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Steve Lesueur

Government resellers will tell you they've always provided services and solutions to their customers. But they also say the Bush administration's renewed emphasis on using information technology to solve problems has forced them to alter their strategy.

"The days of just selling computers are pretty much gone. Our resellers are doing more solution selling," an industry executive told us.

Staff Writer Joab Jackson spoke to resellers and distributors to find out how they are gearing up to provide government customers with needed solutions. Joab discovered that resellers and distributors are working together to give their sales and technical staff the training they need to do more than "selling boxes." Read Joab's cover story to see how resellers and distributors are adapting to survive in the changed procurement environment.

We've moved! Washington Technology has moved to new offices in Washington, D.C., and now is located with Government Computer News and FOSE, both of Post Newsweek Tech Media.

Techtoon



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