practice meant to help government agencies solve complex technological problems.

Both initiatives offer an example to the entire channel in the "right way" to meet vertical-specific demands. Agency customers routed to the DLT Service Center are put in touch with specialized phone representatives bearing certifications and knowledge in the specific technology the customer is asking about, rather than the know-nothing order-takers that sometimes plague other government VAR internal customer service teams. Meanwhile, EDM has also taken pains to beef up its BLANK with a cadre of engineers with the technical and project management chops to help government IT departments outsource functions and solve specific problems in a fast and cost-efficient manner.

Looking at the balance sheet, it's clear that DLT's award-winning strategy has already helped it reap benefits in 2009. Unlike many channel partners who have struggled to keep their heads above water in this tough economic climate, DLT's EDM team has managed to build a year-over-year revenue increase in 2009.