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DocuSign Envelope ID: FA12C758-3EF4-45F3-BODF-724674D71270
<br />25 Sales force. As Sourcewell's member base continues to grow in the U.S. and Canada, its ideal partner on
<br />this contract will be able to keep up as a valued provider to your diverse membership. But
<br />beyond blanketing Members with sheer numbers, Sourcewell's ideal partner should also be
<br />aligned with the nuances of your members' industry sectors and procurement environments;
<br />able to offer specialized support to help Members meet their goals; and to fulfill this contract's
<br />full potential.
<br />As part of the CDW Experience, we organize our sales force differently from other companies in
<br />order to best serve our customers. First, we form account teams knowledgeable about the
<br />unique public sector customers they support. These account teams serve customers exclusively
<br />within their sector, which closely match up with Sourcewell's member base: K-12 Education,
<br />Higher Education, State and Local Government, Federal Government, and Healthcare. The
<br />advantage to CDW•G's model is that our account managers become experts within their sector..
<br />able to respond to the very specific needs of each. For example, our account managers in
<br />education are knowledgeable in FERPA and other privacy laws, our account managers in State
<br />and Local Government track applicable laws to the states they serve, Healthcare teams
<br />understand HIPAA. Within each sector, CDW•G's sales force is then divided into eleven
<br />geographic regions across the United States. To support this model, we have office locations all
<br />across the country. This combines our vast resources as a Fortune 500 company with a
<br />personalized presence right in the neighborhood. As a result, the CDWG sales force is aware
<br />of and prepared to support the local landscape in a way that is unmatched by personnel at
<br />both small local companies and national companies. Our full listing of 25 U.S. sales offices is
<br />as follows, including a new location in the Nashville area, a 5,000-square-foot-office enabling us
<br />to better support Sourcewell members in Tennessee and the South: Chandler, AZ; Glendale,
<br />CA; Shelton, CT; Tampa, FL; Chicago, IL; Lincolnshire, IL; Vernon Hills, IL; Evansville, IN;
<br />Indianapolis, IN; Detroit, MI; Grand Rapids, MI; Minneapolis, MN; Las Vegas, NV; Cherry Hill, NJ;
<br />Eatontown, NJ; Cincinnati, OH; Cleveland, OH; Nashville, TN; Dallas, TX; Reston, VA; Bellevue,
<br />WA; Appleton, WI; Madison, WI; Milwaukee, WI; Wausau, WI. Sourcewell members receive
<br />expertise, experience, and strength in numbers with CDW-G. They will have access to the
<br />following specialized sales account managers in each sector:
<br />Higher Education: —200
<br />K-12 Education: —350
<br />Healthcare: —250
<br />Federal Government: —200
<br />State and Local Government: —225 Each Sourcewell member will receive an account team
<br />that maintains overall responsibility for making certain we deliver the unique CDW Experience.
<br />One part of the team is made up of the account manager, who listens to develop in-depth
<br />knowledge of Member values, technical environment, and financial objectives, to then offer ways
<br />in which CDWG can cut costs, increase productivity, and simplify procurement. Supporting the
<br />account manager, Members also have a field account executive, who will arrange to visit
<br />Member sites for business reviews, solution and services consultation, white board sessions and
<br />other meetings, on a regular basis or as needed. And, of course, Sourcewell receives your
<br />own dedicated account manager, who ensures Sourcewell pricing is applied to Members'
<br />quotation or order, and affirms that the sale and subsequent fulfillment and invoicing is
<br />conducted in accordance with the requirements of the Sourcewell contract. In addition to our
<br />U.S. presence, we will support Sourcewell's members in Canada through our mature presence
<br />there. Since establishing Canadian headquarters in 2003, CDW Canada has grown significantly,
<br />adding coworkers across the country to better serve customers in their regions. Public Sector
<br />sales teams are organized by vertical: education, government, healthcare. With a recent strategic
<br />acquisition of Scalar Decisions, CDW Canada has coworkers located in most of the major cities
<br />across Canada including Ottawa, Calgary, Edmonton, Montreal, and Vancouver. CDW Canada's
<br />head office is in Toronto, ON, employing more than 400 coworkers and supporting customers
<br />and partners across the country. The number of specialized sales support Sourcewell members
<br />in Canada will have access to in each sector:
<br />Education: —20
<br />Government: —20
<br />Healthcare: —15 All of CDWG and CDW Canada's salesforce are direct
<br />employees.
<br />Where our sales and services overlap, Sourcewell members will benefit from yet another
<br />unique advantage of CDW•G's business model. We provide access to incomparable value-
<br />added resources and technical expertise while simplifying the process through a single,
<br />dedicated point of contact. Sourcewell members' CDWG account managers function as the
<br />quarterback here to engage our value-added resources, which include sector -specific support
<br />specialists, such as our Public Safety team (law enforcement, fire rescue, emergency medical
<br />services, and emergency management organizations) and Education Strategists and Learning
<br />Environment Advisors. Also, highly trained presales specialists who are experts in particular
<br />areas of technology, and for specific partner solutions, including more than 100 systems
<br />engineers who assist with evaluating products based on unique operational requirements and
<br />budgetary constraints.
<br />26 I Dealer network or other distribution methods. l CDWG doesn't use dealers. We resell directly.
<br />City Council 7 — 31 12/6/2022
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