Nova Datacom Plumbs Federal Government Market

Even in these trying economic times, many channel partners are figuring out how to make a long-lasting go of it, growing and prospering in spite of the difficult business environment.

As an example, Westcon Group Inc.'s Comstor distribution unit is showcasing Nova Datacom LLC, a Chantilly, VA-based government integrator which, in just three years working in the public sector, has rung up 190 percent year-over-year growth, securing Department of Defense and other agency contracts along the way.

Nova Datacom, which is certified by the Small Business Administration (SBA) as a minority women-owned organization, specializes in cyber security, business continuity, emergency preparedness, and governance, risk and compliance.

The company recently expanded its physical operations by 12,000 square feet and is building a network operations center and a training facility.

Comstor supplies Nova Datacom with products and services to help it meet the IT requirements of its federal government clients.

Ted Hallas, Nova Datacom executive vice president of operations, credits the company's "exceptional expertise" in providing "security solutions and related network architectures and technologies" for its success in the federal government market.

"Early on, it was very important to establish a trusted advisor role among our clients," he said, in remarks to Westcon.

Hallas said that to work in the federal government sector, Nova Datacom had to "become more nimble and faster-to-market," and, as an organization, "think more outside the box."

"Many new commercial players are pursuing federal funds because of uncertain economic climates in the private sector," he said. "That, combined with the current government economic policies, has created a fierce competitive landscape which has ultimately driven the pricing models down."

He said that Nova Datacom has managed to avoid the pricing crunch by "continuously providing value and expertise far beyond that of a typical value-added reseller."

Hallas offered that loyalty and earning clients' trust are significant contributing factors, referring to these intangibles as the "foundation" of the company's success.

"Loyalty comes from being a trusted advisor, we can earn our clients' trust in many ways," he said.

Nova Datacom has expanded its services offerings to the point where it comprises 80 percent of clients' solutions, Hallas said. "Most of our product engagements are primarily product pull-through on our services contracts," he said.

"This kind of thing has been very positive from a bottom-line perspective.Our margins have gotten higher, the competition has been eliminated and our partners are able to rely on our expertise to make more effective business decisions," Hallas said.


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