Carahsoft Technology Corp. - Government Sales Team of the Year
Company: Carahsoft Technology Corp., Reston, VA
Company Description: Carahsoft, the trusted government IT solutions provider, is the principal government aggregator and distributor for technology vendors, supporting the manufacturer as well as the entire public sector channel (resellers, integrators, etc.). For 12 years, Carahsoft has leveraged its unique business model to drive substantial growth to become a $3.7+ billion force in the marketplace.
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Government Sales Team of the Year
Nomination Title: Carahsoft Technology Corp.
Tell the story about what this nominated team achieved since the beginning of July 2015 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes: TEXT REDACTED FOR PUBLICATION
Carahsoft has just closed the books on an exceptional growth year, surpassing its goal of $3 billion in bookings and finishing over the $3.7 billion mark. Strategically focusing on the public sector marketplace, more than 95% of Carahsoft’s revenue comes directly from federal, state and local governments, educational institutions and major prime contractors and government resellers. Carahsoft serves all U.S. cabinet agencies, military services and commands, plus the Legislative and Judicial branches, as well as government agencies and educational institutions in all 50 states.
One of the company’s most strategic and growth-oriented programs, started in 2015, was a campaign towards driving renewals and upsells that strengthen the current client base. Initially created as a pilot for one key vendor, Carahsoft’s renewals and upsell team managed to turn what was often considered an afterthought, into a key revenue driver for both Carahsoft and its vendors. Since 2015, Carahsoft has expanded this “machine” across the company’s other vendors, with renewal and upsell revenue from the division surpassing $1 billion in 2016.
This highly proactive approach to renewals and upsells has given vendor sales executives the ability to focus on driving new high value business, with the knowledge that their customers and industry partners are benefiting from the latest and greatest technology iterations, and are not forgotten once the ink is dry. This model translates to customer wins, industry ecosystem wins and Carahsoft wins.
Another significant initiative was the promotion of Carahsoft’s portfolio of products in aggregated solution sets: big data analysis, virtualization, cybersecurity, mobility, cloud computing and citizen engagement. The company has continued to put a strong focus on state and local verticals, surpassing its 2016 targeted goal. By organizing its vendor partners into verticals, Carahsoft has strategically opened the door for cross-selling opportunities in the public sector.
Carahsoft has also continued to expand its ecosystem of partners including 300+ new small business partnerships, representing every major SBA classification, set-aside category, state and commonwealth, which generated additional revenue.
Carahsoft takes pride in making it easier for more than 3,000 government contractors, system integrators and resellers to conduct business with the government. The company has invested heavily in cultivating a smart, efficient team that can seamlessly accomplish that mission. In the last year, Carahsoft added 200+ new staff members (more than 40% of whom came from employee and partner referrals). Now, the company employs more than 650 people and continues to expand at a rapid rate.
Carahsoft’s swift, sustainable growth can be attributed to purely organic efforts built against a solid business model, stringent cash flow management practices, and an unflagging company-wide commitment to providing value every day to the government customers, reseller partners, and technology vendors it serves.