“Doing Whatever it Takes!” Approach Yields Major Contract

I asked Tom Bedwell, one of our new Business Development Managers, to share a recent story on teamwork at WWT.   Tom’s post not only highlights great teamwork but also underscores an aspect of our culture that our CEO Jim Kavanaugh calls “Doing Whatever it Takes.”  Thanks, Tom.

Every new employee who joins World Wide Technology is asked to read a pair of books to help develop a sense of our corporate culture. Good To Great and The Five Dysfunctions of a Team are essentially required reading for WWT recruits regardless of job type, or department.

In a remarkable example of how a team can operate highly functionally and deliver solid results, WWT recently was awarded a multi-year contract from a state Department of Education (DOE) to implement a Converged Infrastructure based on Cisco products and services.

Beginning with an account team member taking his marching orders to ramp up WWT’s presence in the State & Local Government and Education (SLED), the effort initially shaped up around an advanced reconnaissance effort with Cisco searching for opportunities. After a few weeks of relationship building and articulating WWT’s capabilities the opportunity was revealed. The customer worked through Cisco to explore WWT, liked what they saw, and the table was set.

A quick, thorough pre-RFP response impressed the DOE and Cisco with an overview of our experience and qualifications, thus positioning WWT as the front-runner to take on the primary role in bidding the deal. With that WWT began assembling a team to prepare for the opportunity, which included several resources from Sales, Corporate Business Development, Professional Services, Cisco Services Team, Finance and WWT’s Integration Technology Center (ITC). Individuals representing these groups eventually combined to craft WWT’s proposal, which was a document nearly 250 pages in length.

With hundreds of schools to support, both the client and Cisco were looking for a partner with the resourcing capabilities to meet the delivery needs and timeline of the project.  This involved pulling together subcontracting partners to support aspects of the requirements including on-island professional services, engineering, logistics, training and managed services support, as well as expertise in building automation.

Now the heavy lifting is underway to deliver an outstanding project, and our teamwork is shifting to lining up existing and new resources to manage all aspects of the engagement. As the project timeline unfolds, WWT has segmented the resourcing into Network Infrastructure (route/switch/edge switches), Wireless, and VoIP, with seven new hire positions to support the sales and implementation team.  Five positions have been filled to date, and offers are on the table for the remaining job requisitions.  The total contract value is estimated at $40-50 million dollars.

Congratulations to all involved for an outstanding example of great teamwork and “doing whatever it takes!”

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