GovernmentVAR of the Week: Compulink

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For any company, the word "solution" involves a combination of products and services. But New York-based Compulink goes beyond standard integration and support to offer packaged solutions to government customers. That might mean IT assessments and analysis, office relocations, network installation and support, or on-site support services and fiber optic cabling.

For example, within Compulink's networking capabilities, a customer might opt only for a systems audit, or it might tack on remote support, patch management, system monitoring and alert, software deployment and network policy enforcement. It might want full outsourced administration and management, or prefer to handle day to day management and turn to Complulink for an "insurance policy" that guards against extensive downtime.

"[We] offer entire solutions designed by Compulink Technologies to the customer, which most of the time [incorporate] multiple manufacturer products. That is the real value of what we bring to the table," says Denise Arboleda, vice president of sales.

Those solutions are driven by an understanding of customers' pain points. For example, Compulink engineered an entire solution for the State of New York's Metropolitan Transportation Authority that provided GPS capabilities on all of the buses. For that same customer, the solution provider worked with HP and Cisco Systems to develop a solution for tracking all MTA buses in the tristate area. To help New York City meet the requirements of the Federal Information Security Management Act, Compulink developed a secure printing solution using Lexmark technologies that protects against fraud by not allowing the reprinting of checks.

Those kinds of success stories helped Compulink, a women- and minority-owned government certified 8(a) small business, triple sales revenue in 2006. Arboleda notes Compulink's success at wooing another key customer away from a notable competitor.

"Last year, we unseeded Dell from the Office of Personnel Management, replacing [their computers] with Lenovo in a large rollout of integrated solututions," she said