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113 West Mountain Street
Fayetteville, AR 72701
(479) 575-8323
Resolution: 213-17
File Number: 2017-0565
STATE OF ARKANSAS COOPERATIVE PROCUREMENT COMPUTER SOFTWARE
PURCHASE:
A RESOLUTION TO APPROVE THE PURCHASE OF SOFTWARE ON AN AS -NEEDED BASIS
FROM VARIOUS VENDORS PURSUANT TO A NATIONAL ASSOCIATION OF STATE
PROCUREMENT OFFICIALS VALUEPOINT COOPERATIVE PURCHASING AGREEMENT
THROUGH APRIL 7, 2018, AND ANY FUTURE RENEWAL PERIODS
BE IT RESOLVED BY THE CITY COUNCIL OF THE CITY OF FAYETTEVILLE, ARKANSAS:
Section 1: That the City Council of the City of Fayetteville, Arkansas hereby approves the purchase of
software on an as -needed basis from various vendors pursuant to a National Association of State
Procurement Officials ValuePoint cooperative purchasing agreement through April 7, 2018, and any future
renewal periods.
PASSED and APPROVED on 10/17/2017
Attest:
Sondra E. Smith, City Clerk Treasurer
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Page 1 Printed on 10/18/17
City of Fayetteville, Arkansas 113 West Mountain Street
Fayetteville, AR 72701
(479) 575-8323
Text File
File Number: 2017-0565
Agenda Date: 10/17/2017 Version: 1 Status: Passed
In Control: City Council Meeting File Type: Resolution
Agenda Number: A. 2
STATE OF ARKANSAS COOPERATIVE PROCUREMENT COMPUTER SOFTWARE
PURCHASE:
A RESOLUTION TO APPROVE THE PURCHASE OF SOFTWARE ON AN AS -NEEDED BASIS
FROM VARIOUS VENDORS PURSUANT TO A NATIONAL ASSOCIATION OF STATE
PROCUREMENT OFFICIALS VALUEPOINT COOPERATIVE PURCHASING AGREEMENT
THROUGH APRIL 7, 2018, AND ANY FUTURE RENEWAL PERIODS
BE IT RESOLVED BY THE CITY COUNCIL OF THE CITY OF FAYETTEVILLE, ARKANSAS:
Section l: That the City Council of the City of Fayetteville, Arkansas hereby approves the purchase of
software on an as -needed basis from various vendors pursuant to a National Association of State Procurement
Officials ValuePoint cooperative purchasing agreement through April 7, 2018, and any future renewal periods.
City of Fayetteville, Arkansas Page 1 Printed on 1011812017
Brad Fulmer
City of Fayetteville Staff Review Form
2017-0565
Legistar File ID
10/17/2017
City Council Meeting Date - Agenda Item Only
N/A for Non -Agenda Item
9/27/2017
Information Technology /
Submitted By Submitted Date Division / Department
Action Recommendation:
A resolution to authorize the purchase of software, on an as -needed basis, from SHI International Corp utilizing
state procurement contract SP-16-0197 through National Association of Procurement Officials (NASPO) ValuePoint
Cooperative Contract #ADSP016-130651 through April 7, 2018, and any future renewal periods.
Budget Impact:
Various Various
Account Number Fund
Project Number Project Title
Budgeted Item? Yes Current Budget $
Funds Obligated $
Current Balance $
Does item have a cost? No Item Cost
Budget Adjustment Attached? No Budget Adjustment
Remaining Budget $
V20140710
Previous Ordinance or Resolution #
Original Contract Number: Approval Date:
Comments:
CITY OF
TA
I
CITY COUNCIL AGENDA MEMO
ARKANSAS
MEETING OF OCTOBER 17, 2017
TO: Mayor Lioneld Jordan and City Council
THRU: Don Marr, Chief of Staff
Keith Macedo, Information Technology Director
FROM: Brad Fulmer, Infrastructure Manager
DATE: September 27, 2017
SUBJECT: Resolution to approve purchasing computer software through the State of
Arkansas cooperative procurement contract SP-16-0197
RECOMMENDATION:
A resolution to authorize the purchase of software, on an as -needed basis, from SHI
International Corp utilizing state procurement contract SP-16-0197 through National Association
of Procurement Officials (NASPO) ValuePoint Cooperative Contract #ADSP016-130651
through April 7, 2018, and any future renewal periods.
BACKGROUND:
Software Value -Added Reseller services were bid through a national cooperative known as
NASPO Value Point. The State of Arkansas signed participating contract SP-16-0197, through
agreement #4600038769, to acknowledge NASPO ValuePoint #ADSPO16-130651 for software
value-added reseller services which can be utilized by all Arkansas state agencies and
cooperative participants including cities, counties, schools (K-12), colleges and universities.
The NASPO ValuePoint purchasing cooperative program is led by State Procurement Officers
from member States elected by their peers. Every NASPO ValuePoint contract is the result of a
formal competitive solicitation conducted by trained, professional procurement officials of a lead
state's central procurement office under direction of a lead state's State Procurement Official in
accordance with that state's procurement statutes, regulations, and policies.
Contract SP-16-0197 was awarded to SHI International Corp and the initial term is valid through
April 7, 2018 with future renewals through April 17, 2021.
DISCUSSION:
Purchasing software value-added reseller services from the State of Arkansas contract gives
the City an opportunity to have competitive pricing which is based off a high -volume discount. If
the City were to bid such products and services itself, it would not benefit from the shared
purchasing power that the NASPO ValuePoint cooperative contract provides. There is no fee to
the City to purchase from the state contract.
BUDGET/STAFF IMPACT:
Software products and services are budgeted within each division and various capital
improvement projects and operating budgets across the City.
Attachments: Staff Review Form, NASPO ValuePoint Participating Addendum with State of
Arkansas,State of Arkansas Contract SP-16-0197 and Agreement #4600038769
Mailing Address:
113 W. Mountain Street www.tayetteville-ai.gov
Fayetteville, AR 72701
Order from SHI Only
httwww.,5hi,Com1
SHI International David Rounds david rounds{ shi.com (512) 732-8024 100000362
Scope of Contract
The scope of this contract includes the purchase of licenses for distributied software products through a software value-
added reseller. The reseller would also provide maintenance agreements for software licenses, whether those licenses
were purchased under this agreement or are previously -purchased licenses. Reseller will provide services related to the
sale and management of distributed software licenses.
Performance Standards:
All purchasing entities subject to State laws regarding Performance Standards in the procurement of services must have
the cooperation of the vendor in establishing this provision as part of their purchasing agreement.
Purchase Order Instructions:
All purchase orders issued must include the following:
• NASPO ValuePoint Contract number ADSP016-130651
• State Contract number SP-16-0197 / 4600038769
• Agency Name, Address, Contact, Phone number
• IT procurement and/or other applicable approvals
• Orders shall be made out to the Manufacturer
Leasing:
Leasing is not authorized under this contract.
PARTICIPATING ADDENDUM
NASPO ValuePoint COOPERATIVE PURCHASING PROGRAM
Software Value Added Reseller (SVAR)
Administered by the State of Arizona
(hereinafter "Lead State")
MASTER AGREEMENT
Master Agreement No: ADSP016-130651
SHI International Corp.
(hereinafter "Contractor" or "Contract Vendor")
and
State of Arkansas
Contract No: 4600038769 SP-16-0197
(hereinafter "Participating State/Entity")
1. Scope:
This addendum (the "Addendum" or the "Agreement") covers the NASPO Software Value Added
Reseller contract * ADSP016-130651 led by the State of Arizona for use by state agencies and other
entities located in the Participating StatelEntity that are authorized by that state's statutes to utilize
state/entity contracts, and which receives prior written approval of the State's Chief Procurement
Official.
2. Participation:
All eligible purchasers ("Purchasing Entity" or "Participating Entity") within the State of Arkansas,
including State agencies, K-12 educational institutions, and local public procurement units (cities,
counties, municipalities), are authorized to purchase products and services under the terms and
conditions of this Agreement.
3. Order of Precedence:
A. Arkansas's Participating Addendum (PA or Addendum); Arkansas's Participating Addendum
shall not diminish, change, or impact the rights of the Lead State with regard to the Lead State's
contractual relationship with the Contractor under the Terms of Arizona Master Agreement No.
ADSPO 16-130651.
B. Arizona Master Agreement No. ADSPO 16-130651(includes negotiated Terms & Conditions)
C. _ The Solicitation including all Addendums; and
D. Contractor's response to the solicitation.
These documents shall be read to be consistent and complementary. Any conflict among these
documents shall be resolved by giving priority to these documents in the order listed above.
Contractor terms and conditions that apply to the Master Agreement are only those that are expressly
accepted by the Lead State and must be in writing and attached to the Master Agreement as an
Exhibit or Attachment, Notwithstanding the foregoing, ordering documents (purchase orders) may
contain transaction -specific terms and each ordering document that is accepted by the Contractor
shall become a part of this Agreement as to the products and services listed on the ordering
document only. No other terms and conditions shall apply, including terms and conditions listed in the
Contractor's response to the Solicitation, or terms listed or references on the Contractor's website, in
the Contractor's quotation/safes order or in similar documents subsequently provided by the
Contractor, unless such terms are referenced in the Master Agreement,
4. Participating State Modifications or Additions to Master Agreement:
These modifications or additions apply only to actions and relationships with the Participating
State/Entity,
Pane f of 6
PARTICIPATING ADDENDUM
NASPO ValuePoint COOPERATIVE PURCHASING PROGRAM
ARIZONA MASTER AGREEMENT # ADSPOI6-130651
Arkansas Contract No: 4600038769 SP-16-0197
A. Reporting. Contractor must submit quarterly reports to the Arkansas Office of State
Procurement via email toCSf�.ITCon�ractvtrirdfal�3rknss.cty. Reports shall be due on or before
the last day of the month following the end of the quarter. The contractor shall provide an
electronic usage report in Excel format which lists, but is not limited to, the following:
1) Vendor Contract Number
2) State
3) Customer Type (State, Education, Local Government)
4) Bill to Name
5) Customer PO Number
6) Customer Number
7) Order Date
8) Product/Service Description
9) Baseline Price
10) Discount Applied
11) Discount Unit Price
12) Quantity
13) Total Price
B. Payments. Payments will be submitted to the Contractor at the address shown on the invoice.
Payments should be tendered to the contractor within thirty (30) days of the date of invoice. After
the sixtieth (60) day from the date of invoice, unless mutually agreed to, interest may be paid on
the unpaid balance due to the contractor at the rate of one half (1/2) of one (1) percent per month
in accordance with Arkansas Code Annotated §19-11-224. The Purchasing Entity shall make a
good -faith effort to pay within thirty (30) days after the date of invoice. The State shalt have the
right to dispute billed goods and services and withhold payment for those goods or services in
dispute. Interest shalt not be -charged on disputed amounts while in dispute.
C. Records. Financial and accounting records relevant to State of Arkansas transactions under this
Addendum shall be subject to examination by appropriate Arkansas government authorities for a
period of five (5) years from the expiration date and final payment under this Addendum or
extension thereof, provided, however, that such government authorities will provide thirty (30)
days written notice to the Contractor of its intent to conduct such examination contemplated by
this section.
D Governing Law. The laws of the State of Arkansas shall govern this Agreement. Nothing under
this Agreement or the Master Agreement shall be deemed or construed as a waiver of the States
right of sovereign immunity.
E. Travel Expenses. Expenses for travel shall not be reimbursed unless specifically permitted
under the duties of the Contractor. All travel must be approved in advance by the State,
Approved expenditures made by the Contractor for travel will be reimbursed at the current rate
paid by the State and in accordance with Arkansas Travel Guidelines and Procedures-
F. Cancellation. In the event the State of Arkansas or Purchasing Entity no longer needs the
service or commodity specified in the contract or purchase order due to lack of funds
appropriated for this purpose, the State or Purchasing Entity may cancel the contract or purchase
order, by giving the Contractor written notice of such cancellation thirty (30) days prior to the date
of cancelation The Contractor may be reimbursed for the price of any commodities or services
already delivered under the contract or purchase order by filing a claim with the Arkansas Claims
Commission if the Purchasing Entity has no appropriated funds available to pay such claim.
Palle 2 of 6
PARTICIPATING ADDENDUM
NASPO ValuePoint COOPERATIVE PURCHASING PROGRAM
ARIZONA MASTER AGREEMENT # ADSPO16-130651
Arkansas Contract No: 4600038769 SP-16-0197
G Confidential Information. Under Arkansas law, the release of public records is governed by
The Arkansas Freedom of Information Act found at Section 25-19-101 et. seq. of the Arkansas
Statutes.
H. Contingent Fee. The Contractor guarantees that Contractor has not retained a person to solicit
or secure this contract upon an agreement or understanding for a commission, percentage,
brokerage or contingent fee, except for retention of bona fide employees or bona fide established
commercial selling agencies maintained by the Contractor for the purpose of securing business.
Disclosure. Under Arkansas law, the Office of State Procurement (OSP) is required to have a
copy of EO 98-04 Disclosure Form on file for the Contractor. Contractor must submit the
disclosure form prior to entering into this Addendum. Failure to make any disclosure required by
Governor's Executive Order 98-04, or any violation of any rule, regulation, or policy adopted
pursuant to that order, shall be a material breach of the terms of this Addendum. Any contractor,
whether an individual or entity, who fails to make the required disclosure or who violates any rule,
regulation, or policy shall be subject to all legal remedies available to the State.
J. For Services Only:
Equal Opportunity Policy. In compliance with Arkansas Code Annotated § 19-11-104, if a state
agency is purchasing services, the Office of State Procurement (OSP) is required to have a copy
of the Contractor's Equal Opportunity (E0) Policy prior to entering into this Addendum. EO
Policies may be submitted in electronic format to the following email address:
reanolicy os @dfa arkansas.gov or Contractor may submit a hard copy with this Addendum.
The submission of an EO Policy to OSP is a one-time requirement. Contractor is responsible for
providing updates or changes to its policy, and for supplying EO Policies upon request -to other.
State agencies that must also comply with this statute. If Contractor is not required by law to
have an EO Policy, Contractor must submit a written statement to that effect.
Prohibition of Employment of Illegal Immigrants. Pursuant to Arkansas Code Annotated § 19-
11-105, if a state agency is purchasing services, the Office of State Procurement (OSP) is
required to have a certification on file from the Contractor stating that the Contractor does not -
employ or contract with illegal immigrants. The Contractor must certify online at
rrwvvrk<nnss,unvlci(It�rocus frter�t that the Contractor does not employ or contract with any
illegal immigrant prior to entering into this Addendum.
Performance standards Under Arkansas law, all state agencies, boards, commissions, and
institutions of higher education must include performance standards when purchasing services.
Performance standards shall be mutually agreed upon by the parties hereto for any services
purchased.
K. Leasing, leasing shall not be authorized under this Participating Addendum.
t., Value Added Services, The Contractor shall not propose or provide value-added services
unless it meets one (1) or more of the following criteria:
It is of no cost to the purchasing entity,
+ Services are linked to items the entity has purchased through a current or past
transaction.
5. Purchase Order Instructions:
Page 3 of 6
PARTICIPATING ADDENDUM
NASPO ValuePoint COOPERATIVE PURCHASING PROGRAM
ARIZONA MASTER AGREEMENT # ADSPOI6-130651
Arkansas Contract No: 4600038769 SP-16-0197
All purchase orders issued by Purchasing Entities within the jurisdiction of this participating
addendurn shall include the following:
A. Arizona Master Agreement number ADSPO 16-130651
B. State contract number SP-16-0197 4600038769
C. Agency Name, Address, Contact, and Phone -Number
D. IT procurement and/or other applicable approvals
E. Orders shall be made out to the Contractor or Reseller
Purchasing Entities shall not be required by the Contractor or its subcontractors to sign any
additional terms and conditions when utilizing this Agreement.
6. Subcontractors:
All dealers and resellers authorized in the State of Arizona, as shown on the dedicated SHI
NASPO website, are approved to provide sales and service support for participants in the
NASPO ValuePoint Master Agreement. The SHI dealer's participation will be in accordance
with the terms and conditions set forth in the aforementioned Master Agreement.
Individual Customer:
Each State agency and political subdivision, as a Participating Entity, that purchases
products/services shall be treated as if they were Individual Customers. Except to the extent modified
by this Participating Addendum, each agency and political subdivision shall be responsible to follow
the terms and conditions of the Master Agreement; and they shall have the same rights and
responsibilities for their purchases as the Lead State has in the Master Agreement. Each agency and
political subdivision shall be responsible for their own charges, fees, and liabilities. Each agency and
political subdivision shall have the same rights to any indemnity or to recover any costs allowed in
the contract for their purchases. The Contractor shall apply the charges to each Participating Entity
individually.
8. Orders:
Any Order placed by a Participating Entity or Purchasing Entity for a Product and/or Service available
from this Master Agreement shall be deemed to be a sale under (and governed by the prices and
other terms and conditions) of the Master Agreement unless the parties to the Order agree in writing
that another contract or agreement applies to such Order.
9. Terms:
The Participating State/Entity is agreeing to the terms of the Master Agreement only to the extent the
terms are not in conflict with applicable law.
10. Primary Contacts:
The primary contact individuals for this Participating Addendum are as follows (or their named
successors):
Lead State Arizona
Name
Charlotte Ri hetti
Address
Tele hone
602-542-9127
E-mail
charlotte. ri hetti azdoa. ov
NASPO
Name
Ted Fosket
Address
Telephone
907-723_-3360 W
tfos keta rasp ova Iue oInt.or
E-mail
Contractor SHI
Name
David Rounds
Page 4 of 6
PARTICIPATING ADDENDUM
NASPO Va[uePoint COOPERATIVE PURCHASING PROGRAM
ARIZONA MASTER AGREEMENT # ADSPO16-130651
Arkansas Contract No: 4600038769 SP-16-0197
Address
SHI International Corp.
1301 South Mo-Pac Expressway Suite 375
Austin, Texas 78746
Telephone
512-732-8024
Mobile
512-413-3714
Fax
888-394-5322 -�
E-mail
David Rounds@shi.com
Participating Entity
Arkansas
Name
Shane Phillips
_
Address
1509 West 7 Street, 3i' Floor
Little Rock, Arkansas 72201
Telephone
501-324-9322
E-mail
Jordan.Phillips@,dfa.arkansas.gov
The contacts listed above can be changed by the parties from time to time in writing. Such updates do
not require an amendment to this Addendum.
1-1ilyC 5 of 6
PARTICIPATING ADDENDUM
NASPO ValuePoint COOPERATIVE PURCHASING PROGRAM
ARIZONA MASTER AGREEMENT # ADSP016-130651
Arkansas Contract No: 4600038769 SP-16-0197
This Participating Addendum and the Master Agreement number ADSPO16-130651 administered by the
State of Arizona together with its exhibits (including any terms referenced in the Master Agreement) , set
forth the entire agreement between the parties with respect to the subject matter of all previous
communications, representations or agreements, whether oral or written, with respect to the subject
matter hereof. Terms and conditions inconsistent with, contrary or in addition to the terms and conditions
of this Addendum and the Master Agreement, together with its exhibits, shall not be added to or
incorporated into this Addendum or the Master Agreement and its exhibits, by any subsequent purchase
order or otherwise, and any such attempts to add or incorporate such terms and conditions are hereby
rejected. The terms and conditions of this Addendum and the Master Agreement and its exhibits shall
prevail and govern in the case of any such inconsistent or additional terms within the Participating State,
IN WITNESS WHEREOF, the parties have executed this Addendum as of the date of execution by both
parties below.
Participating State: Arkansas
_ Contractor: SHt
N e:
Name: Natalie Slowik
Title:
Title: Senior Manager — Contracts & RFPs
Date:
Date: 9128116
Page 6 of 6
Software Value -Added Reseller (SVAR) Services
MASTER PRICE AGREEMENT
with
SHI INTERNATION, CORP.
Contract No. ADSP01+6-130651
State of Arizona
Lead State
Effective: April 8, 2016 to April 7, 2018
1 1 P a g e
Offer and Acceptance
SOLICITATION NO ADSP016-00005829
OFFFEROR: SHIInternational Coip,
OFFER
State of Arizona
State Procurement Office
OF 70 100 North 15"' Avenue, Suite 201
Phoenix, AZ $5007
in
TO THE STATE OF ARIZONA:
The Undersigned hereby offers and agrees to furnish the material, service or construction in
compliance with all terms conditions, specifications and amendments in the Solicitation and any
written exceptions in the offer. Signature also certifies Small Business status.
SI-II Internalional Corp.
290 OaNidson Ave.
! Clrllersct
Alison 'Furncy(Pshi-con-i
lqj 08873
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SignmlLre Of r--,jn AwincrLied to
NataheShivvik
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CIA-.
F-U, 732 V64 489'J
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1, Tr Wbm'srsiun of the Offerdid ".)VONe fit or-�-
2, TP*1 �,hdk nal * criminate against any ellplt4nad- nj foe employment 7,vn')Iakn� M F a-x.eoityo Cade_ I 124T'-i, Stale FxeculivE,
Order 2MM-k c-i A 1), 41-1461 thrLijja,p
Alf- has riot given. affemd to give ncy Ir,,.c,.nij& jr) zitany lirne rerea ref anv efx�n�rl 'C 0.1KI(ir,urlity, feature mplovrnen. giirl, opn, gratuity,
S;*Cial des riL Ilip, tjV()(. or Bcr"�jjDoto a ptit,'i, sei-vart t)c. �iubrroieii ',ffier.
1--wire *0 prov-de a vokl v,)n0tL11V af9jftng the
,;tipukiflans required by thin 6aysesKic rest ill in rt'K-L1;0nrJ the after. Wining tt a ohef will ;") [,.,ure 3I&errenl. shall v� J the offer any rat-;Ijmg
CWHI CJ -ind 111 Lly be 5 :-Vjei:t 110 legal rememes provided by Iftw,
-1. The Oforar j)ji0vc Is/ t IS NOT a �,,zsajl les- than '01) �rff
arms
of S4 million or res
ACCEPTANCE OF OFFER
The Offef is h4,-Feby accepted
The Contractor is rlo,& beimej 1,,1 sell the materials oir si2rvicr�s hsiod by 1he attar -Nod conV@ct and based upon 1.1w soli Qlation.-
incltidmg all terring, conddion-s, specificatk;iis, ejc�e?nd the Contractor's ()!'er as. V acced by the StaleThis Canlrad st-iAll Iii-r'ic,0or th be referf ed to CorJra4A No a6ikae�-
Tiw 0*,-vve date of the Contract is LZ
The Contractor is (,at i r,,r,)t ti) c,,)M[per1c,e any b illib-10 v;brk' or W provide qTiy rnatenatur serv)c*, uadN 11-11s, C.Qnivar-t ]"RW
pu.'chasc order, , onlAO rei�ase docurnent V Wrift' nOtic& 1* proceed
Stale of Arizona '-4
Awarded this !�day 01'Z6—e�— 20
2 1 Page
Master Agreement
Table of Contents
State of Arizona
State Procurement Office
100 North 15'h Avenue, Suite 201
Phoenix, AZ 85007
Contract No: ADSPO16-130651
Description: Software Value -Added Reseller (SVAR) Services
Table of Contents
EXECUTED OFFER AND ACCEPTANCE FORM........................................................................................................2
TABLEOF CONTENTS...........................................................................;:...::.............................................................3
SECTION 1: NASPO ValuePoint Solicitation ADSPO16-00005829 — GENERAL INCFORMATION ..................... ....4
SECTION2: SCOPE OF WORK ................................................ ............... .............................................................. .....7
SECTION 3: NASPO ValuePoint Master Agreement Terms and Conditions.........................................................22
SECTION 4: Lead State (State of Arizona) Terms and Conditions..............................................,.........................37
State of Arizona Special Terms and Conditions ...................................... ................. .,................ ............. 37
State of Arizona Uniform Terms and Conditions.......................................................... :..50
State of Arizona
Master Agreement State Procurement Office
0 Section 1: General Information 100 North Avenue, Suite 201
Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
1.1 Purpose
The State of Arizona, State Procurement Office, is requesting proposals for Software Value -Added
Reseller (SVAR) services in furtherance of the NASPO ValuePoint Cooperation Purchasing Program
(NASPO ValuePoint). The purpose of this Request for Proposal (RFP) is to establish Master
Agreements with qualified Offerors so that NASPO ValuePoint Cooperative Members may acquire
Commercial off the Shelf Software (COTS) and related services from Software Value -Added Resellers.
The objective of this RFP is to obtain best value, and in some cases achieve more favorable pricing,
than is obtainable by an individual state or local government entity because of the collective volume of
potential purchases by numerous state and local government entities. The Master Agreement(s)
resulting from this procurement may be used by state governments (including departments, agencies,
institutions), institutions of higher education, political subdivisions (i.e., colleges, school districts,
counties, cities, etc.), the District of Colombia, territories of the United States, and other eligible entities
subject to approval of the individuals state procurement director and compliance with local statutory and
regulatory provisions, as explained in section 3 of the NASPO ValuePoint Master Agreement Terms
and Conditions. The initial term of the Master Agreement shall be two (2) years with renewal provisions
as outlined in Section 3 of the NASPO ValuePoint Master Terms and Conditions (Section 4).
1.2 Lead State, Solicitation Number and Lead State Contract Administrator (LSCA)
The State of Arizona, State Procurement Office (SPO) is the Lead State and issuing office for this
document and all subsequent addenda relating to it. This solicitation (RFP) is a competitive process,
in accordance with the Arizona Procurement Code available at https:ffspo.az.gov/ . The Arizona
Procurement Code is a compilation in one place of Arizona Revised Statutes (ARS) 41-2501 et seq.
and administrative rules and regulations A.A.0 R2-7-1010 et.seq. The Solicitation #ADSPO16-
00005829 must be referred to on all proposals, correspondence, and documentation relating to this
RFP.
The Lead State Contract Administrator (LSCA) identified below is the single point of contact during this
procurement process. Offerors and interested persons shall direct to the Lead State Contract
Administrator all questions concerning the procurement process, technical requirements of this RFP,
contractual requirements, requests for brand approval, change, clarification, protests, the award
process, and any other questions that may arise related to this solicitation and the resulting Master
Agreement. The Lead State Contract Administrator (LSCA) designated by the State of Arizona, State
Procurement Office is:
Charlotte Righetti, CPPB, CTNS State Procurement Manager
State of Arizona, State Procurement Office
100 N. 15th Avenue, Suite 201
Phoenix, Arizona 85007
Phone: (602)542.9127
1.3 NASPO ValuePoint Background Information
NASPO ValuePoint (formerly known as WSCA-NASPO) is a cooperative purchasing program of all 50
states, the District of Columbia and the territories of the United States. The Program is facilitated by
the NASPO Cooperative Purchasing Organization LLC, a nonprofit subsidiary of the National
Association of State Procurement Officials (NASPO), doing business as NASPO ValuePoint. NASPO
is a non-profit association dedicated to strengthening the procurement community through education,
research, and communication. It is made up of the directors of the central purchasing offices in each
rTi State of Arizona
:4 Master Agreement State Procurement Office
0
100 North 15'h Avenue, Suite 201
Section 1: General Information Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
of the 50 states, the District of Columbia and the territories of the United States. NASPO ValuePoint
facilitates administration of the cooperative group contracting consortium of state chief procurement
officials for the benefit of state departments, institutions, agencies, and political subdivisions and other
eligible entities (i.e., colleges, school districts, counties, cities, some nonprofit organizations, etc.) for
all states, the District of Columbia, and territories of the United States. For more information consult
the following websites: www.naspovaluepoint.org and w+ww.naspo.o_rg .
1.4 Participating States
In addition to the Lead State conducting this solicitation, the Participating States listed below have
requested to be named in this RFP as potential Users of the resulting Master Agreement. Other entities
may become Participating Entities after award of the Master Agreement. State specific terms and
conditions will govern each state's Participating Addendum that will govern each state's Participating
Addendum. A listing of the Participating States can be found in Exhibit I.
1.5 Definitions — all capitalized terms in this document have the meaning as defined in
AAC R2-7-101. Any capitalized term not defined in AAC R2-7-101 has the meaning defined
below.
"Appliance" means a separate and discrete hardware device with integrated software (firmware),
specifically designed to provide a specific computing resource. For the purposes of this solicitation only
an "Appliance" which is the sole means of obtaining the Software product is allowable.
"Attachment" means any item the Solicitation requires an Offeror to submit as part of the Offer. -
"Best and Final Offer (BAFO)" means a revision to an Offer submitted after negotiations are
completed that contains the Offeror's most favorable terms for price, service, and products to be
delivered.
"Commercial Off the Shelf" ("COTS") for the purposes of this solicitation means non -developmental
software which has been created for specific uses and is available to the general public in the
commercial marketplace. COTS products are designed to be implemented easily into existing systems
without the need for customization.
"End -User License Agreement (EULA)" is a legal contract between the manufacturer (publisher) and
the end User of an application that details how the software can and cannot be used.
"eProcurement (Electronic Procurement)" means conducting all or some of the procurement
function over the Internet. Point, click, buy and ship Internet technology is replacing paper -based
procurement and supply management business processes. Elements of eProcurement also include
Invitation for Bids, Request for Proposals, and Request for Quotations.
"Excluded Software Publishers" means a Software Publisher who is unwilling to do business with a
Reseller.
"Exhibit" means any document or object labeled as an Exhibit in the Solicitation or placed in the
Exhibits section of the Solicitation.
51 Page
Master Agreement
Section 1: General Information
Contract No: ADSPOI6-130651
Description: _Software Value -Added Reseller ( ARJ Services
State of Arizona
State Procurement Office
100 North 151'' Avenue, Suite 201
Phoenix, AZ 85007
"Lead State Contract Administrator" ("LSCA") means the Procurement Officer for the Master
Agreement.
"Master Agreement" ("MPA") means the contractual agreement executed between the winning
(awarded) contractor (s) and the Lead State conducting the procurement on behalf of NASPO
ValuePoint.
"Non -perpetual license" or Subscription License" is a temporary license that provides the right to
use a particular licensed product until the end of the license -agreement term.
"Participating State Contract Administrator" ("PSCA") means the Procurement Officer for the
Participating State.
"Perpetual license" means a license which is everlasting and valid if the software is being used in
accordance with the license -agreement requirements.
"Person" means any corporation, business, individual, union, committee, club, or other organization or
group of individuals
"Publisher" means a software manufacturer (e.g., Microsoft)
"Reseller" means a Software Value -Added Reseller who is awarded under this solicitation, and who
has a fully -executed (MPA and PA-s) contract.
"Reseller Cost" means the price that the Reseller pays the Publisher or Distributor to purchase
software on behalf of the Participating State. Reseller Cost should not include any administrative or
other mark-up costs.
"Software" means the computer program, including media and associated documentation.
"Software Licensing" means allowing an individual or group to use a piece of software
"Software Maintenance and Support" means any software upgrades, annual updates, patches and
fixes needed to improve functionality and keep the software in working order.
"Solicitation Amendment" means a change to the Solicitation issued by the Procurement Officer.
"Volume License Agreements (VLAs)" means an agreement with a Software Publisher wherein the
Participating State's total expected purchasing over a period of time is considered in establishing the
discount level.
61 Page
Master Agreement
Section 2: Scope of Work
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
State of Arizona
State Procurement Office
100 North 15t' Avenue, Suite 201
Phoenix, AZ 85007
2.1 Software Value -Added Reseller ('Reseller'— "SVAR")
2.1.1 Software Value -Added Reseller ('Reseller'— "SVAR") shall be a large account reseller
authorized to sell products direct from Key Software Publishers or authorized Distributors.
2.1.2 SVAR shall do the following:
2.1.2.1 Provide Commercial Off -the -Shelf -Software (COTS).
2.1.2.2 Honor existing Volume or Enterprise license agreements.
2.1.2.3 Offer maintenance and support packages on licenses already owned by the
Participating State and other Purchasing Entities.
2.1.2.4 Advise the LSCA, each PSCA, and other Purchasing Entities of SVAR's channel
partner status with Key Software Publishers.
2.1.2.5 Retain or enhance reseller certifications with software publishers - At a minimum,
maintain Reseller certification levels held at time of award.
If Reseller's certification or reseller status is withdrawn or reduced, Reseller is
required to immediately notify, in writing, the Lead State Contract Administrator
(LSCA), each PSCA and other Purchasing Entities explaining:
• The change;
• The impact on their costs to obtain the product;
• Limitations on the products or services they may provide; and,
• The reasons for the change.
Failure to provide the required notification, regarding significant negative changes in
their reseller status, may be grounds for suspension or cancellation of the MPA and
PA's.
2.1.2.6 Provide Pre -Sale Advisement - There shall be no charge for these services:
2.1.2.6.1 Advise the Purchasing Entity in making strategic software application
decisions by providing evaluation copies, product comparisons, needs
analysis, product information and application recommendations.
2.1.2.6.2 Act as liaison between the Purchasing Entity and individual publishers
in identifying best approaches and cost savings opportunities for the
Purchasing Entity.
2.1.1.6.3 Examples of such advice would be:
• In selecting appropriate software;
• In explaining Volume License Agreements with complicated rules;
• In determining the most cost-effective buying strategies;
• In ensuring that Participating States and other Purchasing Entities
are in compliance with licensing requirements; and,
• In finding software options to meet a specific need, for example, a
flow -charting package.
2.1.2.7 Reseller shall negotiate to reduce Reseller Cost, to pass on savings to the
Participating State and other Purchasing Entitites.
71 Page
cc 1
Master Agreement
State of Arizona
State Procurement office
Section 2: Scope of Work
100 North 151" Avenue, Suite 201
Phoenix, AZ 85007
Contract No:
ADSP016-130651
Description:
Software Value -Added Reseller (SVAR), Services
2.1.2.8 Provide assistance in explaining and developing Volume License and Enterprise
Agreements.
2.1.2.9 Provide Software Installation Assistance.
2.1.2.9.1 Provide, at no additional cost, assistance or advice in basic installation
or implementation of COTS product.
2.1.2.8.2 If the Purchasing Entity encounters difficulty in downloading or installing
the software, the Reseller must provide assistance within eight (8)
business hours of being informed of the problem.
2.1.2.10 Provide Software De -Installation Assistance.
2.1.2.11 Provide Tracking, Management, Usage Monitoring and Reporting of Licenses
2.1.2.11.1 Reseller shall have in place a product license inventory and asset
management system, which will include an accurate inventory record of
product licenses purchased under this Contract.
2.1.2.11.2 Reseller must also have the capability tracking maintenance renewal
and other significant due dates.
2.1.2.11.3 At a minimum, this system shall be able to provide this information by
Participating State and Purchasing Entity.
2.1.2.11.4 Reseller shall work with Participating State, other Purchasing Entities,
publishers, previous and subsequent contract software resellers, and
hardware computer contractors to ensure the most comprehensive
record of licenses is created, maintained, and the information
transferrable.
2.1.2.11.5 States may choose to award multiple PA's under this Agreement.
Details on how licenses are to be tracked and managed under multiple
awards will be determined by that awarding State.
2.1.2.11.6 As may be required by a Participating State, or other Purchasing Entity,
Reseller shall work with NASPO ValuePoint computing equipment
contractors, or a Participating State's comparable computer hardware
contractor, to see that any software acquired under those contracts can
be tracked through this contract.
2.1.2.12 Notify Participating State and Purchasing Entities of publisher publicly announced
changes pertinent to User licensing.
2.1.3 SVAR shall Develop and Maintain Website
2.1.3.1 For Participating States, Reseller shall develop and support a website specific to that
State, with content approved from the LSCA or PSCA as appropriate based on
content.
2.1.3.1.1 This web site information shall be available through the Internet without
the use of additional software or licenses.
81Page
Master Agreement
Section 2: Scope of Work
Contract. No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
91 Page
State of Arizona
State Procurement Office
100 North 15th Avenue, Suite 201
Phoenix, AZ 85007
2.1.3.1.2
Website should be User friendly to allow for quick and easy access and
use.
2.1.3.1.3
Website shall be available 24 x 7, except for scheduled maintenance.
2.1.3.1.4
Website shall be ADA compliant.
2.1.3.1.5
No costs or expenses associated with providing this information shall be
charged to the States.
2.1.3.1.6
Universal Resource Locator (URL) for the website must be supplied to the
PSCA and the LSCA within sixty (60) days of the execution of the PA.
2.1.3.1.7
The website will include contract information, product information/catalog,
the capability to generate online reports, and other pertinent information
as may be reasonably requested by States, such as copies of VLAs.
2.1.3.1.8
Publisher Notifications and Other Industry Information. In the event that a
publisher publicly announces changes that are pertinent to User licensing,
the Reseller shall assist Users by posting the information on the state
websites.
2.1.3.1.9
Reseller shall provide, at no additional cost, training on how to use their
website and how to use this contract in obtaining quotes and placing
orders. Online training should be available on the website, but
supplementary electronic (e.g. Webinars, emails), telephone or on -site
training should be provided, as needed, during standard working hours.
2.1.3.2 Contract and
General Information. The website shall provide contract and ordering
information to include, at a minimum:
2.1.3.2.1
The contract number(s) (MPA and PA);
2.1.3.3.2
The Reseller primary contact and contacts to whom incidents are to be
escalated:
• Name(s and titles
• Areas of responsibility for each contact name;
• Phone number(s); and,
• Email address(es).
2.1.3.3.3
Information on use of website,
2.1.3.3.4
Quote and ordering information; and,
2.1.3.3.5
Notifications regarding publishers and products, such as pending key
product changes or upgrades.
2.1.3.3 Online Catalog
2.1.3.3.1
Reseller shall provide COTS software, and software maintenance of new
or existing licensed software, under this contract. Information on
approved products, customized by Participating State, will be available
through an online catalog and through Reseller's representatives either
through email or telephone inquiry during the standard working hours of
the Participating State. The online catalog shall provide an expansive list
State of Arizona
Master Agreement State Procurement Office
100 North Avenue, Suite 201
Section 2: Scope of Work
Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
of products allowed per the contracts, particularly those products of
itemized publishers.
2.1.3.3.2 The website shall provide contract and ordering information to include, at
a minimum: publishers, product names, standard product pricing, and
product descriptions (photos optional or links to access product literature).
Regardless of the number and types of links to the Reseller's electronic
catalog, the Reseller shall ensure that all eligible agencies purchasing
under one PA are accessing the same current base version of the product
catalog. Online information shall include purchases of Volume or
Enterprise License Agreement software as well as individual COTS
software licenses.
2.1.3.3.3 Online catalog shall be restricted to just software. Non -authorized
products or groups of products shall not be on the website. Reseller shall
not use this proposed website to cross sell or cross advertise other
products and or services the Reseller may be able to offer.
2.1.3.4 Product Searching Capability. At a minimum, the online catalog should be searchable
by Purchasing Entity and their VLAs, Software Publisher, Product name, OEM
product number, and software description (e.g., GIS, Security). The online category
can be modified as Users' needs dictate, such as including products obtained through
a distributor (non -itemized publisher products) that are frequently purchased.
2.1.3.5 Online Product Quotes. Product price displayed online is a 'not -to -exceed' product
price quote based on contract rate and real time Reseller Cost. For high dollar
purchases, or quantity purchases, Purchasing Entity should request a quote by
contacting Reseller representative off-line. The online pricing should allow for
overrides when a quote with a negotiated better price has been offered and is being
placed online. Website should have capability to track all quotes by Purchasing Entity
and be easily accessible for viewing by quote number. Website shall include a -
shopping cart feature that allows Purchasing Entities to provide shipping instructions.
Purchasing Entities can place orders on the web either via credit card or purchase
order. Specifics regarding an individual state's requirements for placing- an order may
be included in that State's Participating Addendum (PA).
2.1.3.6 User Differentiation. Catalog should be designed so as to provide a means to identify
the Participating State (state agency or other eligible Purchasing Entity). This method
used must not require any administrative tasks on the part of the LSCA for the MPA,
the PSCA for the individual PSCA. Website should allow Users to develop personal
lists and profiles, including an option to securely store and maintain procurement card
information. Catalog should have the capability of being used as a 'Punch Out' to an
individual state's electronic purchasing system.
2.1.3.7 Online Reports. Website shall have capability to provide order history, as well as
order status and order tracking.
2.1.3.8 Other. Other information may be added to the website as may be required by State
(such as copies of volume license agreements) or enhancements that may be
proposed by Reseller and approved by State.
10 1 Page
t
State of Arizona
Master Agreement
State Procurement Office
100 North 151h Avenue, Suite 201
Section 2: Scope of Work
Phoenix, AZ 85007
Contract No: ADSP016-130661
Description: Software Value -Added Reseller (SVAR) Services
2.2 COTS Products
2.2.1 Software which requires little or no services
IN SCOPE Offerings
OUT OF SCOPE Offerings
LICENSING TYPE
COTS
Individual Licensing
Custom/Customized
Volume Licensing
Enterprise Licensing
LICENSING
Perpetual
Subscription
none
PERIOD
Delivery
Shrink -Wrap
Download
none
HOSTING
On Premise
Off Premise
Managed Service
as part of delivery
Managed Services means the
& use.
proactive management of an IT
(Information Technology) asset
or object, by a third party
typically known as a MSP, on
behalf of a customer
mspallian ce. com/definition-of-
mana ed-services/
2.2.1.1 Most Current Version - Purchase orders shall be deemed to reference a
manufacturer's most recent release model or version of the product at the time of the
order, unless the Purchasing Entity specifically requests in writing an earlier model or
version and the Reseller is willing to provide such model or version.
2.2.1.2 Licenses and Maintenance Agreements
2.2.1.2.1 Volume License Agreements (VLA) and Enterprise License Agreements
(ELA)
The Reseller will honor existing Participating State's VLA's or ELA's with
publishers and include those licenses as part of the Reseller's license
tracking service. Following an executed PA with a Participating State,
and if so required by the Participating State, the Purchasing Entity and/or
an individual publisher, the Reseller will identify itself to software
publishers as Reseller for that Participating State or Purchasing Entity. If
so required by the Publisher and Participating State, Reseller will execute
a change of channel partner agreement with the Publisher. Resellers will
sell additional seats consistent with Purchasing Entities' Enterprise or
Volume Agreements. Reseller will work with Participating State,
Purchasing Entity(ies) and Publishers as needed to establish new VI -As
or ELAs. The Reseller will work with the Publisher and Participating State
as necessary to ensure the Participating State receives timely and
pertinent license information, such as: license or agreement renewals, or
opportunities based on actual volume.
Reseller will work directly with Purchasing Entity(ies) in establishing,
signing and maintaining enrollment agreements. If Reseller is sole SVAR
contractor in a State, Reseller will aggregate all enrollments together for
111 Page
State of Arizona
Master Agreement State Procurement Office
100 North 151h Avenue, Suite 201
Section 2: Scope of Work Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
Master Agreement reporting purposes. If a PSCA elects to have multiple
SVAR contractors, Reseller's responsibilities will be delineated in that
State's PA. Resellers shall monitor and be able to report on the current
levels of software ordered towards any of the Participating State's VLA
required sales levels to ensure the Participating State does not fall short
and thereby incur Publisher penalties. The Reseller shall be responsible
for providing license usage information to the Publishers, if such
information is required by the Publishers, in a timely manner (e.g., for
'true up' assessments)
2.2.1.2.2 Individual Software Licenses. Purchasing Entities can purchase
individual COTS licenses, such as perpetual and non -perpetual licenses,
through the Reseller.
2.2.1.3 Software Maintenance and Support Agreements.
Purchasing Entities can purchase maintenance agreements, including upgrade
protection, through the Reseller. Resellers will sell software maintenance
agreements, even if the software was not purchased under this agreement, such as
on -going support for a User's existing perpetual license. As requested, Reseller will
explain what product support or services are included in a publisher's maintenance
agreement.
2.2.1.3.1 Software Maintenance and Support. Reseller to provide needed services
to support maintenance products such maintenance agreements,
software upgrades, annual updates, patches and fixes needed to improve
functionality and keep the software in working order. Such services may
include providing recommendations on most cost-effective or appropriate
long-term maintenance plan. Reseller will provide such support, not only
to maintenance packages purchases under this agreement, but in support
of any existing and current agreements.
2.2.1.3.2 Software Updates.
2.2.1.3.2.1 Users are eligible to receive, from the Publisher, all new
releases and updates of the software, at no additional
charge, while under a maintenance agreement. A "Release"
means any collection of enhancements or updates which the
Publisher generally makes available to its installed base of
customers of such programs. The Reseller shall assist the
Purchasing Entity to obtain such releases or updates for
their Users from the Publisher.
2.2.1.3.2.2 Should a User not want to receive the next upgrade, the
User shall so notify the respective Publisher.
2.2.1.3.3 License Confirmations
For licenses ordered under the contract by Purchasing Entity(ies),
Reseller shall be able to provide:
121Page
State of Arizona
Master Agreement State Procurement Office
.y/ 100 North 151h Avenue, Suite 201
Section 2: Scope of Work Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
(i) Certified Licensing Confirmation Certificates for all software
licenses;
(ii) Reseller's certified license confirmation certificates in the name of
such Licensee; or,
(iii) Written confirmation from the Reseller or Publisher accepting the
Eligible Participating State's contract or purchase order as proof
of license.
The form of "Proof of License" provided must be acceptable proof to the
Publisher, and in the format requested by the Purchasing Entity. The
Proof of License shall be provided as an electronic file and/or a hardcopy
document, as required by the Purchasing Entity. Reseller will retain an
electronic file of Participating State's Proof of Licenses and provide
copies to the Participating State as requested.
2.2.1.3.4 Transitioning License Tracking Information at Contract Termination
The license information data acquired and retained by Reseller will be
stored as sortable data fields so the license information can be
transferred to the Participating State upon contract termination. Reseller
will work with States and Participating Entities, or their designees, to
ensure that the license information data has been successfully transferred
in a usable format.
2.2.1.4 Leases
Lease purchase and term leases are allowable only for Purchasing States whose
rules and regulations permit leasing of software. Individual Purchasing Entities may
enter into a lease agreement for the products covered in this Master Agreement, if
they have the legal authority to enter into these types of agreements without going
through a competitive process. No lease agreements will be reviewed or evaluated
as part of this RFP evaluation process.
2.2.1.5 Software Publishers, Categories. The identified software product needs under this
solicitation have been divided into three tiers: Key Itemized Publishers, Other
Itemized Publishers, and Non -Itemized Publishers. See descriptions and chart which
follow. As indicated, it is most desirable for Reseller to have a direct reseller
agreement with the itemized software publishers. If a direct reseller agreement is not
already in place between itemized software publishers and the Reseller, the Reseller
is expected to enter into a direct reseller agreement and submit a rate for that
itemized publisher that is better than the rate for a Non -Itemized Publisher. Over the
life of this contract, product needs or volumes may change and new publishers may
be added by amendment to the itemized publishers' lists.
2.2.1.5.1 Itemized Highest Volume Publishers (Highest Volume, Itemized Lines).
The products of the publishers in this category represent the highest tier
of sales volume identified for this solicitation, of those publishers who sell
through resellers. This category is the one most likely to include a
Participating State's enterprise or high volume agreements with a
publisher. Resellers shall be certified direct resellers for publishers in this
131 Page
State of Arizona
Master Agreement State Procurement Office
Section 2: o
Scope
f Work 100 North 151h Avenue, Suite 201
Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
category. The preferred pricing that a Reseller receives based on their
reseller certification status, in conjunction with the anticipated
considerable volume of purchases through these Contracts, is the
expected foundation for a very competitive base Reseller Cost, with
further reductions of Reseller Cost as they are achieved through ongoing
Reseller negotiations. A percentage rate above or below Reseller Cost
is to be provided for each itemized publisher. Specific requirements may
be required for some publishers in this category in an individual State's
PA.
2.2.1.5.2 Other Itemized Publishers (HiQh Volume, Itemized Lines). The products
of the publishers in this category represent a high level of sales volume
as identified for this solicitation. This category may include a Participating
State's high volume agreements or VLAs with a publisher. It is desirable
for Resellers to be certified direct resellers for publishers in this category.
A percentage rate above or below Reseller Cost is to be provided for
each itemized publisher
2.2.1.5.3 Non -Itemized Publishers (all other distributed software purchases). This
category is defined to include all other distributed computer software not
specifically itemized. Enterprise or Volume Licensing Agreements are not
anticipated in this category. New or existing software products can be
added to this category at any time during the term of the Contract without
the written consent of the LSCA and may be itemized in the online
catalog, if volume justifies the addition. There should be one percentage
rate above or below Reseller cost covering all products in this category
KEY ITEMIZED PUBLISHERS
OTHER ITEMIZED PUBLISHERS
NON -ITEMIZED PUBLISHER
One 'not to exceed' rate
Certification as direct reseller
desirable. If not certified, the
percentage rate should be no
greater than Non -Itemized rate
Certification as Direct
Reseller.
ADOBE
Al SQUARED
CITRIX
AIRWATCH MOBILE DEVICE
MANAGEMENT VMWARE
MICROSOFT
ALLIANCE ENTERPRISES
NOVELL
APPLE
SYMANTEC
ATTACHMATE — MICROF_OCUS
VMWARE
AUTODESK
AUTONOMY — HP
BAKBONE — DELL
BARRACUDA
BOMGAR REMOTE SOFTWARE
CA TECHNOLOGIES
_
CISCO
COMPUTRONIX USA
141 Page
Master Agreement
Section 2: Scope of Work
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
State of Arizona
State Procurement Office
100 North 151h Avenue, Suite 201
Phoenix, AZ 85007
COMPUWARE
COREL
DOUBLETAKE
EMC
ENCHOICE
ESET
ESRI
FREEDOM SCIENTIFIC
GUARDIAN EDGE - SYMANTEC
GW MICRO
IBM
ICM CONVERSIONS
INFOR
INTERMEDIX EMSYSTEMS
HP
HUMANWARE
INFORMATION BUILDERS
KRONOS SOFTWARE
LANDESK
LASERFISCHE
LIQUIDWARE STATUSPHERE
MICROFOCUS INC
MINJET
MPS _
MQSOFTWARE - BMC
SOFTWARE
NCIRCLE
NETOP
NUANCE
ORACLE
OSAM
PASSPORT
PATCHLINK
PROOFPOINT
RSA SECURITY
REFERENCIA SYSTEMS
SAP AMERICA
SAS
SOLUTIONS SOFTWARE
SOPHOS
SPLUNK SOFTWARE
STASEEKER NETWORK
INFRASTRUCTURE
MONITORING
STELLENT - ORACLE
151 Page
State of Arizona
' Master Agreement State Procurement Office
100 North 1511 Avenue, Suite 201
Section 2: Scope of Work
Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
ISUNGUARD
SYBASE
TECHSMITH
TREND MICRO
TRUSTWARE
ULTRABAC
VORMETRIC
WEBSENSE
2.2.1.6 Software Publishers General Representation.
2.2.1.6.1 Excluded Software Publishers. The Reseller must agree that there are
no software publishers with whom they will refuse to do business if the
Software Publisher is willing to do business with them. Resellers shall
advise the LSCA or designee of any Excluded Software Publishers and
provide explanations for the non -representation.
2.2.1.6.2 Expanded Representation. The Reseller is expected to continue to
work towards reseller certifications with publishers not currently
represented, particularly with those publishers whose sales volume
merit classification into the itemized publisher lines. Similarly, Reseller
is expected to continue to work towards a higher certification level with
current publishers
2.2.1.7 Price Quote General. Pricing is submitted in the MPA as a percentage of Reseller
Cost. Individual PA's will use the MPA pricing as a base and may negotiate an
adjusted rate. Any negotiated PA rates, exclusive of taxes or any individual state's
administrative fee, shall not exceed the MPA rates. As requested by Purchasing
Entity, for example on a high volume single order, Reseller shall negotiate to reduce
Reseller Cost, to pass on savings to the Participating State. Firm individual order
quotes shall be provided to Purchasing Entity prior to order submittal.
2.2.1.7.1 Telephone or Email Quote Support. Reseller shall accept requests for
quotes by telephone, fax, email, or online. Reseller shall accept collect
telephone calls and/or provide and maintain a toll -free number for
eligible agency use. Reseller shall provide an email address for
receipt of requests for price quotes. Reseller shall provide written
quotes by fax, email or online as requested by the Participating State.
2.2.1.7.2 Quoted Delivery Method. The quote must clearly indicate the method
of delivery, whether via media, download, or 3.3 Services below.
2.2.1.7.3 Timely Quotes. Reseller agrees to work with publishers and
distributors to obtain quotes and deliver software in a timely fashion.
Expected response should be within twenty-four (24) hours but no
more than three (3) business days. If, after three (3) business days,
the Reseller has been unable to obtain the quote or assurances that
161 Page
State of Arizona
0 Master Agreement State Procurement Office
100 North 151h Avenue, Suite 201
Section 2: Scope of Work Phoenix, AZ 85007
Contract No: ADSPO16-130651
Description: Software Value -Added Reseller (SVAR) Services
they can obtain the software, the Reseller shall contact the
Participating State or other Purchasing Entity with a status report. The
Reseller and the Participating State/Purchasing Entity will mutually
agree as to whether the Reseller shall continue to pursue a quote and
within what timeframe, or whether the Reseller will provide the
Participating State/Purchasing Entity with a written statement that the
Reseller cannot supply the software. If the Reseller has been unable
to obtain a quote within ten (10) days of the request for quote, the
Reseller shall provide a written statement (email is sufficient) to
Participating State/Purchasing Entity, and the LSCA as may be
required under the PA, that the Reseller cannot supply the software,
and the reason why.
2.2.1.7.4 Guaranteed 30 Day Quote. Reseller is required to honor all quotes for
thirty-(30) calendar days. If it is known that a price adjustment will
occur during the thirty (30) calendar days following the quote, the
Reseller may provide two quotes, based upon the date that the order is
received.
2.2.1.7.5 Sales Promotion. The Reseller may conduct sales promotions
involving specific products or groups of products for specified time
periods. If electing to exercise this provision, the Reseller shall submit
a formal request for approval to the LSCA. The request should
include: the product or product groups, the promotional price as
compared to the standard price and the Master Agreement price for
the product or product groups, and the start and end dates of the sales
promotion. LSCA's approval shall be in the form of an amendment to
the MPA. Upon approval, the Reseller shall provide conspicuous
notice of the promotion to all Participating Entities.
2.2.1.7.6 A Participating State or other Participating Entity may allow the
Contractor to charge a credit card fee in their Participating
Addendum.
2.2.1.8 Product Delivery and Returns
2.2.1.8.1 Media. The Reseller shall work with Participating State or other
Purchasing Entity to provide media via any method available and as
requested by the Participating State including, but not limited to: original
Publisher media, CD copies of master media duplicated by the Reseller,
electronic downloads, etc. In cases where original publisher's media is
not available, the Reseller shall provide CD's copied from master disks of
the software purchased under any volume or enterprise license
agreement.
2.2.1.8.2 Delivery Period. Reseller to provide delivery no longer than ten (10)
business days after receipt of a valid order unless conditions arise that
are outside the control of the Reseller. If delivery cannot be within this
time frame, Reseller is to notify Purchasing Entity of delay and anticipated
171 Page
State of Arizona
Master Agreement State Procurement Office
a
100 North 151h Avenue, Suite 201
Section 2: Scope of Work Phoenix, AZ 85007
Contract No.
Description:
ADSP016-130651
Software Value -Added Reseller (SVAR) Services
ship date. If this delayed delivery is unacceptable to Purchasing Entity,
the order can be cancelled without penalty.
2.2.1.8.3 Product Returns. Unopened software can be returned with no restocking
fee up to 30 days from date of receipt, if allowed by the software
publisher. If the software publisher has a shorter timeframe for returns or
requires a restocking fee, this must be stated on the quote. If that
information is not provided to the Participating State by the Reseller,
Reseller is responsible for the restocking fee. If delivered software is
defective, or if the incorrect product was delivered, the Reseller must
agree to accept returns. If delivered software is defective, the Reseller is
responsible for return shipping and packaging costs and for restocking
charges if applicable. The Reseller must agree that any defective or
incorrectly delivered media will be replaced by overnight delivery at the
Reseller's expense if requested by the Participating State or Purchasing
Entity. If overnight delivery is not requested, all replacement products
must be received by the Participating State or Purchasing Entity within
seven (7) days of initial notification.
2.2.1.8.4 Shipping ChaMes. Items covered under this contract are FOB
Destination and shipping charges are not to be included on any invoice
unless the Purchasing Entity has ordered expedited shipment. For
expedited shipment, Purchasing Entity would submit their order including
related shipping charges, which may not exceed the cost of delivery by
the carrier.
2.3 Services
SOFTWARE &
LICENSING TYPE
LICENSING PERIOD
Delivery
Hosting as part of
delivery & use
SERVICES
IN SCOPE
COTS � Volume
Shrin
Subscriptio
Download
On -Premise Off -Premise
i
Basic Installation, Training and
Maintenance
Means that activity which does not fep!lire
Consulting, Configuration, Engineering,
Design or any other type of service specific
to a Purchasing Entity requiring description
of tasks and deliverables and agreement
by the parties (Statement of Work).
QUT OF SCOT}E
Custom/Customized
Not Applicable
Not Applicable
Managed Services
Consulting, configuration, engineering, design, etc.,
any type of service specific to a Purchasing Entity
requiring description of tasks and deliverables and
agreement by the parties
2.3.1 In Scope Services:
Basic Installation, Maintenance packages and Training (3.4) are considered to be within the
Scope of this Solicitation. This Master Agreement is intended for the acquisition of distributed,
commercial off the shelf software
181 Page
State of Arizona
Master Agreement State Procurement Office
100 North 15th Avenue, Suite 201
Section 2: Scope of Work Phoenix, AZ 85007
Contract No: ADSPO16-130651
Description: Software Value -Added Reseller (SVAR) Services
2.3.2 (RESERVED)
2.3.3 A Participating State may include a statement in their Participating Addendum allowing state
employees to purchase software licenses.
2.3.4 Individual Participating Addendums may further limit the Scope of this Solicitation.
2.3.5 This Master Agreement is not intended for the purchase of custom software applications.
2.4 Training.
2.4.1 Training shall be available in the form of tutorials for basic installation and web -based training
for software operation, basic phone support.
2.4.2 Provision of information on how to access a Software Publisher's "Help Desk" (either telecom or
web -based) for basic use questions.
2.5 Customer Service and Representation.
2.5.1 Dedicated Representation and Timely Response. Reseller shall provide a dedicated
representative for each Participating State. Such representative will become familiar with the
State and its cooperative partners, provide a single point as needed for quote assistance, offer
software recommendations, track and report on renewal deadlines, and serve as a contact point
for the LSCA. Reseller must commit to returning phone calls or responding to emails
within two (2) business days.
2.5.2 Problem Escalation. The Reseller must provide an incident escalation path for each State,
showing on that State's website, the name, contact information, and role of individuals to whom
problems should be escalated if the problems are not resolved by primary assigned contacts.
2.5.3 Product purchasing trends. The Reseller will speak with LSCA and sourcing team quarterly
to review usage and discuss possible revisions of the categorization of publishers based upon
actual sales volume or other changes.
2.5.4 Contract Reviews.
2.5.4.1 Reseller is expected to conduct quarterly reviews of all sales volumes and report
sales figures and savings from Publisher's list price, by Publisher and by PA, as well
as observed trends or purchasing patterns, and to present the information to the
LSCA.
2.5.4.2 At the discretion of the individual participating states, an equivalent review, limited to
that state, will be presented to the PSCA.
2.5.4.3 All awardees under this contract shall meet once a year with the LSCA and
Sourcing Team to review usage and discuss possible revisions of the categorization
of publishers based upon actual sales volume, and to discuss any service concerns,
industry trends, and the effectiveness of the contract.
2.5.4.3.1 Reseller is expected to conduct a customer satisfaction survey and an
audit prior to this discussion and be prepared to discuss the results, and
191 Page
State of Arizona
1� 1 Master Agreement State Procurement Office
1 100 North 151h Avenue, Suite 201
Section 2: Scope of Work
p Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller SVAR Services
provide reports, at this review. At a minimum, the audit will report
address quoting and billing accuracy, and any Reseller Cost that exceeds
a Publisher's List price for that item.
2.5.4.3.2 Based on historical sales volume information, Reseller should be
prepared to discuss potential cost savings opportunities which could be
passed through to Participating States.
2.5.4.3.2 In a renewal year, the annual review will take place prior to contract
extensions.
2.6. Interactions with Software Publishers
2.6.1 Best Interests of Participating State. Reseller would represent the best interests of the
Participating State and other Participating Entities in negotiating or otherwise working with
Publishers for such items as: maximizing cost savings with best use of volume or enterprise
license agreements, better pricing on individual volume buys, taking advantage of publishers'
specials, promotions, coupons or other savings opportunities.
2.6.2 Liaison with Publisher. A State may establish, in their individual PA, a requirement for Reseller
to arrange with the software publisher or software publisher's designee for implementation,
customization, training, support, maintenance and other software related services. The
provision of said services must be under a separate agreement between the Participating
State and the applicable parties.
2.7 Reporting
2.7.1 Standard Reports
Individual participating states may require their own standard reports, such as report on savings.
Reseller shall provide these reports at the intervals, and in the format, as reasonably requested
by the States. Reseller shall advise of standard reports which they can provide, and work with
participating states on additional standard reports.
2.7.2 Online Reports
The SVAR shall be able to provide online, real time, reporting capabilities using website
established for the state. These reports may include Back Order or Current Order Status
reports. In addition, the system shall be able to provide the ability for the User agency to create
custom reports. The requesting Participating State shall be able to select specific fields and
create a necessary report for their specific needs. Data Fields shall include, but not be limited
to, purchasing entity, Purchase Order Number, Order date, Invoice date, Publisher, Publisher
Part Number, Software Reseller's Part Number, Description, Quantity Shipped, Unit actual
price, Extended Price, Sales Tax and order total. Reports shall be able to be shown online as
well as emailed to the requesting Participating State, if requested. Examples of Reseller's
standard and online reports shall be submitted with the offer.
2.7.3 Custom Reports
201 Page
State of Arizona
0 Master Agreement State Procurement Office
Section 2: Scope Of Work 100 North Avenue, Suite 201
p Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller SVAR Services
Participating State and SVAR may mutually agree to include terms and conditions and pricing
for the development and provision of customized reports as an optional service in a Participating
Addendum.
2.8 Other Value -Added Services
SVAR may propose other Value -Added Services, e.g., key escrow, in their response. Such services
from an awarded Offeror, if consistent with this Statement of Work, recommended by the Evaluation
Team, and accepted by the PSCA, would be added to the final awarded contract.
211 Page
Master Agreement
Section 4: Lead State (ARIZONA) Terms and Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
NASPO
ValuePoint
1. Master Agreement Order of Precedence
State of Arizona
State Procurement Office
100 North 15'h Avenue, Suite 201
Phoenix, AZ 85007
a. Any Order placed under this Master Agreement shall consist of the following documents:
(1) A Participating State's Participating Addendum ("PA");
(2) NASPO ValuePoint Master Agreement Terms & Conditions;
(3) A Purchase Order issued against the Master Agreement;
(4) The Statement of Work;
(5) The Solicitation; and
(6) Contractor's response to the Solicitation, as revised (if permitted) and accepted by the Lead State.
b. These documents shall be read to be consistent and complementary. Any conflict among these documents
shall be resolved by giving priority to these documents in the order listed above. Contractor terms and
conditions that apply to this Master Agreement are only those that are expressly accepted by the Lead State
and must be in writing and attached to this Master Agreement as an Exhibit or Attachment.
2. Definitions
Acceptance is defined by the applicable commercial code, except Acceptance of a Product fo which
acceptance testing is not required shall not occur before the completion of delivery in accordance with the
Order, installation, if required, and a reasonable time for inspection of the Product.
Contractor means the person or entity delivering Products or performing services under the terms and
conditions set forth in this Master Agreement.
Embedded Software means one or more software applications which permanently reside on a computing
device.
Intellectual Property means any and all patents, copyrights, service marks, trademarks, trade secrets, trade
names, patentable inventions, or other similar proprietary rights, in tangible or intangible form, and all rights,
title, and interest therein.
Lead State means the State centrally administering any resulting Master Agreement(s)
Master Agreement means the underlying agreement executed by and between the Lead State, acting on behalf
of the NASPO ValuePoint program, and the Contractor, as now or hereafter amended.
NASPO ValuePoint is the NASPO Cooperative Purchasing Organization LLC, doing business as NASPO
ValuePoint, a 501(c)(3) limited liability company that is a subsidiary organization the National Association of
State Procurement Officials (NASPO), the sole member of NASPO ValuePoint. NASPO ValuePoint facilitates
administration of the NASPO cooperative group contracting consortium of state chief procurement officials for
the benefit of state departments, institutions, agencies, and political subdivisions and other eligible entities (i.e.,
colleges, school districts, counties, cities, some nonprofit organizations, etc.) for all states and the District of
Columbia. NASPO ValuePoint is identified in the Master Agreement as the recipient of reports and may
perform contract administration functions relating to collecting and receiving reports as well as other contract
administration functions as assigned by the Lead State.
Contract No.
Description:
Master Agreement
Section 3: NASPO ValuePoint Master Agreement Terms and
Conditions
ADSP016-130651
Software Value -Added Reseller(SV
Services
State of Arizona
State Procurement Office
100 North 15th Avenue, Suite 201
Phoenix, AZ 85007
Order or Purchase Order means any purchase order, sales order, contract or other document used by a
Purchasing Entity to order the Products.
Participating Addendum means a bilateral agreement executed by a Contractor and a Participating State
incorporating this Master Agreement and any other additional Participating State specific language or other
requirements, e.g. ordering procedures specific to the Participating State, other terms and conditions.
Participating State means a state, or other legal entity, properly authorized to enter into a Participating
Addendum.
Participating State means a state, the District of Columbia, or one of the territories of the United States that is
listed in the Request for Proposal as intending to participate. A Participating State is not required to participate
through execution of a Participating Addendum. Upon execution of the Participating Addendum, a
Participating State becomes a Participating State.
Product means any equipment, software (including embedded software), documentation, service or other
deliverable supplied or created by the Contractor pursuant to this Master Agreement. The term Products,
supplies and services, and products and services are used interchangeably in these terms and conditions.
Purchasing Entity means a state, city, county, district, other political subdivision of a State, and a nonprofit
organization under the laws of some states if authorized by a Participating Addendum, who issues a Purchase
Order against the Master Agreement and becomes financially committed to the purchase.
3. Term of the Master Agreement
The initial term of this Master Agreement is for two (2) years. This Master Agreement may be extended beyond
the original contract period for successive periods with a maximum aggregate, including all extensions, not to
exceed five (5) years at the Lead State's discretion and by mutual agreement and upon review of requirements
of Participating Entities, current market conditions, and Contractor performance.
4. Amendments
The terms of this Master Agreement shall not be waived, altered, modified, supplemented or amended in any
manner whatsoever without prior written approval of the Lead State.
5. Assignment/Subcontracts
a. Contractor shall not assign, sell, transfer, subcontract or sublet rights, or delegate responsibilities under this
Master Agreement, in whole or in part, without the prior written approval of the Lead State.
b. The Lead State reserves the right to assign any rights or duties, including written assignment of contract
administration duties to NASPO Cooperative Purchasing Organization LLC, doing business as NASPO
ValuePoint.
6. Price and Rate Guarantee Period
All prices and rates must be guaranteed for the initial term of the Master Agreement. Following the initial
Master Agreement period, any request for price or rate adjustment must be for an equal guarantee period, and
must be made at least ninety (90) days prior to the effective date. Requests for price or rate adjustment must
include sufficient documentation supporting the request. Any adjustment or amendment to the Master
Agreement shall not be effective unless approved by the Lead State. No retroactive adjustments to prices or
231 Page
Master Agreement
Section 3: NASPO ValuePoint Master Agreement Terms and
Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
rates will be allowed.
7. Cancellation
State of Arizona
State Procurement Office
100 North 15th Avenue, Suite 201
Phoenix, AZ 85007
Unless otherwise stated, this Master Agreement may be canceled by either party upon 60 days written notice
prior to the effective date of the cancellation. Further, any Participating State may cancel its participation upon
30 days written notice, unless otherwise limited or stated in the Participating Addendum. Cancellation may be
in whole or in part. Any cancellation under this provision shall not affect the rights and obligations attending
orders outstanding at the time of cancellation, including any right of and Purchasing Entity to indemnification by
the Contractor, rights of payment for Products delivered and accepted, and rights attending any warranty or
default in performance in association with any Order. Cancellation of the Master Agreement due to Contractor
default may be immediate.
8. Confidentiality, Non -Disclosure, and Injunctive Relief
Provisions governing confidentiality of information during performance of orders for the State of Arizona are
governed by The State of Arizona Special Terms and Conditions: Except where a Participating Addendum
prescribes otherwise, this section governs confidentiality and disclosure of information of other Purchasing
Entities.
a. Confidentiality. Contractor acknowledges that it and its employees or agents may, in the course of providing
a Product under this Master Agreement, be exposed to or acquire information that is confidential to Purchasing
Entity's or Purchasing Entity's clients. Any and all information of any form that is marked as confidential or
would by its nature be deemed confidential obtained by Contractor or its employees or agents in the
performance of this Master Agreement, including, but not necessarily limited to (1) any Purchasing Entity's
records, (2) personnel records, and (3) information concerning individuals, is confidential information of
Purchasing Entity ("Confidential Information"). Any reports or other documents or items (including software)
that result from the use of the Confidential Information by Contractor shall be treated in the same manner as
the Confidential Information. Confidential Information does not include information that (1) is or becomes
(other than by disclosure by Contractor) publicly known; (2) is furnished by Purchasing Entity to others without
restrictions similar to those imposed by this Master Agreement; (3) is rightfully in Contractor's possession
without the obligation of nondisclosure prior to the time of its disclosure under this Master Agreement; (4) is
obtained from a source other than Purchasing Entity without the obligation of confidentiality, (5) is disclosed
with the written consent of Purchasing Entity or; (6) is independently developed by employees, agents or
subcontractors of Contractor who can be shown to have had no access to the Confidential Information.
b. Non -Disclosure. Contractor shall hold Confidential Information in confidence, using at least the industry
standard of confidentiality, and shall not copy, reproduce, sell, assign, license, market, transfer or otherwise
dispose of, give, or disclose Confidential Information to third parties or use Confidential Information for any
purposes whatsoever other than what is necessary to the performance of Orders placed under this Master
Agreement. Contractor shall advise each of its employees and agents of their obligations to keep Confidential
Information confidential. Contractor shall use commercially reasonable efforts to assist Purchasing Entity in
identifying and preventing any unauthorized use or disclosure of any Confidential Information. Without limiting
the generality of the foregoing, Contractor shall advise Purchasing Entity, applicable Participating State, and
the Lead State immediately if Contractor learns or has reason to believe that any person who has had access
to Confidential Information has violated or intends to violate the terms of this Master Agreement, and
Contractor shall at its expense cooperate with Purchasing Entity in seeking injunctive or other equitable relief in
the name of Purchasing Entity or Contractor against any such person. Except as directed by Purchasing
Entity, Contractor will not at any time during or after the term of this Master Agreement disclose, directly or
241 Page
Master Agreement
Section 3: NASPO ValuePoint Master Agreement Terms and
Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
State of Arizona
State Procurement Office
100 North 15"' Avenue, Suite 201
Phoenix, AZ 85007
indirectly, any Confidential Information to any person, except in accordance with this Master Agreement, and
that upon termination of this Master Agreement or at Purchasing Entity's request, Contractor shall turn over to
Purchasing Entity all documents, papers, and other matter in Contractor's possession that embody Confidential
Information. Notwithstanding the foregoing, Contractor may keep one copy of such Confidential Information
necessary for quality assurance, audits and evidence of the performance of this Master Agreement.
c. Injunctive Relief. Contractor acknowledges that breach of this section, including disclosure of any
Confidential Information, will cause irreparable injury to Purchasing Entity that is inadequately compensable in
damages. Accordingly, Purchasing Entity may seek and obtain injunctive relief against the breach or
threatened breach of the foregoing undertakings, in addition to any other legal remedies that may be available.
Contractor acknowledges and agrees that the covenants contained herein are necessary for the protection of
the legitimate business interests of Purchasing Entity and are reasonable in scope and content.
d. Purchasing Entity Law. These provisions shall be applicable only to extent they are not in conflict with the
applicable public disclosure laws of any Purchasing Entity.
9. Right to Publish
Throughout the duration of this Master Agreement, Contractor must secure from the Lead State prior approval for
the release of any information that pertains to the potential work or activities covered by the Master Agreement.
The Contractor shall not make any representations of NASPO ValuePoint's opinion or position as to the quality or
effectiveness of the services that are the subject of this Master Agreement without prior written consent. Failure
to adhere to this requirement may result in termination of the Master Agreement for cause.
10. Defaults and Remedies
a. The occurrence of any of the following events shall be an event of default under this Master Agreement:
(1) Nonperformance of contractual requirements; or
(2) A material breach of any term or condition of this Master Agreement; or
(3) Any certification, representation or warranty by Contractor in response to the solicitation or in this
Master Agreement that proves to be untrue or materially misleading; or
(4) Institution of proceedings under any bankruptcy, insolvency, reorganization or similar law, by or
against Contractor, or the appointment of a receiver or similar officer for Contractor or any of its
property, which is not vacated or fully stayed within thirty (30) calendar days after the institution or
occurrence thereof; or
(5) Any default specified in another section of this Master Agreement.
b. Upon the occurrence of an event of default, Lead State shall issue a written notice of default, identifying the
nature of the default, and providing a period of 15 calendar days in which Contractor shall have an opportunity
to cure the default. The Lead State shall not be required to provide advance written notice or a cure period and
may immediately terminate this Master Agreement in whole or in part if the Lead State, in its sole discretion,
determines that it is reasonably necessary to preserve public safety or prevent immediate public crisis. Time
allowed for cure shall not diminish or eliminate Contractor's liability for damages, including liquidated damages
to the extent provided for under this Master Agreement.
c. If Contractor is afforded an opportunity to cure and fails to cure the default within the period specified in the
written notice of default, Contractor shall be in breach of its obligations under this Master Agreement and Lead
State shall have the right to exercise any or all of the following remedies:
251 Page
State of Arizona
Master Agreement State Procurement Office
Section 3: NASPO ValuePoint Master Agreement Terms and 100 North 151h Avenue, Suite 201
Conditions Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
(1) Exercise any remedy provided by law; and
(2) Terminate this Master Agreement and any related Contracts or portions thereof; and
(3) Impose liquidated damages as provided in this Master Agreement; and
(4) Suspend Contractor from being able to respond to future bid solicitations; and
(5) Suspend Contractor's performance; and
(6) Withhold payment until the default is remedied.
d. Unless otherwise specified in the Participating Addendum, in the event of a default under a Participating
Addendum, a Participating State shall provide a written notice of default as described in this section and have
all of the rights and remedies under this paragraph regarding its participation in the Master Agreement, in
addition to those set forth in its Participating Addendum. Unless otherwise specified in a Purchase Order, a
Purchasing Entity shall provide written notice of default as described in this section and have all of the rights
and remedies under this paragraph and any applicable Participating Addendum with respect to an Order
placed by the Purchasing Entity. Nothing in these Master Agreement Terms and Conditions shall be construed
to limit the rights and remedies available to a Purchasing Entity under the applicable commercial code.
11. Shipping and Delivery.
Section 3.2.1.8 of the solicitation prescribes requirements for product delivery and return.
- 12. Changes in Contractor Representation
The Contractor must notify the Lead State of changes in the Contractor's key administrative personnel, in writing
within 10 calendar days of the change. The Lead State reserves the right to approve changes in key personnel,
as identified in the Contractor's proposal. The Contractor agrees to propose replacement key personnel having
substantially equal or better education, training, and experience as was possessed by the key person proposed
and evaluated in the Contractor's proposal.
13. Force Majeure
Neither party to this Master Agreement shall be held responsible for delay or default caused by "force
majeure," as that term is defined in and under conditions specified in section 6.4 of the State of Arizona
Uniform Terms and Conditions.
14. Indemnification
a. Section 5.1X1.1 of the State of Arizona Special Terms and Conditions governs indemnification of the State
of Arizona. With respect to other entities, the Contractor shall defend, indemnify and hold harmless NASPO,
NASPO Cooperative Purchasing Organization LLC (doing business as NASPO ValuePoint), the Lead State,
Participating Entities, and Purchasing Entities, along with their officers, agents, and employees as well as any
person or entity for which they may be liable, from and against claims, damages or causes of action including
reasonable attorneys' fees and related costs for any death, injury, or damage to property arising from act(s),
error(s), or omission(s) of the Contractor, its employees or subcontractors or volunteers, at any tier, relating to
the performance under the Master Agreement.
b. Indemnification — Intellectual Property. Section 6.3 of the State of Arizona Uniform Terms and Conditions
governs indemnification of the State for intellectual property infringement claims. With respect to other entities
the Contractor shall defend, indemnify and hold harmless NASPO, NASPO Cooperative Purchasing
261 Page
S,t
Master Agreement
Section 3: NASPO ValuePoint Master Agreement Terms and
Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
State of Arizona
State Procurement Office
100 North 151h Avenue, Suite 201
Phoenix, AZ 85007
Organization LLC (doing business as NASPO ValuePoint), Participating Entities, Purchasing Entities, along
with their officers, agents, and employees as well as any person or entity for which they may be liable
("Indemnified Party"), from and against claims, damages or causes of action including reasonable attorneys'
fees and related costs arising out of the claim that the Product or its use, infringes Intellectual Property rights
("Intellectual Property Claim").
(1) The Contractor's obligations under this section shall not extend to any combination of the Product
with any other product, system or method, unless the Product, system or method is:
(a) provided by the Contractor or the Contractor's subsidiaries or affiliates;
(b) specified by the Contractor to work with the Product; or
(c) reasonably required, in order to use the Product in its intended manner, and the infringement
could not have been avoided by substituting another reasonably available product, system or method capable
of performing the same function; or
(d) It would be reasonably expected to use the Product in combination with such product,
system or method.
(2) The Indemnified Party shall notify the Contractor within a reasonable time after receiving notice of
an Intellectual Property Claim. Even if the Indemnified Party fails to provide reasonable notice, the Contractor
shall not be relieved from its obligations unless the Contractor can demonstrate that it was prejudiced in
defending the Intellectual Property Claim resulting in increased expenses or loss to the Contractor. If the
Contractor promptly and reasonably investigates and defends any Intellectual Property Claim, it shall have
control over the defense and settlement of it. However, the Indemnified Party must consent in writing for any
money damages or obligations for which it may be responsible. The Indemnified Party shall furnish, at the
Contractor's reasonable request and expense, information and assistance necessary for such defense. If the
Contractor fails to vigorously pursue the defense or settlement of the Intellectual Property Claim, the
Indemnified Party may assume the defense or settlement of it and the Contractor shall be liable for all costs
and expenses, including reasonable attorneys' fees and related costs, incurred by the Indemnified Party in the
pursuit of the Intellectual Property Claim. Unless otherwise agreed in writing, this section is not subject to any
limitations of liability in this Master Agreement or in any other document executed in conjunction with this
Master Agreement.
15. Independent Contractor
The Contractor shall be an independent contractor. Contractor shall have no authorization, express or implied,
to bind the Lead State, Participating States, other Participating Entities, or Purchasing Entities to any
agreements, settlements, liability or understanding whatsoever, and agrees not to hold itself out as agent
except as expressly set forth herein or as expressly agreed in any Participating Addendum.
16. Individual Customers
Except to the extent modified by a Participating Addendum, each Purchasing Entity shall follow the terms and
conditions of the Master Agreement and applicable Participating Addendum and will have the same rights and
responsibilities for their purchases as the Lead State has in the Master Agreement, including but not limited to,
any indemnity or right to recover any costs as such right is defined in the Master Agreement and applicable
Participating Addendum for their purchases. Each Purchasing Entity will be responsible for its own charges,
fees, and liabilities. The Contractor will apply the charges and invoice each Purchasing Entity individually.
271 Page
State of Arizona
Master Agreement State Procurement Office
Section 3: NASPO ValuePoint Master Agreement Terms and 100 North 151h Avenue, Suite 201
Conditions Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
17. Insurance
a. The insurance requirements of the State of Arizona are specified in section 5.1 X 1.2 of the State of Arizona
Special Terms and Conditions. For performance in other states, unless otherwise agreed in a Participating
Addendum, Contractor shall, during the term of this Master Agreement, maintain in full force and effect, the
insurance described in this section. Contractor shall acquire such insurance from an insurance carrier or
carriers licensed to conduct business in each Participating State's state and having a rating of A-, Class VII or
better, in the most recently published edition of Best's Reports. Failure to buy and maintain the required
insurance may result in this Master Agreement's termination or, at a Participating State's option, result in
termination of its Participating Addendum.
b. Coverage shall be written on an occurrence basis. The minimum acceptable limits shall be as indicated
below, with no deductible for each of the following categories:
1) Commercial General Liability (CGL) — Occurrence Form
Policy shall include bodily injury, property damage, and broad form contractual liability coverage.
General Aggregate $2,000,000
Products — Completed Operations Aggregate $1,000,000
Personal and Advertising Injury $1,000,000
Damage to Rented Premises $50,0000
Each Occurrence $1,000,000
2) Business Automobile Liability
Bodily injury and Property Damage for any owned, hired, and/or non -owned automobiles used in the
performance of this Contract. Combined -Single Limit-(CSL) $1,000,000
3) Technology Errors & Omissions Insurance
Each Claim $2,000,000
Annual Aggregate $2,000,000
Such insurance shall cover any, and all errors, omissions, or negligent acts in the delivery of products,
services, and/or licensed programs under this contract. Coverage shall include or shall not exclude
services, and/or licensed programs under this contract. Coverage shall include or shall not exclude
settlement and/or defense of claims involving intellectual property, including but not limited to patent or
copyright infringement. In the event that Tech E&O insurance required by this Contact is written on a
claims -made basis, Contractor warrants that any retroactive date under the policy shall precede the
effective date of this Contract and, either continuous coverage will be maintained or an extended
discovery period will be exercised for a period of two (2) years, beginning at the time work under this
contract is completed.
c. Contractor shall pay premiums on all insurance policies. Such policies shall also reference this Master
Agreement and shall have a condition that they not be revoked by the insurer until thirty (30) calendar days
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State of Arizona
~a Master Agreement State Procurement Office
Section 3: NASPO ValuePoint Master Agreement Terms and 100 North 16h Avenue, Suite 201
Conditions Phoenix, AZ 85007
Contracl No:
Description:
ADSPO16-130651
Software Value -Added Reseller (SVAR) Services
after notice of intended revocation thereof shall have been given to Purchasing Entity and Participating State
by the Contractor.
d. Prior to commencement of performance, Contractor shall provide to the Lead State a written endorsement to
the Contractor's general liability insurance policy or other documentary evidence acceptable to the Lead State
that (1) names the Participating States identified in the Request for Proposal as additional insureds, (2)
provides that no material alteration, cancellation, non -renewal, or expiration of the coverage contained in such
policy shall have effect unless the named Participating State has been given at least thirty (30) days prior
written notice, and (3) provides that the Contractor's liability insurance policy shall be primary, with any liability
insurance of any Participating State as secondary and noncontributory. Unless otherwise agreed in any
Participating Addendum, the Participating State's rights and Contractor's obligations are the same as those
specified in the first sentence of this subsection. Before performance of any Purchase Order issued after
execution of a Participating Addendum authorizing it, the Contractor shall provide to a Purchasing Entity or
Participating State who requests it the same information described in this subsection.
e. Contractor shall furnish to the Lead State, Participating State, and, on request, the Purchasing Entity copies
of certificates of all required insurance within thirty (30) calendar days of the execution of this Master
Agreement, the execution of a Participating Addendum, or the Purchase Order's effective date and prior to
performing any work. The insurance certificate shall provide the following information: the name and address
of the insured; name, address, telephone number and signature of the authorized agent; name of the
insurance company (authorized to operate in all states); a description of coverage in detailed standard
terminology (including policy period, policy number, limits of liability, exclusions and endorsements); and an
acknowledgment of the requirement for notice of cancellation. Copies of renewal certificates of all required
insurance shall be furnished within thirty (30) days after any renewal date. These certificates of insurance
must expressly indicate compliance with each and every insurance requirement specified in this section.
Failure to provide evidence of coverage may, at sole option of the Lead State, or any Participating State, result
in this Master Agreement's termination or the termination of any Participating Addendum.
f. Coverage and limits shall not limit Contractor's liability and obligations under this Master Agreement, any
Participating Addendum, or any Purchase Order.
18. Laws and Regulations
Any and all Products offered and furnished shall comply with solicitation section 5.10, Compliance with
Applicable Laws.
19. License of Pre -Existing Intellectual Property
Any rights to intellectual property shall be as prescribed in the Lead State's solicitation and resulting contract,
and Purchasing Entities shall have the same rights as the Lead State under those provisions.
20. No Waiver of Sovereign Immunity
In no event shall this Master Agreement, any Participating Addendum or any contract or any Purchase Order
issued thereunder, or any act of a Lead State, a Participating State, or a Purchasing Entity be a waiver of any
form of defense or immunity, whether sovereign immunity, governmental immunity, immunity based on the
Eleventh Amendment to the Constitution of the United States or otherwise, from any claim or from the
jurisdiction of any court.
This section applies to a claim brought against the Participating State only to the extent Congress
291 Page
Master Agreement
Section 3: NASPO ValuePoint Master Agreement Terms and
Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
State of Arizona
State Procurement Office
100 North 15"' Avenue, Suite 201
Phoenix, AZ 85007
has appropriately abrogated the Participating State's sovereign immunity and is not consent by the
Participating State to be sued in federal court. This section is also not a waiver by the Participating
State of any form of immunity, including but not limited to sovereign immunity and immunity based
on the Eleventh Amendment to the Constitution of the United States.
21. Ordering
a. Master Agreement order and purchase order numbers shall be clearly shown on all acknowledgments,
shipping labels, packing slips, invoices, and on all correspondence.
b. The resulting Master Agreements permit Purchasing Entities to define project -specific requirements and
informally compete the requirement among companies having a Master Agreement on an "as needed" basis.
This procedure may also be used when requirements are aggregated or other firm commitments may be made
to achieve reductions in pricing. This procedure may be modified in Participating Addenda and adapted to
Purchasing Entity rules and policies. The Purchasing Entity may in its sole discretion determine which Master
Agreement Contractors should be solicited for a quote. The Purchasing Agency may select the quote that it
considers most advantageous, cost and other factors considered.
c. Each Purchasing Entity will identify and utilize its own appropriate purchasing procedure and documentation.
Contractor is expected to become familiar with the Purchasing Entities' rules, policies, and procedures
regarding the ordering of supplies and/or services contemplated by this Master Agreement.
d. Contractor shall not begin work without a valid Purchase Order or other appropriate commitment document
compliance with the law of the Purchasing Entity.
e. Orders may be placed consistent with the terms of this Master Agreement during the term of the Master
Agreement.
f. All Orders pursuant to this Master Agreement, at a minimum, shall include:
(1_) The services or supplies being delivered;
(2) The place and requested time of delivery;
(3) A billing address;
(4) The name, phone number, and address of the Purchasing Entity representative;
(5) The price per hour or other pricing elements consistent with this Master Agreement and the
contractor's proposal;
(6) A ceiling amount of the order for services being ordered; and
(7) The Master Agreement identifier.
g. All communications concerning administration of,Orders placed shall be furnished solely to the authorized
purchasing agent within the Purchasing Entity's purchasing office, or to such other individual identified in
writing in the Order.
h. Orders must be placed pursuant to this Master Agreement prior to the termination date thereof, but may
have a delivery date or performance period up to 120 days past the then -current termination date of this
Master Agreement. Contractor is reminded that financial obligations of Purchasing Entities payable after the
current applicable fiscal year are contingent upon agency funds for that purpose being appropriated, budgeted,
and otherwise made available.
i. Notwithstanding the expiration or termination of this Master Agreement, Contractor agrees to perform in
accordance with the terms of any Orders then outstanding at the time of such expiration or termination.
Contractor shall not honor any Orders placed after the expiration or termination of this Master Agreement, or
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Master Agreement
�~ Section 3: NASPO ValuePoint Master Agreement Terms and
Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller(SVAR) Services
State of Arizona
State Procurement Office
100 North 15'h Avenue, Suite 201
Phoenix, AZ 85007
otherwise inconsistent with its terms. Orders from any separate indefinite quantity, task orders, or other form of
indefinite delivery order arrangement priced against this Master Agreement may not be placed after the
expiration or termination of this Master Agreement, notwithstanding the term of any such indefinite delivery
order agreement.
22. Participants
a. Contractor may not deliver Products under this Master Agreement until a Participating Addendum
acceptable to the Participating State and Contractor is executed. The NASPO ValuePoint Master Agreement
Terms and Conditions are applicable to any Order by a Participating State (and other Purchasing Entities
covered by their Participating Addendum), except to the extent altered, modified, supplemented or amended by
a Participating Addendum. By way of illustration and not limitation, this authority may apply to unique delivery
and invoicing requirements, confidentiality requirements, defaults on Orders, governing law and venue relating
to Orders by a Participating State, indemnification, and insurance requirements. Statutory or constitutional
requirements relating to availability of funds may require specific language in some Participating Addenda in
order to comply with applicable law. The expectation is that these alterations, modifications, supplements, or
amendments will be addressed in the Participating Addendum or, with the consent of the Purchasing Entity
and Contractor, may be included in the ordering document (e.g. purchase order or contract) used by the
Purchasing Entity to place the Order.
b. Use of specific NASPO ValuePoint cooperative Master Agreements by state agencies, political subdivisions
and other Participating Entities (including cooperatives) authorized by individual state's statutes to use state
contracts are subject to the approval of the respective State Chief Procurement Official. Issues of
interpretation and eligibility for participation are solely within the authority of the respective State Chief
Procurement Official.
c. Obligations under this Master Agreement are limited to those Participating Entities who have signed a
Participating Addendum and Purchasing Entities within the scope of those Participating Addenda. Financial
obligations of Participating States are limited to the orders placed by the departments or other state agencies
and institutions having available funds. Participating States incur no financial obligations on behalf of political
subdivisions. Contractor shall email a fully executed PDF copy of each Participating Addendum to PA@wsca-
naspo.org to support documentation of participation and posting in appropriate data bases.
d. NASPO Cooperative Purchasing Organization LLC, doing business as NASPO ValuePoint, is not a party to
the Master Agreement. It is a nonprofit cooperative purchasing organization assisting states in administering
the NASPO cooperative purchasing program for state government departments, institutions, agencies and
political subdivisions (e.g., colleges, school districts, counties, cities, etc.) for all 50 states, the District of
Columbia and the territories of the United States.
e. State Participating Addenda or other Participating Addenda shall not be construed to amend the terms of
this Master Agreement between the Lead State and Contractor.
f. Participating Entities who are not states may under some circumstances sign their own Participating
Addendum, subject to the approval of participation by the Chief Procurement Official of the state where the
Participating State is located.
g. Resale. "Resale" means any transfer of software for compensation or assignment of services for
compensation. Subject to any specific conditions included in the solicitation or Contractor's proposal as
accepted by the Lead State, or as explicitly permitted in a Participating Addendum, Purchasing Entities may
not resell Products (the definition of which includes software and services that are deliverables). Absent any
311 Page
. State of Arizona
Master Agreement State Procurement Office
Section 3: NASPO ValuePoint Master Agreement Terms and 100 North 15"' Avenue, Suite 201
Conditions Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
such condition or explicit permission, this limitation does not prohibit: payments by employees of a Purchasing
Entity for Products; sales of Products to the general public as surplus property; and fees associated with
inventory transactions with other governmental or nonprofit entities under cooperative agreements and
consistent with a Purchasing Entity's laws and regulations. Any sale or transfer permitted by this subsection
must be consistent with license rights granted for use of intellectual property.
23. Payment
Payment for completion of a contract order is normally made within 30 days following the date the entire order
is delivered or the date a correct invoice is received, whichever is later. After 45 days the Contractor may
assess overdue account charges up to a maximum rate of one percent per month on the outstanding balance.
Payments will be remitted by mail. Payments may be made via a State or political subdivision "Purchasing
Card" with no additional charge.
Any prompt payment terms proposed by contractor shall be extended to all Purchasing Entities,
24. Public Information.
This Master Agreement and all related documents are subject to disclosure pursuant to the Purchasing Entity's
public information laws.
25. Records Administration and Audit.
a. The Contractor shall maintain books, records, documents, and other evidence pertaining to this Master
Agreement and orders placed by Purchasing Entities under it to the extent and in such detail as shall
adequately reflect performance and administration of payments and fees. Contractor shall permit the Lead
State, a Participating State, a Purchasing Entity, the federal government (including its grant awarding entities
and the U.S. Comptroller General), and any other duly authorized agent of a governmental agency, to audit,
inspect, examine, copy and/or transcribe Contractor's books, documents, papers and records directly pertinent
to this Master Agreement or orders placed by a Purchasing Entity under it for the purpose of making audits,
examinations, excerpts, and transcriptions. This right shall survive for a period of five (5) years following
termination of this Agreement or final payment for any order placed by a Purchasing Entity against this
Agreement, whichever is later, to assure compliance with the terms hereof or to evaluate performance
hereunder.
b. Without limiting any other remedy available to any governmental entity, the Contractor shall reimburse the
applicable Lead State, Participating State, or Purchasing Entity for any overpayments inconsistent with the
terms of the Master Agreement or orders or underpayment of fees found as a result of the examination of the
Contractor's records.
c. The rights and obligations herein right exist in addition to any quality assurance obligation in the Master
Agreement requiring the Contractor to self -audit contract obligations and that permits the Lead State to review
compliance with those obligations.
26. Administrative Fees
a. The Contractor shall pay to NASPO ValuePoint, or its assignee, a NASPO ValuePoint Administrative Fee of
one -quarter of one percent (0.25% or 0.0025) no later than 60 days following the end of each calendar quarter
The NASPO ValuePoint Administrative Fee shall be submitted quarterly and is based on all sales of products
and services under the Master Agreement (less any charges for taxes or shipping). The NASPO ValuePoint
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State of Arizona
Master Agreement State Procurement Office
Section 3: NASPO ValuePoint Master Agreement Terms and 100 North 15'h Avenue, Suite 201
Conditions Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
Administrative Fee is not negotiable. This fee is to be included as part of the pricing submitted with proposal
b. Additionally, some states, such as the State of Arizona, may require an additional fee be paid directly to the
state only on purchases made by Purchasing Entities within that state. For all such requests, the fee level,
payment method and schedule for such reports and payments will be incorporated into the Participating
Addendum that is made a part of the Master Agreement. The Contractor may adjust the Master Agreement
pricing accordingly for purchases made by Purchasing Entities within the jurisdiction of the state. All such
agreements shall not affect the NASPO ValuePoint Administrative Fee percentage or the prices paid by the
Purchasing Entities outside the jurisdiction of the state requesting the additional fee. The NASPO ValuePoint
Administrative Fee in subsection 26a shall be based on the gross amount of all sales (less any charges for
taxes or shipping) at the adjusted prices (if any) in Participating Addenda.
27. NASPO ValuePoint Summary and Detailed Usage Reports
In addition to other reports that may be required by this solicitation, the Contractor shall provide the following
NASPO ValuePoint reports.
a. Summary Sales Data. The Contractor shall submit quarterly sales reports directly to NASPO ValuePoint
using the NASPO ValuePoint Quarterly Sales/Administrative Fee Reporting Tool found at
http://www.naspo.org/WNCPO/Calculator.aspx. Any/all sales made under the contract shall be reported as
cumulative totals by state. Even if Contractor experiences zero sales during a calendar quarter, a report is still
required. Reports shall be due no later than 30 day following the end of the calendar quarter (as specified in
the reporting tool).
b. Detailed Sales Data. Contractor shall also report_ detailed sales data by: (1) state; (2) entity/customer type,
e.g. local government, higher education, K12, non-profit; (3) Purchasing Entity name; (4) Purchasing Entity bill -
to and ship -to locations; (4) Purchasing Entity and Contractor Purchase Order identifier/number(s); (5)
Purchase Order Type (e.g. sales order, credit, return, upgrade, determined by industry practices); (6) Purchase
Order date; (7) Ship Date; (8) and line item description, including product number if used. The report shall be
submitted in any form required by the solicitation. _Reports are due on a quarterly basis and must be received
by the Lead State and NASPO ValuePoint Cooperative Development Team no later than thirty (30) days after
the end of the reporting period. Reports shall be delivered to the Lead State and to the NASPO ValuePoint
Cooperative Development Team electronically through a designated portal, email, CD -Rom, flash drive or
other method as determined by the Lead State and NASPO ValuePoint. Detailed sales data reports shall
include sales information for all sales under Participating Addenda executed under this Master Agreement. The
format for the detailed sales data report is in shown in EXHIBIT III —Cooperative Contract Sales Reporting Data
Requirements and Data Format.
c. Reportable sales for the summary sales data report and detailed sales data report includes sales to
employees for personal use where authorized by the solicitation and the Participating Addendum. Report data
for employees should be limited to ONLY the state and entity they are participating under the authority of (state
and agency, city. county, school district etc.) and the amount of sales. No personal identification numbers, e.g.
names, addresses, social security numbers or any other numerical identifier, may be submitted with any
report.
d. Contractor shall provide the NASPO ValuePoint Cooperative Development Coordinator with an executive
summary each quarter that includes, at a minimum, a list of states with an active Participating Addendum,
states that Contractor is in negotiations with and any PA roll out or implementation activities and issues.
NASPO ValuePoint Cooperative Development Coordinator and Contractor will determine the format and
content of the executive summary. The executive summary is due 30 days after the conclusion of each
331 Page
State of Arizona
Master Agreement State Procurement Office
Section 3: NASPO ValuePoint Master Agreement Terms and 100 North 151h Avenue, Suite 201
Conditions Phoenix, AZ 85007
Contract No:
Description:
ADSP016-130651
Software Value -Added Reseller (SVAR) Services
calendar quarter.
e. Timely submission of these reports is a material requirement of the Master Agreement. The recipient of the
reports shall have exclusive ownership of the media containing the reports. The Lead State and NASPO
ValuePoint shall have a perpetual, irrevocable, non-exclusive, royalty free, transferable right to display, modify,
copy, and otherwise use reports, data and information provided under this section.
28. Standard of Performance and Acceptance.
Determination of the acceptability of services shall be made by the sole judgement of the Purchasing Entity.
Acceptance shall be in writing, verbal acceptance will not be allowed. Services shall be completed in
accordance with the Scope of Work, agreed to and accepted schedules, plans, and agreed to performance
standards. Acceptance shall be one hundred percent (100%) functionality, which will be determined by the
Purchasing Entity. Acceptance criteria shall include, but not be limited to conformity to the scope of work,
quality of workmanship, and successfully performing all required Tasks. Nonconformance to a stated
acceptance and performance criteria of both services and or products, as required, shall result in a delay for
payment. The warranty period will begin upon Acceptance.
29. Warranty
The Contractor warrants for a period of 90 days from the date of Acceptance in accordance with the provisions
of section 7 of the State of Arizona Uniform Terms and Conditions and section 5.1 N. of the State of Arizona
Special Terms and Conditions, with rights of the State available to other Purchasing Entities. Upon breach of
the warranty, the Contractor will repair or replace (at no charge to the Purchasing Entity) the Product whose
nonconformance is discovered and made known to the Contractor. If the repaired and/or replaced Product
proves to be inadequate, or fails of its essential purpose, the Contractor will refund the full amount of any
payments that have been made. The rights and remedies of the parties under this warranty are in addition to
any other rights and remedies of the parties provided by law or equity, including, without limitation, actual
damages, and, as applicable and awarded under the law, to a prevailing party, reasonable attorneys' fee& and
costs.
30. (RESERVED)
31. Title of Product
Upon Acceptance by the Purchasing Entity, Contractor shall convey to Purchasing Entity title to Product
consisting of tangible media free and clear of all liens, encumbrances, or other security interests.
32. Waiver of Breach
Failure of the Lead State, Participating State, or Purchasing Entity to declare a default or enforce any rights
and remedies shall not operate as a waiver under this Master Agreement or Participating Addendum. Any
waiver by the Lead State, Participating State, or Purchasing Entity must be in writing. Waiver by the Lead
State or Participating State of any default, right or remedy under this Master Agreement or Participating
Addendum, or by Purchasing Entity with respect to any Purchase Order, or breach of any terms or
requirements of this Master Agreement, a Participating Addendum, or Purchase Order shall not be construed
or operate as a waiver of any subsequent default or breach of such term or requirement, or of any other term
or requirement under this Master Agreement, Participating Addendum, or Purchase Order.
341Page
fr
State of Arizona
R �Fl Master Agreement State Procurement Office
Section 3: NASPO ValuePoint Master Agreement Terms and 100 North 1511 Avenue, Suite 201
Conditions Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
33. Assignment of Antitrust Rights
Contractor irrevocably assigns to a Participating State any claim for relief or cause of action which the
Contractor now has or which may accrue to the Contractor in the future by reason of any violation of state or
federal antitrust laws (15 U.S.C. § 1-15 or a Participating State's state antitrust provisions), as now in effect
and as may be amended from time to time, in connection with any goods or services provided to the Contractor
for the purpose of carrying out the Contractor's obligations under this Master Agreement or Participating
Addendum, including, at a Participating State's option, the right to control any such litigation on such claim for
relief or cause of action.
34. Debarment
The Contractor certifies that neither it nor its principals are presently debarred, suspended, proposed for
debarment, declared ineligible, or voluntarily excluded from participation in this transaction (contract) by any
governmental department or agency. This certification represents a recurring certification made at the time
any Order is placed under this Master Agreement. If the Contractor cannot certify this statement, attach a
written explanation for review by the Lead State.
35. Governing Law and Venue
a. The procurement, evaluation, and award of the Master Agreement shall be governed by and construed in
accordance with the laws of the Lead State sponsoring and administering the procurement. The construction
and effect of the Master Agreement after award shall be governed by the law of the state serving as Lead State
(in most cases also the Lead State). The construction and effect of any Participating Addendum or Order
against the Master Agreement shall be governed by and construed in accordance with the laws of the
Participating State's or Purchasing Entity's State.
b. Unless otherwise specified in the RFP, the venue for any protest, claim, dispute or action relating to the
procurement, evaluation, and award is in the Lead State. Venue for any claim, dispute or action concerning
the terms of the Master Agreement shall be in the state serving as Lead State. Venue for any claim, dispute, or
action concerning any Order placed against the Master Agreement or the effect of a Participating Addendum
shall be in the Purchasing Entity's State.
c. If a claim is brought in a federal forum, then it must be brought and adjudicated solely and exclusively within
the United States District Court for (in decreasing order of priority): the Lead State for claims relating to the
procurement, evaluation, award, or contract performance or administration if the Lead State is a party; the
Participating State if a named party; the Participating State state if a named party; or the Purchasing Entity
state if a named party.
36. NASPO ValuePoint eMarket Center
In July 2011, NASPO ValuePoint entered into a multi -year agreement with SciQuest, Inc. whereby SciQuest
will provide certain electronic catalog hosting and management services to enable eligible NASPO
ValuePoint's customers to access a central online website to view and/or shop the goods and services
available from existing NASPO ValuePoint Cooperative Contracts. The central online website is referred to as
the NASPO ValuePoint eMarket Center.
The Contractor will have visibility in the eMarket Center through Ordering Instructions. These Ordering
Instructions are available at no cost to the Contractor and provided customers information regarding the
Contractors website and ordering information.
351 Page
Master Agreement
Section 3: NASPO ValuePoint Master Agreement Terms and
Conditions
Contract No: ADSP016-130651
_Description: Software Value -Added Reseller (SVAR) Services
State of Arizona
State Procurement Office
100 North 1Vh Avenue, Suite 201
Phoenix, AZ 85007
At a minimum, the Contractor agrees to the following timeline: NASPO ValuePoint eMarket Center Site Admin
shall provide a written request to the Contractor to begin Ordering Instruction process. The Contractor shall
have thirty (30) days from receipt of written request to work with NASPO ValuePoint to provide any unique
information and ordering instructions that the Contractor would like the customer to have.
37. Contract Provisions for Orders Utilizing Federal Funds.
Pursuant to Appendix II to 2 Code of Federal Regulations (CFR) Part 200, Contract Provisions for Non -Federal
Entity Contracts Under Federal Awards, Orders funded with federal funds may have additional contractual
requirements or certifications that must be satisfied at the time the Order is placed or upon delivery. These
federal requirements may be proposed by Participating Entities in Participating Addenda and Purchasing
Entities for incorporation in Orders placed under this master agreement.
38. State Government Support
No support, facility space, materials, special access, personnel or other obligations on behalf of the states or
other Participating Entity, other than payment, are required under the Master Agreement.
361 Page
State of Arizona
_
Master A reement
g
Section 4: Lead State (ARIZONA) Terms and Conditions
State Procurement Office
100 North 151h Avenue, Suite 201
Phoenix, AZ 85007
Contract No:
ADSP016-130651
Description:
Software Value -Added Reseller (SVAR) Services
5.1 State of Arizona Special Terms and Conditions
A. Purpose
Pursuant to provisions of the Arizona Procurement Code, A.R.S. 41-2501 Et Seq., the State of Arizona
intends to establish a Contract (Participating Addendum, PA) for the materials or services as listed
herein in service to the State. -
B. Term of Contract
The term of any resultant Contract shall commence on date of execution and shall be for an initial
period of two (2) years, unless terminated, canceled or extended as otherwise provided herein.
C. Contract Extensions
The Contract term is for period stated in Item B. subject to additional successive periods with a
maximum aggregate including all extensions not to exceed five (5) years.
D. Contract Type — Fixed Price
E. Eligible Agencies (STATEWIDE)
This Contract shall be for the use of all State of Arizona departments, agencies, commissions and
boards. In addition, eligible State Purchasing Cooperative members may participate at their discretion.
In order to participate in this contract, a cooperative member shall have entered into a Cooperative
Purchasing Agreement with the Department of Administration, State Procurement Office as required by
Arizona Revised Statues § 41-2632.
Membership in the State Purchasing Cooperative is available to all Arizona political subdivisions
including cities, counties, school districts, and special districts. Membership is also available to all non-
profit organizations, as well as State governments, the US Federal Government and Tribal Nations.
Non-profit organizations are defined in A.R.S. § 41-2631(4) as any nonprofit corporation as designated
by the internal revenue service under section 501(c)(3) through 501(c)(6).
F. Licenses
The Contractor shall maintain in current status, all federal, state and local licenses and permits required
for the operation of the business conducted by the Contractor.
G. Volume of Work
The State does not guarantee a specific amount of work either for the life of the Contract or on an
annual basis.
Master Agreement
Section 4: Lead State (ARIZONA) Terms and Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
H. Key Personnel
State of Arizona
State Procurement Office
100 North 15ffi Avenue, Suite 201
Phoenix, AZ 85007
It is essential that the Contractor provide adequate experienced personnel, capable of and devoted to
the successful accomplishment of work to be performed under this Contract. The Contractor must
agree to assign specific individuals to the key positions if required.
1. The Contractor agrees that, once assigned to work under this Contract, key personnel shall not be
removed or replaced without written notice to the State.
2. Key personnel who are not available for work under this Contract for a continuous period exceeding
thirty (30) calendar days, or are expected to devote substantially less effort to the work than initially
anticipated, the Contractor shall immediately notify the State, and shall, subject to the concurrence
of the State, replace such personnel with personnel of substantially equal ability and qualifications.
Changes
The State may at any time make changes within the general scope of this Contract. The Contractor
shall respond to the Change Order with a proposal. If any such change causes an adjustment in the
cost of, or the time required for the performance of any part of the work under this Contract, whether
changed or not changed by the Change Order, the Procurement Officer shall modify the Contract in
writing via a bilateral Contract Amendment.
J. Price Adjustment
Any price adjustment shall be within the confines of the awarded contract, or as negotiated in service to
this Contract. Any negotiated price adjustments for this Contract shall be documented via a bilateral
Contract Amendment.
K. Payment Procedures
The State will_ not make payments to any Entity, Group or individual other than the Contractor with the
Federal Employer Identification (FEI) Number -identified in the Contract. Contractor invoices requesting
payment to any Entity, Group or individual other than the contractually specified Contractor shall be
returned to the Contractor for correction.
The Contractor shall review and insure that the invoices for services provided show the correct
Contractor name prior to sending them for payment.
If the Contractor Name and FEI Number change, the Contractor must complete an "Assignment and
Agreement" form transferring contract rights and responsibilities to the new Contractor. The State must
indicate consent on the form. A written Contract Amendment must be signed by both parties and a new
W-9 form must be submitted by the new Contractor and entered into the system prior to any payments
being made to the new Contractor.
L. Information Disclosure
The Contractor shall establish and maintain procedures and controls that are acceptable to the State
for the purpose of assuring that no information contained in its records or obtained from the state or
from others in carrying out its functions under the contract shall be used or disclosed by it, its agents,
officers, or employees, except as required to efficiently perform duties under the Contract. Persons
requesting such information should be referred to the State. The Contractor also agrees that any
information pertaining to individual persons shall not be divulged other than to employees or officers of
381 Page
State of Arizona
Master Agreement State Procurement Office
g 100 North 15'h Avenue, Suite 201
Section 4: Lead State (ARIZONA) Terms and Conditions Phoenix. AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
the Contractor as needed for the performance of duties under the Contract, unless otherwise agreed to
in writing by the State.
M. Employees of the Contractor
All employees of the Contractor employed in the performance of work under the Contract shall be
considered employees of the Contractor at all times, and not employees of the State. The Contractor
shall comply with the Social Security Act, Workman's Compensation laws and Unemployment laws of
the State of Arizona and all State, local and Federal legislation relevant to the Contractor's business.
N. Warranty
All services supplied under this Contract shall be fully guaranteed by the Contractor for a minimum
period of ninety (90) days from the date of acceptance by the State. Any defects of design,
workmanship, or delivered materials, that would result in non-compliance shall be fully corrected by the
Contractor without cost to the State.
O. Compliance with Applicable Laws
The Materials and services supplied under this Contract shall comply with all applicable Federal, state
and local laws, and the Contractor shall maintain all applicable licenses and permit requirements.
Contractor represents and warrants to the State that Contractor has the skill and knowledge possessed
by members of its trade or profession and Contractor will apply that skill and knowledge with care and
diligence so Contactor and Contractor's employees and any authorized subcontractors shall perform
the Services described in this Contract in accordance with the Statement of Work.
Contractor represents and warrants that the Materials provided through this Contract and Statement of
Work shall be free of viruses, backdoors, worms, spyware, malware and other malicious code that will
hamper performance of the Materials, collect unlawful personally identifiable information on Users or
prevent the Materials from performing as required under the terms and conditions of this Contract.
P. Non -Exclusive Contract
Any Contract resulting from this solicitation shall be awarded with the understanding and agreement
that it is for the sole convenience of the State of Arizona. The State reserves the right to obtain like
goods or services from another source when necessary, or when determined to be in the best interest
of the State.
Q. Administrative Fee/Usage Reports
1. In accordance with ARS § 41-2633 the Department of Administration, State Procurement Office
includes an Administrative Fee, in the majority of its Statewide contracts — multiple agency, multiple
government, cooperative contracts. The Administrative Fee is used by the State to defray the
additional costs associated with soliciting, awarding and administering statewide contracts.
In addition to the State agencies, boards and commissions, statewide contracts are available to
members of the State Purchasing Cooperative including cities, counties, school districts, special
districts, other state governments, agencies of the federal government, tribal nations, schools,
medical institutions, and nonprofit organizations.
The Administrative Fee is the responsibility of the contractor. The Administrative Fee is a part of
the contractor's unit prices and is not to be charged directly to the customer in the form of a
391 Page
Master Agreement
Section 4: Lead State (ARIZONA) Terms and Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
State of Arizona
State Procurement Office
100 North 15'h Avenue, Suite 201
Phoenix, AZ 85007
separate line item. In accordance with Section 26 of the NASPO ValuePoint Master Agreement
Terms and Conditions, the 0.25% NASPO ValuePoint Administrative fee shall be incorporated into
the Offerors base price. Other states, including the State of Arizona, may negotiate additional
Administrative Fees in their Participating Addenda following award of a Master Agreement.
Further, Statewide contracts maintain one set of pricing for all customers and not separate prices
for State agency customers and State Purchasing Cooperative customers.
2. State of Arizona Fee Amount:
Unless defined differently within the contract, the Statewide Contracts Administrative Fee shall be
one percent (1.0%) of quarterly sales receipts under an active Statewide contract, transacted by
only the members of the State Purchasing Cooperative, minus any taxes or regulatory fees, minus
any returns or credits, and minus any shipping charges not already included in the unit prices. The
Administrative Fee percentage is only applicable to amounts actually received by the contractor
during the quarter and is not applicable to amounts ordered by customers but not yet paid for. The
administrative fee is not paid on transactions with state agency customers.
3. Method of Assessment
At the completion of each quarter, the contractor reviews all sales under their contract in
preparation for submission of their Usage Report. The contractor identifies all sales receipts
transacted by members of the State Purchasing Cooperative and assesses one percent (1.0%) of
this amount in their Usage Report. An updated list of State Purchasing Cooperative members may
be found at: https:/lspo.az gov/state-prchasing-cAt its option, the State may expand
or narrow the applicability of this fee. The State shall provide thirty (30) written notice prior to
exercising or changing this option. The contractor shall summarize all sales, along with all
assessed Administrative Fee amounts within their Usage Report, including total amounts for the
following:
• Total sales receipts from State agencies, boards and commissions;
• Total sales receipts from members of the State Purchasing Cooperative; and
• Total Administrative Fee amount based on one percent (1.0%) of the sales receipts
from members of the State Purchasing Cooperative.
Submission of Reports and Fees. Within thirty (30) days following the end of the quarter, the
contractor submits their Usage Report and if applicable, a check in the amount of one percent
(1 %) of their sales receipts from members of the State Purchasing Cooperative, to the
Department of Administration, State Procurement Office. Contractors are required to use the
State's current report templates unless you have authorization from your contract officer to use a
different format. You need to complete Form 799, which is a cover letter that gives the totals of
your transactions; and Form 801, which is an Excel spreadsheet that details your transactions.
Sales to state agencies and the cooperative members are to be totaled separately. The most
current forms can be downloaded at https://spo.az.gov/statewide-contracts-administrative-fee.
4.1 The submission schedule for Administrative Fees and Usage reports shall be as
follows:
FY Q1, July through September Due October 31
FY Q2, October through December Due January 31
FY Q3, January through March Due by April 30
FY Q4, April through June Due by July 31
401 Page
State of Arizona
Master Agreement State Procurement Office
g 100 North 151h Avenue, Suite 201
Section 4: Lead State (ARIZONA) Terms and Conditions Phoenix, AZ 85007
Contract No: ADSPO16-130651
Description: Software Value -Added Reseller (SVAR) Services
4.2 Usage Reports and any questions are to be submitted by email to the state's
designated usage report email address: usage@azdoa.gov
4.3 Administrative Fees shall be made out to the "State Procurement Office" and mailed
to:
Department of Administration
General Services Division
ATTN: "Statewide Contracts Administrative Fee"
100 N. 15th Avenue, Suite 202
Phoenix, AZ 85007
5. The Administrative Fee shall be a part of the Contractor's unit prices and is not to be charged
directly to the customer in the form of a separate line item. Statewide contracts shall not have
separate prices for State Agency customers and State Purchasing Cooperative customers.
6. Contractor's failure to remit administrative fees in a timely manner consistent with the contract's
requirements may result in the State exercising any recourse available under the contract or as
provided for by law.
R. Acceptance
Determination of the acceptability of services shall be made by the sole judgment of the State.
Acceptance shall be in writing, verbal acceptance will not be allowed. Services shall be completed in
accordance with the Scope of Work, agreed to and accepted schedules, plans, and agreed to
performance standards. Acceptance shall be one hundred percent (100%) functionality, which will be
determined by the State. Acceptance criteria shall include, but not be limited to conformity to the scope
of work, quality of workmanship and successfully performing all required Tasks. Nonconformance to
any of the stated acceptance and performance criteria of both services and or products as required
shall result in a delay for payment.- Payment shall not be made until nonconformance to the criteria is
corrected as determined by the State.
T. Performance
Contractor agrees that, from and after the date that the applicable services commence, its performance
of the Scope of Services will meet or exceed industry best practices subject to the limitations and in
accordance with the provisions set forth in this Contract. If the Services provided pursuant to this
Contract are changed, modified or enhanced (whether by Change Order -or through the provision of
new Services), The State and the Contractor will review the current performance experience and will
in good faith determine whether such experience should be adjusted and whether additional services
should be implemented or whether services be removed. The following requirements shall also apply:
1. Failure to Perform
If Contractor fails to complete any deliverable, then Contractor shall:
1.1 Promptly perform a root -cause analysis to identify the cause of such failure;
1.2 Use commercially reasonable efforts to correct such failure and to begin meeting the
requirements as promptly as practicable;
1.3 Provide the State with a report detailing the cause of, and procedure for correcting, such
41 1 Page
State of Arizona
u
MasterAgreementState Procurement Office
Section 4: Lead State (ARIZONA) Terms and Conditions 100 North Avenue, Suite 201
Phoeenini x, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
failure; and
1.4 If appropriate under the circumstances, take action to avoid such failure in the future.
2. Root -Cause Analysis
In the event of the Contractor's failure to perform required services or meet agreed upon service
levels or other Contractor service standards as required by the State under this Contract, the
Contractor shall perform an analysis of the cause of the service level problem and implement
remediation steps as appropriate. The State shall have the right to review the analysis and approve
the remediation steps prior to or subsequent to their implementation, as deemed appropriate by the
State, if the remediation steps impact State assets or operational processes.
U. Compensation
Should the Contractor fail to provide all required services or deliver work products, as agreed upon by
State and the Contractor, the State shall be entitled to invoke applicable remedies, including but not
limited to, withholding payment to the Contractor and declaring the Contractor in material breach of the
Contract. If the Contractor is in any manner in default of any obligation or the Contractor's work or
performance is determined by the State to be defective, sub -standard, or if audit exceptions are
identified, the State may, in addition to other available remedies, either adjust the amount of payment or
withhold payment until satisfactory resolution of the default, defect, exception or sub -standard
performance. The Contractor shall reimburse the State on demand, or the State may deduct from
future payments, any amounts paid for work products or performance which are determined to be an
audit exception, defective or sub -standard performance. The Contractor shall correct its mistakes or
errors without additional cost to the State. The State shall be the sole determiner as to defective or
sub -standard performance.
The Contractor shall fulfill their contractual requirements including the Deliverables identified in the
Statement of Work and fulfill the roles and responsibilities described in the Statement of Work for a firm
fixed price, inclusive of travel and travel -related expenses. The fixed amount shall be inclusive of any
fees for the use of any third party products or services required for use in the performance of this
Contract
V. Contractor Performance Reports
Program management shall document Contractor performance, both exemplary and needing
improvements where corrective action is needed or desired. Copies of corrective action reports will be
forwarded to the Procurement Office for review and any necessary follow-up. The Procurement Office
may contact the Contractor upon receipt of the report and may request corrective action. The
Procurement Office shall discuss the Contractor's suggested corrective action plan with the
Procurement Specialist for approval of the plan.
W. Offshore Performance of Work Prohibited
Due to security and identity protection concerns, direct services under this contract shall be performed
within the borders of the United States. Any services that are described in the specifications or scope
of work that directly serve the State of Arizona or its clients and may involve access to secure or
sensitive data or personal client data or development or modification of software for the State shall be
performed within the borders of the United States. Unless specifically stated otherwise in the
specifications, this definition does not apply to indirect or "overhead" services, redundant back-up
421 Page
Master Agreement
Section 4: Lead State (ARIZONA) Terms and Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (VAR) Services
State of Arizona
State Procurement Office
100 North 15'h Avenue, Suite 201
Phoenix, AZ 85007
services or services that are incidental to the performance of the contract. This provision applies to
work performed by subcontractors at all tiers.
X. Indemnification and Insurance
1.1 Indemnification Clause
To the fullest extent permitted by law, Contractor shall defend, indemnify, and hold harmless the
State of Arizona, and its departments, agencies, boards, commissions, universities, and any
jurisdiction or agency issuing permits for any work included in the project, and their respective
directors, officers, officials, agents and employees (hereinafter referred to as "Indemnitee") from
and against any and all claims, actions, liabilities, costs, losses, or expenses, (including
reasonable attorney's fees), (hereinafter collectively referred to as "Claims") arising out of actual
or alleged bodily injury or personal injury of any person (including death) or loss or damage to
tangible or intangible property caused, or alleged to be caused, in whole or in part, by the
negligent or willful acts or omissions of Contractor or any of Contractor's directors, officers,
agents, employees, volunteers or subcontractors. This indemnity includes any claim or amount
arising or recovered under the Workers' Compensation Law or arising out of the failure of
Contractor to conform to any federal, state or local law, statute, ordinance, rule, regulation or
court decree. It is the specific intention of the parties that the Indemnitee shall, in all instances,
except for Claims arising solely from the negligent or willful acts or omissions of the Indemnitee,
be indemnified by Contractor from and against any and all Claims. It is agreed that Contractor
will be responsible for primary loss investigation, defense and judgment costs where this
indemnification is applicable. This indemnification will survive the termination of the above listed
contract with the Contractor.
This indemnity shall not apply if the contractor or sub-contractor(s) is/are an agency, board,
commission or university of the State of Arizona.
1.2 Insurance Requirements
1.2.1 Contractor and subcontractors shall procure and maintain, until all of their obligations have
been discharged, including any warranty periods under this Contract, insurance against
claims for injury to persons or damage to property arising from, or in connection with, the
performance of the work hereunder by the Contractor, its agents, representatives,
employees or subcontractors.
1.2.2 The Insurance Requirements herein are minimum requirements for this Contract and in
no way limit the indemnity covenants contained in this Contract. The State of Arizona in
no way warrants that the minimum limits contained herein are sufficient to protect the
Contractor from liabilities that arise out of the performance of the work under this Contract
by the Contractor, its agents, representatives, employees or subcontractors, and the
Contractor is free to purchase additional insurance.
1.3 Minimum Scope and Limits of Insurance
Contractor shall provide coverage with limits of liability not less than those stated below.
431 Page
I
State of Arizona
Master Agreement State Procurement Office
100 North 151h Avenue, Suite 201
Section 4: Lead State (ARIZONA) Terms and Conditions Phoenix, AZ 85007
---- ..............
Contract No: ADSPOI6-130651
Description: Software Value -Added Reseller (SVAR) Services
1.3.1 Commercial General Liability (CGL) — Occurrence Form
Policy shall include bodily injury, property damage, and broad form contractual liability
coverage.
General Aggregate $2,000,000
Products — Completed Operations Aggregate $1,000,000
Personal and Advertising Injury $1,000,000
Damage to Rented Premises $50,000
Each Occurrence $1,000,000
a. The policy shall be endorsed, as required by this written agreement, to include the
State of Arizona, and its departments, agencies, boards, commissions, universities,
officers, officials, agents, and employees as additional insureds with respect to liability
arising out of the activities performed by or on behalf of the Contractor.
b. Policy shall contain a waiver of subrogation endorsement, as required by this written
agreement, in favor of the State of Arizona, and its departments, agencies, boards,
commissions, universities, officers, officials, agents, and employees for losses arising
from work performed by or on behalf of the Contractor.
1.3.2 Business Automobile Liability
Bodily Injury and Property Damage for any owned, hired, and/or non -owned automobiles
used in the performance of this Contract.
• Combined Single Limit (CSL)
$1,000,000
Policy shall be endorsed, as required by this written agreement, to include the State of
Arizona, and its departments, agencies, boards, commissions, universities, officers,
officials, agents, and employees as additional insureds with respect to liability arising
out of the activities performed by, or on behalf of, the Contractor involving automobiles
owned, hired and/or non -owned by the Contractor.
c. Policy shall contain a waiver of subrogation endorsement as -required by this written
agreement in favor of the State of Arizona, and its departments, agencies, boards,
commissions, universities, officers, officials, agents, and employees for losses arising
from work performed by or on behalf of the Contractor.
1.3.3 Workers' Compensation and Employers' Liability
• Workers' Compensation Statutory
• Employers' Liability
• Each Accident $1,000,000
• Disease — Each Employee $1,000,000
• Disease — Policy Limit $1,000,000
Policy shall contain a waiver of subrogation endorsement, as required by this written
agreement, in favor of the State of Arizona, and its departments, agencies, boards,
441 Page
Master Agreement
Section 4: Lead State (ARIZONA) Terms and Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
State of Arizona
State Procurement Office
100 North 151h Avenue, Suite 201
Phoenix, AZ 85007
commissions, universities, officers, officials, agents, and employees for losses arising
from work performed by or on behalf of the Contractor.
e. This requirement shall not apply to each Contractor or subcontractor that is exempt
under A.R.S. § 23-901, and when such Contractor or subcontractor executes the
appropriate waiver form (Sole Proprietor or Independent Contractor).
1.3.4 Technology Errors & Omissions Insurance
• Each Claim $2,000,000
• Annual Aggregate $2,000,000
f. Such insurance shall cover any, and all errors, omissions, or negligent acts in the
delivery of products, services, and/or licensed programs under this contract.
g. Coverage shall include or shall not exclude settlement and/or defense of claims
involving intellectual property, including but not limited to patent or copyright
infringement.
h. In the event that the Tech E&O insurance required by this Contract is written on a
claims -made basis, Contractor warrants that any retroactive date under the policy shall
precede the effective date of this Contract and, either continuous coverage will be
maintained or an extended discovery period will be exercised for a period of two (2)
years, beginning at the time work under this Contract is completed.
1.3.5 Media Liability Coverage
■ Each Claim $2,000,000
• Annual Aggregate $2,000,000
i. Such insurance shall cover any and all errors and omissions or negligent acts in the
production of content, including but not limited to plagiarism, defamation, libel, slander,
false advertising, invasion of privacy, and infringement of copyright, title, slogan,
trademark, service mark and trade dress.
j. In the event that the Media Liability insurance required by this Contract is written on a
claims -made basis, Contractor warrants that any retroactive date under the policy shall
precede the effective date of this Contract and, either continuous coverage will be
maintained, or an extended discovery period will be exercised for a period of two (2)
years beginning at the time work under this Contract is completed.
1.4 Additional Insurance Requirements
The policies shall include, or be endorsed to include, as required by this written agreement, the
following provisions:
1.4.1 The Contractor's policies, as applicable, shall stipulate that the insurance afforded the
Contractor shall be primary and that any insurance carried by the Department, its agents,
451 Page
State of Arizona
Master Agreement
State Procurement Office
100 North 151h Avenue, Suite 201
Section 4: Lead State (ARIZONA) Terms and Conditions
Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
officials, employees or the State of Arizona shall be excess and not contributory insurance,
as provided by A.R.S. § 41-621 (E).
1.4.2 Insurance provided by the Contractor shall not limit the Contractor's liability assumed
under the indemnification provisions of this Contract.
1.5 Notice of Cancellation
Applicable to all insurance policies required within the Insurance Requirements of this Contract,
Contractor's insurance shall not be permitted to expire, be suspended, be canceled, or be
materially changed for any reason without thirty (30) days prior written notice to the State of
Arizona. Within two (2) business days of receipt, Contractor must provide notice to the State of
Arizona if they receive notice of a policy that has been or will be suspended, canceled,
materially changed for any reason, has expired, or will be expiring. Such notice shall be sent
directly to the Department and shall be mailed, emailed, hand delivered or sent by facsimile
transmission to (State Representative's Name, Address & Fax Number).
1.6 Acceptability -of Insurers
Contractor's insurance shall be placed with companies licensed in the State of Arizona or hold
approved non -admitted status on the Arizona Department of Insurance List of Qualified
Unauthorized Insurers. Insurers shall have an "A.M. Best" rating of not less than A- VII. The
State of Arizona in no way warrants that the above -required minimum insurer rating is sufficient
to protect the Contractor from potential insurer insolvency.
1.7 Verification of Coverage
Contractor shall furnish the State of Arizona with certificates of insurance (valid ACORD form or
equivalent approved by the State of Arizona) as required by this Contract. An authorized
representative of the insurer shall sign the certificates.
1.7.1 All certificates and endorsements, as required by this written agreement, are to be
received and approved by the State of Arizona before work commences. Each insurance
policy required by this Contract must be in effect at, or prior to, commencement of work
under this Contract. Failure to maintain the insurance policies as required by this Contract,
or to provide evidence of renewal, is a material breach of contract.
1.7.2 All certificates required by this Contract shall be sent directly to the Department. The State
of Arizona project/contract number and project description shall be noted on the certificate
of insurance. The State of Arizona reserves the right to require complete copies of all
insurance policies required by this Contract at any time.
1.8 Subcontractors
Contractor's certificate(s) shall include all subcontractors as insureds under its policies or
Contractor shall be responsible for ensuring and/or verifying that all subcontractors have valid
and collectable insurance as evidenced by the certificates of insurance and endorsements for
each subcontractor. All coverages for subcontractors shall be subject to the minimum Insurance
461 Page
r4: State of Arizona
State Procurement Office
Master Agreement 100 North 15'h Avenue, Suite 201
=-_ Section 4: Lead State ARIZONA Terms and Conditions
( ) Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
Requirements identified above. The Department reserves the right to require, at any time
throughout the life of this contract, proof from the Contractor that its subcontractors have the
required coverage.
1.9 Approval and Modifications
The Contracting Agency, in consultation with State Risk, reserves the right to review or make
modifications to the insurance limits, required coverages, or endorsements throughout the life of
this contract, as deemed necessary. Such action will not require a formal Contract amendment
but may be made by administrative action.
1.10 Exceptions
In the event the Contractor or subcontractor(s) is/are a public entity, then the Insurance
Requirements shall not apply. Such public entity shall provide a certificate of self-insurance. If
the Contractor or subcontractor(s) is/are a State of Arizona agency, board, commission, or
university, none of the above shall apply.
Y. Data Privacy and Security
Contractor shall treat all information obtained through performance of the contract, as confidential or
sensitive information consistent with State and federal law and State Policy. Contractor or its agents
shall not use any data obtained in the performance of the contract in any manner except as necessary
for the proper discharge of its obligations and protection of its rights related to this agreement. .
Contractor shall establish and maintain procedures and controls acceptable to the State for the purpose
of assuring that data in its or its agents' possession is not mishandled, misused, released, disclosed, or
used in an inappropriate manner in performance of the contract. This includes data contained in
Contractor's records obtained from the State or others, necessary for contract performance. Contractor
and its agents shall take all reasonable steps and precautions to safeguard this information and data
and shall not divulge the information or data to parties other than those needed for the performance of
duties under the contract.
Z. Data Privacy/Security Incident Management
Contractor and its agents shall cooperate and collaborate with appropriate State personnel to identify
and respond to an information security or data privacy incident, including a security breach.
1. Threat of Security Breach
Contractor(s) agrees to notify the State Chief Information Officer (CIO), the State Chief
Information Security Officer (CISO) and other key personnel as identified by the State of any
perceived threats placing the supported infrastructure and/or applications in danger of breach of
security. The speed of notice shall be at least commensurate with the level of threat, as
perceived by the Contractor(s). The State agrees to provide contact information for the State
CIO, CISO and key personnel to the Contractor(s).
2. Discovery of Security Breach
Contractor agrees to immediately notify the State CIO, the CISO and key personnel as identified
by the State of a discovered breach of security. The State agrees to provide contact information
471 Page
Master Agreement
Section 4: Lead State (ARIZONA) Terms and Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
for the State CIO, the CISO and key personnel.
AA. Security Requirements for Contractor Personnel
State of Arizona
State Procurement Office
100 North 15th Avenue, Suite 201
Phoenix, AZ 85007
Each individual proposed to provide services through this contract agrees to security clearance and
background check procedures, including fingerprinting, as defined by the Arizona Department of
Administration in accordance with Arizona Revised Statutes §41-710. The results of the individual's
background check procedures must meet all HIPAA and law enforcement requirements. Contractor is
responsible for all costs to obtain security clearance for their consultants providing services through this
contract. Contractor personnel, agents or sub -contractors that have administrative access to the
State's networks may be subject to any additional security requirements of the State as may be
required for the performance of the contract. The Contractor, its agents and sub -contractors shall
provide documentation to the State confirming compliance with all such additional security
requirements for performance of the contract. Additional security requirements include but are not
limited to the following:
1. Identity and Address Verification — that verifies the individual is who he or she claims to
be including verification of the candidate's present and previous addresses;
2. UNAX/confidentiality Training;
3. HIPAA Privacy and Security Training; and
4. Information Security Training.
BB. Access Constraints and Requirements
Contractor access to State facilities and resources shall be properly authorized by State personnel,
based on business need and will be restricted to least possible privilege. Upon approval of access
privileges, the Contractor shall maintain strict adherence to all policies, standards, and procedures.
Policies / Standards, ADOA/ASET Policies / Procedures, and Arizona Revised Statues (A.R.S.) §28-
447, §28-449, §38-421, §13-2408, §13-2316, §41-770.
Failure of the Contractor, its agents or subcontractors to comply with policies, standards, and
procedures including any person who commits an unlawful breach or harmful access (physical or
virtual) will be subject to prosecution under all applicable state and / or federal laws.
Any and all recovery or reconstruction costs or other liabilities associated with an unlawful breach or
harmful access shall be paid by the Contractor.
CC. Health Insurance Portability and Accountability Act of 1996
The Contractor warrants that it is familiar with the requirements of HIPAA, as amended by the Health
Information Technology for Economic and Clinical Health Act (HITECH Act) of 2009, and
accompanying regulations and will comply with all applicable HIPAA requirements in the course of this
Contract. Contractor warrants that it will cooperate with the State in the course of performance of the
Contract so that both the State and the Contractor will be in compliance with HIPAA, including
cooperation and coordination with the Arizona Strategic Enterprise Technology (ASET) Group,
Statewide Information Security and Privacy Office (SISPO), Chief Privacy Officer and HIPAA
Coordinator and other compliance officials required by HIPAA and its regulations. Contractor will sign
any documents that are reasonably necessary to keep the State and Contractor in compliance with
481 Page
V f Master Agreement
Section 4: Lead State (ARIZONA) Terms and Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
HIPAA, including but not limited to, business associate agreements.
State of Arizona
State Procurement Office
100 North 15'h Avenue, Suite 201
Phoenix. AZ 85007
If requested, the Contractor agrees to sign a "Pledge to Protect Confidential Information" and to abide
by the statements addressing the creation, use and disclosure of confidential information, including
information designated as protected health information and all other confidential or sensitive information
as defined in policy. In addition, if requested, Contractor agrees to attend or participate in job related
HIPAA training that is: (1) intended to make the Contractor proficient in HIPAA for purposes of
performing the services required and (2) presented by a HIPAA Privacy Officer or other person or
program knowledgeable and experienced in HIPAA and who has been approved by the ASET/SISPO
Chief Privacy Officer and HIPAA Coordinator.
Suggested References.
https.lhvww. cros, go ylRegulations-and-CuidencelHIPAA-Administrative-
SimpliircationlHlPAAGenfnfalrfawntoadslhipaalaw.,od f
h tto; I/www. hhs. govlocrlprivacvlhioaalundersta ndingI
DD. Compliance Requirements for A.R.S. § 41-4401, Government Procurement: E-Verify
Requirement
1. The Contractor warrants compliance with all Federal immigration laws and regulations relating to
employees and warrants its compliance with Section A.R.S. § 23-214, Subsection A. (That
subsection reads: "After December 31, 2007, every employer, after hiring an employee, shall verify
the employment eligibility of the employee through the E-Verify program.)
2. A breach of a warranty regarding compliance with immigration laws and regulations shall be
deemed a material breach of the Contract and the Contractor may be subject to penalties up to and
including termination of the Contract.
3. Failure to comply with a State audit process to randomly verify the employment records of
Contractors and subcontractors shall be deemed a material breach of the Contract and the
Contractor may be subject to penalties -up to and including termination of the Contract.
4. The State Agency retains the legal right to inspect the papers of any employee who works on the
Contract to ensure that the Contractor or subcontractor is complying with the warranty under
paragraph One (1).
5.2 State of Arizona Uniform Terms and Conditions
1. Definition of Terms
As used in this Solicitation and any resulting Contract, the terms listed below are defined as follows:
1.1. "Attachment" means any item the Solicitation requires the Offeror to submit as part of the Offer.
1.2. "Contract' means the combination of the Solicitation, including the Uniform and Special
Instructions to Offerors, the Uniform and Special Terms and Conditions, and the Specifications
and Statement or Scope of Work; the Offer and any Best and Final Offers; and any Solicitation
Amendments or Contract Amendments.
49 1 Page
Master Agreement
Section 4: Lead State (ARIZONA) Terms and Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
State of Arizona
State Procurement Office
100 North 151h Avenue, Suite 201
Phoenix, AZ 85007
1.3. "Contract Amendment" means a written document signed by the Procurement Officer that is
issued for the purpose of making changes in the Contract.
1.4. "Contractor" means any person who has a Contract with the State.
1.5. "Days" means calendar days unless otherwise specified.
1.6. "Exhibit" means any item labeled as an Exhibit in the Solicitation or placed in the Exhibits
section of the Solicitation.
1.7. "Gratuity" means a payment, loan, subscription, advance, deposit of money, services, or
anything of more than nominal value, present or promised, unless consideration of substantially
equal or greater value is received.
1.8. "Materials" means all property, including equipment, supplies, printing, insurance and leases of
property but does not include land, a permanent interest in land or real property or leasing
space.
1.9. "Procurement Officer" means the person, or his or her designee, duly authorized by the State to
enter into and administer Contracts and make written determinations with respect to the
Contract.
1.10, "Services" means the furnishing of labor, time or effort by a contractor or subcontractor which
does not involve the delivery of a specific end product other than required reports and
performance, but does not include employment agreements or collective bargaining
agreements.
1.11. "Subcontract' means any Contract, express or implied, between the Contractor and another
party or between a subcontractor and another party delegating or assigning, in whole or in part,
the making or furnishing of any material or any service required for the performance of the
Contract.
1.12. "State" means the State of Arizona and Department or Agency of the State that executes the
Contract.
1.13. "State Fiscal Year" means the period beginning with July 1 and ending June 30.
2. Contract Interpretation
2.1. Arizona Law. The Arizona law applies to this Contract including, where applicable, the Uniform
Commercial Code as adopted by the State of Arizona and the Arizona Procurement Code,
Arizona Revised Statutes (A.R.S.) Title 41, Chapter 23, and its implementing rules, Arizona
Administrative Code (A.A.C.) Title 2, Chapter 7.
2.2. Implied Contract Terms. Each provision of law and any terms required by law to be in this
Contract are a part of this Contract as if fully stated in it.
2.3. Contract Order of Precedence. In the event of a conflict in the provisions of the Contract, as
accepted by the State and as they may be amended, the following shall prevail in the order set
forth below:
2.3.1. Special Terms and Conditions;
2.3.2. Uniform Terms and Conditions;
2.3.3. Statement or Scope of Work;
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Master Agreement
Section 4: Lead State (ARIZONA) Terms and Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
2.3.4. Specifications;
2.3.5. Attachments;
2.3.6. Exhibits;
2.3.7. Documents referenced or included in the Solicitation.
State of Arizona
State Procurement Office
100 North 151h Avenue, Suite 201
Phoenix, AZ 85007
2.4. Relationship of Parties. The Contractor under this Contract is an independent Contractor.
Neither party to this Contract shall be deemed to be the employee or agent of the other party to
the Contract.
2.5. Severability. The provisions of this Contract are severable. Any term or condition deemed
illegal or invalid shall not affect any other term or condition of the Contract.
2.6. No Parole Evidence. This Contract is intended by the parties as a final and complete
expression of their agreement. No course of prior dealings between the parties and no usage of
the trade shall supplement or explain any terms used in this document and no other
understanding either oral or in writing shall be binding.
2.7. No Waiver. Either party's failure to insist on strict performance of any term or condition of the
Contract shall not be deemed a waiver of that term or condition even if the party accepting or
acquiescing in the nonconforming performance knows of the nature of the performance and fails
to object to it.
3. Contract Administration and Operation
3.1. Records. Under A.R.S. § 35-214 and § 35-215, the Contractor shall retain and shall
contractually require each subcontractor to retain all data and other "records" relating to the
acquisition and performance of the Contract for a period of five years after the completion of the
Contract. All records shall be subject to inspection and audit by the State at reasonable times.
Upon request, the Contractor shall produce a legible copy of any or all such records.
3.2. Non -Discrimination. The Contractor shall comply with State Executive Order No. 2009-09 and
all other applicable Federal and State laws, rules and regulations, including the Americans with
Disabilities Act.
3.3. Audit. Pursuant to AIRS § 35-214, at any time during the term of this Contract and five (5) years
thereafter, the Contractor's or any subcontractor's books and records shall be subject to audit
by the State and, where applicable, the Federal Government, to the extent that the books and
records relate to the performance of the Contract or Subcontract.
3.4. Facilities Inspection and Materials Testing. The Contractor agrees to permit access to its
facilities, subcontractor facilities and the Contractor's processes or services, at reasonable times
for inspection of the facilities or materials covered under this Contract. The State shall also
have the right to test, at its own cost, the materials to be supplied under this Contract. Neither
inspection of the Contractor's facilities nor materials testing shall constitute final acceptance of
the materials or services. If the State determines non-compliance of the materials, the
Contractor shall be responsible for the payment of all costs incurred by the State for testing and
inspection.
3.5. Notices. Notices to the Contractor required by this Contract shall be made by the State to the
person indicated on the Offer and Acceptance form submitted by the Contractor unless
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State of Arizona
State Procurement Office
Master Agreement 100 North 151h Avenue, Suite 201
Section 4: Lead State (ARIZONA) Terms and Conditions Phoenix, AZ 85007
Contract No: ADSP016-130651
Descriotion: 'Software Value -Added Reseller ISVARI Services
otherwise stated in the Contract. Notices to the State required by the Contract shall be made by
the Contractor to the Solicitation Contact Person indicated on the Solicitation cover sheet,
unless otherwise stated in the Contract. An authorized Procurement Officer and an authorized
Contractor representative may change their respective person to whom notice shall be given by
written notice to the other and an amendment to the Contract shall not be necessary.
3.6. Advertising, -Publishing and Promotion of Contract. The Contractor shall not use, advertise or
promote information for commercial benefit concerning this Contract without the prior written
approval of the Procurement Officer.
3.7. Property of the State. Any materials, including reports, computer programs and other
deliverables, created under this Contract are the sole property of the State. The Contractor is
not entitled to a patent or copyright on those materials and may not transfer the patent or
copyright to anyone else. The Contractor shall not use or release these materials without the
prior written consent of the State.
3.8. Ownership of Intellectual Property. Any and all intellectual property, including but not limited to
copyright, invention, trademark, trade name, service mark, and/or trade secrets created or
conceived pursuant to or as a result of this contract and any related subcontract ("Intellectual
Property"), shall be work made for hire and the State shall be considered the creator of such
Intellectual Property. The agency, department, division, board or commission of the State of
Arizona requesting the issuance of this contract shall own (for and on behalf of the State) the
entire right, title and interest to the Intellectual Property throughout the world. Contractor shall
notify the State, within thirty (30) days, of the creation of any Intellectual Property by it or its
subcontractor(s). Contractor, on behalf of itself and any subcontractor(s), agrees to execute any
and all document(s) necessary to assure ownership of the Intellectual Property vests in the
State and shall take no affirmative actions that might have the effect of vesting all or part of the
Intellectual Property in any entity other than the State. The Intellectual Property shall not be
disclosed by contractor or its subcontractor(s) to any entity not the State without the express
written authorization of the agency, department, division, board or -commission of the State of
Arizona requesting the issuance of this contract.
3.9. Federal Immigration and Nationality Act. The contractor shall comply with all federal, state and
local immigration laws and regulations relating to the immigration status of their employees
during the term of the contract. Further, the contractor shall flow down this requirement to all
subcontractors utilized during the term of the contract. The State shall retain the right to perform
random audits of contractor and subcontractor records or to inspect papers of any employee
thereof to ensure compliance. Should the State determine that the contractor and/or any
subcontractors be found noncompliant, the State may pursue all remedies allowed by law,
including, but not limited to; suspension of work, termination of the contract for default and
suspension and/or debarment of the contractor.
3.10 E-Verify Requirements. In accordance with A.R.S. § 41-4401, Contractor warrants compliance
with all Federal immigration laws and regulations relating to employees and warrants its
compliance with Section A.R.S. § 23-214, Subsection A.
3.11 Offshore Performance of Work Prohibited.
Any services that are described in the specifications or scope of work that directly serve the
State of Arizona or its clients and involve access to secure or sensitive data or personal client
data shall be performed within the defined territories of the United States. Unless specifically
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State of Arizona
U
Master Agreement
State Procurement Office
100 North 15"' Avenue, Suite 201
Section 4: Lead State (ARIZONA) Terms and Conditions
Phoenix, AZ 85007
Contract No:
ADSP016-130651
Description:
_ Software Value -Added Reseller S( VAR) Services
stated otherwise in the specifications, this paragraph does not apply to indirect or'overhead'
services, redundant back-up services or services that are incidental to the performance of the
contract. This provision applies to work performed by subcontractors at all tiers.
4. Costs and Payments
4.1. Payments. Payments shall comply with the requirements of A.R.S. Titles 35 and 41, Net 30
days. Upon receipt and acceptance of goods or services, the Contractor shall submit a
complete and accurate invoice for payment from the State within thirty (30) days.
4.2. Delive . Unless stated otherwise in the Contract, all prices shall be F.O.B. Destination and
shall include all freight delivery and unloading at the destination.
4.3. Applicable Taxes.
4.3.1. Payment of Taxes. The Contractor shall be responsible for paying all applicable taxes.
4.3.2. State and Local Transaction Privilege Taxes. The State of Arizona is subject to all
applicable state and local transaction privilege taxes. Transaction privilege taxes apply
to the sale and are the responsibility of the seller to remit. Failure to collect such taxes
from the buyer does not relieve the seller from its obligation to remit taxes.
4.3.3. Tax Indemnification. Contractor and all subcontractors shall pay all Federal, state and
local taxes applicable to its operation and any persons employed by the Contractor.
Contractor shall, and require all subcontractors to hold the State harmless from any
responsibility for taxes, damages and interest, if applicable, contributions required under
Federal, and/or state and local laws and regulations and any other costs including
transaction privilege taxes, unemployment compensation insurance, Social Security and
Worker's Compensation.
4.3.4. IRS W9 Form. In order to receive payment the Contractor shall have a current I.R.S. W9
Form on file with the State of Arizona, unless not required by law.
4.4. Availability of Funds for the _Next State fiscal _yea r. Funds may not presently be available for
performance under this Contract beyond the current state fiscal year. No legal liability on the
part of the State for any payment may arise under this Contract beyond the current state fiscal
year until funds are made available for performance of this Contract.
4.5. Availability of Funds for the current State fiscal year. Should the State Legislature enter back
into session and reduce the appropriations or for any reason and these goods or services are not
funded, the State may take any of the following actions:
4.5.1. Accept a decrease in price offered by the contractor;
4.5.2. Cancel the Contract; or
4.5.3. Cancel the contract and re -solicit the requirements.
5. Contract Changes
5.1. Amendments. This Contract is issued under the authority of the Procurement Officer who signed
this Contract. The Contract may be modified only through a Contract Amendment within the
scope of the Contract. Changes to the Contract, including the addition of work or materials, the
revision of payment terms, or the substitution of work or materials, directed by a person who is
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State of Arizona
r State Procurement Office
Master Agreement
f � g 100 North 1511 Avenue, Suite 201
Section 4: Lead State (ARIZONA) Terms and Conditions
Phoenix, AZ 85007
Contract No: ADSP016-130651
Description;Software Value -Added Reseller (SVAR) Services
not specifically authorized by the procurement officer in writing or made unilaterally by the
Contractor are violations of the Contract and of applicable law. Such changes, including
unauthorized written Contract Amendments shall be void and without effect, and the Contractor
shall not be entitled to any claim under this Contract based on those changes.
5.2. Subcontracts. The Contractor shall not enter into any Subcontract under this Contract for the
performance of this contract without the advance written approval of the Procurement Officer.
The Contractor shall clearly list any proposed subcontractors and the subcontractor's proposed
responsibilities. The Subcontract shall incorporate by reference the terms and conditions of this
Contract.
5.3. Assignment and Delegation. The Contractor shall not assign any right nor delegate any duty
under this Contract without the prior written approval of the Procurement Officer. The State shall
not unreasonably withhold approval.
6. Risk and Liability
6.1. Risk of Loss: The Contractor shall bear all loss of conforming material covered under this
Contract until received by authorized personnel at the location designated in the purchase order
or Contract. Mere receipt does not constitute final acceptance. The risk of loss for
nonconforming materials shall remain with the Contractor regardless of receipt.
6.2. Indemnification
6.2.1. Contractor/Vendor Indemnification (Not Public Agency The parties to this contract
agree that the State of Arizona, its departments, agencies, boards and commissions
shall be indemnified and held harmless by the contractor for the vicarious liability of the
State as a result of entering into this contract. However, the parties further agree that
the State of Arizona, its departments, agencies, boards and commissions shall be
responsible for its own negligence. Each party to this contract is responsible for its own
negligence.
6.2.2. Public Agency Language Only Each party (as 'indemnitor') agrees to indemnify, defend,
and hold harmless the other party (as 'indemnitee') from and against any and all claims,
losses, liability, costs, or expenses (including reasonable attorney's fees) (hereinafter
collectively referred to as 'claims') arising out of bodily injury of any person (including
death) or property damage but only to the extent that such claims which result in
vicarious/derivative liability to the indemnitee, are caused by the act, omission,
negligence, misconduct, or other fault of the indemnitor, its officers, officials, agents,
employees, or volunteers."
6.3. Indemnification - Patent and Copyright. The Contractor shall indemnify and hold harmless the
State against any liability, including costs and expenses, for infringement of any patent,
trademark or copyright arising out of Contract performance or use by the State of materials
furnished or work performed under this Contract. The State shall reasonably notify the
Contractor of any claim for which it may be liable under this paragraph. If the contractor is
insured pursuant to A.R.S. § 41-621 and § 35-154, this section shall not apply.
6.4. Force Majeure.
6.4.1 Except for payment of sums due, neither party shall be liable to the other nor deemed in
541 Page
Master Agreement
Section 4: Lead State (ARIZONA) Terms and Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller SVAR) Services
State of Arizona
State Procurement Office
100 North 15'h Avenue, Suite 201
Phoenix, AZ 85007
default under this Contract if and to the extent that such party's performance of this
Contract is prevented by reason of force majeure. The term "force majeure" means an
occurrence that is beyond the control of the party affected and occurs without its fault or
negligence. Without limiting the foregoing, force majeure includes acts of God; acts of
the public enemy; war; riots; strikes; mobilization; labor disputes; civil disorders; fire;
flood; lockouts; injunctions -intervention -acts; or failures or refusals to act by government
authority; and other similar occurrences beyond the control of the party declaring force
majeure which such party is unable to prevent by exercising reasonable diligence.
6.4.2. Force Majeure shall not include the following occurrences:
6.4.2.1. Late delivery of equipment or materials caused by congestion at a
manufacturer's plant or elsewhere, or an oversold condition of the market;
6.4.2.2. Late performance by a subcontractor unless the delay arises out of a force
majeure occurrence in accordance with this force majeure term and condition; or
6.4.2.3. Inability of either the Contractor or any subcontractor to acquire or maintain any
required insurance, bonds, licenses or permits.
6.4.3. If either party is delayed at any time in the progress of the work by force majeure, the
delayed party shall notify the other party in writing of such delay, as soon as is
practicable and no later than the following working day, of the commencement thereof
and shall specify the causes of such delay in such notice. Such notice shall be delivered
or mailed certified -return receipt and shall make a specific reference to this article,
thereby invoking its provisions. The delayed party shall cause such delay to cease as
soon as practicable and shall notify the other party in writing when it has done so. The
time of completion shall be extended by Contract Amendment for a period of time equal
to the time that results or effects of such delay prevent the delayed party from
performing in accordance with this Contract.
6.4.4. Any delay or failure in performance by either party hereto shall not constitute default
hereunder or give rise to any claim for damages or loss of anticipated profits if, and to
the extent that such delay or failure is caused by force majeure.
6.5. Third Party Antitrust Violations. The Contractor assigns to the State any claim for overcharges
resulting from antitrust violations to the extent that those violations concern materials or services
supplied by third parties to the Contractor, toward fulfillment of this Contract.
7. Warranties
7.1. Liens. The Contractor warrants that the materials supplied under this Contract are free of liens
and shall remain free of liens.
7.2. Quality. Unless otherwise modified elsewhere in these terms and conditions, the Contractor
warrants that, for one year after acceptance by the State of the materials, they shall be:
7.2.1. Of a quality to pass without objection in the trade under the Contract description;
7.2.2. Fit for the intended purposes for which the materials are used;
7.2.3. Within the variations permitted by the Contract and are of even kind, quantity, and
quality within each unit and among all units;
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fa
Master Agreement
Section 4: Lead State (ARIZONA) Terms and Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
State of Arizona
State Procurement Office
100 North 151h Avenue, Suite 201
Phoenix, AZ 85007
7.2.4. Adequately contained, packaged and marked as the Contract may require; and
7.2.5. Conform to the written promises or affirmations of fact made by the Contractor.
7.3. Fitness. The Contractor warrants that any material supplied to the State shall fully conform to
all requirements of the Contract and all representations of the Contractor, and shall be fit for all
purposes and uses required by the Contract.
7.4. inspection/Testing. The warranties set forth in subparagraphs 7.1 through 7.3 of this paragraph
are not affected by inspection or testing of or payment for the materials by the State.
7.5. Compliance With Applicable Laws. The materials and services supplied under this Contract
shall comply with all applicable Federal, state and local laws, and the Contractor shall maintain
all applicable license and permit requirements.
7.6. Survival of Rights and Obligations after Contract Expiration or Termination.
7.6.1. Contractor's Representations and Warranties. All representations and warranties made
by the Contractor under this Contract shall survive the expiration or termination hereof.
In addition, the parties hereto acknowledge that pursuant to A.R.S. § 12-510, except as
provided in A.R.S. § 12-529, the State is not subject to or barred by any limitations of
actions prescribed in A.R.S., Title 12, Chapter 5.
7.6.2. Purchase Orders. The Contractor shall, in accordance with all terms and conditions of
the Contract, fully perform and shall be obligated to comply with all purchase orders
received by the Contractor prior to the expiration or termination hereof, unless otherwise
directed in writing by the Procurement Officer, including, without limitation, all purchase
orders received prior to but not fully performed and satisfied at the expiration or
termination of this Contract.
8. State's Contractual Remedies
8.1. Right to Assurance. If the State in good faith has reason to believe that the Contractor does not
intend to, or is unable to perform or continue performing under this Contract, the Procurement
Officer may demand in writing that the Contractor give a written assurance of intent to perform.
Failure by the Contractor to provide written assurance within the number of Days specified in
the demand may, at the State's option, be the basis for terminating the Contract under the
Uniform Terms and Conditions or other rights and remedies available by law or provided by the
contract.
8.2. Stop Work Order.
8.2.1. The State may, at any time, by written order to the Contractor, require the Contractor to
stop all or any part, of the work called for by this Contract for period(s) of days indicated
by the State after the order is delivered to the Contractor. The order shall be specifically
identified as a stop work order issued under this clause. Upon receipt of the order, the
Contractor shall immediately comply with its terms and take all reasonable steps to
minimize the incurrence of costs allocable to the work covered by the order during the
period of work stoppage.
8.2.2. If a stop work order issued under this clause is canceled or the period of the order or any
extension expires, the Contractor shall resume work. The Procurement Officer shall
make an equitable adjustment in the delivery schedule or Contract price, or both, and
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State of Arizona
Master A reement State Procurement Office
g 100 North 151h Avenue, Suite 201
U Section 4: Lead State (ARIZONA) Terms and Conditions Phoenix, AZ 85007
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
the Contract shall be amended in writing accordingly.
8.3, Non-exclusive Remedies. The rights and the remedies of the State under this Contract are not
exclusive.
8.4. Nonconforming_ Tender. Materials or services supplied under this Contract shall fully comply
with the Contract. The delivery of materials or services or a portion of the materials or services
that do not fully comply constitutes a breach of contract. On delivery of nonconforming
materials or services, the State may terminate the Contract for default under applicable
termination clauses in the Contract, exercise any of its rights and remedies under the Uniform
Commercial Code, or pursue any other right or remedy available to it.
8.5. Right of Offset. The State shall be entitled to offset against any sums due the Contractor, any
expenses or costs incurred by the State, or damages assessed by the State concerning the
Contractor's non -conforming performance or failure to perform the Contract, including
expenses, costs and damages described in the Uniform Terms and Conditions.
9. Contract Termination
9.1. Cancellation for Conflict of Interest. Pursuant to A.R.S. § 38-511, the State may cancel this
Contract within three (3) years after Contract execution without penalty or further obligation if
any person significantly involved in initiating, negotiating, securing, drafting or creating the
Contract on behalf of the State is or becomes at any time while the Contract or an extension of
the Contract is in effect an employee of or a consultant to any other party to this Contract with
respect to the subject matter of the Contract. The cancellation shall be effective when the
Contractor receives written notice of the cancellation unless the notice specifies a later time. If
the Contractor is a political subdivision of the State, it may also cancel this Contract as provided
in A.R.S. § 38-511.
9.2. Gratuities. The State may, by written notice, terminate this Contract, in whole or in part, if the
State determines that employment or a Gratuity was offered or made by the Contractor or a
representative of the Contractor to any officer or employee of the State for the purpose of
influencing the outcome of the procurement or securing the Contract, an amendment to the
Contract, or favorable treatment concerning the Contract, including the making of any
determination or decision about contract performance. The State, in addition to any other rights
or remedies, shall be entitled to recover exemplary damages in the amount of three times the
value of the Gratuity offered by the Contractor.
9.3. Suspension or Debarment. The State may, by written notice to the Contractor, immediately
terminate this Contract if the State determines that the Contractor has been debarred,
suspended or otherwise lawfully prohibited from participating in any public procurement activity,
including but not limited to, being disapproved as a subcontractor of any public procurement unit
or other governmental body. Submittal of an offer or execution of a contract shall attest that the
contractor is not currently suspended or debarred. If the contractor becomes suspended or
debarred, the contractor shall immediately notify the State.
9.4. Termination for Convenience. The State reserves the right to terminate the Contract, in whole
or in part at any time when in the best interest of the State, without penalty or recourse. Upon
receipt of the written notice, the Contractor shall stop all work, as directed in the notice, notify all
subcontractors of the effective date of the termination and minimize all further costs to the State.
In the event of termination under this paragraph, all documents, data and reports prepared by
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Master Agreement
Section 4: Lead State (ARIZONA) Terms and Conditions
Contract No: ADSP016-130651
Description: Software Value -Added Reseller (SVAR) Services
State of Arizona
State Procurement Office
100 North 151h Avenue, Suite 201
Phoenix, AZ 85007
the Contractor under the Contract shall become the property of and be delivered to the State
upon demand. The Contractor shall be entitled to receive just and equitable compensation for
work in progress, work completed and materials accepted before the effective date of the
termination. The cost principles and procedures provided in A.A.C. R2-7-701 shall apply.
9.5. Termination for Default.
9.5.1. In addition to the rights reserved in the contract, the State may terminate the Contract in
whole or in part due to the failure of the Contractor to comply with any term or condition
of the Contract, to acquire and maintain all required insurance policies, bonds, licenses
and permits, or to make satisfactory progress in performing the Contract. The
Procurement Officer shall provide written notice of the termination and the reasons for it
to the Contractor.
9.5.2. Upon termination under this paragraph, all goods, materials, documents, data and
reports prepared by the Contractor under the Contract shall become the property of and
be delivered to the State on demand.
9.5.3. The State may, upon termination of this Contract, procure, on terms and in the manner
that it deems appropriate, materials or services to replace those under this Contract.
The Contractor shall be liable to the State for any excess costs incurred by the State in
procuring materials or services in substitution for those due from the Contractor.
9.6. Continuation of Performance Through Termination. The Contractor shall continue to perform, in
accordance with the requirements of the Contract, up to the date of termination, as directed in
the termination notice.
10. Contract Claims
All contract claims or controversies under this Contract shall be resolved according to A.R.S. Title 41,
Chapter 23, Article 9, and rules adopted thereunder.
11. Arbitration
The parties to this Contract agree to resolve all disputes arising out of or relating to this contract
through arbitration, after exhausting applicable administrative review, to the extent required by A.R.S. §
12-1518, except as may be required by other applicable statutes (Title 41).
12, Comments Welcome
The State Procurement Office periodically reviews the Uniform Terms and Conditions and welcomes any
comments you may have. Please submit your comments to: State Procurement Administrator, State
Procurement Office, 100 North 151h Avenue, Suite 201, Phoenix, Arizona, 85007.
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ATTACHMENT A - RESPONSE TO SCOPE OF WORK - QUALIFICATIONS
Provide a response to each item below, using attachments where necessary. Each narrative item response
should demonstrate ability to satisfy the Scope of Work. Limit response to experience directly relevant to this
solicitation. The narrative shall include a response to all elements state or referred to in each item. All
information contained in the proposal shall be current and factual. Failure to provide complete and accurate
responses to the following items may have a negative impact on the evaluation of the Offer.
instructions:
a. All materials must be in electronic format that can be received in ProcureAZ
((httosalprocure.az.gov), the State of Arizona's electronic procurement system.
b. Responses should be comprehensive, but concise, addressing specifics with minimal extraneous
information.
c. Response to all questions, even if you answer is "Not Applicable".
d. Label your response "ATTACHMENT A_Qualifications_companyname" and state the question
number being addressed.
e. Additional attached information shall indicate the item number and heading being referenced as it
appears below.
f. The above additional attached information should also include a header labeled, "ATTACHMENT
A_Qualifications_companyname_name of additional information"
Overall Company Information
1.1. Business Operations
1.1.1. Provide a Brief overview of business operations, with an emphasis on the provision of
services as a Software Value -Added Reseller.
SHI Response
SHI International Corp., headquartered in Somerset, New Jersey, has transformed itself from a $1 million
''software -only" regional reseller into a $5.8 billion global, full lifecycle provider of technology, services and
solutions.
SHI is positioned as the fastest growing VAR in the market globally, boasting a growth rate of 15% in revenue and
reaching $5.8 billion in 2014. Providing world class support to more than 14,000 customers, SHI continues to
grow our customer base and maintain our customer loyalty with 99% retention, as some of our largest competitors
are experiencing no or negative growth. Providing a compelling value to our entire customer base, SHI is able to
offer the lowest gross margin of our top 4 competitors, while at the same time maintaining our profitability with the
lowest overhead cost structure in the industry.
We strive to help our customers execute their mission by getting the right technology, to the right people, at the
right time. We do this by understanding our customers' complete project lifecycle. We address customer
business needs, help them acquire the appropriate technology, and follow through to make sure that the
technology we provided is adopted or consumed correctly, and is meeting business needs as expected.
1 1 P a g e
SHI's Approach
SHI is proud of the reputation we have established with our customers as an organization uniquely capable of
understanding and addressing their software needs. We accomplish this through a single-minded focus on
customer satisfaction: every SHI employee understands that we are here because of our clients and will remain
here only as long as we continue to provide customer satisfaction. SHI's proposal incorporates our values and
mission to deliver a high quality and high value service and support model for both NASPO ValuePoint and the
Participating States. To make this contract a success, we have included each of the following elements:
• A dedicated Public Sector account and service team. This team is empowered to commit all of SHI's
resources to address the needs of our customers.
• A flexible service approach that allows SHI to adjust its processes, procedures, and offerings to meet
the changing needs of our customers.
• An innovation strategy that ensures that NASPO ValuePoint and the Participating States are able to
take advantage of additional opportunities to improve service, reduce costs, and improve the satisfaction
of our end -user customers.
SHI's "Customer Needs" Process
SHI understands that in order to bring the right solution to the customer, we need to first understand the
customer's vision. Once we understand what they are trying to accomplish, our sales team, licensing experts,
and internal publisher -specific resources help design a strategy that is suitable to their environment today, and
that will scale to meet their future needs. This approach might include conducting assessments of the customer's
current environment or proof of concept for a potential solution. When the customer is ready to move forward,
SHI will help to ensure that the customer is procuring their software products using the most advantageous
licensing programs and at the most aggressive possible cost. We then follow through with our customer to
ensure that the software solution the customer procured is working as expected.
SHI's Manufacturer Relationships
SHI has a diversified product line that includes a broad range of IT products and services. All the leading
manufacturers have established SHI as an authorized partner. Some of our largest partner relationships include:
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Expertise with Software Licensing
When it comes to software in particular, SHI's expertise is second to none. Following are just a
Ad°be few examples of the benefits we bring to our customers for their software needs:
Our Award Winning Licensing Team —With the largest team of Software & Licensing Specialists
in the industry, SHI has the expertise in managing the varied features of the Publisher Licensing
CiTR X Programs. Our award winning team of Software & Licensing Specialists is available to assist you
with selecting your licensing programs, executing the agreements, and supporting the agreement
Iifecycle.
Software Asset Management—SHI understands how important it is for our customers to
�rrrcrrrsorr° understand and manage their valuable software assets. Our expertise, reporting, and license
Novell- tracking all work together to provide peace of mind. SHI customers have confidence that they
^c:tw- are compliant with each software publisher's unique licensing requirements, without
115 QUEST overspending for unnecessary licensing.
6AC7TTW^RE
Managing your Software Lifecycle—SHI's expertise extends beyond the implementation and
management of your license agreements and compliance. We offer comprehensive software
✓symantec Iifecycle support, including regular Customer Business Reviews and our Polaris Renewal
v min arr- Organizer for the management and budgeting of your software and maintenance renewals.
What is Unique About-SHI's Services as a Software Value Added Reseller?
SHI is a unique company in our industry, and there are many aspects of our business operations which translate
into benefits for the customers with whom we partner for their software needs. Following are a few reasons to
consider selecting SHI as your SVAR:
1. Lowest overhead structure. SHI is financially strong and stable, and we consistently demonstrate year
over year growth without mergers or acquisitions. As a result, we offer our customers the most
competitive pricing and we are able to sustain that value to our customers over the long term.
2. Longest average tenure across our sales force. NASPO ValuePoint can feel confident in SHI's
tenured and knowledgeable staff. We experience very little turnover, and Participating States can
continue to depend upon our consistency and continuity of service.
3. Stable management and ownership structure for 26 years. While other industry organizations have
gone through multiple changes in ownership and operational structures, SHI has remained stable. SHI is
a private company and certified as women and minority owned.
4. Comprehensive software Iifecycle support. SHI does so much more than just facilitate a software
transaction. We provide our customers with software asset management, software license management,
and license renewal services. This minimizes our customers' risk of non-compliance and allows them to
realize significant savings and cost avoidance by identifying surplus licenses and re -deploying within the
enterprise.
5. Management tools. SHI provides the most comprehensive set of customer ready tools for management
of spend and business with SHI. Our online reporting capabilities give customers visibility to and control
over spend, and our PRO (Polaris Renewal Organizer) tool provides a timeline of the customer's
upcoming maintenance and contract renewals.
31 Page
6. Our people and our culture. SHI's employees are empowered to remain flexible to support our
customers' individual needs. With an entrepreneurial mindset and spirit, SHI is proud to provide our
customers with autonomous account teams with the authority to make all decisions relative to account
support.
7. Licensing expertise. SHI is ranked within the top 3 resellers for all of the major software publishers. We
are consistently recognized by our software publisher partners for our quality, and our licensing team is
unsurpassed in the industry.
8. Procurement. SHI's procurement options are flexible and customizable. We offer customizable options
for catalogs and E-Commerce. We also offer options and tracking for diversity spend.
9. Proven success as a Software Value Added Reseller. SHI has had the privilege to administer
statewide software contracts for over 20 years, and we now hold IT contracts across all 50 states. The
number of government clients is in the thousands, from local government entities, to state government
departments and agencies, to educational institutions, to public sector healthcare organizations.
10. Proven success as a NASPO ValuePoint Software Value Added Reseller. SHI has had the privilege
to work with WSCA/NASPO ValuePoint throughout the term of the current SVAR contract, and our
transition to the new contract will be seamless. During the current contract, SHI has partnered closely with
WSCA/NASPO ValuePoint and the Participating States. As evidenced by our number of current SVAR
Participating Addenda and the total contract spend through SHI, we have helped more customers under
the current contract than any other SVAR.
In summary, SHI is the most technologically advanced and flexible software reseller and service provider in the
industry today. Our success has been realized as a result of continued customer satisfaction and continuous
improvement of our systems infrastructure to accommodate the changes in software acquisition, as well as
changes in the procurement and acquisition process for our customers. We've grown and evolved along with the
Participating States under the current NASPO ValuePoint SVAR contract, and we look forward to continuing that
strong partnership under the new agreement term as well.
1.1.2. Provide the following information using the format below.
SHI Response: SHI is pleased to provide the responses to sections 1.1.2.1 through 1.1.2.8 within the requested
format below.
41 Page
1.1.2.1, Offeror's full legal name
1.1.2.2. Primary business contact information (name, address, phone number, email
address, website)
1.1.2.3. Date Company was established;
1.1.2.4. Location where the Offeror is incorporated
1.1.2.5, Ownership structure (public, partnership, subsidiary, etc.)
1.1.2.6. Office location(s) responsible for performance of contract. Include address,
contact information.
1.1.2.7. Organizational chart relevant to Scope of Work of this solicitation.
1.1.2.8, Contact information for the individual who is responsible for any clarifications or
discussions regarding the submitted response.
Format to be used to respond to Item 1.1.2.1 through 1.1.2.8 below
Required Information
1.1.2.1. Offeror's full legal name
1.1.2.2. Primary business contact
information (name, address, phone number,
email address, website)
1.1.2.3. Date Company was established
Offeror's
SHI International Corp.
SHI International Corp.
290 Davidson Ave.
Somerset, NJ 08873
Primary Business Contact for this RFP:
Alison Turner
Director, Public Sector West
425-974-5997
Alison TurnerD-SHI.com
www.shi.com
With more than 3,000 employees globally, SHI
has been in business for 26 years (established
in 1989).
1.1.2.4. Location where the Offeror is 290 Davidson Ave.
incorporated I Somerset, NJ 09973
1.1.2.5. Ownership structure (public,
partnership, subsidiary, etc.)
1.1.2.6. Office location(s) responsible for
performance of contract. Include address,
contact information.
SHI International Corp. is a privately owned
Corporation, incorporated in New Jersey
52% owned by Thai Lee
40% owned by KoGuan Leo
8% held in trust
SHI has sales offices and sales teams across
the country which will actively support this
contract. The location responsible for the
performance of the contract is our headquarters
location in New Jersey:
SHI International Corp.
290 Davidson Ave.
Somerset, NJ 08873
_ L Following are contacts from our Sales
51 Page
1.1.2.7. Organizational chart relevant to
Scope of Work of this solicitation.
1.1.2.8. Contact information for the
individual who is responsible for any
clarifications or discussions regarding the
submitted response.
6 1 P a g e
Management team and our Public Sector
Contracts team who will be responsible for the
performance of the contract:
Sales Management Contact:
Alison Turner
Director, Public Sector West
425-974-5997
Alison Turner SHI-com
Public Sector Contracts Team Contact:
Nick Grappone
Public Sector Sales Contract Specialist
732-537-7166
Nick Grappone@SHI.com
SHI is pleased to provide an organizational
chart; however it would be too small to be
legible in this format, so we are including it
directly beneath this table.
This organizational chart demonstrates the
structure for the Field Sales Management and
Account Teams that will support each
Participating State. There is not sufficient space
to include the names of every Account
Executive in the organizational chart, but we do
provide more details for each region in response
to question 1.3. -
Alison Turner
Director, Public Sector West
425-974-5997
Alison Turner@SHl.com
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1.2 Key Personnel - Provide the information, using the format below, regarding each Key Personnel
for a resultant contract for items 1.2.1 through 1.2.5:
1.2.1 Name;
1.2.2 Position/Title and reporting responsibilities;
1.2.3 Years of industry experience
1.2.4 Years in current position
1.2.5 Proposed role relative to Offered services. Include the functions and tasks for which they
will have prime responsibilities.
SHI Response:
SHI has Key Personnel across the country who have had the privilege of working with Participating States under
the current NASPO ValuePoint SVAR contract, and who look forward to supporting the resultant contract. Since
we do have many representatives who will play a key role in performance of this contract, we are providing a brief
overview of our Public Sector coverage model. Immediately following, SHI is pleased to provide the responses to
sections 1.1.2.1 through 1.1.2.8 within the requested format below.
To give you an idea of our scope of coverage, SHI is proud to support our Public Sector customers with the
following team members who work exclusively with Public Sector:
88 Field Account Executives supporting State & Local Government and Education
132 Inside Account Executives supporting Small/Medium Local Government and Education
customers
94 Inside Account Managers who partner with our Field Account Executives and assist customers
with their day to day quoting and ordering needs
As you can see, SHI has many representatives who will support the NASPO ValuePoint SVAR contract across
the country. Using the requested format, we are supplying information for those Key Personnel who we believe
will be most heavily involved in the resultant contract, based upon SHI's past experience with the States that have
participated under the SVAR contract and/or have indicated their intent to participate in the next SVAR contract.
Again, this is just a representative sample of the SHI team who will be supporting this agreement.
Required Information
Offeror's Response
1.2.1. Name
(Denise Verdicchio
1.2.2. Position/Title
.Senior Director, Public Sector
1.2.3. Years of industry experience
20 years in industry, 20 years with
SHI
1.2.4. Years in current position
1
1.2.5. Proposed role relative to
Senior Director for SHI's Public
Offered services
Sector field sales team across
the country
Responsible for all SHI Public
Sector contracts
Dedicated to excellence and
continuous improvement in
offerings and customer service
--- - _.
8 1 Page
Required Information
Offeror's Response
1.2.1. Name
Alison Turner
1.2.2. Position/Title
(Director, Public Sector West
1.2.3. Years of industry experience
21 years in industry, 2 years with
SHI
1.2.4. Years in current eosition
2
1.2.5. Proposed role relative to
. Coordinates SHI efforts in
Offered services
support of the NASPO
ValuePoint SVAR contract
across the country
Manages the SHI SLED field
sales team in the Western US
Maintains strong relationships
with NASPO ValuePoint and
each Participating State in the
West
Attends annual NASPO
ValuePoint meetings, conducts
regular status checks with
Participating States,
guarantees service under the
contract, point of contact for
contract questions, etc.
Required Information
Offeror's Response
1.2.1. Name
Amelia Jakubcz k
1.2.2. Position/Title
Account Executive, State and
Local Government in Arizona and
Nevada
1.2.3. Years of industry experience
16 years in industry, 5 years with
SHI
1.2.4. Years in current position
5
1.2.5. Proposed role relative to
Amelia has been a Field
Offered services
Account Executive working
with the State of Arizona
(NASPO ValuePoint SVAR
Lead State) and the State of
Nevada throughout the current
contract term
Amelia has been instrumental
in executing under the current
agreement, and she has the
knowledge, customer and
publisher relationships, and
desire to make the new
contract a success as well
9�Page
Required Information
Offeror's Response
1.2.1. Name
Farmer _
,Account Executive, Education in
—Lynn
1.2.2. Position/Title
Arizona and State, Local &
Education in New Mexico and
Wyoming
1.2.3. Years of industry experience
:20 years in industry, 4 years with
,SHI
1.2.4. Years in current 2osition
4
1.2.5. Proposed role relative to
4 Lynn has been a Field Account
'Offered services
Executive working with the
State of Arizona (NASPO
ValuePoint SVAR Lead State)
Education customers, as well
as the States of New Mexico
and Wyoming, throughout the
current SVAR contract term
Lynn's high energy, positive
attitude, and customer -focused
approach have helped her
build long-term customer
relationships
Required Information
Offeror's Response
1.2.1. Name
Andrea Keno
1.2.2. Position/Title
Account Executive, State and
(Local Government in Alaska,
(Hawaii, Montana, Idaho and
Washington
1.2.3. Years of industry experience
iB years in industry, 2 years with
,SHI
1.2.4. Years in current eosition
2
1.2.5. Proposed role relative to
Offered services
Andrea is a Field Account
Executive who works closely
with the States of Alaska,
Hawaii, Montana, and Idaho
under each State's SVAR
Participating Addendum
Andrea is committed to
showing up for her customers,
both literally and figuratively.
Her customers appreciate her
dedication and positive attitude
10 1 Page
Required Information
Offeror's Response
1.2.1. Name
(Brandon Barkley
1.2.2. Position/Title
Account Executive, State and
ILocal Government & Education in
Oregon
1.2.3. Years of industry experience
'9 years in industry, 2 years with
SHI
1.2.4. Years in current position
2
1.2.5. Proposed role relative to
Brandon is a Field Account
Offered services
Executive who works closely
with the State of Oregon under
the State's SVAR Participating
Addendum
® Brandon regularly receives
compliments from his
customers on his detailed
knowledge of software
licensing and his excellent
customer service
I
Required Information
Offeror's Response
1.2.1. Name
Heather Fritsche
1.2.2. Position/Title
Account Executive, State and
Local Government & Education in
Colorado
1.2:3. Years of industry experience
13 years in industry, 1 year with
SHI
_
1.2.4. Years in current position
1
1.2.5. Proposed role relative to
Heather is a Field Account
Offered services
Executive who works with
State of Colorado entities
under the State's current
SVAR Participating Addendum
While newer to SHI, Heather
brings a great deal of industry
experience and has quickly
made a strong impact for her
customers
Heather's past experience
includes managing a software
licensing team, and her
knowledge of licensing
programs and attention to
detail are second to none
I
11 1 Page
Required Information
Offeror's Response
Dan Presslev
Account Executive, State and
1.2.1. Name
1.2.2. Position/Title
Local Government & Education in
Utah and Education in Nevada,
Montana and Idaho
1.2.3. Years of industry experience
11 years in industry, 4 years with
SHI
1.2.4. Years in current position
4
1.2.5. Proposed role relative to
Dan is a Field Account
{Offered services
Executive who works closely
with the State of Utah, as well
as Education accounts in
Nevada, Montana and Idaho,
under these States' SVAR
Participating Addenda
Dan is known for his integrity,
his hard work, and his desire to
understand his customers'
missions as thoroughly as
possible
Required Information
Offeror's Response
1.2.1. Name
Debbie Bieber
1.2.2. Position/Title
Account Executive, Local
Government in Northern California
1.2.3. Years of industry experience
29 years in industry, 23 years with
SHI
1.2.4. Years in current position
20
1.2.5. Proposed role relative to
Debbie is a Field Account
'Offered services
Executive who supports local
government accounts in
Northern California under the
States SVAR Participating
Addendum
Debbie`s long tenure in the
industry and with SHI make
her a wealth of knowledge for
her customers
12 1 Page
Required Information
Offeror's Res onse
1.2.1. Name
Guillermo Ortiz
1.2.2. Position/Title
Account Executive, Local
Government in Southern California
1.2.3. Years of industry experience
10 years in industry, 6 years with
SHI
1.2.4. Years in current position
6
1.2.5. Proposed role relative to
Guillermo is a Field Account
Offered services
Executive who supports local
government accounts in
Southern California under the
State's SVAR Participating
Addendum
Guillermo approaches his role
with enthusiasm and enjoys
helping his customers to craft
IT solutions in new and more
efficient ways
Required Information
Offeror's Response
1.2.1. Name
(Martin Barrett
1.2.2. Position/Title
Account Executive, State and
Local Government in Connecticut
1.2.3. Years of industry experience
17 years in industry, 1 year with
:SHI
1.2.4. Years in current position
1
1.2.5. Proposed role relative to
Martin is a Field Account
Offered services
Executive who works closely
with the State of Connecticut
under the State's SVAR
Participating Addendum
Martin combines his
knowledge of products and
programs with his passion for
making his customers' lives
easier
131 Page
Required Information
Offeror's Response
11.2.1. Name
(Kevin Farrell
Account Executive, State and
1.2.2. Position/Title
Local Government & Education in
North Dakota and South Dakota
1.2.3. Years of industry experience
20 years of industry experience,
'16 years with SHI
1.2.4. Years in current position
16
1.2.5. Proposed role relative to
Kevin is a Field Account
Offered services
Executive who supports the
states of North Dakota and
South Dakota under their
SVAR Participating Addenda
Kevin has a great deal of
tenure in the industry and in
working with public sector
customers
Required Information
Offeror's Response
(David Rounds
1.2.1. Name
1.2.2. Position/Title
Account Executive / Regional
(Manager for MOKA -- Missouri,
Oklahoma, Kansas & Arkansas
1.2.3. Years of industry experience
17 years in industry, all with SHI
1.2.4. Years in current position
3+
David personally supports, and
1.2.5. Proposed role relative to
Offered services
manages a team who help
support, the MOKA states
under their current SVAR
Participating Addenda
David's 17+ years in various
roles for SHI provide him with
the background and
knowledge to get things done
right for his customers
David is known for his
responsiveness and positive
attitude
141 Page
Required Information
Offeror's Response
1.2.1. Name
'Para Ismail
1.2.2. Position/Title
Senior Inside Sales Manager,
Public Sector
1.2.3. Years of industry experience
11 years in industry, with SHI this
entire time
1.2.4. Years in current position
1.2.5. Proposed role relative to
Senior Inside Sales Manager
{Offered services
for SHI's Public Sector inside
sales team across the country
All regional Public Sector
Inside Sales Managers and
their teams report up to Yara
Point of escalation for
customers and Public Sector
Directors to address urgent
matters
Sets new initiatives for Inside
Sales while maintaining World
Class Support for Public
Sector customers
1.2.6 In addition, provide a brief resume which contains education / credentials / certifications /
employment.
SHI Response:
SHI is pleased to provide resumes for each of the Key Personnel referenced above.
As mentioned previously, SHI has Key Personnel across the country, and in many types of roles, who look
forward to supporting the resultant contract. The resumes which follow represent just a sample of these Key
Personnel, based upon SHI's past experience with the States that have participated actively under the current
SVAR contract and/or have indicated their intent to participate in the next SVAR contract.
151 Page
Denise Verdi{c{chio
908.884.1389
denise_verdicchio@SHI.com
1-7 0
202 Gregory Lane
Branchburg, NJ 08876
Senior Sales Professional / Account Manager
Offering 20 years of experience and achievement in the sale of IT software, hardware, and professional services to
diverse business, healthcare, and government entities.
Top sales performer with remarkable talent for connecting with customers, influencing key decision makers, and
matching buyer needs with the right products to ensure ongoing satisfaction and repeat business.
■ Assertive and resolute in pursuing opportunities, closing deals, resolving issues, and collaborating with vendors
and other partners on seamless, timely implementation of world -class solutions.
■ Knowledgeable and articulate in interfacing with clients and in delivering high -impact presentations that drive
audiences to desired action. Accustomed to communicating with CEOs, CIOs, CTOs and other senior staff.
■ Inspirational, empowering leader able to guide sales teams to unprecedented results; exceptionally organized in
multitasking, keeping accounts up to date, and giving proper attention to multiple, concurrent deals.
n Passionate, enthusiastic, and hardworking. Driven each day to advance company goals, grow market share,
surpass revenue targets, and boost bottom line profits while consistently exceeding client expectations.
Al 7-time President's Club recipient, 3-time Chairwoman's Club designation, and Bali Award winner.
Career History
SHI INTERNATIONAL, Somerset, NJ, 1995 to Present
In a series of increasingly responsible roles, develop new business, exceed sales targets, and provide outstanding
service to customers of this $6B global provider of innovative IT products and services.
Senior Director Public Sector, 7/1/2015-Present
SENIOR SALES EXECUTIVE WITH 20 YEAR ACCOMPLISHED CAREER KNOWN FOR DELIVERING AND SUSTAINING REVENUE AND PROFIT GAINS
WITHIN HIGHLY COMPETITIVE MARKET. LEAD $1.3B BUSINESS UNIT INCLUDING TEAM OF 6 REGIONAL DIRECTORS AND 100 ACCOUNT
EXECUTIVES IN ALL ASPECTS OF SALES, SERVICE, BUSINESS DEVELOPMENT, ACCOUNT MANAGEMENT, SOLUTIONS IMPLEMENTATION, AND
ISSUE RESOLUTION ACROSS NORTH AMERICA. COLLABORATIVE LEADERSHIP STYLE INCLUDING ONGOING PERSONALIZED COACHING TO
OTHER TEAM MEMBERS, OPEN INFORMATION SHARING, AND NURTURING CULTURE RESULTING IN CREATIVE AND INNOVATIVE
ENVIRONMENT. EXCEPTIONAL COMMUNICATOR WITH CONSULTATIVE SALES STYLE, STRONG NEGOTIATION SKILLS, EXCEPTIONAL,
EXCEPTIONAL PROBLEM SOLVING ABILITIES, AND A KEEN CLIENT NEEDS ASSESSMENT APTITUDE.
■ SKILLED IN SENIOR -LEVEL PRESENTATIONS, NEGOTIATIONS, AND RELATIONSHIP BUILDING
• MAINTAIN KNOWLEDGE AND EXPERTISE OF TECHNOLOGIES INCLUDING END USER COMPUTING, DATACENTER, AND
SECURITY
• DEVELOP AND IMPLEMENT SHORT AND LONG TERM SALES AND BUSINESS PLANS
• PROVIDE LEADERSHIP AND INNOVATION IN KEY ACCOUNT DEVELOPMENT AND MANAGEMENT
• ACKNOWLEDGED FOR EXCEPTIONAL STAFF DEVELOPMENT, MOTIVATION, AND TEAM BUILDING
161 Page
Director — East Region SLED, 8/2013 to 6/30/2015
Lead team of 17 Account Executives in all aspects of sales, service, business development, account management,
solutions implementation, and issue resolution for 8-state territory, SHI's largest region representing over $200M in
annual revenue. Oversee daily operations in assisting customers with software and hardware procurement and
implementation, system configuration, data center optimization, cloud computing, IT asset management, and various
other computing solutions —ultimately helping clients maximize their IT investments and run successful businesses.
Aggressively pursue new business through cold calling and other strategies. Travel extensively to client sites to provide
in -person client support or drive new business opportunities. Partner with IT vendors and strategic partners on
solutions implementation and in planning strategies to increase business.
• Excel in delivery of informative, insightful sales presentations to CEOs, CIOs, CTOs, CFOs, and other IT and
procurement staff to update on current business and / or explain what SHI can do for them.
• Consistently demonstrate tremendous organization in keeping accounts current, overseeing all deals from 12
Account Executives, and responding to up to 400 customer emails daily.
Motivate teams each day to work to their full potential. Provide ongoing coaching and support.
Promoted to Director after highly successful tenure as Account Executive.
SHI INTERNATIONAL, Somerset, NJ
Account Executive — NJ State and Local Government, 2010 to Present
Develop new business, service customer needs, and oversee daily account management for public sector clients in NJ
State and Local Government. Interface daily with customers in providing information, resolving issues, communicating
SHI offerings, and enabling them to secure quotes through their own procurement systems. Negotiate deals, support
customer contracts, and deliver sales presentations. Onboard new vendors, enabling them to procure software on the
NJ state contract. Collaborate with vendors on delivery of comprehensive IT solutions.
• Grew this new line of business from $0 to $40M in three years, establishing all new clients --including 19 NJ
counties, more than 100 individual townships, and all state agencies.
• Delivered more than $2M in cost savings to clients through successful price negotiations with vendors.
• Regularly exceed quarterly / annual sales targets.
SHI INTERNATIONAL, Somerset, NJ
Account Executive — North Carolina Commercial Accounts, 1998 to 2010
Orchestrated customized, total IT solutions for Duke Energy (30K employees), SAS Institute, Wake Forest University,
and other commercial accounts throughout North Carolina. Aggressively pursued and developed new business through
cold calling, networking, and other forms of outreach.
■ Fostered and fortified strong, mutually beneficial relationships -with Microsoft, Adobe, Symantec, McAfee, HP,
VMware, Amazon Web Service, EMC, Lenovo, and other strategic partners.
• Demonstrated tremendous energy and unyielding commitment to being in front of customers as often as
possible to create and expand relationships.
Earlier SHI experience as Human Resources Assistant (1997 to 1998), hiring employees to all SHI divisions; and
as Inside Account Manager (1995 to 1997), answering customer calls, quoting product, placing orders, and
providing support to North Carolina accounts. N
Education
Bachelor of Arts Degree in Psychology and Sociology
RUTGERS COLLEGE, New Brunswick, NJ
Double Major, Honor's Graduate
Professional Development:
Microsoft Sales Professional Certification • VMWare Sales Specialist • McAFee Certified Sales Professional
171 Page
Alison Turner
6535 102111 Place NE 425-974-5997
Kirkland, WA 98033 alison_turner@shi.com
Sales Leadership • Collaboration • Customer Focus
Technology sales leader with 20+ years of experience with Public Sector customers. Enjoy leading a team to establish long-
term customer relationships and exceed customer expectations.
EMPLOYMENT OVERVIEW
Director West Region, State & Local Government and Education September 2013-Present
SHI, Seattle WA
Manage a team of field -based Account Executives working with Public Sector accounts in SHI's West Region. Work
closely with team, customers, and partners to craft and deliver custom IT solutions for all aspects of customers'
environments, from software and hardware procurement to IT asset management and cloud computing. Coordinate
resources within SHI and key partners to grow and maintain mutually beneficial customer relationships.
Senior Licensing Sales Specialist October 2011 —September 2013
Microsoft, Seattle WA
Entrusted to drive complex software licensing solutions for key Academic customers in the Western U.S. to increase
account penetration and exceed sales commitments in excess of $90 million annually. Engaged with senior
management, business unit management, product groups, finance and operations to design strategic approaches to
accounts, and followed through with partners and customers to ensure successful implementation. Led special project on
behalf of all Public Sector to close critical deals on time at end of each Half.
Senior Regional Sales Manager, Software, Major Public Accounts
Dell, Seattle WA November 2007 — October 2011
Managed team of sales professionals responsible for software and related solution sales into Major Public Accounts
(state, local and education customers) across the country, representing over $600 million annual revenue. Recruited,
coached, evaluated, rewarded, and managed staff of up to 15 field Account Executives. Coordinated software proposals,
including writing proposal content, which resulted in Dell statewide software contracts in 36 states and numerous
additional purchasing agreements. Proactively aligned efforts with other departments within Dell, including core
(hardware) sales teams, software inside sales teams, contracts, proposals, legal, finance, and marketing, as well as with
external partners. Trusted advisor for state government and education IT and procurement initiatives. Exceeded revenue
goals each year in the position.
Director, State & Local Government and Education
ASAP Software, Seattle WA May 2007 — November 2007
And formerly
National Manager, State & Local Government and Education
ASAP Software, Seattle WA April 2001 — May 2007
Responsible for segment of the company's business generating over $100 million annual revenue. Developed and
maintained strong key customer relationships, helped state and local government and education customers develop
RFPs to determine suppliers, and acted as Project Manager for major software proposals, including writing the proposal
content. Managed a team of up to 15 field sales professionals, successfully led this team through organizational change
following the acquisition of ASAP Software by Dell, and maintained strong team loyalty and retention during this time.
Also led efforts to acclimate customers to the changes following the acquisition and maintained strong customer loyalty
and retention throughout changes in internal processes.
Senior Account Executive, State & Local Government and Education
ASAP Software, Seattle WA September 1999 — March 2001
Field sales representative responsible for all state and local government and academic software sales in a 23-state
region. Surpassed revenue goals in excess of $25 million per year. Regularly met with key customers and prospects and
developed long-standing relationships with lasting impact.
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Inside Sales Manager, State & Local Government and Education
ASAP Software, Buffalo Grove IL November 1997 — August 1999
Managed a team of 13 Inside Account Managers. Instrumental in identifying, winning, implementing and supporting long-
term statewide software contracts and other purchasing agreements. Developed and implemented operational processes
to support customers' needs, and trained sales representatives and managers on these operations.
Senior Inside Sales Representative
ASAP Software, Buffalo Grove IL August 1996 — October 1997
And formerly
Inside Sales Representative
ASAP Software, Buffalo Grove IL July 1994 — July 1996
Responsible for all government sales (federal, state, local and academic) in a 4-state territory. Won, implemented and
personally managed new software Volume Licensing Agreements for major customers including State of Illinois, State of
Indiana, and Wright -Patterson Air Force Base.
EDUCATION AND CERTIFICATIONS
Masters of Business Administration
Marketing Concentration, Washington University, St. Louis MO
Ranked in top 10% of class May 1993
Bachelor of Arts
Marketing Major, Kansas State University, Manhattan KS
Graduated Summa Cum Laude, GPA 3.98/4.0
Microsoft Certified Professional
Microsoft,
TechnologyVolume Licensing Specialist, large Organizations
Specialist
RECOGNITION AND AWARDS
SHI Chairman Club -
Achieved Chairman Club Award, 2015.
Microsoft Circle of Excellence
Recognized for pursuit of excellence with Microsoft's Gold Club Award 2013.
May 1991
June 2011
Dell Rewards & Recognition Program
Q2 FY11 Silver Award recipient, for outstanding achievement which positively affects the Business Unit's Fiscal Year
Initiatives.
ASAP Software President's Club
Achieved President's Club Award, ASAP Software's highest sales recognition, in: 1995, 1996, 1997, 1998, 1999, 2000, 2001,
2002, 2004, 2005, 2006 and 2007.
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AMELIA G. JAKUBCZYK
PROFESSIONAL EXPERIENCE
SHI International, Corp. Denver, CO 2009 to Present
Public Sector Account Executive 2010 - Present
• Responsible for maintaining the WSCA SVAR Contract in Arizona and Nevada for State Local Government.
• Work with internal team to create proposals and quotes.
• Build and maintain customer relationships at all levels within the organization.
• Act as an advisor for customers to determine the best value for their needs.
Services Executive, West Region 2009 - 2010
SHI is a privately held reseller providing Software, Hardware and Integration to customers across the U.S., Asia-Pac, Western Europe,
UK and Canada.
• Conducted road shows and service presentations to all levels of management.
• Participated in a multitude of Vendor Webinars and Seminars.
• Acted as liaison between technical resources and business users.
• Responsible for supporting Small Medium Businesses as well as Enterprise Sales Account teams by creating and substantially
increasing IT services business for existing and new accounts.
• Developed and managed many successful vendor and distributor channel relationships.
• Managed multiple projects from start to finish, including weekly status calls with partners and customers.
TEKsystems, Inc. Westminster, CO 2004 to 2009
Senior Technical Recruiter
TEKsystems is the largest staffing and services provider in the nation with over 90 offices across the U.S. and several offices in Canada
and United Kingdom.
• Managed contract employees while on assignment. Assessed and investigated contractor related problems, and administer
performance counseling, coaching, and disciplinary measures when necessary.
• Built and maintained long-term relationships with consultants in order to place in future engagements.
• Sponsored and attended Denver/Boulder Java User Groups to network and learn about new industry trends.
• Coordinated consultant events ranging in size of 5-250. Primary contact for summer event, holiday party and consultant
appreciation events throughout the year.
Corporate Trainer
• Facilitated week long course to train and teach newly hired recruiters how to do their jobs more effectively. Courses include:
Company History, Process, Tools and Day to Day operating rhythm.
Natural Data Denver, CO 2003 to 2004
Account Manager/Recruiter
Natural Data, Inc. is a staffing firm specializing in meeting the needs of small, medium and Fortune 1000 companies.
ConsultNet Denver, CO 1999 to 2003
Technical Recruiter Account Manager
ConsultNet is an IT staffing company in the Denver area. The company has 5 locations in various states.
EDUCATION Ft ACTIVITIES
Community College of Denver Denver, CO 1998
Affiliations - Sponsor and member of Denver Java User Group, Boulder Java User Group
Professional Development - Shapiro Negotiations Institute - The Power of Nice, Train the Trainer, Emily Griffith Real Estate Broker
Program (Associate Broker, inactive), Barry Rhein Et Associates - Selling through Curiosity
VMware VSP (VMware Sales Professional) Certified 2009/2014
McAfee Sales Professional Certified 2010
Professional references provided upon request.
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LYNN FARMER
7807 N. 41h Place • Phoenix, AZ 85020 • 602.692.6261 • LynnFarmerAZ@gmaiI.com
Account Executive
➢ Skilled at all levels of the Consultative/Solution Selling process; strong in building rapport and long-term relationships
with customers.
➢ Experienced hunter with the proven ability to build/grow a territory, penetrate new customers and build market share.
Track record of creating award -winning territories.
➢ Proven ability cultivating and maintaining long-term client relationships to grow revenue.
➢ Highly effective time manager with excellent organizational and follow-through abilities.
➢ Well -developed persuasive and communication skills; able to interact with individuals at all levels.
Quaiifr'cativn 1-lighfights
• Territory Management • Experienced with Channel Partner
• Consultative Solution Selling • Business Development
• Account Management • Time & Resource Management
PROFESSIONAL EXPERIENCE
Account Executive 10/2011 — Present
SHI International � Phoenix, AZ
State, Local, and Education
- Responsible for developing relationships with new and existing customers in State, Local, and Educational markets
in Arizona, New Mexico and Wyoming. Primary responsibilities are selling Software and Hardware solutions.
Working with C Level Management and Technology Directors.
Senior Account Executive 11/2007 — 10/2011
Dell Inc. -�,- Phoenix, AZ
State, Local and Education
Responsible for developing and maintaining relationships with new and existing customers in State, Local, and
Educational markets across Arizona, New Mexico, Nevada, and Colorado.
Account Executive 8/2001 — 11/2007
ASAP Software �- Phoenix, AZ
State, Local, Education and Healthcare
Responsible for developing and maintaining relationships with new and existing customers in State, Local,
Educational and Healthcare markets across Arizona, New Mexico, Nevada, Colorado and Utah.
Account Executive 11/1999 — 7/2001
WareForce Inc. � Phoenix, AZ
State, Local, Education and Healthcare
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Recruited by customer. Employer hired me to build and expand the Arizona market selling a broad portfolio of
hardware and software products. Called on senior -level decision makers including CIO's, IT Directors, and IT
Managers.
Account Executive 1/1995—11/1999
MicroAge 0- Phoenix, AZ
State, Local, and Education
Cultivated and established long-term relationships with CIO's, IT Managers, and purchasing agents throughout the
State of Arizona.
Marketed and sold hardware and software products to government and education accounts.
Account Executive 5/1988—1/1995
Franklin Covey (formerly Time Systems, Inc.) � Phoenix, AZ
Sold a wide variety of time management solutions to business accounts located in Arizona and California.
EDUCATION / TRAINING / CERTIFICATIONS
Glendale Community College, Glendale, AZ
AA Degree in Applied Science, Banking, and Finance
Dale Carnegie Sales Training * Certified Software Manager * Microsoft Solution Selling * SalesForce.com
22 1 Page
Andrea K. Keno
ED 4344 South Craftsman Court, Spokane, Washington 99223 2
208.660.2715 E7 akkeno@gmail.com
Solution Sales Specialist • Account Executive * Contract Manager • Customer Relations Manager
QUALIFICATIONS PROFILE
Goal -driven, well -disciplined, and self -motivated professional with proven ability to effectively handle various tasks and
responsibilities. Expert at managing and maintaining sales accounts, and multimillion -dollar contracts as well as providing
exceptional customer service and public relations. Known for exceptional work ethic and great multitasking aptitudes; highly adept
at working independently or as part of a team. Equipped with well -honed communication and interpersonal skills, with the ability
to work with all levels of individuals.
PROFESSIONAL EXPERIENCE
GOVERNMENT SOLUTION SALES ACCOUNT EXECUTIVE- (Washington, Idaho, Montana, Alaska, and Hawaii)
SHI International Corp. • Spokane, WA Nov 2013- Current
♦ Representing one of the leading International Large Account Technology Resellers as the Regional Government Solution Sales
Account Executive and Business Development Manager for over 250 customers across 5 states.
♦ Assist customers to meet their business strategies and government initiatives by assessing and adopting comprehensive
technology solutions compiled from a variety of manufacturer partnerships and a managed portfolio of 200,000 vendors and
integrators.
♦ Facilitate, negotiate, and manage multi -segmented statewide reseller contracts encompassing of hundreds of smaller
underlying contracts for state and local entities, resulting in multimillion dollar business opportunities.
Key High tight:
Prospecting to build new territories as well as expand opportunities within existing client database resulting in
unprecedented growth numbers for the region.
MICROSOFT LICENSING SPECIALIST (West Region)
Sogeti (Working as a Microsoft Contractor) • Spokane, WA Nov 2 012 - June 2013
♦ Drove new Microsoft business by negotiating and developing customized annuity plans and pricing proposals, as well as
drafted and executed deal specific contract documents.
♦ Managed and grew existing Microsoft contracts within a client base consisting of cities, counties, municipalities, and public
hospitals by collaborating with territory account managers, strategic engagement managers, and industry partners.
Key Highlight;
Microsoft Licensing Sales Specialist and primary contact responsible for providing subject matter expertise relative to
program specific contract guidance, product education, and licensing consultation to clients, resellers, and sales teams.
SOFTWARE SALES ACCOUNT EXECUTIVE (Washington, Idaho, Montana, North Dakota, South Dakota, Wyoming, and Nevada)
Dell Inc. • Spokane, WA 2007-2012
♦ Rendered consultative assistance to new and existing public clients comprised of state departments, large counties, and higher
education institutions as a computer software consultant and large account reseller (LAR) across 7 states and 350 to 400
customer accounts.
♦ Gained sales and marketing skills by actively engaging in promotional activities such as tradeshows and industry
conventions; organizing and facilitating consumer seminars and presentations.
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Developed a wide-ranging cost analysis and sales proposals to share knowledge and provide recommendations to customers
on software products and licensing programs appropriate to their specific needs and assist them with adoption, deployment,
and application of software solutions.
Established a reputation of integrity, knowledge, and accountability to attract and preserve loyal clients while acting as their
software solutions provider with a portfolio of over 2000 software publishers
Generated accurate sales forecasts on weekly, monthly, and quarterly basis, while also consistently finishing within the top
percentile of quota achievement.
Key Highlight
Received Dell Bronze Award for exceeding job requirements in 2011.
EDUCATION
BACHELOR OF ARTS IN PSYCHOLOGY, MINOR IN BUSINESS ADMINISTRATION: 2005
Western Washington University (WWU) • Bellingham, WA
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Brandon Barkley
2180 Tuscana Ave S
Salem, OR 97306
503.510.4813
Brandon bark lev shi.com
Experienced technology sales professional with a long history of building relationships with and exceeding the expectations
of both customers and partners alike.
PROFESSIONAL PROFILE:
• Self -motivated, results -oriented professional with strong problem solving skills
• Proven record of consistent success in exceeding sales targets
• Experienced in cultivating strong relationships with clients, business partners, and team members
• Strong interpersonal, leadership, and organizational skills
• Excellent verbal and written communication skills
PROFESSIONAL EXPERIENCE:
Jan 2014 to Current SHI International Corp — Salem, OR
Account Executive, Public Sector
Responsibilities Include:
• Engaging with both existing and prospective customers to create and maintain a position as a trusted advisor and partner
• Providing consultation and guidance to customers regarding their IT needs and helping to design and procure solutions
to fulfill them
• Developing valued relationships with publishers to become their trusted channel partners while also ensuring best value,
pricing, and support for customers
• Building up SHI market share by championing the expertise, knowledge, and value -add that the company and account
team provide over the competition
• Navigate internal departments and processes to ensure that customers receive best in class service
• Visiting with customers both over the phone and in the field to advocate SHI's commitment to their success and our
partnership
• Continuously refreshing product and industry knowledge in order to best serve the customers' needs
• Understanding and managing volume licensing and accompanying agreements, particularly in relation to Microsoft, and
being able to make the information more digestible for customers
• Working with partners and internal resources on the development of solutions to propose in response to client RFI, RFP,
RFQ, and project bids
• Working with inside sales teams to develop leads into viable customer solutions
Feb 2013 to Dec 2013 Dell - Buffalo Grove, IL
Microsoft Licensing Specialist
Responsibilities Include:
• Engaging closely with customers and Microsoft representatives to effectively and efficiently manage all aspects of 230+
Enterprise Agreements held with State and Local government customers within a geographic territory
• Managing all licensing and agreements in Microsoft Volume Licensing for several Federal government agencies
• Thorough understanding of Microsoft licensing and agreements in the public space with an ability to effectively relate the
information to clients
• Develop and deliver training on Microsoft volume licensing to sales teams both on the floor and in scheduled
presentations
• Working with the development and delivery of written proposals in response to client RFI, RFP, RFQ, and project bids
• Working with inside sales teams to develop leads into a new and actionable EA opportunities
• Retaining existing customers and capturing new ones by building relationships and reputation within a geographic
territory
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• Received the highest possible performance review rating for a fifth straight year
Apr 2006 to Feb 2013 Dell - Buffalo Grove, IL
Inside Product Specialist
Responsibilities Include:
• Attaining 125% of a $37M sales goal through the business -to -Government and channel sales of software applications
and services while increasing territory sales by 5.5% year over year
• Managing and maintaining over 300 Government Agencies within a geographic territory
• Thorough understanding of various publishers' products, licensing, and agreements in the public space with an ability to
effectively relate the information to clients
• Working closely with customers and publisher representatives to effectively and efficiently manage all aspects of the
customer's software environment
• Managing Client -Vendor relationships to increase client productivity and improve ROI
• Working with the development and delivery of written proposals in response to client RFI, RFP, RFQ, and project bids
• Driving sales through the development of strong relationships with IT Staff and purchasers
• Managing the requirements to deliver overall solutions based on client specifications and software upgrade plans
• Expanding current business through relationship building and competitive positioning within the industry
• Received MPA Rep of the Year, West Coast, for FY11 and MPA Rep of the Half, West Coast, for H1 FY12
PROFESSIONAL EXPERIENCE:
Responsibilities from jobs held between 1999 and 2006 provided for a solid foundation on which my career could be built by
providing continued experience and development in leadership, customer relations, sales, time management, and
organizational skills.
Sep 2004 to Apr 2006 Fifth Third Bank - Barrington, IL
Lead Teller
Mar 2001 to Oct 2004 Blockbuster Video - Barrington, IL
Shift Leader
Feb 1999 to Feb 2002 Kerasotes Theatres — Lake in the Hills, IL
Shift Leader
EDUCATION:
Dec 2005 McHenry County College — Crystal Lake, IL
A.A. in Arts, English
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HEATHER FRITSCHE
60 Four T Ranch Road, Georgetown, TX 78633 M (719) 645-9951 IJ heather.fritsche@yahoo.com
ACCOUNT EXECUTIVE
Software Licensing Expert I Public Contracts Specialist I Certified Solution Sales Professional
Seasoned account executive with proven track record for success in the public sector. Extensive expertise in client needs
analysis with consultative approach to software, IT hardware and services sales. Confident presenter, negotiator, and
educator able to establish strong relationships with customer and strategic partners as a trusted advisor. Microsoft
Certified Professional. Available for travel. Core Competencies include:
• Business Development & Expansion
• Multi -contract management
• Sales Team Building & Leadership
• Key Account Relationship Management
• New Product Technology Launches
• Executive Negotiations & Presentations
• Develop Professional Alliances & Partnerships
• Positive Attitude & Personally motivated
PROFESSIONAL EXPERIENCE
SOLUTIONS ACCOUNT EXECUTIVE for PUBLIC SECTOR COLORADO I FEB 2015 — PRESENT I SHI INTL, DENVER, CO
Trusted advisor to SHI Public Sector customers in Colorado on software products and volume licensing programs as well as
hardware solutions and state contracts. Actively partner with manufacturers to support client needs and maintain product
knowledge; focus on educating clients on the latest technologies to help them achieve project goals.
INSIDE SALES MANAGER for SOFTWARE LICENSING SPECIALISTS I AUG 2012 — JAN 2015 1 DELL, ROUND ROCK, TX
Managed a team of Microsoft Software Licensing Specialists with customers in State and Local, Education, and Healthcare Life
Sciences segments and then Technical Software Representatives supporting Enterprise customers. Worked with internal and
external sales teams to creatively grow current or contracted business, strategically grow business with non -contracted
customers, and proactively manage renewals. Partnered with Microsoft team & other publisher teams to promote key products
and services to educate our internal teams on licensing options and our customers on new products. Maintained fluid contracts
datasheet for public contracts held by Dell. Trained various teams on Microsoft programs, products licensing, state contracts,
internal processes at both Dell & Microsoft: Most recent sales attainments: Q3FY14 119%, Q2FY14 116%
SOFTWARE ACCOUNT EXECUTIVE for PUBLIC SECTOR I DEC 2006 — AUG 2012 1 DELL, SAN DIEGO, CA
Aggressively sought new opportunities to grow business by being a trusted advisor and partner to customers and publishers for
$90M territory. Successfully sold into state, local and education customers by being preferred reseller for third party software
publishers like Microsoft, Adobe, VMWare, Symantec, and many others. Conducted face to face, consultative meetings to keep
customer informed about software volume license programs and contracts, with a focus on helping customers implement cost
effective and innovative IT solutions. Created numerous efficiencies to manage opportunities, sales objectives, and busy travel
schedule through use of Salesforce.com, Outlook, OneNote, and other proprietary applications. Assembled and responded to
RFP/Bids for new or renewal software business.
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GOVERNMENT INSIDE SALES SOFTWARE SPECIALIST I JUN 2002 — AUG 2005 1 ASAP SOFTWARE, BUFFALO GROVE, IL
Accomplished inside sales account manager for state, local, & educations customers in a number of different states. High volume
territories required extreme attention to detail, ability to multi task, organization, and independent decision making. Regularly
increased sales in established territory year over year by building customer relationships, prospecting, and cross -selling
complimentary solutions. Continually recognized by customers and publishers for outstanding customer service and knowledge
of products/services. Daily use of MS Office, Lotus Notes, Saleslogix, internet, and reporting tools. Created curriculum & taught
course for Effective Business Communication as ASAP University Instructor. Obtained industry specific certifications with
Microsoft, Novell, CA and -Adobe. Lead or was involved with independent projects: bids, product promotions, and customer call
campaigns.
AWARDS & RECOGNITION
• "Software AE of the Half" H1 FY2012 (Feb 2011—July 2011): Exceed sales goals by achieving 154% of revenue goal and 112%
of margin goal which blended to a 138% quota attainment.
• Microsoft Public LAR Award for FY2013: Personally recognized by MS for exceeding goals and KPI's for the year.
PROFESSIONAL CERTIFICATIONS:
• Microsoft Certified Professional (MCP) May 2012
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Dan Pressley
Account Executive - SHI
Public Sector / Education / Government
299 W. 1100 S. Lehi, UT 84043
e>daress%c�mail.com - (801) 735-2055
Dan Pressley is a full-time dedicated Account Rep for education in MT, ID, UT, and NV (as well as government for UT). He
has been with SHI for over 4 years (2011-2015) supporting large and small education and government accounts (K12-High
Ed, SLG). He is familiar with the particular needs of academic and government institutions, and understands how to
effectively deliver their specific requirements. Dan has successful experience setting up and delivering statewide
consortium licensing and is able to provide customer references accordingly. Dan has extensive experience successfully
managing WSCA- NASPO business.
Prior to joining SHI in April 2011, Dan worked for other software publishers including Novell Inc. (2004-2008), Infor Global
Solutions (2008-2010), and Access Technology Solutions (2010-2011) providing sales, customer service, and licensing
support. Dan has an aggregate of 20 years of customer service experience, and 15 years of sales experience. Dan holds a
bachelor's degree from Utah State University cum Maude (graduated 2006). Dan resides in Lehi, Utah, with his wife and four
daughters and is an avid outdoorsman.
Account Executive - Territory Management - Technology Sales
8 time winner of Presidents Club / Circle of Excellence / Chairman's Club Award for quota retirement. Proactive,
driven self-starter with demonstrated experience finding and closing key deals. Proven ability to cultivate and
maintain successful relationships with decision makers. Resourceful team player collaboratively finds ways to
overcome obstacles to make a deal. - Expertise includes:
Account Management
Customer Satisfaction
Sales Cycle Management
Contract Negotiation
Channel Partnership
Forecast Accuracy
Order Processing
Prospecting
Professional Experience
Negotiation/Objection Resolution
Solution Sales Methodology
Internal Application Competence
Presentations
SHI (,Software House International), Somerset NJ, www.shi.com
Account Executive, State/Local/Education for software provider, 04/2011 to Present
• Managed 4 state territory, responsible for SLED with a multi -million dollar book of business.
Uncovered and closed opportunities for software, hardware, and services by working with c-level
management contacts and exclusively managing all deals through the entire sales cycle. Transformed
the area by displacing competitors and consolidating virtually every possible account onto SHI.
Cultivated an excellent reputation in the area and excellent critical mass of business volume by
strategically differentiating in a highly competitive commodity sales environment.
o '100+% attainment 2011. Presidents Club qualifier. Added —$3.2M in net new business
revenue and —$215K in net new GM.
o 100+% attainment 2012. Presidents Club qualifier. Added —$2.9M in net new business
revenue and —$200K in net new GM.
o 100+% attainment 2013. Added —$2.8M in net new business revenue and —$160K in net new
GM.
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Access Tec_h_nology_Solutio^ns., Provo, ITT, www.corporateaccessts.com
Account Executive, K12 and Higher Ed for software provider, 06/2010 to 04/2011
• New business exclusively, sold into C-Level commercial SMB mid -market accounts
iNFOR, INC.. South Jordan, UT, www.infor.com
Direct Account Manager, Named Accounts for software provider, 08/2008 to '06/2010
• Solely responsible for up -sell / cross -sell business among named accounts and former customers.
Created business value by uncovering customer pains and proposing solutions to solve business
problems. Quarter -backed RFP's, coordinated technical consultants, and performing detailed analysis
for customers to provide technical / financial justification for acquisition spend.
o 117% attainment 2009 during industry downturn (Top 20 sales reps company -wide).
NOVELL, INC., Provo. UT, www.novell.com
Inside Sales Representative, Named Accounts for software provider, 06/2004 to 06/2008
Managed new business and renewal business for STLG accounts in 9 states often without outside
field help. Responsible for account development, customer satisfaction, channel satisfaction, channel
partnerships, and support relationships.
o 101 % attainment 2008 (top 10% of sales organization). Presidents Club qualifier.
0 108% attainment 2009 (top 10% of sales organization). Presidents Club qualifier.
0 114% attainment 2010 (top 10% of sales organization). Presidents Club qualifier.
0 103% attainment 2011 (top 10% of sales organization). Presidents Club qualifier.
Education
UTAH STATE UNIVERSITY, Logan, UT
BS, Cum Laude in Business, August 2006
• 3.5 Cumulative GPA
• Dean's List 4.0 GPA (2000, 2004)
Professional Awards
• SHI Presidents Club 2011, 2012 - Infor President's Club (COE) 2009
• Infor Sales Rep of the Quarter 2010 • Novell Employee of the Month 2006, 2007
• Novell Breakaway Award 2007, 2008 b Novell RACE Award 2006
• Novell President's Club 2005, 2006, 2007, 2008
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DEBBIE BIEBER
5819 Chambertin Drive
San Jose, CA 95118
Phone: 408-232-0855
Fax: 408-232-0856
E-Mail: debbie_bieber@shi.com
Experience 1995—Present SHI International Corp. Somerset,NJ
Account Executive
■ Responsible for developing and maintaining a government accounts in
Northern California.
• Selling computer software, hardware, and related services.
1993-1995 SHI International Corp. Somerset, NJ
Inside Sales Rep/Regional Office Manager
■ Provided sales support to the Hewlett Packard account.
• Managed same day delivery program of software and peripherals.
■ Responsible for other inside sales reps and support personnel in the
regional office.
1989-1993 IBM Corporation San Jose, CA
Purchasing Expediter
• Liaison between IBM and outside vendors for order status inquiries.
• Support work for buyers and requestors.
1986-1989 IBM Corporation San Jose, CA
Stockroom Attendant
• Responsible for maintaining stock of parts and assisting users.
• Administrative support and data entry.
Education 1990-1993 San Jose State University San Jose, CA
• M.S. Clinical Psychology.
1986-1990 Santa Clara University Santa Clara, CA
• B.S. Psychology.
Interests Ballet, gardening, cooking.
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G UILLER MO O R T'IZ
PROFESSIONAL SUMMARY
Accomplished Technology sales professional with a proven track record of solving complex business
problems, leading to successful stints in both inside and field based positions. History of positive
collaboration with colleagues, partners, and clients.
Experience
Education
2oog-present SHI International Corporation San Diego, CA
Account Executive
SHI is a global provider of Information Technology product and services. Account Executives are charged with
the growth and development of assigned territory through all forms of sales activity
• Manage major government entities in Southern California including Orange County, Los Angeles County and
San Diego County
• Identify and Build relationships with all levels of customer personnel from purchaser to management/C level
• Engage with customers to uncover strategic business initiatives and collaborate with them to help achieve
goals
• Develop business relationships by understanding customer challenges, recommending solutions and
delivering on customer expectations.
• Manage licensing contracts, renewals, and overall business for 50+ buying customers
2005-2008 Softchoice Corporation Chicago, IL
Inside Sales Account Manager
Softchoice is a provider of Information Technology product and services. Inside Account Managers are
tasked with managing the day to day relationship with customer base.
• Manage daily responsibilities including generating proposals, answering customer questions, introducing
solutions, and developing new business
• Work with Field based reps to propose appropriate solutions to meet customer needs
• Supported three field based reps
• Appointed Team Lead of Government inside sales team in 2007. Responsibilities included providing
coaching to new team members, and management of forecasts/metrics in partnership with management
1998-2002 University of Iowa Iowa City, IA
• B.A. Economics
• Minors in Marketing and Sociology
Relevant Skills
Contract Negotiation/Account Management/ Relationship Based Selling/Account Development/Solution
Selling
GM0198o@YAHOO.COM
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450 J ST. #5011 • SAN DIEGO,CA 9210 • 619-446-81oo
Martin Barrett
202 Graham Street, Stratford, CT 06615 1 barrettsisus2yahoo.com 1 203-394-3264
Key Account Development & Strategic Sales & Customer Development
Management Territory Planning & Retention
Entrepreneur: Owner/Operator of Logistical Coordination & Contract Negotiation
BarrettFam Creations Control
History of Success - Worn History:
SHI
Somerset, NJ
Dates: 1/2015 — Present
Position: Account Executive
• Support and grow customer base within assigned territory
• Provide consultation to customers regarding their IT solution needs
• Work with state agencies in promoting SHI's NASPO state contract offering
• Manage Connecticut and Rhode Island state and local business
• Develop strategies to grow SHI's footprint by providing world class IT solutions
• Put in place PSR (Public Sector Roundtable) events bringing IT and law enforcement together
GovConnection Inc
Merrimack, NH
Dates: 7/2003—1/2015
Position: Senior Account Executive
• During my tenure of success I have achieved Presidential Club status, recognition for growth in under -performing
accounts and growing key partners, consecutive Lenovo Legends awards, HPN Networking Award, Xerox Growth
Cruise, and Sales MVP based on company set goals and standards.
• Business Development: Developed and implemented personal sales campaigns within territory in partnership with
manufacturer reps and internal departments.
• In additional to personal production, assist as a mentor to new associates within sales and activation environment.
Play a key role as a critical liaison for internal departments in the RFP/Contract preparation, equipment rollout, and
all matters of credit and service issues within territory.
TechDepot Trumbull, CT
Dates: 1/2003 — 6/2003
Position: Strategic Account Manager
• Charged with the responsibility of the management of the newly acquired Homeland Security account. Managed,
developed, and cultivated 10M in combined government sales confirmed and projected.
■ Developed a sought after prospecting plan based on "Income Producing Activities": call activity, sales data, client
review and retention, and creating marketing promotions.
• Sales Management: Developed a strong leadership role with all freshman and sophomore sales reps. My daily
consistent action as a Sales Mentor, they mirrored, and achieved their own results along with the company desired
results.
331 Page
MicroWarehouse Inc
Norwalk, CT
Dates: 8/1999—1/2003
Position: Senior Account Manager
Chosen to be the "Brand" at industry trade events, while managing and growing a voluminous book of business well
over 4.5M+ in revenue.
* Sales Management: Personally responsible for the management and growth of a vast sales territory for company.
Micro -Managed client relationships in the matters of credit and post -sales service to ensure customer retention
and development.
Konica Minolta
Waterbury, CT
Dates: 5/1998 — 4/1999
Position: Field Sales Representative
• Achieved a new product placement within one of Connecticut's largest transit authorities.
• Developed new ground that company was not previously engaged within.
• Established the first color peripheral placement within assigned territory.
EDI1rATION-
Housatonic Community College — Business Associate Degree in Pursuit
Basho Strategies Sales Training 2008
341 Page
Kevin Farrell
Kevin Farrell shixom; 512-739-5476
SHI: Account Executive & Sales Manager
March 1999-present. Acted in Sales and Sales Management roles during 16 year history with SHI. Currently the
Field Account Executive for State and Local Government and Education customers in North Dakota and South
Dakota.
MicroWarehouse: Account Manager & Sales Manager
July 1997-March 1999. Worked with State and Local Government and Education customers in various areas of
the country, in both Sales and Sales Management positions.
Pitney -Bowes: Sales Representative
January 1997-July 1997. Small Business door-to-door sales of mailing machines in CT.
Dell: Sales Representative
January 1996-September 1996. Personal sales rep for four months, then SMB.
Kaplan: Instructor, Sales Manager
January 1994-May 1997. Taught GMAT, SAT, GRE, and LSAT courses in Texas and CT. Co -Managed a call center
for the Southwest region selling all Kaplan courses.
Education:
University of Texas BA in English 1990, BS in Speech Communication 1993
Awards:
Various awards and certifications from Microsoft, Adobe, McAfee, Symantec, Dell, HP, Kaplan, and a couple other
manufacturers.
351 Page
David Rounds
Account Executive/Regional Manager
for MOKA — Missouri, Oklahoma, Kansas & Arkansas
Education:
o Attended Middlesex Community College 93-95
Skills:
o Strong Software Volume Licensing Knowledge
o Successful Experience with Public Sector RFP's, Contracts and Proposals
o Account Management
Certifications:
o IBM Curam Solutions Sales Mastery
o Microsoft Design & Providing Microsoft Volume Licensing to Large Organizations
o Microsoft Designing, Assessing, and Optimizing Software Asset mgmt. (SAM)
o HP ESSN
o VMWare VSP
o McAfee Sales Professional
Experience:
o SHI International Corp. 7/13/98 —Present (17+ years)
• Order Entry for State of Texas Government and Academic accounts 7/13/98 — 7/21/99
• Inside Sales for State of Texas Government and Academic accounts 7/22/99 —
10/26/99
• Inside and Outside Sales Rep for Arkansas, Oklahoma, Kansas and New Mexico
10/27/99 — 4/27/00
• Outside Sales Account Executive for Arkansas, Oklahoma, Kansas and New Mexico
4/27/00 — 12/31 /2011
• Account Executive/Regional Manager for Missouri, Oklahoma, Kansas and Arkansas
(MOKA) 1/1/2012 to present.
■ 15 years field experience managing $60M+ in IT spend on average. Adding and
negotiating statewide contracts yearly. Currently managing a -team of 4 Account
Executives, 6 Inside reps and 2 sales support.
Activities/Hobbies:
o Golf, Motorcycles, biking, hiking, anything outdoors. Spending time with family.
361Page
Yara Ismail (732)735-7112 y_ara.ismai17901g►nail.com
214 Blake Avenue, Somerset N] 03873
PROFESSIONAL PROFILE:
A results oriented sales and operations management professional, with over 10 years of expertise in supporting customers and employees in the
Information Technology industry. Qualifications include:
■ Team Leadership ■ Customer Service ■ Solutions focused
■ Training & Communications 0 Account Management ■ Account Management
■ Management & Development K Project Management ■ System enhancements
EXPERIENCE;
SHI International Corp. — Somerset, NJ June 2004 — Present
Senior Inside Sales Manager — Public Sector (April 2009 — Present)
■ Management of SHI's growing Public Sector Inside Sales Division
+ Setting new initiatives for Inside Sales while maintaining World Class Support for Public Sector customers
■ Responsible for the division of territories as needed to maintain inside support and coverage
■ Point of escalation for customers and Public Sector Directors to address support issues
■ Management of Internal projects and providing status and updates to completion
■ Collaborate with internal teams to create new tools with added functionality for customers
■ Meeting deadlines and consistently setting goals and expectations for Public Sector Inside Sales Division
Inside Sales Managerl GSA Administrator (October 2005 April 2009)
+ Promoted to dual role - Inside Sales Manager & GSA Administrator
■ Managed and trained six Public Sector Inside Sales Teams
■ Maintained high morale among the team, by creating a healthy work environment and incentive programs
■ Point of escalation for Customers and Account Executives to address support issues
■ Managed and grew SHI's existing GSA Contract
■ Created proposals and modifications to the SHI's GSA Schedule
■ Passed annual GSA Audits for continued contract renewal
■ Met and reviewed products with prospective vendors to consider for addition on SHI's GSA Schedule
Inside Account Manager — Federal Accounts (June 2004 — October 2005)
* Created quote proposals for Information Technology products & services
■ Solicited business through follow up calls and competitive pricing
■ Effectively communicated with customers, providing World Class Support
■ Processed customer orders and provided consistent updates for status and tracking
■ Escalated issues to management for assistance when required
Ekornes, Inc. — Somerset, NJ March 2001— May 2004
Customer Service Representative & Lear! Trainer
■ Managed a group of accounts, while providing clients with excellent service
■ Completed order entry and provided customers with order status and tracking
■ Ensured accuracy of shipped products and filed claims with insurance companies
■ Promoted to Lead Trainer for Customer Service Representative (CSR's)
■ Created training material and documentation for newly hired CSR`s
■ Assisted new CSR's with questions regarding Ekornes products and resources
Madison Suites Hotel — Somerset, NJ August 1997 — March 2001
Guest Service Agent & Front Office Manager
■ Responsible for guest check in and check out
■ Maintained a cash drawer and completed reports, ensuring all transactions and cash payments received
■ Interviewed and hired Guest Services Agents and Auditors
■ Scheduled and supervised staff of 6 employees
■ Managed and maintained long term guest accounts
■ First point of contact for guest complaints and escalations
■ Provided excellent service and ensured business guests rebooked for future stays
EDUCATION.
Rutgers University, New Brunswick, NJ September1997 — May 2002
Bachelor ofArts in Political Science
Minor in Middle Eastern Studies
Professional and personal refrences available upon request
371 Page
1.3 Account Management Team — Provide a description of the responsibilities of the dedicated
account management team(s) that would be assigned to each Participating State under resultant
contract. Include a description of how the account management structure ensures that service
will continue despite vacations, illness, other absences or resignations.
SHI Response:
SHI supports each of our customers with a dedicated Account Team, whose members are dedicated to and
specialize in supporting the unique needs of Public Sector customers. In general, the following provides an
overview of the typical Account Team structure:
Statewide Account Manager --Senior level sales position that coordinates and executes the terms and
conditions of SVAR contract with the State, Local, & Education Account Teams.
Field Account Executives (AE)----Direct sales related position with a goal of understanding their customers'
vision and mission in order to address their specific needs. Responsibilities include establishing a customized
service and support plan, resolving issues, and other topics critical to account development.
Inside Account Executives (IAE)—Provide specialized support for small and medium sized Local Government
and K-12 customers throughout the State they support, ensuring that even customers who are smaller or
geographically dispersed will receive the same outstanding, proactive level of service that larger or centrally
located customers receive.
Managers, Inside Sales Support --Coordinate, maintain, and manage the activities of the Inside Account
Managers.
Inside Account Managers (IAM)----Working in partnership with the Account Executives in the field, the IAMs
maintain direct relationships_ with the customers and have the responsibility of ensuring customer satisfaction.
Functional areas such as pricing, availability, order entry, tracking, returns, product information, and expedites
are an integral part of their daily activities. They execute the plan established by the Account Executives for a
customer.
SHI's Account Team Approach
Putting the people in place to support the customer is not enough. SHI believes that the members of the
Account Team must be empowered and have the autonomy to respond to all customer requests. We have
ensured that all sales personnel have the training and resources they need to immediately provide the customer
with accurate, up-to-date information. The Inside Account Managers have the autonomy to execute service
issues such as expedites, returns and re -ships, invoices, and special price requests.
At SHI, our people remain our greatest asset. All members of the SHI Account Team are dedicated to providing
high quality customer service and support. Our success has stemmed from outstanding customer support
through dedicated Account Teams, constant development of procurement and Internet solutions, strong
partnerships with top manufacturers, and a company -wide determination to be the best.
We are committed to providing:
Accessible, courteous, responsive and seamless customer service
Customer service goals that are measurable and evaluated; and
Continuous development to meet our customers' changing needs
381Page
SHI has a long history of providing high quality service to our customers, as evidenced by our 99% customer
retention rate. Furthermore, SHI has experienced tremendous growth over the years because of our dedication
to our customers and the customized approach we take in supporting each of our customers.
The Specific SHI Teams Supporting Each State
As mentioned above, SHI provides tremendous resources in support of our Public Sector customers across the
US, very capable of supporting the unique needs of multiple Participating States at the same time. SHI has an
extensive outbound sales force of more than 700 Account Executives who are located throughout the United
States. These Account Executives focus on specific business segments, with Account Executives specific to
supporting the unique needs of those customers in Public Sector:
• 88 Field Account Executives supporting State & Local Government and Education
R 132 Inside Account Executives supporting Small/Medium Local Government and Education
customers
® 94 Inside Account Managers who partner with our Field Account Executives and assist customers
with their day to day quoting and ordering needs
We have included maps of our various Public Sector regions to give you an idea of the locations and
specializations of our Public Sector sales force across the country who will be supporting the new NASPO
ValuePoint contract. The SHI Public Sector Regional Directors are shown below, followed by coverage maps for
each Public Sector region.
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391 Page
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411 Page
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In addition to our field sales force, SHI has approximately 94 Inside Account Managers in our headquarters
location who will work in tandem with our field sales force in support of this agreement. Like our field AEs, the
IAMs also work only with Public Sector and are accustomed to supporting the NASPO ValuePoint SVAR
contract. This team method of account management structure ensures that service will continue despite
vacations, illness, other absences or resignations.
421 Page
As yet another approach to ensure we are proactively addressing the needs of Public Sector customers of all
sizes, SHI also has an SM SLED division, based in our headquarters location, to support the NASPO ValuePoint
contract. Currently a team of 132, this team focuses on supporting small and medium sized Local Government
and K-12 customers across the country to ensure personalized attention regardless of the customer's size. This
group will round off our support and ensure that all NASPO ValuePoint customers receive the proactive support
and expertise needed to ensure a successful contract experience.
SM Sled Roster by State and Customers Served:
State
Territory
IAE
IAE Manager
Alabama
K-12
Brendal nne Ferreras
Joseph Nyamwan e
Alabama
Local Government
Brendal nne Ferreras
Joseph Nyamwan e
Alabama
Local Government
Jim Grogan
Joseph N amwan e
Alabama
Local Government
Chris Oliva
Joseph N amwan e
Alaska
K-12
Pete Garay
Josh Reyes
Alaska
Local Government
Eric Stewart
Josh Reyes
Arizona
Local Government
Patrick O'Brien
Josh Re es
Arizona
Local Government
Ricardo Robles
Josh Re es
Arizona
K-12
Chris Asare
Josh Reyes
Arizona
K-12
Pete Garay
Josh Reyes
Arizona
K-12
Joe Burst
Josh Reyes
Arizona
K-12
Lindsey Ginsberg
Josh Reyes
Arkansas
K-12
Amy McGowan
Jessica Crincoli
Arkansas
Local Government
Devin Stone
Jessica Crincoli
Arkansas
Local Government
Jon Pino
Jessica Crincoli
Arkansas
Local Government
Jessica Vos
Jessica Crincoli
Arkansas
K-12
Kristen Knobloch
Jessica Crincoli
Arizona
K-12
Ran Warwick
Josh Reyes
California
K-12
Nick Voelker
Josh Reyes
California
K-12
Chris Asare
Josh Reyes
California
K-12
Paul Marsicano
Josh Reyes
California
K-12
• Chuck Singletary
Josh Re es
California
K-12
Aline Martins
Josh Reyes
California
Local Government
Samuel Urso
Josh Re es
California
Local Government
Paul Andrikanich
Josh Reyes
California
Local Government
Julian Diaz
Josh Reyes
Colorado
K-12
Dylan Bamrick
Josh Reyes
Colorado
Local Government
Ricardo Robles
Josh Reyes
Connecticut
Local Government
Kristen Goers
Dan Sutton
Connecticut
Local Government
Dan Biancaniello
Dan Sutton
Connecticut
K-12
Bryan Amiano
Dan Sutton
Delaware
K-12
Mike Zmachinski
Dan Sutton
Alabama
Local Government
Bryan Hunt
Joseph N amwan e
Florida
Local Government
Tyler Osofsky
Joseph N amwan e
Florida
K-12
Katherine Fernandez
Joseph N amwan e
Florida
K-12
Chris Henry
Joseph N amwan e
Florida
K-12
Di ali Patel
Joseph N amwan e
431 Page
Georgia
Local Government
Pat Connolly
Joseph N amwan e
Georgia
Local Government
Kyle Thomas
JoseQh Nyamwanoe
Georgia
K-12
Dominic A22iah
Joseph N amwange
Hawaii
Local Government
Eric Stewart
Josh Reyes
Idaho
K-12
Pete Garay
Josh Reyes
Idaho
K-12
Sierla Hubac
Josh Reyes
Idaho
Local Government
Patrick O'Brien
Josh Reyes
Illinois
K-12
Stefanie Weg
Chris Cashin
Illinois
K-12
Connor Pollitt
Chris Cashin
Illinois
K-12
Shane Byron
Chris Cashin
Illinois
K-12
S me a Se'i
Chris Cashin
Illinois
K-12
Brianna Balestrieri
Chris Cashin
Illinois
Local Government
Mike Ryan
Chris Cashin
Illinois
Local Government
Bill Scioscia
Chris Cashin
Indiana
K-12
Justin Yuka
Chris Cashin
Iowa
K-12
Brian White
Chris Cashin
Kansas
K-12
Amy McGowan
Jessica Crincoli
Kansas
K-12
Marcus Parker
Jessica Crincoli
Kansas
K-12
Bill Wood
Jessica Crincoli
Kansas
K-12
Taylor Howes
Jessica Crincoli
Kansas
Local Government
Ashley Marfo
Jessica Crincoli
Iowa
Local Government
Laura Rista
Chris Cashin
Louisiana
Local Government
Jon Pino
Jessica Crincoli
Louisiana
K-12
Debbie Rezac
Jessica Crincoli
Kentucky
K-12
Connor Pollitt
Chris Cashin
Kentucky
K-12
Liz Gallagher
Chris Cashin
Kentucky
Local Government
Bill Scioscia
Chris Cashin
Louisiana
K-12
Vanessa Muniz
Jessica Crincoli
Maine
K-12
Patricia Killeavy
Dan Sutton
Maine
K-12
Tim Snook
Dan Sutton
Maine
Local Government
Dan Biancaniello
Dan Sutton
Maryland
K-12
Mike Zmachinski
Dan Sutton
Maryland
Local Government
Edward Holmes
Dan Sutton
Maryland
Local Government
Justin Johnson
Dan Sutton
Massachusetts
Local Government
Kristen Goers
Dan Sutton
Massachusetts
Local Government
T lere Daniel
Dan Sutton
Massachusetts
K-12
Bryan Amiano
Dan Sutton
Massachusetts
K-12
Tim Snook
Dan Sutton
Massachusetts
K-12
Kara Flanders
Dan Sutton
Michigan
K-12
Christine Devlin
Chris Cashin
Michigan
Local Government
An ad Singh
Chris Cashin
Minnesota
Local Government
Bill Scioscia
Chris Cashin
Minnesota
K-12
Victoria Pelosi
Chris Cashin
Minnesota
K-12
Stephanie Hawley
Chris Cashin
Mississippi
I Local Government
Jon Pino
I Jessica Crincoli
441 Page
Mississippi
K-12
Vanessa Muniz
Jessica Crincoli
Mississippi
K-12
Debbie Rezac
Jessica Crincoli
Missouri
K-12
Marcus Parker
Jessica Crincoli
Missouri
K-12
Kelsey Valenti
Jessica Crincoli
Missouri
K-12
Bill Wood
Jessica Crincoli
Missouri
K-12
Taylor Howes
Jessica Crincoli
Missouri
Local Government
Devin Stone
Jessica Crincoli
Missouri
Local Government
Jon Pino
Jessica Crincoli
Montana
K-12
Dylan Bamrick
Josh Reyes
Montana
K-12
Genevieve Kobus
Josh Reyes
Montana
Local Government
Patrick O'Brien
Josh Reyes
Nebraska
K-12
Brian White
Chris Cashin
Nevada
K-12
Joe Burst
Josh Reyes
Nevada
Local Government
Priscilla Fowler
Josh Reyes
New Hampshire
K-12
Tim Snook
Dan Sutton
New Hampshire
K-12
Patricia Killeavy
Dan Sutton
New Hampshire
Local Government
Dan Biancaniello
Dan Sutton
New Ham shire
Local Government
Kristen Goers
Dan Sutton
New Jersey
Local Government
Gabriella Viola
Dan Sutton
New Jersey
Local Government
Kevin VanBuskirk
Dan Sutton
New Jersey
K-12
Sean Macl-ea
Dan Sutton
New Jersey
K-12
Ran Kachel
Dan Sutton
New Jersey
K-12
Peter Corsi
Dan Sutton
New Jersey
K-12
Sara Burrows
Dan Sutton
New Mexico
Local Government
Priscilla Fowler
Josh Reyes
New Mexico
K-12
Joe Burst
Josh Reyes
New York
K-12
Patrick Goldsmith
Dan Sutton
New York
K-12
Brittany Kran ost
Dan Sutton
New York
K-12
Natalie Nicosia
Dan Sutton
New York
K-12
Sara Burrows
Dan Sutton
New York
Local Government
Jared Kohutan cz
Dan Sutton
New York
Local Government
Jason Rieg
Dan Sutton
Georgia
K-12
Di ali Patel
Jose h N amwan e
North Carolina
Local Government
Lou Malvasi
Joseph N amwan e
North Carolina
Local Government
Kevin Mariano
Joseph N amwan e
North Carolina
Local Government
Dominic Denaro
Joseph N amwan e
North Carolina
Local Government
Katie Jones
Jose h N amwan e
North Carolina
K-12
Valentina Trajkovska
Joseph Nyamwan e
North Carolina
K-12
Desiree Kersulic
Jose h N amwan e
Nebraska
Local Government
Laura Rista
Chris Cashin
North Dakota
K-12
Brian White
Chris Cashin
North Dakota
K-12
Sean Birch
Chris Cashin
North Dakota
Local Government
Laura Rista
Chris Cashin
Ohio
Local Government
Kenji Horton
Chris Cashin
Ohio
Local Government
Pat Swinarski
Chris Cashin
451 Page
Ohio
K-12
Chris Im eriale
Chris Cashin
Ohio
K-12
Liz Galla her
Chris Cashin
Ohio
K-12
Albert Eser ose
Chris Cashin
Ohio
K-12
Nicole DAndrea
Chris Cashin
Missouri
Local Government
Jessica Vos
Jessica Crincoli
Oklahoma
K-12
Kelsey Valenti
Jessica Crincoli
Oklahoma
K-12
Amy McGowan
Jessica Crincoli
Oklahoma
K-12
Marcus Parker
Jessica Crincoli
Oklahoma
K-12
Taylor Howes
Jessica Crincoli
Oklahoma
Local Government
Bryan Leoni
Jessica Crincoli
Oklahoma
Local Government
Sean Walker
Jessica Crincoli
Oklahoma
Local Government
Ashley Marfo
Jessica Crincoli
New Mexico
K-12
Ran Warwick
Josh Reyes
Oregon
Local Government
Eric Stewart
Josh Reyes
Oregon
K-12
Pete Garay
Josh Reyes
Pennsylvania
Local Government
Edward Holmes
Dan Sutton
Pennsylvania
Local Government
Jared Kohutan cz
Dan Sutton
Pennsylvania
K-12
Suzy O anesian
Dan Sutton
Pennsylvania
K-12
Josh Katz
Dan Sutton
Rhode Island
Local Government
Kristen Goers
Dan Sutton
Rhode Island
Local Government
Dan Biancaniello
Dan Sutton
Rhode Island
North Carolina
K-12
Bryan Amiano
Dan Sutton
K-12
Alexis Keresztes
Joseph N amwan e
South Carolina
K-12
Desiree Kersulic
Joseph N amwan e
South Carolina
K-12
Alexis Keresztes
Joseph N amwan e
South Carolina
Local Government
Dominic Denaro
Joseph Nvamwan e
South Carolina
Local Government
Katie Jones
Joseph N amwan e
South Dakota
K-12
Brian White
Chris Cashin
South Dakota
K-12
Sean Birch
Chris Cashin
South Dakota
Tennessee
Local Government
Laura Rista
Chelsea Davis
Chris Cashin
Chris Cashin
Local Government
Tennessee
K-12
Justin Yuka
Chris Cashin
Texas
Local Government
Andrew Baicher
Jessica Crincoli
Texas
Local Government
Sean Walker
Jessica Crincoli
Texas
Local Government
B an Leoni
Jessica Crincoli
Texas
Local Government
Christian Niemann
Jessica Crincoli
Texas
K-12
Nick Lou hlin
Jessica Crincoli
Texas
K-12
Alan Frost
Jessica Crincoli
Texas
K-12
Phil Nowakowski
Jessica Crincoli
Texas
K-12
Jim Fuhrman
Jessica Crincoli
Texas
K-12
Courtney Ritter
Jessica Crincoli
Texas
K-12
Will Fleming
Jessica Crincoli
e on
K-12
Sierla Hubac
Josh Re es
ah
r
Local Government
Patrick O'Brien
Josh Re es
ah
Local Government
Priscilla Fowler
Josh Reyes
461 Page
Utah
K-12
Joe Burst
Josh Reyes
Vermont
K-12
Patricia Killeavy
Dan Sutton
Vermont
K-12
Tim Snook
Dan Sutton
Vermont
Local Government
Dan Biancaniello
Dan Sutton
Pennsylvania
K-12
Natalie Nicosia
Dan Sutton
Penns Ivania
K-12
Tori Huber
Dan Sutton
Virginia
K-12
Ashley DeLia
Dan Sutton
Virginia
K-12
Tom Monks
Dan Sutton
Vir inia
Virginia
Local Government
Dianna Lee
Dan Sutton
Local Government
Tom Monks
-Dan Sutton
Utah
K-12
Ran Warwick
Josh Reyes
Washington
Local Government
Eric Stewart
Josh Reyes
Washington
K-12
Pete Garay
Josh Reves
West Virginia
K-12
Ashley DeLia
Dan Sutton
West Virginia
Local Govemment
Dianna Lee
Dan Sutton
Wisconsin
Local Government
Ran Baicher
Chris Cashin
Wisconsin
K-12
Stefanie WeQ
Chris Cashin
Wisconsin
K-12
Victoria Pelosi
Chris Cashin
Washington
K-12
Sieria Hubac
Josh Reyes
Wyoming
K-12
Dylan Bamrick
Josh Reyes
Wyoming
K-12
Genevieve Kobus
Josh Reyes
Wyoming
Local Government
Patrick O'Brien
Josh Reyes
In addition, SHI has a Software & Licensing Department and an Advanced Solutions Department whose
members are dedicated to supporting specific manufacturers and/or manufacturer product lines. Many of these
representatives are manufacturer sponsored and have completed the required manufacturer certifications to
provide pre -sales support. With 300 product specialists, pre -sales support engineers, licensing representatives,
and technicians, SHI is absolutely ready and excited to support the product requirements for NASPO ValuePoint
SVAR contract users. With just a single call to your Account Executive, you will be put in touch with the correct
representative for your needs.
1.4 Subcontractors— Provide the following information for items 1.4.1 through 1.4.3, using the format
below, for any subcontractors you propose to use.
1.4.1 Name of individual or company;
1.4.2. Proposed work to be performed;
1.4.3 Approximate percentage of work directed to subcontractor relative to total work under a
resultant contract;
1.4.4 In addition, provide a brief resume which contains education / credentials / certifications /
employment.
SHI Response:
At this time, SHI has not identified specific subcontractors to engage. Should the need arise base on a
customer's requirements and the scope of services, SHI will engage with the subcontractor who fits the
customer's requirements. We understand the use of a subcontractor is subject to the customer's approval.
47 1 Page
1.5 Consultants — Provide the following information for items 1.5.1 through 1.5.3, for all non -employee
consultants that assisted in the development of the Offeror's response to this solicitation.
1.5.1 Name of individual or company;
1.5.2. Work performed regarding the Offeror's response;
1.5.3 Resume which contains education / credentials / certifications / previous and current
employment.
SHI Response:
No consultants assisted in the development of SHI's proposal.
2. Company's Experience
Describe the Offeror's experience and expertise providing the following services:
2.1 Account Management (assume `accounts' as equivalent to a state contract, and to to a using
municipality).
SHI Response:
As described within our response to section 1.3 above, SHI provides each customer with a dedicated Account
Team. The members of the teams are focused on specific verticals within public sector (i.e. state government,
local government, and education). These teams bring expertise in IT solutions and tremendous experience with
public sector contracts to each Participating State. This means that SHI is able to deliver the following benefits to
all NASPO ValuePoint customers:
A keen understanding of the unique challenges government and education customers face.
Best practices around software licensing for individual customers, as well as licensing programs that
recognize cumulative spend per State or under the agreement as a whole.
Specialized customer service for small, medium, and large organizations throughout the Participating States.
Regardless of the customer type or the size of the organization, SHI understands that in order to bring the right
solution to a customer, we need to first understand that customers vision. Once we understand their goals, our
pre -safes licensing and technical support staff help design a strategy that is suitable to the customers current
environment, while ensuring it will scale to meet their future needs. When the customer is ready to move forward,
SHI will help to ensure that the customer is procuring those products using the most advantageous pricing
programs and at the most aggressive possible cost. We then follow through with deployment services and
support to ensure that the solution the customer procured is working as expected.
48 1 Page
Complete Vaiu
SUPPORT
f,chnolegy health checks
Rep orting& posit.+;en statements
Renewal manzgement
DEPLOYMENT
Fult P'ecyc'•esenAces
Ivligraticrservices
Protect management DEPLOY
TRANSACTION PROCESS
Custom e-commerce portals.
F€nanc;ng _ leasing
Quoting& invoace management
SUPPORT
STRATEGY
Strategic plan n ing servkes
Best pr actke consulting
STRATEGY Vendor Ro. admaps
TRANSACT SELECT
�j
SOLUTION DESIGNS
echnoiogyassess ments
Pro& of concepts
DESIGN
1Ass=tnormalizauon
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Price Modeling
Fro:gra rn n2 a n age ent
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In short, SHI's Public Sector Account Teams offer the experience and the expertise to help NASPO ValuePoint
customers to address, acquire, and adopt the software products and solutions needed to further their
organizations' missions.
2.2. License Management.
SHI Response:
When it comes to implementing and managing software licensing solutions, nobody does it better than SHI. Our
software procurement consulting services and Polaris asset management make it easy for our customers to
select and manage the license programs that are right for them.
SHI Licensing Team: SHI's Licensing Department is staffed with manufacturer -dedicated and certified experts
who assist our Account Executives in recommending and supporting the volume license programs that most
effectively suit your organizations' requirements. SHI completes an analysis of your existing environment and
future desired state to present the licensing options available to you and the savings realized by executing the
identified program.
License Management System: Utilizing SHI's License Management System (LMS), we track key contract dates
and terms and conditions, including pricing level and milestone requirements. Linked to SHI's order entry and
reporting system, LMS provides the checks and balances to ensure your transactions are processed and reported
against the correct agreement numbers and discount levels. Furthermore, SHI provides advanced notification for
contract milestones and renewals.
Reporting: SHI offers a breadth of reporting options which are flexible, customized, and available at no cost. We
offer custom data capture for reports that track purchases within your organization, e.g. project codes, department
codes, business units, etc. Our customers have the option to run these reports online at SHI.COM or to request
reports through their SHI Account Team.
49 1 Page
,.,...., , � . , � :�_ _� _ • Quarterly Overview
provides top products or
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SHI understands it can be a challenge for organizations to proactively track all expiring IT maintenance and
support agreements. With inconsistent renewal dates across manufacturers and/or products, organizations may
rely on the publishers and manufacturers to provide renewal notification. SHI provides a more reliable solution:
Polaris Renewal Organizer (PRO). Available at no charge to our customers, PRO compiles your technology
renewals in a centralized, rolling three year on-line timeline for simplified budgeting and renewal management.
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SHI was founded in 1989 as a software reseller. We have been supporting our customers software and licensing
needs for 26 years. We have seen many changes in the industry and we remain nimble in our support structure
to ensure we can meet the changing needs of the customers, as well as the software publishers with whom we
partner. SHI is the industry leader; no other software reseller provides as effective and efficient support around
software license agreements.
2.3 Training
SHI Response:
SHI understands the importance of providing training and communication to both Participating States and
individual contract users in order to successfully support the NASPO ValuePoint SVAR contract. To bring our
customers value and savings under the contract, we must maximize the usage of the contract and ensure it is
used effectively. We provide a variety of training and communication vehicles at no cost to the customers.
Webinars---SHI has had tremendous success hosting web -seminars for our customers. The seminar
series typically revolve around new technology announcements and Volume Licensing Program
changes. The hosts for the seminars include the manufacturer representatives, the SHI Product
Champions and/or the SHI Licensing Executives.
Licensing Training —The SHI Licensing Executives are available for both on -site and web conference
training sessions specific to your Licensing Agreements and your negotiated terms and
conditions. The topics for these training sessions can include license compliance, true -ups, how to
purchase products under your agreements, how enterprise type agreements work and how to obtain
products, and many other topics that are critical to departments and agencies.
Web Site Training —The SHI Ecommerce Specialists are available to provide training to those
employees authorized to access contract pricing and information at SHI.COM. SHI can schedule
trainings based on the customer's level of access to the site. Upon award of contract, your Account
Executive will work with the customers to determine the program and schedule that would work best
for them.
Initial and Ongoing Communication Plan
Contract Announcement —Upon award of the contract, SHI will create an Email marketing piece to announce
the renewal of the NASPO SVAR Contract with SHI. We will reach out to our existing customer base, as well as
entities within the states that are not currently purchasing from SHI. We will announce the availability of the
contract and include information and instructions for obtaining pricing and placing orders. The announcement will
be similar to the following and will be customized to include contact information, based on the customer entity.
511 Page
Did you hear the news
NASPO ValuePoint has awarded SHI with a
contract for Software & Services
Public agencies across The United States can now take advantage of our exclusive
discounts with a variety of software Publishers and IT service providers. Protect your
money, time and data with our state-of-the-art bundled solutions. Below are our
top software partners, with marry hundreds more to choose from.
Microsoft
vwary
V"�Symantec
(tne Security v
iw
�. Premier
Parirrer
i redhat.
CITRIX'
Mare Powerful Solutions. One Innovative Solutions Provider.
Contact your SHI Account Team for more information on NASPO ValuePoint or to request
a quote
Account Executive
Email: XX&d)shi corm ice: XXX-XXX-XXXX I Fax: XXX-XXX-XXXX
52 1 Page
Online Contract Information—SHI will post informational documents on the SHI.COM home pages for
Participating States. The documents will include general information about the NASPO ValuePoint SVAR
Contract, as well as specific information regarding any relevant details of the contract ---including how to make
purchases and where to obtain support.
Newsletter---- SHI creates a number of very informative newsletters that we send to our customers each month.
They contain information regarding important contract dates, product releases or changes, Q&A, upcoming
events, etc. Thousands of customers across the country currently receive this newsletter from us. We will be
pleased to make these communications available to all interested SVAR contract users.
SHI Blogs-- Featuring proprietary information and original content, the SHI Blog helps IT and Procurement
professionals cut through IT`s marketing fluff to validate how technology is evaluated, selected, deployed and
maintained in real -world scenarios. The SHI Blog is authored by SHI subject matter experts who directly support
and answer the questions of SHI's 18,000+ corporate, academic and government clients around the globe.
Because SHI does not --- and will not — accept any funding for content appearing in The SHI Blog, we retain
complete editorial control. Feel free to subscribe to and read our most current blogs here: http://blpg.shi.com/
The SHI Blog..►
HOME HARDWARE SOFrWARF SERVICES SOJLUTIONS MOBIUTY 'CLOUD NE
SOFTWARE Popular Pasts
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531 Page
Marketing Pieces—SHI creates hundreds of marketing pieces for our major manufacturer partners. These are
made available to customers through a number of avenues — in -person meetings, trade shows, email delivery,
mail -outs, etc. The marketing pieces will include those that we receive from the manufacturers, those that SHI
creates for a general audience, and those that SHI creates specific to a contract, such as NASPO ValuePoint.
In addition to training on how to best use the product, SHI also makes software product training available to our
customers. With regard to product training, SHI partners with companies that specialize in application
training. SHI will work with each Participating State to develop a complete offer that meets their needs, from end
user training to programs designed for IT representatives. The following training options are available as a fee -
based service:
Classroom Style Training —off -site from the customer. This is designed to meet the customer's needs
when only a small number of representatives need to receive the training.
On -site Training ---a good option for those applications that are used by a large number of users.
Computer -based Training —including training books and educational CDs.
2.4 Software Advisement
SHI Response:
SHI's Licensing Department is staffed with manufacturer -dedicated and certified experts who assist our Account
Executives in recommending and supporting the volume license programs that most effectively suit your
organizations` requirements. SHI completes an analysis of your existing environment and future desired state to
present the licensing options available to you and the savings realized by executing the identified program.
We provide dedicated staff for all of our major partners — including each of the SVAR Key Itemized publishers,
and many more, including but not limited to the following:
Authorized Licensing Center (ranked #2) .
Platinum Partner
Adobe 7 Dedicated Sales & Licensing Specialists
ArcServe
Attachmate
1 Team Manager
Large Account Reseller (ranked #3)
1 Sales & Licensing Specialist
National Reseller (ranked #1)
1 Dedicated Sales & Licensing Specialist
Volume Channel Partner - 2014 Volume Partner of the
Autodesk Year
1 Dedicated Sales & Licensing Specialist
Diamond Level Partner
Barracuda
1 Security Sales & Licensing Specialist
541 Page
Premier Partner
BMC
1 Sales & Licensing Specialist
Platinum Partner (ranked #1)
Box
1 Sales & Licensing Specialist
Two Star Elite Partner
Check Point
1 Security Sales &Licensing Specialist
k
Citrix Enterprise Licensing Partner (ranked #3)
LAR of the Year -2014
Citrix
2 Dedicated Sales & Licensing Specialist (NJ & TX)
1 Technical Resource - Mobility
Platinum Velocity Partner (ranked #3)
Commvault
1 Dedicated Sales & Licensing Specialist
1 Technical Resource ---ESG
LAR-Platinum Partner (ranked #3)
CA Partner of the Year - 2014
1 Sales & Licensing Specialist
Platinum Partner (ranked #1)
Corel
2 Emerging Partner Specialists
DMR Partner (ranked #2)
ESET
1 Sales & Licensing Specialist
Premiere Partner
Google
1 Dedicated Sales & Licensing Specialist
Premier Business Partner (ranked #2)
IBM 2 Dedicated Sales & Licensing Specialist, 1 Business
Development Manager
6 Operations Support
Kaspersky Platinum Partner (ranked #2)
551 Page
National Partner of the Year 2014
1 Security Software & Licensing Specialist
National Sales Partner - Premier (ranked #3)
LANDesk Americas NSP Partner of the Year - 2013
2 Emerging Partner Specialists
Authorized Reseller (ranked #1)
Corporate Reseller of the Year - 2014
McAfee (Intel Security)
1 Dedicated Sales & Licensing Specialist
1 Business Development Manager
1 Technical Resource - ESG
LSP & EDA (ranked #1)
Gold Competency
Team of 70+ Dedicated Licensing & Ops Specialists,
Microsoft
Software Assurance Benefits Administrators, and
Product Champions
12 time winner of MLGP Operational Excellence
Several Technical Resources - ESG
Partner
LogRhythm
1 Sales & Licensing Specialist
Authorized Reseller (ranked #1)
Net IQ
1 Dedicated Sales & Licensing Specialist
National Partner (ranked #1)
Novell
1 Dedicated Sales & Licensing Specialists
Managed Partner (ranked #2)
Nuance
2 Emerging Partner Specialists
Corporate Reseller Partner (ranked #1)
Open Text
2 Emerging Partner Specialists
561 Page
El
Oracle Global Platinum Partner
1 Sales & Licensing Specialist
Oracle
2 SW Technical Sales Representatives
1 HW Technical Sales Representative
Platinum Partner (ranked #3)
Proofpoint
1 Sales & Licensing Specialist
Red Hat Ready Partner (Ranked #1)
RedHat
High Volume Partner of the Year - 2013
1 Dedicated Sales & Licensing Specialist
Signature Level Partner (ranked #3)
RSA
1 Security Sales & Licensing Specialist
Silver Partner
SAP/Business Objects
1 Sales & Licensing Specialist
Partner
SolarWinds
1 Sales & Licensing Specialist
Platinum Partner (ranked #1)
Sophos Partner of the Year - (2011 - 2014)
Sophos
1 Dedicated Sales & Licensing Specialist (TX), 1 Business
Development Manager, 1 Security Sales & Licensing
Specialist
Platinum Partner
1 Team Manager
7 Dedicated Sales & Licensing Specialists, 1 Operations
Symantec
Specialist
2 Technical Sales Support
2 Business Development Managers
Tier 1 Platinum Partner (Ranked #1)
Tenable
1 Security Sales & Licensing Specialist
571 Page
Trend Micro
Veeam
National Channel Partner (Ranked #2)
1 Security Sales & Licensing Specialist
Platinum Pro Partner (ranked #3)
1 Sales & Licensing Specialist
Corporate Reseller
VMWare 1 Dedicated Sales & Licensing Specialist
WebSense
1 Presales Storage Solutions Architect
Platinum DMR
1 Dedicated Sales Specialist
Enhanced Support for Other Itemized Publishers, and Many More--SHI has a diverse partner ecosystem,
supporting over 15,000 unique publishers today. The following logos illustrate only a handful of the fully managed
or emerging partners within SHI's partner network. SHI has invested substantially in both Pre and Post Sales
resources to better service its customers and their long term needs as they Address, Acquire, and Adopt their
software solutions.
"Top Emerging Partners"
... with thousands of other technology solutions sold
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581 Page
2.5 Other (specify)
SHI Response:
SHI offers a wide range of value-added services to help you get the most value out of your software spend. Many
of these services are available to our customers at no cost, and for customers who wish to take advantage of
enhanced service levels, we do offer fee -based services as well. Throughout this proposal, we have described
many types of services that we will make available to NASPO ValuePoint and to each Participating State. In
addition, we would like to highlight a few additional services which our customers find especially valuable.
To understand the types of value-added services that SHI offers, it is helpful to envision our Address, Acquire,
Adopt model, which is built around the visions of our customers (see graphic below). We understand that in order
to fulfill their missions, customers need to move through each phase of the process and to receive the support
they need at each stage along the way. Following are some examples of the services (both free and fee -based)
that SHI offers at each stage:
Strategy: To assist in developing a strategy, SHI offers our customers strategic planning services and
access to the technology roadmaps they need to plan for the future.
Solution Design: SHI's in-house Solutions team offers a variety of assessments to help customers
understand their baseline, as well as proof of concepts for technology advancements.
Product Selection: This phase is about so much more than selecting the right product. SHI also helps
with identifying the best buying program and procurement timing, as well as software volume license
agreement implementation and administration.
Transaction: SHI is well-known for our flexibility and efficiency in conducting transactions for our
customers. We offer customized quoting, invoicing, financing, and e-Commerce options to simplify the
buying process for our customers.
Deployment: Beyond just delivering the software, SHI welcomes the opportunity to assist our customers
with project management and implementation services.
Support: SHI conducts regular reviews with our customers to ensure that their technology is working as
expected in their environment. We also provide reporting and licensing position statements, and we
proactively assist with future budgeting and renewal management.
Compfete Value
SUPPORT
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STRATEGY
Strategic piann:ngserrices
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591 Page
At the core of our Address, Acquire, Adopt methodology is SHI's ability to listen to our customers' needs and to
propose solutions that address those needs, and help customers achieve their vision. The value-added services
that we offer take on many forms, and they continue to evolve along with our customers' changing needs. SHI
delivers services through our own resources, as well as through our extensive partner network.
Under the current NASPO ValuePoint SVAR contract, SHI's Account Executives work closely with their customers
to understand their vision and to ensure that we are providing the right mix of products, services, and solutions for
their organization. We are committed to continuing to partner with our customers in this way throughout the term
of the new contract. We provide additional detail around our value-added services within the Methodology
attachment of this proposal (Attachment B) as well.
3. Clients
3.1 Provide information on Offeror's current government client list.
SHI Response:
SHI has had the privilege to administer statewide software contracts for over 20 years, and we now hold IT
contracts across all 50 states. The number of government clients we work with is in the thousands, from
local government entities, to state government departments and agencies, to educational institutions, to
public sector healthcare organizations.
Here are a few statistics which demonstrate our enthusiasm for and commitment to this customer
segment:
• SHI's Public Sector sales overall 2014 revenue was $1.313, representing over 24% growth from
2013.
SHI has 88 Field Account Executives supporting State & Local Government and Education
customers throughout the U.S.
SHI's Small -Medium SLED team, based in our New Jersey office, supports our smaller and
remote customers with additional 132 Inside Account Executives helping K-12 schools and local
government agencies.
SHI has 94 Inside Account Managers who partner with our Field Account Executives and assist
customers with their day to day quoting and ordering needs
With regard to the current NASPO ValuePoint SVAR contract in particular, SHI is proud to hold
Participating Addenda in each of the following states:
601Page
■ NASPOSofhvareVAR NASPO Hardware Othercontracts
1-1
0
SHI will continue to invest in our support for the government and education markets. We are uniquely
positioned to help you to address, acquire and adopt the products and solutions you need to fulfill your
business needs.
SHI provides additional details regarding our government customers within our response to
section 3.1.2 below.
3.1.1 Explain the services provided to each and how long Offeror has been working with each.
SHI Response:
As described above, SHI's government contracts number in the thousands. Our contracts include
statewide contracts for software and licensing, hardware, asset management, end user services, Iifecycle
services, staff augmentation, and others. Our first statewide contract was with the State of Texas, signed
in 1994, and some of our relationships with state government customers date back to 1991. While it does
not represent a comprehensive list, within our response to section 3.1.2 below, we are providing a
representative list of our public sector customers and the products or services that we provide to each.
3.1.2 List government contracts Offeror has gained over the past three (3) years. Provide an
explanation of why Offeror was chosen.
SHI Response:
The following table lists contracts won or renewed/extended over the past three years. These contracts
were originally awarded based on SHI's response to the customers' formal requests for proposal. While
award criteria will vary, typically these are awarded based on SHI's quality of service, our comprehensive
service and support plan, and our aggressive pricing proposal. Customers renew their contracts with SHI
because we deliver high quality service throughout the term of our agreement.
61 1 Page
AK
State of Alaska
NASPO ValuePoint - Computer Equipment (EMC)
EMC
AK
State of Alaska
NASPO ValuePoint - Computer Equipment (HP)
HP
NASPO ValuePoint - Computer Equipment
AK
State of Alaska
(Microsoft)
Microsoft
AK
State of Alaska
NASPO ValuePoint - DataComm (175)
F5 Networks
AK
State of Alaska
NASPO ValuePoint - Software VAR
All manufacturers
Alabama Joint Purchasing
AL
Program (AUP)
AUP Adobe
Adobe
Alabama Joint Purchasing
AL
Program (AUP)
AUP Lenovo
Lenovo
Alabama Joint Purchasing
AL
Program (AUP)
AUP Microsoft
Microsoft
AL
State of Alabama
Software, Personal Computer Contract
Adobe
AL
State of Alabama
Software, Personal Computer Contract
McAfee
AL
State of Alabama
Software, Personal Computer Contract
VMware
AL
State of Alabama
Software, Personal Computer Contract
Symantec
AL
State of Alabama
Software, Personal Computer Contract
Microsoft
AL
State of Alabama
Software, Personal Computer Contract
Nuance
AL
State of Alabama
Software, Personal Computer Contract
Microsoft
AL
State of Alabama
Software, Personal Computer Contract
Attachmate
AR
State of Arkansas
APC Network Infrastructure Solutions
APC
AR
State of Arkansas
NASPO ValuePoint - Computer Equipment (HP)
HP
NASPO ValuePoint - Computer Equipment
AR
State of Arkansas
(NetApp)
NetApp
All manufacturers EXCEPT Adobe,
Computer Associates, Corel, IBM,
McAfee, Microsoft, Oracle, Symantec,
AR
State of Arkansas
NASPO ValuePoint - Software VAR
Trend Micro
Adobe, CA, Corel, IBM, McAfee,
Microsoft, Oracle, Symantec, Trend
AR
State of Arkansas
State - Software LAR
Micro
AR
State of Arkansas
Wide Area Networking (WAN)
Cisco
AZ
State of Arizona
NASPO ValuePoint - Computer Equipment (EMC)
EMC
AZ
State of Arizona
NASPO ValuePoint - Computer Equipment (HP)
HP
AZ
State of Arizona
NASPO ValuePoint - Software VAR
All manufacturers
CA
County of Santa Clara
County of Santa Clara COTS
All manufacturers
CA
County of Santa Clara
County of Santa Clara Peripherals
All manufacturers
CA
State of California
DGS Target Based De -Duplication
NetApp
CA
State of California
NASPO ValuePoint - Computer Equipment (HP)
HP
CA
State of California
NASPO ValuePoint - Software VAR
All manufacturers
State Compensation
CA
Insurance Fund
SCIF Dell Hardware and Peripherals
Dell
CA
State of California
SLP - Adobe
Adobe
CA
State of California
SLP - Attachmate
Attachmate
CA
State of California
SLP - CommVault
CommVault
CA
State of California
SLP - Microsoft Academic Select
Microsoft
CA
State of California
SLP - Microsoft Government Select
Microsoft
621Page
CA
State of California
SLP - Novell
Novell
CA
State of California
SLP - Symantec
Symantec
CA
State of California
SLP -Trend Micro
Trend Micro
CA
State of California
SLP - VMware
VMware
CO
State of Colorado
NASPO ValuePoint - Computer Equipment (HP)
HP
CO
State of Colorado
NASPO ValuePoint - Software VAR
All manufacturers
CO
State of Colorado
NCPA - Dell
Dell
CT
State of Connecticut
NASPO ValuePoint - Software VAR
All manufacturers
CT
Town of Bloomfield, CT
NASPO ValuePoint - Software VAR
All manufacturers
DE
State of Delaware
NASPO ValuePoint - Computer Equipment (HP)
HP
DE
State of Delaware
NASPO ValuePoint - Software VAR
All manufacturers
FL
State of Florida
Commercial Off -the -Shelf (COTS) Software
All manufacturers
FL
State of Florida
Microsoft License, Maintenance & Services
Microsoft
FL
State of Florida
NASPO ValuePoint - Computer Equipment (EMC)
EMC
FL
State of Florida
NASPO ValuePoint - Computer Equipment (HP)
HP
FL
State of Florida
NASPO ValuePoint - Computer Equipment (Lenovo)
Lenovo
NASPO ValuePoint - Computer Equipment
FL
State of Florida
(Microsoft)
Microsoft
NASPO ValuePoint - Computer Equipment
FL
State of Florida
(NetApp)
NetApp
NASPO ValuePoint - Computer Equipment (Pure
FL
State of Florida
Storage)
Pure Storage
FL
State of Florida
NASPO ValuePoint - DataComm (Brocade)
Brocade
FL
State of Florida
NASPO ValuePoint - DataComm (Cisco)
Cisco
FL
State of Florida
NASPO ValuePoint - Software VAR
All manufacturers
GA
Georgia Board of Regents
GA BOR VMware
VMware
Networking Equipment & IT Infrastructure
GA
State of Georgia
Products
Aerohive
Networking Equipment & IT Infrastructure
GA
State of Georgia
Products
Meru
GA
State of Georgia
PC Hardware, Related Equipment and Services
HP
GA
State of Georgia
Software and Services
All manufacturers
NASPO ValuePoint - Computer Equipment
HI
State of Hawaii
(Microsoft)
Microsoft
HI
State of Hawaii
NASPO ValuePoint - Software VAR
All manufacturers
IA
State of Iowa
NASPO ValuePoint - DataComm (F5)
F5 Networks
NASPO ValuePoint - Computer Equipment
ID
State of Idaho
(Microsoft)
Microsoft
ID
State of Idaho
NASPO ValuePoint - Software VAR
All manufacturers
IL
State of Illinois
Adobe Products Statewide Master
Adobe
Big Ten Purchasing
IN
Consortium (CICPC)
EndPoint Security Software
Symantec
KS
State of Kansas
Cloud Msg & Collaboration
Microsoft
KS
State of Kansas
IT Security Products & Services
CheckPoint, McAfee, Symantec, RSA
KS
State of Kansas
NASPO ValuePoint - Computer Equipment (Lenovo)
Lenovo
NASPO ValuePoint - Computer Equipment
KS
State of Kansas
(Microsoft)
Microsoft
KS
State of Kansas
NASPO ValuePoint - Software VAR
All manufacturers
KY
Commonwealth of
Enterprise IT Software Reseller
All manufacturers
631 Page
Kentucky
KY State of Kentucky
KY State of Kentucky
KY State of Kentucky
KY State of Kentucky
LA State of Louisiana
LA State of Louisiana
MA State of Massachusetts
MA State of Massachusetts
MD State of Maryland
MD State of Maryland
MD
MD
MD
MD
MD
ME
ME
MI
MN
MO
MO
MO
►R&
MS
MS
MT
KETS Instructional Device (Microsoft)
NASPO Value Point
- Computer Equipment (HP)
NASPO Value Point
- Computer Equipment
(Microsoft)
NASPO Value Point -
DataComm (Cisco)
NASPO Value Point -
Computer Equipment (Pure
Storage)
Tripp Lite Computer Peripherals
ITC47 - Hardware and Services
ITS58 Software Reseller
Commercial Off the Shelf Software (COTS 2012)
Consulting and Technical Services+ (CATS+)
State of Maryland Desktop, Laptop and Tablet
State of Maryland Hardware 2012
Microsoft Software & Services Large Account
State of Maryland Reseller
Maryland Judiciary
Maryland Judiciary
State of Maine
State of Maine
State of Michigan
State of Minnesota
State of Missouri
State of Missouri
State of Missouri
State of Mississippi
State of Mississippi
State of Mississippi
State of Montana
MT State of Montana
64 1 Page
MJUD COTS Software Master
MJUD Hardware and Associated Equipment and
Services
NASPO Value Point - Computer Equipment (HP)
NASPO Value Point - Software VAR
NASPO Value Point - DataComm (Cisco)
Computers: Enterprise Hardware, Software and
Services
NASPO Value Point - Computer Equipment
(NetApp)
NASPO Value Point - DataComm (Cisco)
NASPO Value Point - Software VAR
IT Hardware EPL
Software EPL
State of Mississippi Microsoft Contract
NASPO Value Point - Computer Equipment (HP)
NASPO Value Point - Computer Equipment
(Microsoft)
Microsoft
HP
Microsoft
Cisco
Pure Storage
Tripp Lite
Acer, Samsung, Dell, HP, Lenovo, Cisco,
EMC, IBM, NetApp
All manufacturers EXCEPT Microsoft
See list of manufacturers at website
All manufacturers
Dell, Lenovo, HP, Fujitsu, Panasonic,
Apple, Belkin, CODi, Ergotron, Kingston,
Plantronics, Premier Mounts, C2G, NEC,
Planar Systems, Sharp, Viewsonic,
Microsoft
See list of manufacturers at website
Microsoft
All manufacturers except Microsoft and
Novell
All manufacturers
HP
All manufacturers
Cisco
See price lists attached
NetApp
Cisco
All manufacturers
Acer, Aerohive, Alcatel -Lucent, Aruba
Networks, BenQ, Boxlight, Brother, Chief,
Eiki International, EMC, Fujitsu, Howard,
HP, Juniper, Lenovo, NEC, Nimble, Oki
Data, Panasonic, Ricoh, Samsung, Sharp,
Tegile, Tripp Lite, Unitrends, Viewsonic
Adobe CLP/TLP, Attachmate, Autodesk,
Citrix, Corel, CA, EMC, IBM Passport
Agreement, McAfee, Novell, Open Text,
Quest, SAP, Sophos, Symantec, Trend
Micro, VMware
Microsoft
HP
Microsoft
MT
State of Montana
NASPO ValuePoint - DataComm (Dell)
Dell
MT
State of Montana
NASPO ValuePoint - DataComm (EMC)
EMC
MT
State of Montana
NASPO ValuePoint - DataComm (F5)
F5 Networks
MT
State of Montana
NASPO ValuePoint - Software VAR
All manufacturers
MT
State of Montana
NCPA - Dell
Dell
National
National
Buyboard
All manufacturers
National
National
E&I Cooperative
All manufacturers
National
National
MHEC-VMware
VMware
National
National
NCPA - Lenovo
Lenovo
National
National
PACE
All manufacturers
National
National
PEPPM 2015 (Alcatel Lucent)
Alcatel Lucent
National
National
PEPPM 2015 (Lexmark)
Lexmark
National
National
PEPPM 2015 (Panasonic)
Panasonic
Axiom, Chief, Da-Lite, Dell, Higher
Ground, HP Printers, HP Computers, HP
Servers, Lifesize, Microsoft Surface,
National
National
PEPPM 2015 (Synnex)
ReclHat, Samsung
TIPS - Computers, Equipment, Components and
National
National
Peripherals
All manufacturers
National
National
TIPS - Copiers, Faxes and Multifunction Machines
All manufacturers
TIPS - Networking Equipment, Software and
National
National
Services
All manufacturers
National
National
TIPS - Software
All manufacturers
NC
State of North Carolina
EnclPoint Security Software
McAfee, Symantec
Aerohive, Cisco, Dell, Microsoft, Nicus
NC
USETPA
LAN -WAN Security
Software, VMware, Xirrus
NC
USETPA
LAN -WAN Security
Lenovo
Acer, HP, Microsoft, Samsung, Ctera,
Google, Fortinet, StorageCraft, Tripp Lite,
Belkin, Black Box, West Penn Wire,
Xerox, Sagemcom, Plantronics, Toshiba,
NC
USETPA
LAN -WAN Security / End User Devices (Synnex)
Epson
North Carolina Dept. of
NC
Public Instruction (NCDPI)
LEA WiFi
Cisco
Appsense, EMC, Nimble, Nutanix,
NC
State of North Carolina
Mass Storage
Symantec, Tintri
NC
State of North Carolina
Microcomputers and Peripheral Components
Lenovo, Samsung
NC
State of North Carolina
Microsoft Software Products
Microsoft
NASPO ValuePoint - Computer Equipment
NC
Mecklenburg County
(Microsoft)
Microsoft
NC
State of North Carolina
Novell Software and Maintenance Products
Novell
NC
State of North Carolina
Printer and Peripheral Components
HP
NC
State of North Carolina
Printer and Peripheral Components
Brother
NC
State of North Carolina
Printer and Peripheral Components
Samsung
NC
State of North Carolina
Ruggedized Mobile Computing Devices
Getac
NC
State of North Carolina
VMware Software Products and Maintenance
VMware
NASPO ValuePoint - Computer Equipment
ND
State of North Dakota
(Microsoft)
Microsoft
NASPO ValuePoint - Computer Equipment
NE
State of Nebraska
(Microsoft)
Microsoft
651Page
NASPO ValuePoint - Computer Equipment
NE
State of Nebraska
(NetApp)
NetApp
NH
State of New Hampshire
Computer Software - Reseller
All manufacturers
NH
State of New Hampshire
NASPO ValuePoint - DataComm (Cisco)
Cisco
NJ
State of New Jersey
ITS58 Software Reseller
All manufacturers EXCEPT Microsoft
NJ
State of New Jersey
NASPO ValuePoint - Computer Equipment (HP)
HP
NASPO ValuePoint - Computer Equipment
NJ
State of New Jersey
(Microsoft)
Microsoft
NASPO ValuePoint - Computer Equipment
NJ
State of New Jersey
(NetApp)
NetApp
NJ
State of New Jersey
NASPO ValuePoint - DataComm (Brocade)
Brocade
NJ
State of New Jersey
NASPO ValuePoint - DataComm (F5)
F5 Networks
NJ
Port Authority of NY & NJ
NASPO ValuePoint - Software VAR
All manufacturers
NM
State of New Mexico
NASPO ValuePoint - Software VAR
All manufacturers
NM
State of New Mexico
NCPA - Dell
Dell
NV
State of Nevada
NASPO ValuePoint - Software VAR
All manufacturers
NY
State of New York
Enterprise Systems (HP)
HP
NY
State of New York
Microcomputer System and Related Services (HP)
HP
Microcomputer System and Related Services
NY
State of New York
(Lenovo)
Lenovo
Microcomputer System and Related Services
NY
State of New York
(Toshiba)
Toshiba
All manufacturers EXCEPT those in the
NY
State of New York
Miscellaneous Software
attached.
NY
State of New York
Office Equipment (Oki Data)
Oki Data
NY
State of New York
Power Protection Equipment (APC)
APC
NY
State of New York
Power Protection Equipment (Tripp Lite)
Tripp Lite
NY
State of New York
Printing and Imaging Equipment (Oki Data)
Oki Data
NY
State of New York
Printing and Imaging Equipment (Samsung)
Samsung
NY
State of New York
Printing and Imaging Equipment (Xerox)
Xerox
NY
State of New York
Software (CA)
CA
NY
State of New York
Software and Related Services (Novell)
Novell
NY
State of New York
Systems and Peripherals (Storage) (EMC)
EMC
NY
State of New York
Systems and Peripherals (Storage) (HP)
HP
Citrix, Extreme Networks, Fujitsu,
Infoblox, Intermec, Juniper, McAfee,
NEC, NetScout, Nuance, Polycom,
OH
State of Ohio
Computer Hardware, Software and IT Services
Riverbed, SAP, Tibco, Palo Alto
OH
State of Ohio
Microsoft LAR
Microsoft
OH
State of Ohio
NASPO ValuePoint - Computer Equipment (HP)
HP
Computers, Software and Related
OK
City of Oklahoma City
Supplies/Services
All manufacturers
OK
State of Oklahoma
Desktop Software and Services
Microsoft, Adobe, SAP
OK
State of Oklahoma
NASPO ValuePoint - Computer Equipment (HP)
HP
NASPO ValuePoint - Computer Equipment
OK
State of Oklahoma
(Microsoft)
Microsoft
OK
State of Oklahoma
NASPO ValuePoint - Software VAR
All manufacturers
OK
City of Oklahoma City
Office Printers and Related Supplies & Services
All manufacturers
OR
State of Oregon
NASPO ValuePoint - Software VAR
All manufacturers
66Page
Acer, APC, Belkin, Cisco, Dell, EMC,
Fujitsu, HP, Intel, Jabra, Lenovo,
PA
State of Pennsylvania
COSTARS-3 IT Hardware
Nimble, Unitrends, ViewSonic
Adobe, Attachmate, Blue Open Text, CA,
Citrix, CommVault, Corel, Dell, IBM,
Kaspersky, McAfee, Microsoft, NetIQ
Novell, Nuance, Open Text, Quest, RSA,
Solarwinds, Sophos, Symantec, Tenable,
Trend Micro, Viewfinity, VMware,
PA
State of Pennsylvania
COSTARS-6 Software
Websense
PA
City of Philadelphia
NASPO ValuePoint - Software VAR
All manufacturers
PA
County of Berks
NASPO ValuePoint - Software VAR
All manufacturers
RI
State of Rhode Island
ITS58 Software Reseller
All manufacturers EXCEPT Microsoft
SC
State of South Carolina
Aerohive Network Hardware
Aerohive
SC
State of South Carolina
Cisco Network Hardware
Cisco
SC
State of South Carolina
Document Security Software
Win Magic
SC
State of South Carolina
EMC SAN Equipment, Software and Services
EMC
SC
State of South Carolina
FileMaker Software
FileMaker
SC
State of South Carolina
HP Network Equipment
HP
SC
State of South Carolina
Microsoft EES Software
Microsoft
SC
State of South Carolina
NASPO ValuePoint - Computer Equipment (HP)
HP
NASPO ValuePoint - Computer Equipment
SC
State of South Carolina
(Microsoft)
Microsoft
SC
State of South Carolina
NASPO ValuePoint - DataComm (Brocade)
Brocade
SC
State of South Carolina
Privilege User and Identity Software and Hardware
Dell
SC
State of South Carolina
QualysGuard Security Products
QualysGuard
SC
State of South Carolina
Rapid? Security Products
Rapid7
SC
State of South Carolina
Tenable Security Software
Tenable
SD
State of South Dakota
Computer Peripherals (Misc)
Select manufacturers only
SD
State of South Dakota
NASPO ValuePoint - Software VAR
All manufacturers
Microsoft Academic, Adobe, Toad for
TN
State of Tennessee
Multi -Manufacturer Software
Oracle
TX
State of Texas
Buyboard
All manufacturers
SHI
TX State of Texas Choice Partners: Infrastructure as a Service (laaS)
TX State of Texas Choice Partners: Technology Products & Services All manufacturers
ABT Global, Apple, Barco, Ergotron, Good
Technology, HP Health, Motorola, NDS
Surgical Imaging, Rubbermaid Medical
TX State of Texas DIR-SDD-1834 Healthcare IT Solutions, Services, Symantec
CSI Leasing
TX
State of Texas
DIR-SDD-1880 CSI Leasing
TX
State of Texas
DIR-SDD-1922 Managed Services
Services
CA
TX
State of Texas
DIR-SDD-1940 CA Software
TX
State of Texas
DIR-SDD-1951 Dell Products
Dell
671 Page
Cisco, Logitech, Polycom, Ergotron,
TX State of Texas DIR-SDD-2018 Conferencing Equipment AverMedia
TX State of Texas DIR-SDD-2030 Lenovo Products Lenovo
Encryptics
TX
State of Texas
DIR-SDD-2133 Encryptics Products
See price list attached
TX
State of Texas
DIR-SDD-2188 IT Security
TX
State of Texas
DIR-SDD-2500 Miscellaneous Software
See price list attached
Microsoft, Novell
TX
State of Texas
DIR-SDD-2503 Microsoft, Novell
TX
State of Texas
DIR-SDD-2504 Adobe Products
Adobe
TX
State of Texas
DIR-TSO-2538 HP Products
HP
TX
State of Texas
DIR-TSO-2542 Cisco Products
Cisco
TX
State of Texas
DIR-TSO-2634 EMC System Peripherals
EMC
TX
State of Texas
DIR-T50-2636 NetApp Products
NetApp
TX
State of Texas
DIR-TSO-2656 Barracuda Data Communications
Barracuda
Brocade, Buffalo Technology, Emulex,
Hitachi, Nexsan, Nimble Storage,
TX
State of Texas
DIR-TSO-2823 Data Storage
Overland Storage, Qlogic, Violin
TX
State of Texas
DIR-TSO-3021 Barracuda Data Storage
Barracuda
Oki Data
TX
State of Texas
DIR-TSO-3039 Oki Data Products
TX State of Texas
TX
State of Texas
Health and Human
Services Commission
TX
(HHSC)
Health and Human
Services Commission
TX
(HHSC)
UT
State of Utah
UT
State of Utah
UT
State of Utah
UT
State of Utah
UT
State of Utah
UT
State of Utah
VA
State of Virginia
VA
State of Virginia
681 Page
Xerox
DIR-TSO-3043 Xerox Products
Brother
DIR-TSO-3102 Brother Products
Hardware Acquisition and Leasing Dell
Seat Management Services
SHI
Computers - PC Store
All manufacturers
NASPO ValuePoint - Computer Equipment (EMC)
EMC
NASPO ValuePoint - Computer Equipment (HP)
HP
NASPO ValuePoint - Computer Equipment
(Microsoft)
Microsoft
NASPO ValuePoint - DataComm (F5)
F5 Networks
NASPO ValuePoint - Software VAR
All manufacturers
Desktop Productivity Software
See price list
Microsoft Large Account Reseller
Microsoft
Fairfax County Water
VA Authority Microsoft Large Account Reseller
VA
State of Virginia
PC Devices & Peripherals
VA
College of William & Mary
VASCUPP EMC Products & Maintenance
VA
Virginia Tech
Virginia Tech Microsoft Campus Agreement
VT
State of Vermont
ITS58 Software Reseller
VT
State of Vermont
NASPO ValuePoint - Computer Equipment (HP)
WA
State of Washington
Cisco Products and Services
WA
State of Washington
NASPO ValuePoint - Computer Equipment (HP)
NASPO ValuePoint - Computer Equipment
WA
State of Washington
(Microsoft)
WA
State of Washington
NASPO ValuePoint - DataComm (Cisco)
WA
state of Washington
NASPO ValuePoint - DataComm (F5)
Desktop Symantec Endpoint Protection Software
WI
State of Wisconsin
and Maintenance
WI
State of Wisconsin
NASPO ValuePoint - Computer Equipment (HP)
NASPO ValuePoint - Computer Equipment
WI
State of Wisconsin
(NetApp)
WI
State of Wisconsin
VAR Software, Support and Maintenance
WV
State of West Virginia
Large Account Reseller for Microsoft
WY
State of Wyoming
NASPO ValuePoint - Computer Equipment (HP)
WY
State of Wyoming
NASPO ValuePoint - Software VAR
691 Page
Microsoft
HP, Lenovo, Microsoft, Panasonic,
Samsung
EMC
Microsoft
All manufacturers EXCEPT Microsoft
HP
Cisco
HP
Microsoft
Osro
F5 Networks
Symantec
HP
NetApp
All manufacturers
Microsoft
HP
All manufacturers
3.1.3 List government contracts Offeror has lost or resigned over the past three (3) years.
Provide an explanation of why they were lost or resigned.
SHI Response:
SHI is proud of our record of success with our customers. We have never had a contract terminated by a
customer, nor has SHI ever failed to deliver under a contract.
3.2 If Offeror has no government clients, note this in your response and answer questions 3.1.1
through 3.1.3 based on non -government clients.
N/A -- SHI has many government clients, as detailed above.
3.3 References — Provide information for three (3) client references that replicate or are similar to
the requirements of this solicitation. All references shall be for engagements received and
completed within the last five (5) years. The State may, at its sole discretion, contact additional
clients not presented as references. Reference information is to be provided using the following
table format:
SHI Response:
SHI is pleased to provide NASPO ValuePoint with client references that replicate the requirements of this
solicitation. We hold many such statewide software contracts across the country. Therefore, we are
providing more than 3 references. For your convenience, we are separating them into two groups:
references from customers that SHI works with now under the current NASPO ValuePoint SVAR contract,
and references from customers that SHI works with now under other statewide software contracts. The
State / NASPO ValuePoint are welcome to contact any or all of the below references, as well as additional
clients not presented as references.
70 1 Page
Current NASPO ValuePoint SVAR References:
(Reference
Client One
Client Two
Client Three
Information
Company Name
State of Montana
:State of Alaska
State of Kansas —
Department of Administration
Type of
WSCA/NASPO ValuePoint
JVSCA/NASPO ValuePoint
WSCA/NASPO ValuePoint
Contract
'SVAR Participating Addendum
SVAR Participating
All Software
Product
Addendum
and
Services
Delivered
Contact
(Dale Stout
Jason Grove
(Veal Farron
Name,
Montana State Information
'Technology
(Department of Administration,
300 SW Jackson, 451 S
Mailing
Services Division
(Division of General Services
Topeka, KS 66612
'785-296-3122
Address,
:Software Contracts Specialist
Contracting Officer
Phone
125 N. ROBERTS
IPO Box 110210
Neal.Farron da.ks. ov
Number,
P.O. BOX 200113
Juneau, AK 99811-0210
Email Address
IHELENA, MT 59620-0113
.907-465-5679
406-444-0182
Jason.grove@aiaska.gov
dstout(@mt.gov
Contract Start and
(November 2011 - Present
(February 2013 - Present
June 3, 2011 -- June 2, 2016
End Date
I$8,000,000 / year
'$8,000,000 / year
,$46,264,609
Contract Value
lReference
Client Four
Client Five
Client Six
IlInformation
Company Name
State of Oklahoma — Office of
:State of Missouri — Office of
State of Arkansas —Office of
(Management and Enterprise
Administration, Information
State Procurement
Services
Technology Services Division
Type of
WSCA/NASPO ValuePoint
NSCA/NASPO ValuePoint
VVSCA/NASPO ValuePoint
Contract
Software, plus another software
Software
Software, plus another
Product
contract for Microsoft, Adobe &
:Software LAR contract for
and
SAP
Adobe, CA, Corel, IBM,
Services
(McAfee, Microsoft, Oracle,
Delivered
Symantec, Trend Micro
Contact
Jennifer McCaulla
(Russ Craighead
Jaime Motley
.5005 N. Lincoln Blvd.
301 West High Street, Room
1509 West 71h Street,
'Suite 200
'270
.V Floor
Mailing
Ma
Oklahoma City, OK 73105
Jefferson City, MO 65102
Little Rock, AR 72201
Address,
405-521-4772
1573-522-1154
501-371-6065
Phone
Number,
ennifer. mccaul laomes.ok. ov
Russ. CraigheadPoa.mo.gov
aime.Motley Ddfa.arkansas.
Email Address
711 Page
Contract Start and
NASPO SVAR: June 5, 2014 —
January 1, 2011 —June 2,
NASPO SVAR: August 27,
End Date
June 2, 2016
:2016
2012 — June 2, 2016
Other software contract: July
Other software contract:
26,2012 — July 25, 2017
April 1, 2009 — May 1, 2016
Contract Value
NASPO SVAR: $4,487,386
;�3,764,557
NASPO SVAR: $14,292,905
Other software contract:
Other software contract:
$38,038,510
$51,829,369
IIReference
Client Seven
Client Eight
Information
Company Name
Nevada State Purchasing !Arizona
*Letter
Legislative Council
Division of reference also
(currently, also ADOT and
Follows
Child Safety)
Type of
)NSCA/NASPO ValuePoint
WSCAINASPO ValuePoint
Contract
SVAR Participating Addendum
SVAR Participating
Product and
Addendum
Services
Delivered
Contact
Marti Marsh
Steve West
Name,
515 E. Musser St.,
1700 W. Washington
Mailing
Suite 300
Phoenix AZ 85007
Address,
Carson City, NV 89701
'775-684-0180
02-690-4209
Phone
west azle oy
Number,
rnmarshQadmin.nv.gov
Email Address
Contract Start and
June 3, 2011 —June 2, 2016
June 3, 2011 — June 2, 2016
End Date
Contract Value
$2,500,000 / year
Varying spend at multiple AZ
agencies during contract term
721 Page
References From Other
Statewide Software Contracts:
Client Ten
Client Eleven
IReference
Client Nine
Information
State of New Jersey
State of Alabama
Company Name
Virginia Information Technologies;
Agency (VITA)
Type of
SHI is our Microsoft Large
Software Reseller and Related
;Statewide Software contract
Contract
Account Reseller, they also have
:Services
+covering Microsoft, Adobe,
Product
other contracts for PC's/
Attachmate, VMware,
and
peripherals and Desktop
:Symantec, McAfee and
Services
'Software
(Nuance
Delivered
Contact
Gregory Scearce
Lynne Gash
(Mason L. Tanaka
Name,
"VITA
Contract Administrator 2
Acting Director, Information
Mailing
11751 Meadowville Lane Cheste
INJ Office of Information
Services Division
Address,
VA 23836
Technology
State of Alabama
Phone
I304-416-6166
:33 West State Street, 8th Floor
(Folsom Administration
Greg_o_ry_„Scearce ;_vita.virgtnia.q
Trenton, NJ 08625-0230
'609)
(Building
ov
Email Address
777-4121
64 North Union Street, Suite
L nne.Gash oit.nj. ov
:200
(Montgomery, AL 36130
(334) 353-7192
Mason.Tanaka(o)isd.aiabam
a. ov
Contract Start and
ILAR contract (10/17/13 —
9/1/15 — 6/30/20
11/1/12 -- 6/30/17
End Date
10/16/19) PC/Peripheral Contract
(03/31 /14 — 03/30/19) and
(Desktop Software Contract
(04/01 /14 — 03/31 /19)
Contract Value
(Microsoft LAIR Contract value for
$70M
Approximately $17M / year
IFY15 (July 1, 2014 — June 30,
2015) _ $40,108,774
IPC/Peripheral Contract value for
1FY15 = $2,302,689
(Desktop Software Contract value
for FY15 = $11,939,010
Below, we are including an additional Letter of Reference, which was provided by one of the current SVAR
references listed above:
731Page
Brian Sandoval Patrick Cates
Dieerfor
Jeffm, Haag
.Adotbris0'alor
STATE OF NEVADA
DEPARTMENT OF ADMLNISTRATIO-N
Purchasing Division
SISEast Alusser Street. Snite 3001 Carson Cifs.levada89701
Phone: (' .15) b84-01701 Fax: (771 5) 6fi-DISS
December 7, 2015
ADSPO —State Procurement Office
100 N. 151h Ave.. Suite 201
Phoenix, AZ 85007
Reference for Bid Solicitation-- ADSP016-00005829
The State of Nevada, Purchasing Division would -like to sabinit this reference for SHI
International Group.
We have been participating in this agreement with SHI since April, 2012 and in October- 2012
made the decision to single source our Nlicrosaft Licensing Agreement to SHI as our designated
channel partner- The knowledge possessed by the inside Mcrosoft Account team has been
extremely helpful to all of our State agencies -
The customer service xithin SHI is first class, we are extremely pleased N%ith their pricing,
delivery and super -fast turnaround on quote requests- The timeliness in which SHI responds to
our inquities, requests for quotes or resolving customer issues is outstanding- The team is
extremely knowledgeable and friendly- Our designated Account Manager is a delight to Nvork
with.
Weare hopeful that our relationship with SHI will be able to continue through the next contract
term.
Regards,
Marti Marsh
ma4_ru MOL4_111V
Purchasing Officer
741 Page
4. Financial/Accounting Information and Disclosures
4.1 Offeror must provide evidence of financial stability and capability to fund all cost associated with
providing the services through the term of the Contract. The latest two (2) years audited annual
financial statement(s), including Total Revenue, Net Income, and Total Assets, must be
submitted with the Offeror's Offer. If audited financial data is unavailable, explain in full the
reason and provide latest non -audited financial information to include Balance Sheet, Income
Statement, as well as, Statement of Cash flows and Change in Financial position. Include
information to attest to the accuracy of the information provided.
SHI Response:
SHI is a privately owned, financially stable company that operates with no bank debt. In an economy
when many companies are downsizing or even closing their doors, SHI remains financially sound and
profitable. In fact, we continue to grow through expansion of our product and service offerings, increasing
our regional offices, and growing our sales and internal support structure. With an expected $7 Billion in
sales for 2015, you can rest assured that SHI will support your needs today and well into the future.
Please see attached for SHI`s audited financial statements for the past 2 years (ATTACHMENT
A Qualifications-SHI-Audited Financial Statements.pdf).
4.2 Disclosures — Provide a statement for each item listed below:
4.2.1 Information regarding any irregularities that were discovered in any account maintained
by the Offeror on behalf of others. Describe the circumstances and disposition of the
irregularities.
SHI Response:
SHI does not maintain accounts on behalf of others. There have been no irregularities in any SHI
accounts.
4.2.2 Full disclosure of any potential conflict of interest, i.e. serving as a member, board
member, officer, or having significant financial interest with any company, firm or joint
venture with interests in the provision of software.
SHI Response:
SHI does not have any conflicts of interest for this contract.
4.2.3 Whether or not, in the last ten (10) years, the Offeror has filed (or had filed against it) any
bankruptcy or insolvency proceeding, whether voluntary or involuntary, or undergone
the appointment of a receiver, trustee, or assignee for the benefit of creditors, and
if so, an explanation providing relevant details;
SHI Response:
No, SHI has never filed for bankruptcy or insolvency proceeding. SHI has not undergone the appointment
of a receiver, trustee, or assignee for the benefit of creditors.
751 Page
4.2.4 Whether or not there are any pending Securities Exchange Commission investigations
involving the Offeror, and if such are pending or in progress, an explanation providing
relevant details and an attached opinion of counsel as to whether the pending
investigation(s) may impair the Offeror's performance in a Contract under this RFP.
SHI Response:
No, there are no past or pending SEC investigations involving SHI International Corp.
4.2.5 Documenting all open or pending litigation initiated by the Offeror or where the Offeror is
a dependent or party in litigation that may have a material impact on Offeror's ability to
deliver the contracted services;
SHI Response:
SHI is not involved in open or pending litigation.
4.2.6 Full disclosure of any public sector contracts terminated for cause or convenience in the
past five (5) years.
SHI Response:
SHI has never had a contract terminated for cause.
761 Page
TM
SHI International Corp.
290 Davidson Ave.
Somerset, NJ 08873
Phone: 888-235-3871
License Confirmation
SHI Account Executive Amelia Jakubczyk
SHI Account Manager Thomas A Wospil
Bill To
evin Lawler
A Dept of Administration
100 N. 15th Ave
Suite 202
Phoenix, A 85007
nited States
Sales order S325 5 7
Order date 5/ /2015
Customer Account 10237
Customer PO ADSP011-007500:35 9
Customer Reference
Payment Net 30 Days
Ship Via EDE GRO ND
Ship To
ADSP011-007500:35 9/ evin Lawler
STATE PROC REMENT O ICE
ISD
100 N. 15th Ave
Suite 00
Phoenix, A 85007
nited States
Item No.
Mfg Part No.
Qty
Description Ordered
277 9 79
WinSvrStd 2012R2 SNGL M L 2Proc 38
P73-0 309
2012 R2 Windows - Multiple Windows Platform Single Language Software
MICROSO T
Contract number: ADSP011-007500
SELECT
Enrollment No.: 8A9181A5
Agreement No.: 7 111
Country of sage: SA
This Is Not An Invoice "
Thank You for Your Order
The Products offered under this order confirmation are subject to the SHI Return Policy posted at
www.shi.com/returnpolicy, unless there is an existing agreement between SHI and the Customer.
Page 1 of 1
FlAwl"
Adobe
Adobe Systems Incorporated
345 Park Avenue
San Jose, CA 95110-2704
Phone: 408-536-6000
January 10, 2015
To whom it may concern,
This letter confirms that SHI is an Adobe authorized reseller in good standing with
authorizations for Commercial, Government and Education customers.
SHI is authorized to resell Adob
Please direct any questions to Bob Seaman at Adobe Systems.
Thank you,
Bob Seaman
Adobe Channel Account Manager
516-270-3988
bseaman@adobe.com
CITRIX0
Citrix Partner Authorization Letter
Americas
January 15, 2015
SHI International Corp.
290 Davidson Avenue
Somerset, NJ 08873-4145
USA
To Whom It May Concern,
This letter is to confirm that SHI International Corp., Org ID 18272, of Somerset, NJ is a Large
Account Reseller (LAR) and is authorized by Citrix to resell all Citrix Products as well as
associated maintenance from January 1, 2015 through December 31, 2015.
Regards,
Donna Buffet
Director, Americas Inside Channel and Operations
Citrix Systems, Inc.
r: iE:>z;sc;`t iE;rj:tcf,a?:}t
Date 11/18/2015
Re: Microsoft LSP Status Confirmation for the following sales opportunity:
State of Arizona
Microsoft Corporation North America Operations Center hereby confirms that SHI International Corp.
is an authorized Licensing Solution Partner (LSP) as of the date above and is approved to provide
Microsoft licensed offerings under the specific licensing programs within the specified territory
or territories identified on their signed Program Designation Form(s).
We make no representation about the financial strength of SHI International Corp. and third parties
should make their own enquiries before entering into business relations.
Regards,
Glenn Morris
Microsoft Sales Executive; National
Microsoft Corporation North American Operation Center
Cot poration is an i equal : u3, , iar:i;;• ar:3 it:,;t .,
Novell.
January 26, 2015
SHI International Corp.
290 Davidson Avenue
Somerset, NJ 08873
RE: Novell Partner Authorization Status
To Whom It May Concern:
This letter shall serve as confirmation that SHI International Corp. is an active Novell Gold
Software Service Agent in the United States and Canada for all Novell/SUSE product
lines. -
Should you have any questions or need anything further, please feel free to contact me at
(801) 861-1573.
Best Regards,
Kristy L. Tingler
Contract Negotiator
Contracts Department
Novell, Inc.
1800 S. Novell Place, Provo, Utah 84606
www novell cnm
L�
vmwa re
VMware, Inc.
3401 Hillview Avenue (877) 486-9273 main www.vmware.com
Palo Alto, CA 94304 (650) 427-5001 fax
January 7, 2015,
Re: Letter of Endorsement
To Whom It May Concern:
Please be advised that SHI is an active and compliant partner in VMware's Reseller Partner Program. SHI has been
a member in good standing since 2006. SHI is allowed to resell all VMware products in all 50 states and Canada.
Please contact me directly if any additional information is required.
Contract documentation is reviewed by VMware's legal department if necessary,
Regards,
Daniel Brodeur
Senior Director of National Partners
VMware
4225 Naperville Road
Lisle IL, 60532
(630) 215-8529
dbrodeur@vmware.com
Symantec..
1 /27/2015
SHI International Corp
290 Davidson Avenue
Somerset, New Jersey 08873
Subject: Confirmation of Symantec Partner Program Membership Enrollment
To Whom It May Concern,
This serves to confirm that SHI International Corp is a current member of the Symantec Partner Program (SPP) and
has been since 1/2/2002.
SHI International Corp has met the membership requirements of a Symantec Platinum Partner tier partner, is in good
standing, and holds the following Symantec Competency membership/s, recognizing their demonstrated proficiency
in the below solution and delivery areas, and as published on the Partner Locator:
Archiving — Expert
Dynamic Storage and Continuity — Principal
Data Security — Expert
eDiscovery — Principal . .
Endpoint Security — Expert
Endpoint Management — Principal
Enterprise Backup and Recovery — Expert
Security Monitoring and Management — Principal
Gateway Security — Expert
Mid -Market Backup and Recovery — Expert
Mobility - Expert
SHI International Corp has rights to advertise its status as a partner under the SPP, provided that any such rights and
obligations are carried out in accordance with, including but not limited to, the SPP Agreement entered into between
Symantec Corporation and SHI International Corp, and any additional, applicable policies or guidelines contained on
the Symantec PartnerNet Portal.
Thank you,
C
John Emard
Sr. Director, NAM Channel Operations & Programs
NAM Sales and Marketing Organization
Symantec Corporation
ATTACHMENT B
RESPONSE TO SCOPE OF WORK — METHODOLOGY
Provide a response to each item below, using attachments where necessary. Each narrative item response should
demonstrate ability to satisfy the Scope of Work. Limit response to experience directly relevant to this solicitation. The
narrative shall include a response to all elements state or referred to in each item. All information contained in the
proposal shall be current and factual. Failure to provide complete and accurate responses to the following items may
have a negative impact on the evaluation of the Offer.
All materials must be in electronic format that can be received in ProcureAZ ((httns:llprocure.az.goy), the State of
Arizona's electronic procurement system.
a. Responses should be comprehensive, but concise, addressing specifics with minimal extraneous
information.
b. Responses should address the respective requirements set forth in SECTION 3: Scope of Work
c. Response to all questions, even if you answer is "Not Applicable".
d. Label your response "ATTACHMENT B_Methodology_companyname" and state the question number
being addressed.
e. Narrative response is limited to twenty-five (25) pages. Any narrative response received in excess of the
twenty-five (25) pages may not be considered to be a part of the proposal.
Additional attached information shall indicate the item number and heading being referenced as it appears
below.
g. The above additional attached information should also include a header labeled, "ATTACHMENT
B _Methodology_companyname_name of additional information"
Additional attached information is not included as part of the page total.
Offeror shall describe its overall approach to providing solicited services. Include how Offeror plans to meet or
exceed requirements of the Scope of Work and Terms and Conditions.
SHI Response:
SHI has extensive experience administering Software Value Added Reseller contracts of this nature, and we are confident
that we will meet and exceed the requirements of the Scope of Work and Terms and Conditions. In fact, SHI has enjoyed
the opportunity to work with NASPO ValuePoint and the Participating States under the current SVAR contract, and we
have taken pride in our ability to administer the agreement to the maximum benefit of the contract users.
We understand the intracacies of implementing and maintaining a contract of this nature, supporting multiple state
agencies and municipalities. When we enter into an agreement of this magnitude, we take great care to implement support
and service plans to meet the needs of each State, while also supporting each indivual agency, city, county, township,
school district and higher education institution.
Since SHI has supported the NASPO ValuePoint SVAR contract in the past, our implementation will be seamless. Not
only have we already proven that we can meet and exceed the requirements, we are ready to do so immediately upon
award of the new agreement as well.
Following are some of the steps that SHI takes to ensure the success of our current agreement and to maximize the
value to the Participating Members. We will continue with these services for the term of the new contract and will
continue to engage with both NASPO ValuePoint and the Participating States to identify areas where we can increase
the value we provide.
Account Management & Training—SHI has already identified the members of the Account Teams who support the
Participating States --including Account Executives, Inside Account Executives, and Inside Account Managers. The
teams meet regularly to discuss the contract, to ensure everyone understands the terms and conditions, and to discuss
areas in which SHI is offering, or can offer, additional services in support of the Participating States. Furthermore, SHI's
Account Executives regularly meet with individual entities to discuss their purchase history and Volume Licensing
1 1 Page
Agreements. We have established a Customer Business Review which is designed to inform agencies about their
purchasing history and identify opportunities for consolidation or more efficient use of pricing agreements. We will
continue to provide these services with the award of the new NASPO ValuePoint SVAR contract.
Upon award of this contract, SHI will provide training to educate contract users on the new agreement, including training
on any new or updated individual State requirements. As appropriate, we will also hire additional Account Executives in
Participating States to ensure appropriate coverage for all Government and Education entities. SHI's Account
Executive(s) will meet with the State Procurement Office and/or Administration Office for each State to set the timeline
for implementation of the new contract and Participating Addenda, and discuss specific procurement and policy
intitiatives designed by the State. Some examples may include topics such as: Centralized Procurement Policies and
Dollar Values, State Specific Software Volume Licensing Agreements, Volume Licensing Key Codes, Enterprise Level
Agreement and Bulk Purchases, Authorization Processes, Contract Document Signatories and Processes, Website
Review and Discussion, Communication of SHI and the SHI Account Team, State IT Events and Tech Days. SHI's
Account Executive(s) will also work directly with each State to ensure the completion of the updated website, and verify
document procedures and policies for the SHI Inside Sales Team. SHI's Account Executive(s) will also meet with State
Agencies, Cities, Counties and Municipalities to better understand their goals and objectives, purchasing policies,
agreements established at the local level, volume licensing management and key code/order confirmation distribution
policies. Of course, these will not just be one-time conversations, but rather ongoing communications.
Licensing Programs—SHI regularly reviews all Participating States' Software Volume Licensing Programs to ensure
that they are all up to date, and to provide any necessary paperwork and/or procedures for transitioning any Volume
Licensing Programs which will be new to SHI. The SHI Account Executives also hold meetings with the Software
Publisher Representatives for each State to discuss the State's current and future business iniatives. SHI understands
the importance of the relationship between the State, Publisher and Reseller, and we believe that open communication
among all three parties is the best strategy to meet the needs of each State. Upon award of this contract, SHI will
continue to provide these services and will schedule meetings with key Publishers and each State to discusss purchase
history, program changes, and any current or upcoming promotions.
When SHI is involved in setting up a new Volume Licensing Agreement for any State, whether it is at the outset of a
SVAR contract or anytime during the contract term, we perform extensive analysis to assist the State in understanding
the different Volume Licensing Agreements available and the cost savings between the various Publisher Agreements.
SHI invests time in educating each State on the various Software Volume Licensing Agreements, and then assisting the
State with any Publisher paperwork necessary to implement the Agreements. SHI's Software Licensing Team is fully
engaged with the Account Executive and the State Procurement Officer and Contract Administrator to ensure a smooth
process with their Licensing Agreements and assist with the following:
Contract negotiation and support
Program requirements and review
Impact/cost analysis
Price validation
Best -practice recommendations
Organization -wide training, education, reporting and milestone tracking
g Performance metrics and customized reporting
a Organization -wide standardization of contract compliance
Expiration Tracking and renewals notification
a Maintenance, Subscription and Support
• License Confirmations and proof -of -purchase documents
Cost -Savings, cost -avoidance analysis
Allocation and tracking of pre -paid software license agreements
a Electronic Software Distribution
Media duplication and distribution
Working with Current and New Vendors---SHI adds vendors and products to our databases every day. Our flexibility,
breadth of offering, and willingness to evolve along with our customers' changing needs are unique strengths that SHI
happily leverages for our customers. Upon award of the new contract, SHI will continue to work with each of the
publishers named within Attachment C1 (Pricing Submission Sheet), as well as additional publishers not specifically
named in Attachment C1, to make sure we are on the same page and ready to support the new agreement. And of
course, we will also reach out to new vendors upon request of contract users, or when we identify new technologies that
we believe contract users will want to be able to purchase.
We expect that the publishers will have varying policies and requirements for SHI and for the contract users. Some
publishers have additional T's and C's that they will need contract users to review, and some even have their own
21 Page
agreement for which they will require customer signature. Typically, our Contracts Specialists review the required terms
and complete any paperwork that is required of SHI. We also help contract users to navigate through those processes
for any paperwork or signatures that the publishers require of the customers. The members of each State's Account
Team and SHI's Catalog Team then work together to add the products to the State's customized on-line product catalog.
Web Site—SHI will update the custom product catalog for each State according to the contracted pricing and the State
requirements for product inclusion. SHI also offers training sessions and advertises the available training sessions to
contract users.
Introductions & Marketing—SHI has a marketing plan for the contract to ensure maximum participation. The contract
renewal is a good time to review the plan to make changes and improvements as needed. We will work with the
individual states on appropriate timing, and appropriate venues for any face-to-face marketing initiatives. SHI's
implementation / transition plan for the new contract provides for a smooth and seamless experience for the States
included in the NASPO ValuePoint SVAR agreement, whether they are initial participants or opt to join the contract
during the agreement term.
SHI's marketing or outreach to all the participating entities on the contracts we hold is a multi -prong approach
SHI's CRM System has been uploaded with every public entity within each State. Each State's Account
Executives establish a relationship with each purchasing agent/buyer and IT administrator within the organization
and update our CRM so that we can verify that they have been reached. The SHI Account Executive discusses
the contract with them and provides them with contact information, website information, and contract guidelines
for working with SHI. SHI's Account Executives are proactive in their approach with our customers and
prospects, and they regularly engage in on -site meetings and joint phone calls with our publisher
representatives.
SHI's Inside Sales Team members walk individual customers through our www,shi.com website where
customers can create quotes, purchase items, obtain order status, and generate reports of their purchases.
• SHI's marketing team subscribes our new CRM contacts to SHI's monthly newsletter, which contains helpful
information on SHI's publishers, new products and promotions, changes to programs, and industry news.
SHI participates in statewide and local vendor events. SHI Account Executives and publisher partners meet with
all available entities and discuss SHI's support plan and our partners' solutions.
SHI works with each State to create timely and meaningful Tech Days for individual state and local entities to
attend to learn about new solutions for their IT environments.
Each of these elements come together to ensure that SHI meets or exceeds the requirements of the Scope of Work and
Terms and Conditions.
Here is what one our customers has to say about her organization's experience working with SHI under the current NASPO
SVAR agreement:
working with SHI to procure our software and maintenance has been a great experience. Our Account Manager is very
hands on and her inside sales team is fast and efficient. They are responsive to our requests, have answered tough
licensing questions (they have product specialists besides the regional teams who can dive deeper into the product if need
be), keep a record of our purchases and our maintenance renewal dates, and have made the quote/PO/invoice process
smooth. They are quick to communicate that they have received our requests and provide updates as the information
becomes available."
- Jennifer Jensen, City of Scottsdale, Arizona
Per Section 3.1.3, the SVAR shall Develop and Maintain Website. Describe the website to be established for a
state. Address that website's functionalities or special features. You may supplement this response with
illustrative screen prints (no more than 10) from one of your company's existing websites. Taking into account the
requirements of Section 3.1.3, address at a minimum:
2.1 Home page appearance and information;
SHI Response:
The SHI.COM home page (www.publicsector.shidirect.com) provides news announcements, links to industry information,
and links to the SHI Blog. Once the customer selects the proper vertical (government or education) and their State, they will
see their customized home page, where SHI provides information specific to the State and the NASPO contract, including:
31 Page
Account team contact information
News articles
Customized product catalog
Contract information
• Links to quotes, order status, and tracking details
SHI also offers the flexibility to create and post additional content that is specific to the NASPO ValuePoint SVAR contract,
and/or to an individual Participating States' purchasing rules or preferences. An example welcome page is shown below:
Welcome to the SHI Catalog for Arizona Goan
of i9tm!ri�.w�r 7lRAwa+clf iinxw'1]�a 1-gaA-.r'1 a�nu',: .. tn: *K+1cs.�ir:s+lr ^twt Meru Tiro
5'i p.NSMf Pp.�uetarxnl..".s.
£A:�Vei�f.iii l7�J d.Uk£%E kSf ;i %ir NaeNM'fl[uN1un �:emr. Prte0�5Yfin
p.,.n. ,�r5 4�.tiY �^H,�?G�yy AMdaFPlin{W.'AiNY anlax�
3sG•�"-aa .�E'aaixrtWY�b t-:t5-31:�sst
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2.2 On-line tutorials;
SHI Response:
SI-tl offers webinar tutorials for the navigation of our web site. In addition, the members of your Account Team and the SHI
Web Administration Team are available to assist with navigation and any technical issues that may arise.
2.3 Product catalog (include searchable fields, products to be included, how license information is
provided);
SHI Response:
SHI has created a customized product catalog to reflect the products and pricing under the NASPO ValuePoint SVAR
agreement. With thousands of software publishers already available to NASPO ValuePoint SVAR customers within our
master catalog, the updated catalog will be available — and robust — immediately upon implementation of the new contract.
While the master catalog will be available to all Participating States, each individual customer under this contract will also
have the opportunity to request their own customized product catalog based upon any customer -specific needs.
Upon award of the contract and throughout the term of our agreement, SHI updates the product catalog to reflect any
product changes. Customers can search by keyword, then filter the seach results by various criteria, such as:
• Contract
® Manufacturer
• Product Type
® Licensing Program
• Platform
41 Page
Some examples of searches are shown below:
]Y! Frio MN C1rMtg,&4c-J F Emc
M-01 of—fl—s Ceift!
AOcte Acro�k Pr, DC 2015 HL-s,
Ad.,
V" 4M U'X Am K�
ft—
Adoha A—W P.� U1(' 2715, 1irnncp
iu—, Th..,kV.4 X,
Adobe Acrobat Pro DC 2015 - license
Category: Desktop owlishirg
Product Pricing: S2N,60
Availability: In Stock
Quantity to Order:
CE—F- --7=1 �11
Within the product catalog, SHI provides detailed product specifications, Please see one such example below:
L—. rtw- I
51 Page
2.4 Links
SHI Response:
SHI has created a website and custom catalog for our current NASPO ValuePoint SVAR contract. Upon award of this
contract to SHI, we will work with NASPO ValuePoint and each Participating State to review the catalog and requirements for
each State, and to make the appropriate updates.
As an example, following is a link to the current catalog for State of Arizona Government. Note that each Participating State
has its own home page at SHI.COM. htto:llwww.gubliesector.shidirect.com/siglaz
In addition to the functionality described above, SHI's website also provides our customers with links to valuable information
such as the SHI Blog, SHI Newsletters, and customer -specific Account Team contact information.
2.5 Downloadable standard reports. Include:
2.5.1 How information is controlled and sorted (e.g. what information LSCA can access);
SHI Response:
SHI provides online order status and reporting for all orders placed with SHI, whether the orders are submitted online or
directly to the Account Team. Access to the order information is controlled by the permissions assigned to each individual
user name. The order data is tied to a specific customer account, and the individual accounts are then grouped together to
accommodate reporting groups that match the customer's organizational hierarchy. For example, individual departments can
be grouped with cities and counties to allow reporting across an entire local government entity or an entire State.
Additionally, SHI tracks all contract data at the highest level of the hierarchy, allowing us to provide reports across the entire
NASPO ValuePoint SVAR contract.
In short, SHI makes it simple for all contract users to access the reporting information that they need. Whether the reporting
requirement is for a single agency looking for the history of their purchases only, or for a Participating State that wants to
understand statewide purchasing trends, or for the LSCA to review a comprehensive report of all NASPO ValuePoint SVAR
purchases, the process to access that report is fast and intuitive.
The following lists the standard fields that -are available within a standard, detailed report:
Customer Name
Manufacturer Name
Manufacturer Part Number
Product Description
Version
Operating System
Media
Language
Product Type
License Program
License Pool
License Level
License Point Value
Maintenance Term
Maintenance Time Remaining
UNSPSC Number
UNSPSC Segment
UNSPSC Family
UNSPSC Class
UNSPSC Commodity
Order Date
SHI Order Number
Invoice Number
Ship Date
SHI Part Number
Quantity
Unit Price
Extended Price
Customer PO
Ship to Company
Ship to Address
Ship to City
Ship to State
Ship to Zip Code
In addition to the data fields above, SHI will create customized data fields for any customer who wishes to capture additional
information, and the customer would then have access to reporting based upon those additional fields. Current SVAR
customers find this custom capability helpful for tracking purchases, expenditures, and chargebacks. SHI works with each
individual account, as well as NASPO ValuePoint as a whole, to understand reporting requirements and to ensure we
continue to meet and exceed those requirements.
2.5.2 How state Procurement Officer can obtain purchasing profile for Users and volume in State;
SHI Response:
The State Procurement Officers will be granted a higher level of access, allowing them to run reports and view activity
across authorized users.
2.5.3 How an individual User can obtain only their information.
61 Page
SHI Response:
The level of access any user has is determined by the permissions assigned. The Account Teams and SHI's Web
Administration Team works with the customer to understand their needs for user authorization and access to information.
Those users who only need access to their own purchase history are limited. Likewise, those users who need higher level will
have the appropriate access rights.
2.6 How website is monitored, kept current and accurate
SHI Response:
The contents of SHI's web site and the catalog are kept up to date using data feeds from our suppliers. We make daily
updates to product information and pricing, ensuring that contract users are always accessing the latest products and at the
correct price.
3. Describe your Company's method for tracking software licenses and ensuring that Participating States receive
timely notifications of renewals or are advised of volume agreement opportunities or vulnerabilities, etc.
SHI Response:
SHI has earned a reputation as the most effective license provider in the industry. Our software procurement consulting
services and expertise, our license tracking and reporting capabilities, our robust Software Asset Management (SAM) tools,
and our commitment to operational excellence all work together to make it easy for our customers to choose the licensing
programs that are right for them, and to effectively manage those programs.
Our tracking abilities relieve our customers of the burden of managing their purchases. We understand that without the
processes and checks and balances that we have in place, the opportunity for error in tracking license purchases is
tremendous. SHI's license tracking system and workflow have been automated to enforce purchasing rules and to minimize
errors.
The process begins with the creation of part numbers within SHI's system. Each of SHI's SKU numbers have various
attributes associated with them —among them are Product Type, Manufacturer Name, Program Name, Program Level, and
Pool. These attributes trigger the license purchase process within our order entry system. So, our system knows that
products that have Types of"License Only", 'Maintenance Only", or'`License with Maintenance" are non -deliverable items.
In addition, each SKU is identified according the manufacturer name, Licensing Program name, Purchasing Level, and Pool,
as applicable. An example is Manufacturer=Microsoft, Licensing Program=Select Plus, Purchasing Level=D, Pool=Systems.
The price for this SHI SKU will always reflect the current price for the product purchased under the Microsoft Select license at
purchasing level D.
The, next step within the process is to identify those customers within our order entry system who have software Volume
License Agreements (VLAs). Once the VLA has been processed with the manufacturer, the SHI Licensing Representatives
link the customer's account key in SHI's order entry system to the appropriate licensing agreements, including the contract
number, enrollment number, purchasing level, the anniversary dates, and the maintenance dates. The customer's Account
Executive works with the Licensing Representatives to ensure that all contract data is accurate. By identifying this
information at the account level, SHI ensures the accuracy of our data capture and reporting to both the customer and the
Software Publisher.
Once those steps have been completed, your SHI Inside Account Manager can process orders within SHI's systems. Using
the data described above, SHI's order entry system compares the customer account to the SHI SKU and validates that the
order is being entered correctly.
Agreement Name
Customer Account in f SHI product SKU
Order Entry attributes
Purchasing Level
Once the order entry system has verified the data, it will present the IAM with the appropriate agreement and enrollment
numbers for that customer. The IAM simply selects the correct agreement and enrollment, eliminating the opportunity for a
7 1 Page
data entry error. In addition, the system will populate the appropriate price for the customer's purchasing level, again
eliminating the possibility for invoice errors.
Additionally, SHI's systems effectively track Maintenance Expiration Dates so that we can provide prompt, proactive
notification to our customers for Maintenance Renewal purposes. SHI supports and can track Maintenance Programs that
have co -terminus expiration and are pro -rated, or non co -terminus programs. Maintenance Tracking and Renewal
Notification capabilities are available for all programs and Maintenance purchases made through SHI, whether the purchases
are made via a Volume License Agreement or another maintenance program.
3.1 The standard sort -able data fields established for these records.
SHI Response:
It is important to note that SHI not only collects the standard fields we need to process each order, but we also have the ability
to collect customized data fields for each individual customer. The following are the standard data fields available, today:
Customer Name
Product Description
Media
License Program
License Point Value
UNSPSC Number
UNSPSC Class
SHI Order Number
SHI Part Number
Extended Price
Ship to Address
Ship to Zip Code
Manufacturer Name
Version
Language
License Pool
Maintenance Term
UNSPSC Segment
UNSPSC Commodity
Invoice Number
Quantity
Customer PO
Ship to City
Manufacturer Part Number
Operating System
Product Type
License Level
Maintenance Time Remaining
UNSPSC Family
Order Date
Ship Date
Unit Price
Ship to Company
Ship to State
3.2 The information tracked on behalf of Participating States.
SHI Response:
SHI makes all NASPO ValuePoint SVAR required reporting available by State to each Participating State, and we also have
the ability to provide customized reports as requested by each Participating State. In addition to the standard fields
described above, SHI also has the capability to collect customized data fields, which can be established at the NASPO
ValuePoint Level, at the Participating State level, and/or per individual customer. We are pleased to offer both standard and
customized reports to each Participating State, in addition to the overall NASPO contract reporting.
3.3 How reminders of significant dates or volume plateaus are triggered. -Include how your Company,
as a partner with the Participating State, communicates with the State to ensure no deadlines are
missed or opportunities unexplored.
SHI Response:
SHI understands that it can be a challenge for organizations to proactively track all expiring IT maintenance and support
agreements. With inconsistent renewal dates across manufacturers and/or products, some organizations may rely on the
publishers and manufacturers to provide renewal notification. SHI provides a more reliable solution: The Polaris Renewal
Organizer (PRO). Available as a value add to SHI customers only, and at no additional cost, PRO compiles your technology
renewals in a centralized, rolling 36-month timeline for simplified budgeting and renewal management. The tool is deliveed
via an interactive on-line portal, with 24/7/365 availability. Following is an example of what a customer can expect to see
using the PRO Timeline:
81 Page
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As described above, SHI collects the maintenance expiration date in our order entry system each time a customer purchases
maintenance. Through our PRO Renewal Management Service, SHI provides visibility and clarity around renewals to each
agency, thus complementing the workflow of their own software renewal lifecycle efforts. These efficiencies support our
customers' existing operating processes and in some instances SHI's PRO service even replaces or fills a void in our
customers' existing workflows, freeing up our customers' time for other activities. Participating States will receive the
following benefits:
Improved management of technology and renewals, as SHI provides proactive notification of maintenance renewal
periods for all relevant technologies in your environment
Improved budgeting and ordering efficiencies
More support (road maps, licenses options, potential for volume purchasing)
Reduce overall maintenance spend by avoiding unnecessary costs associated with inappropriate software publisher
buying programs (e.g., contractual vs. transactional licensing programs, individual vs. cumulative spend, etc.)
Reduce overhead (makes it much easier to manage multiple suppliers)
Simple setup, SHI guides customers through the onboarding and acquisition stage
No cost and no risk to initiate the service
Assistance with negotiating with the Publishers to co -term maintenance contracts, when permitted by Publishers'
licensing programs
4. Describe your Company's method of ensuring a Participating State receives documentation of Proof of License
that can be provided to requestors (e.g. auditors, in response to FOIA requests, etc.)
4.1 Describe process for providing Proof of License to a buyer. Provide a sample Proof of
License.
SHI Response:
SHI understands that many customers require a deliverable with all purchases, and many Publishers' Volume License
Agreements themselves do not meet this need. While proof of license may be obtained for some Publishers through the
Publisher licensing web site, for example the Microsoft Volume Licensing Service Center (VLSC), similar web sites may not
be available for all of the Participating States' licensing programs. To standardize a tracking method across all licensing
programs, SHI has established a service through which we provide automatic license confirmations to our customers. At the
time of order placement, your Inside Account Manager can enter the Email address of the end user (or other representative
within the customer's organization who should receive the license confirmation, e.g. IT Manager). SHI's systems will
automatically send the license confirmation to that Email address. Many of our customers use this service to "receive" the
product so that their Accounting Department can pay the invoice, or to hold on file as a back-up copy of their proof of license.
SHI is including a Sample Proof of License and a Sample Order Confirmation as attachments to this document.
(ATTACHMENT B_Methodology_SHI_License Confirmation. pdf and ATTACHMENT B_Methodology_SHI_Order
Confirmation.pdf). Please note that upon the customer's request, SHI can include the License Key information for software
installation on the Order Confirmation.
91 Page
4.2 Explain method of retaining back-up copies of Proof of License. State how quickly a
duplicate copy can be provided.
SHI Response:
SHI maintains all purchase history data in our order entry system. At any time, we can re -send the license confirmation, the
invoice, or a sell -through report to provide proof of license for a customer. In most cases, this duplicate copy may be
provided within four business hours of the customer request.
4.3 Describe how your Company partners with a State to demonstrate accuracy of licensing
information to a publisher (aka a "True Up").
SHI Response:
SHI is well -recognized in the industry for our reporting capabilities, and the Software Publishers whose products we offer
accept SHI's reports as proof of license. Our reports carry all of the information required by the SIIA and the Software
Publishers to serve as proof of purchase ---including the purchase date, the product number, description, and quantity. We
will work with each contract user and the Software Publishers during times when licensing compliance must be
demonstrated (e.g. during True -ups) to ensure that accurate licensing information is provided. Additionally, SHI can
produce copies of invoices to support each report transaction, as needed.
5. Reports
5.1 Describe standard reports which can be generated for a State (other than downloadable reports
addressed earlier). Provide sample reports.
SHI Response:
SHI offers a wide range of reports, both standard and custom. The following lists the standard fields that are available within
a standard detailed report:
Customer Name
Manufacturer Name
Manufacturer Part Number
Product Description
Version
Operating System
Media
Language
Product Type
License Program
License Pool
License Level
License Point Value
Maintenance Term
Maintenance Time Remaining
UNSPSC Number
UNSPSC Segment
UNSPSC Family
UNSPSC Class
UNSPSC Commodity
Order Date
SHI Order Number
Invoice Number
Ship Date
SHI Part Number
Quantity
Unit Price
Extended Price
Customer PO
Ship to Company
Ship to Address
Ship to City
Ship to State
Ship to Zip Code
The descriptions below represent just some of the standard report formats that are available. Reports are available
weekly, monthly, quarterly, or ad hoc. SHI does not charge for the reports we provide.
Sales History Reports
These standard reports provide an overview of your purchases from SHI. As mentioned previously, our system allows for the
tracking of Customer Specific Fields, therefore we are able to generate these reports in many ways. SHI will provide these
reports in any time frame that you require, and in one of three formats: detail of all transactions, summary by part number, or
summary by manufacturer name.
=> Contract Invoice Detail — details the purchases by contract number.
=�> Manufacturer Profile — Summarizes purchases over the past 12 months by manufacturer name.
=> Invoice Details -- provides detailed transactions and can be run for selected manufacturers or across all
manufacturers. The report can detail each transaction or summarize the spend by part number.
Spend by Customer, by State, or for all NASPO ValuePoint — to put the right information in the right hands,
each of the above reports can be pulled based on a specific organization, State, or across the entire contract.
Reports are available on-line to those customers who have the authorization level to run reports or can be requested through
your Account Team.
10 1 Page
SHI is including some Sample Reports as attachments to this document. Please note that the reports provided are
just a few examples of our capabilities. Our reports are fully customizable to meet each of our customers' unique
needs. Please see ATTACHMENT B_Methodology_SHI_Sample Reports.docx and ATTACHMENT
B_Methodology_SHI_NASPO Contract Reporting.xlsx.
5.2 Describe on-line, real time, reporting capabilities using established state website reports
5.2.1 Standard Reports. Provide sample reports.
5.2.2 Reports that can be generated by the LSCA.
5.2.3 Reports that can be generated by the Participating State. Provide sample
reports.
5.2.4 Reports that can be generated by the User agency. Provide sample reports.
SHI Response:
SHI provides an online tool for generating reports. The user's ability to run reports online is based on permissions assigned
to the user names; therefore the LSCA, any authorized users within each Participating State, and any authorized users in the
User Agencies will be permitted to run reports specific to their level of access. While the report options will be the same, the
reporting results will be customized. In other words, the LSCA will be able to run reports based on purchases under the
contract and across the Participating States. The authorized representatives within the Participating States and User
Agencies will be able to run reports according to the level of data to which they have access (i.e. statewide or specific
department/agency within the State).
SHI customers may access reports by requesting them from their Account Team or by running reports directly from our
website. To run a report online, the user will simply select the report type and the date range for the report, and then the
Email address or addresses for delivery of the report. In addition, the user may select the desired report format, i.e. Microsoft
Excel, html, tab delimited text file, or fixed width text file. Once the form is complete, our server will run the report and send
the Email with an attachment in the requested format. Our web -based reporting tool delivers 95% of all reports within 5
minutes.
SHI has the ability to provide more than 25 different types of standard reports for customers, depending upon the type -of
information and level of detail that the customer wishes to see. Reporting information is viewable online or available as an
export to a file (as described above).
SHI is including some Sample Reports as attachments to this document. Please note that the reports provided are
just a few examples of our capabilities. Our reports are fully customizable to meet each of our customers' unique
needs. Please see ATTACHMENT B_Methodology_SHI_Sample Reports.docx and ATTACHMENT
B_Methodology_SHI_NASPO Contract Reporting.xlsx.
5.3 Address whether your Company is able to provide "Custom Reports" as an optional service to
Participating States, should State determine to utilize this service? (See Section 3: Scope of Work,
3.7.3 Custom Reports)
SHI Response:
Yes, SHI is able to provide Custom Reports for any State which wishes to utilize this service. SHI fully understands NASPO
ValuePoint's need for flexibility in reporting. In addition to the standard data we capture for each order, SHI also has the
ability to capture custom fields as requested by our customers; these fields are customizable at the customer billing account
level. SHI works with each Participating State and User Agency under the contract to understand their reporting needs and
to ensure we are capturing the data required. Once the information is captured in our order entry system, it is available for
inclusion on reports and invoices. SHI is already providing these types of custom reports to many NASPO ValuePoint SVAR
contract users today, and we will also review these requirements upon award of contract and make any necessary changes
or additions.
6. Describe how your Company works with a State and publisher to maximize the State's value in obtaining
products and services under this contract. Description is to address, but is not limited to, the following:
6.1 Working with a State and a publisher to assist the State in managing their volume or enterprise license
agreements.
111 Page
SHI Response:
SHI is proud to support the software licensing requirements of the Participating States today, and we look forward to
continuing to provide this support under the new contract award. Our Account Executives are knowledgeable about and
experienced with the Software Publisher Licensing Agreements, and our Software Licensing Department is staffed with
specialists who are available to meet with our customers, to discuss their licensing requirements, and to review their options
for meeting those requirements in the most advantageous way possible. SHI regularly works with each Participating State
and each applicable Publisher to provide the following services:
Review current agreements to assist the customers in understanding the terms and to ensure the licensing
agreements meet the customers' current needs.
Assist with allocation of licensing benefits (e.g. Microsoft SA benefits such as training days and the Home Use
Program) to help customers achieve maximum value from each licensing agreement.
Track license purchases, review purchase history, and discuss forecasts and future plans to identify current
agreements that may be re -leveled, or additional agreements that may be of value.
Recommend new volume licensing agreements or alternatives to the software Publishers on our customers' behalf,
and proactively assist with negotiations, paperwork, and implementations.
During Customer Business Review Meetings, SHI Account Executives review the customers' purchases to ensure
they are on track with their license commitments and contract milestones, and to help customers plan and budget.
6.2 Working with a State and publisher to maximize the leverage created by the total sales volume from a
State and its cooperative partners to ensure best value to all State's.
SHI Response
SHI understands that our customers, and especially our public sector customers, need to reduce costs, identify areas for
savings, and ensure that they are achieving best value for their IT spend. SHI will continue to work with all of the
Participating States and individual contract users to identify savings not only within each State, but across all NASPO
ValuePoint participants, whenever possible.
SHI is not always the only source for a particular software title. However, we do possess a unique advantage in the industry.
Our knowledgeable team members, long history with public sector customers, and top-level Publisher relationships all allow
us to understand how to leverage our customers' cumulative purchase history and volume in order to better manage the
Software Contracts, consolidate the spend, and identify areas for cost savings.
Every day, SHI identifies ways that our customers can reduce their expenditures on IT software. We partner with our
customers, and we negotiate on their behalf, in order to obtain the most favorable terms possible. The following
demonstrates some of the ways we identify cost savings opportunities for our customers today.
Licensing —Whenever possible, the SHI Account Team provides quotes for licenses, rather than shrink-wrap
software; licensing options can offer tremendous savings over shrink-wrap. Even within licensing programs, there
are often additional nuances to consider. For example:
Transactional Licensing Programs -- These types of licensing programs can offer significant savings to
customers who purchase in large quantities, but who are not able to make a contractual commitment or forecast
buying estimates. These license programs usually require a first time buy -in (sometimes as few as 1-5 licenses
will qualify), which sets the discount level. The terms and conditions will vary by publisher, but whenever a
purchase is eligible for these discounts, the SHI Inside Account Managers will provide the information to the
customer at the time of quote. The SHI Account Executives will also identify these types of opportunities during
meetings with each Participating State, to provide additional visibility to savings opportunities.
Contractual Licensing Programs—SHI Account Executives regularly make recommendations for contractual
licensing programs after reviewing each customer's, and each State's, purchase history. These opportunities
cannot usually be identified based on single quotes; instead the AE uses SHI's comprehensive purchase history
reports to monitor each customer's purchases over time. The SHI AE not only reviews one-off purchases to identify
opportunities for new Volume License Agreements, but also reviews all purchases under existing agreements and
makes recommendations for when a customer should be negotiating for higher discount levels and/or better terms.
o Discount for shrink -wrap ---If a particular customer has purchased and/or will purchase a single product in large
volume, but the software publisher does not offer a licensing program, that customer still may be able to receive a
12 1 Page
better discount. In these cases, SHI Account Executives work with the publisher and the contract user to forecast
volumes and to negotiate pricing on those forecasts. The publisher may allow for special pricing for purchases
over time, in which case SHI creates a SKU within our order entry system that can only be used by that contract
user and that reflects the additional discount. In another scenario, the publisher may require a one-time volume
buy -in. In this case, SHI can hold the inventory in our warehouse and ship the product on an as -need basis to the
customer site. Again, these products would be inventoried under a State -specific SKU, so no other customer can
purchase that inventory.
o One-off Price Discounts—SHI is experienced at negotiating one-off price discounts based on volume on a case -
by -case basis. When your SHI sales team receives an inquiry for a large quantity of products, the team will make
every effort to negotiate an additional discount with the software publisher. SHI will then pass this additional
discount through to the State.
o License Re-deployment---SHI has a tool that makes it easy to hold licenses in "virtual inventory" and then re-
deploy them within the organization. This way, licenses owned by a particular group or business unit within an
agency that are no longer required can be re -assigned to another business unit that needs them (subject to
publisher licensing rights), thus eliminating the need to purchase those licenses again. At times SHI charges a
nominal fee for this service; however the customer recognizes significant savings over procuring a net new license.
Depending upon the needs of the Participating States and the flexibility of the publishers' programs, each of the cost savings
opportunities mentioned above may be able to be applied at the individual customer level, the State level, or even for all
NASPO ValuePoint participants. SHI's detailed reporting and regular review of spend give us the visibility and information
needed to work with software publishers on your behalf and to create the most possible savings opportunities.
6.3 Working with a publisher to maximize the leverage created by the total sales volume overall resulting
from this contract.
SHI Response:
SHI communicates regularly and at the executive level with the industry's top software publishers, and they respect
the knowledge and perspective that SHI is able to offer. SHI is well-known for our active participation in contracts
such as the NASPO ValuePoint SVAR contract, and for our ability to advocate -on our customers' behalf for
advantageous pricing and terms under a contract of -this nature. With our performance under the current SVAR
contract, we have already laid the groundwork for this type of leverage within the software publisher community.
As one example, in 2014 SHI worked very closely with the state of Alaska and with Adobe to build out a customized Adobe
Enterprise Agreement, otherwise known as an ETLA. The project required a huge effort by all three parties consisting of
much analysis and a series of meetings over an extended period of time. All of these efforts ultimately allowed the state to
recognize a huge return on their investment, resulting in substantial cost savings as well as providing a significant reduction
in administrative cost. The cost savings became evident to the State when they realized that they would be able to leverage
their bulk, cumulative spend to qualify for a custom deeply discounted Enterprise Agreement. This new Enterprise
Agreement provided the State with pricing that was locked in over a multi -year term, and available to all departments
regardless of their individual size or spend level. Administratively, this agreement was also very beneficial to the State
because they were able to eliminate the challenges of managing multiple disparate one-off software and maintenance
purchases, and instead transition to streamlined and consolidated annual payments. SHI worked with the State to provide
custom invoices to each individual state department to ensure that their individual allocations of the Enterprise Agreement
were appropriately distributed so that each agency could accurately plan and budget for this expenditure, which ultimately
benefited the departments by turning an unpredictable capital cost into consistent and structured operational costs. This
agreement allowed the State to achieve clear and substantial cost savings, while also ensuring access to the latest and
greatest Adobe products and support.
SHI has engaged in similar efforts with Adobe in other current Participating States as well, and our efforts have been so
successful that we are continuing to roll out this formula in additional States as well. And of course, this is just one example
of our partnership with one publisher. We have achieved these types of successes across all Participating States, and for a
wide range of software publishers. In short, SHI has the people, the processes, the licensing expertise, the industry
credibility, and the desire to help all NASPO ValuePoint SVAR participants to access better licensing options and achieve
greater savings than they would have otherwise been able to accomplish.
6.4 Working with State and publisher to obtain the best quote on a high volume purchase.
131 Page
SHI Response:
SHI regularly works with our customers and our publisher partners to obtain the best quote on a high volume purchase. At
times, the customer brings it to our attention that they are planning a large buy. At other times, we notice a trend of
increased spend for a particular publisher or product and we bring it to our customers' attention. In either case, we
proactively work with our internal licensing and purchasing teams, the publishers, and if applicable the publishers' authorized
distributors to determine all options for the most economical purchase.
One recent example occurred when the SHI Account Executive working with the State of Montana noticed a trend where
there were multiple agencies within the State who were inquiring about a certain software publisher, Varonis, at around the
same time. Rather than just providing standard pricing and looking at each opportunity individually, the SHI Account
Executive took the opportunity to introduce the Varonis sales representative to the Montana State Contract Officer to initiate
a conversation around volume savings. Working closely with Varonis and the State, SHI was able to help negotiate a set
discounted price based on the forecasted cumulative spend of all departments, so that all departments could purchase
independently at their discretion but benefit from the volume of all departments' purchases.
6.5 If, and how, your Company uses historical purchase information to provide targeted assistance to State.
SHI Response:
Yes, SHI absolutely uses historical purchase information to provide targeted assistance to the State and to each contract
user. As one example of how we put this into practice, SHI Account Executives work with each State to establish a schedule
for Customer Business Review meetings, typically held quarterly. While these meetings can cover a wide range of topics,
including goals, SHI services, emerging technologies, and impending licensing changes, SHI Account Executives also share
information regarding spend with SHI in order to identify additional areas for cost savings and provide targeted assistance to
each Participating State. During this business review meeting, SHI provides customizable reports in detail and summary
formats, to help customers analyze their software spend and identify potential areas for savings. SHI also provides a
"dashboard" view of a customer's purchase history with SHI.
SHI is including a Sample Customer Business Summary on the page which follows.
141 Page
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6.6. How maintenance support is to be made available.
SHI Response:
All maintenance support available through SHI from the Software Publishers is included within SHI's product catalog.
Depending upon the publisher, the maintenance support may be bundled with the license or may be purchased separately.
When a customer has questions about how to purchase the maintenance support or what is covered in the purchase, SHI's
Inside Account Managers understand these programs and provide assistance.
SHI then tracks the maintenance purchase in our order entry system. In addition to the standard information captured for all
purchases, SHI captures the maintenance expiration date. SHI uses this information to provide the renewal timeline on
SHI.COM and renewal reports. The following is a sample of the renewal timeline:
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6.7 Describe how training regarding the installation of products and use of products will be made available
and how to obtain best value from it.
SHI Response:
At SHI, we understand that purchasing the right products at the right price is important, and of course we strive to assist our
customers with selecting the best products to address their needs and helping them to acquire those products efficiently and
economically. But we understand the customer's experience with their products doesn't end there, and so our involvement
doesn't end there either. In order to help our customers to truly achieve best value from their IT -spend, we want to support
our customers in fully adopting that technology as well. As depicted on the graphic below, each of these elements are critical
to understanding our customers' vision and helping them obtain best value. We regularly assist NASPO ValuePoint
customers with their installation and use of products by ensuring that they receive any necessary key codes and licensing
and installation information, and we also help our customers to engage with our publisher partners to discuss relevant Case
Studies and best practices for product use. For customers who require additional assistance for complex use cases, SHI
also provides additional fee -based services for deployment and support.
161 Page
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SHI strives to help our customers achieve best value from all their software purchases. Toward that end:
• SHI provides pre -sales support teams to assist our customers with their licensing strategy and the design of the
solutions that address their specific needs. SHI remains vendor agnostic in our pre -sales support, ensuring the
customer is always receiving the solution that best meets their needs, rather than the needs of an individual
Publisher.
SHI's teams are available to assist with the selection of the product, licensing models, and the transaction process.
In most cases, the software is available for download directly from the Publishers' web sites. SHI's Software &
Licensing Specialists are available to assist customers through the process and navigating the Publisher sites.
• SHI supports our customers initiatives around deployment planning, product training (classroom or computer based),
and post -sales support options. Many of these services are fee -based and the SHI Account Executive will assist -the
customer with understanding their options.
A significant aspect of this service is to be Value -Added Services.
7.1 Describe how your company handles the complexities related to enterprise license agreements (e.g.
Microsoft EA, Adobe CLP, etc.). Include how you assist customers (especially first time customers)
through this process to ensure they are comfortable moving forward, and are knowledgeable about the
agreements once they are complete?
SHI Response:
As described throughout this proposal, SHI has many resources in place to ease the burden many organizations face in the
management of the varying requirements of the Publisher's Volume License Agreements. SHI understands that there is
much more involved in successfully implementing a Volume Program than just signing the contract. Each publisher has a
different set of terms, conditions and requirements, which can leave a customer with the burden and expense of putting
resources in place to manage their license programs. SHI offers resources to relieve our customers of that burden and
expense.
SHI's goal is to allow our customers to realize the benefits and cost savings from software license agreements without having
to change their internal processes and/or workflow. SHI helps our customers to compile information from any pre-existing
license agreements, along with the requirements of any new license programs, to establish a single source of information
and minimize your license tracking requirements. SHI also helps our customers to integrate the requirements of the
171 Page
Publisher's Licensing Agreements with their existing procurement process to maximize the benefits
SHI stands apart from other software resellers as the Number One enterprise software advisor to the world's largest
organizations with the most complex IT environments. Our success has been based on the resources we have allocated to
software license program management, in support of both our customer relationships and our publisher relationships.
Furthermore, SHI offers a wide range of tools and services designed to ease the management of license purchases and
deployments. Our focus starts with ensuring that each customer is educated on all the options available, and continues all
the way through to the Asset Management Tools that allow our customers to manage those intangible assets throughout their
organization.
Assisting Customers Through this Complex Process --The SHI Account Executives have the expertise, the public sector
experience, and the internal resources necessary to evaluate a customer's existing system and application environment to
provide an analysis of their licensing options. SHI Account Executives work closely with the Participating States to
understand standards and future direction, with an emphasis on leveraging your existing install base, future rollouts, and
competitive upgrades and maintenance. These efforts, combined with realistic forecasts, assist each customer with
comparing the various options available and the savings realized by executing the identified Volume License Agreement.
Our Licensing Department is staffed with manufacturer -dedicated and certified experts who are available to assist the
Account Executives in recommending and supporting their customers' licensing agreements. They work closely with our
software partners to understand the ins and outs of their complex volume licensing agreements, to ensure that SHI has the
most up-to-date information available, and to distribute this information to SHI`s sales force. SHI Licensing Representatives
are responsible for reporting the customers' purchases to the manufacturer within the timeframe and format required. These
representatives are available to assist the members of the SHI Account Team and SHI customers with questions regarding
software Volume Licensing Agreements. To give you an idea of the breadth of experience within our Licensing
Department, we are providing a list of licensing resources available to support this contract as an attachment to this
document (ATTACHMENT B_Methodology_SHI_Software and Licensing Team.xlsx).
In short, SHI understands that enterprise licensing agreements can be quite complex — but these agreements also provide
significant benefits in terms of cost savings and reduced administration costs. The SHI Account Team endeavors to simplify
the process for our customers, while ensuring that they receive maximum benefits from the agreements.
7.2 Describe how your company handles trarisitioning a group of customers from an account manager with
whom they have built a relationship to an account manager who is new to them?
SHI Response:
There are two types of scenarios in which we would need to transition a group of customers from an account manager
with whom they built a relationship to an account manager who is new to them:
One scenario is if SHI has earned a new contract, and we helping a customer to transition to SHI from another reseller.
SHI has a great deal of successful experience transitioning customers to our organization, and we have an
implementation plan that will make the process as seamless as possible. SHI had the opportunity to work with a large
number of NASPO ValuePoint SVAR customers to transition them to SHI when the term of the current SVAR contract first
began. Any of our current SVAR references could provide input on their experience with this transition. And because we
already have accounts and ordering processes established with these customers, the implementation of the new contract
will be seamless.
Another scenario during which SHI would need to transition customers to a new account manager would be for current
SHI customers who are transitioning from one SHI Account Executive to a new SHI Account Executive. Because the
tenure of SHI's field sales team is so high, we do not have much turnover. Most current NASPO ValuePoint SVAR
customers have worked with the same SHI Field Account Executive throughout the contract term. However, we do
occasionally need to transition a customer. At times, we add new members to our sales team to ensure that our current
team members maintain enough bandwidth to serve our customers proactively, and this sometimes requires a transition.
One way that we ensure a smooth transition is by providing our customers an Account Team approach. Our customers at
SHI have access to both a field Account Executive and an Inside Sales team. There are multiple people who are familiar
with each customer and understand the customer's needs and processes. We also document our customers' needs
within our internal systems. These things ensure continuity during absences and vacations, as well as at a time of
transition.
Regardless for the reason for the transition, there are steps we take to ensure that process is smooth
181 Page
1) Hold an introductory meeting to understand the key contacts/roles within the customer and how they are organized
2) Introduce SHI key contacts — inside and outside team and ensure customer has up to date contact information and
understands who to contact for specific requests
3) Discuss current processes and best practices
4) Understand the customer's goals and vision, and what are they trying to accomplish in the next 3-5 years so we can
begin (or continue) to bring appropriate solutions together
5) Conduct ongoing health checks to ensure that the customer is getting the best service and gaining efficiencies where
possible
Here is what one current SVAR customer has to say about his organization's experience when transitioning to SHI from a
previous reseller:
"In September 2011, the City of Phoenix adopted the State of Arizona Software Value Added Reseller contract
with SHI. Thanks to the hard work by the account manager and her inside sales team, the transition from the
previous supplier to SHI was seamless. SHI has been a great partner to the City during the last four years."
- Larry Jue, Senior Buyer, City of Phoenix
7.2.1 How do you ensure that all of the customers' needs are met?
SHI Response:
SHI provides a comprehensive customer support plan to ensure we are meeting each customer's needs. SHI's Account
Executives are empowered to make decisions around the support of their customers, and they have the autonomy to resolve
issues as they arise. Because our Account Executives are accountable and responsible for ensuring customer satisfaction,
SHI is able to provide high quality customer service and ensure efficient and effective response to questions and issues. In
addition, the SHI Regional Directors are engaged with the account teams to provide executive level support and to meet with
customers as needed.
SHI believes in regular communication with our customers. SHI Account Executives meet with the Participating States and
individual contract users to review their business with SHI. During these review meetings, we discuss purchase history, as
well as the customer's future plans. With open discussions, SHI can provide tremendous value in supporting future initiatives
and will engage the support teams as needed to meet the customers goals and objectives.
SHI encourages and actively solicits customer feedback. Our Director of Quality collects customer comments and concerns
to ensure they are addressed and resolved as quickly as possible. SHI sends an annual customer satisfaction survey to
request feedback on our performance and the services we provide. By soliciting feedback, we remain in touch with our
customers' needs.
SHI remains nimble in our approach to supporting our customers' IT needs, allowing us to address each customer on an
individual basis. We understand that "one size does not fit all" and that philosophy is apparent in our service structure.
We believe our commitment to meeting our customers needs is demonstrated in our level of success under the current
NASPO ValuePoint SVAR agreement. SHI holds the most Participating Addenda and has achieved the most volume under
the contract. We have met and exceeded service levels for NASPO ValuePoint and for each State during the contract term,
and we have been an active participant in helping NASPO ValuePoint and the States to explore new avenues to achieve
additional benefits under the contract.
Here is what one SHI customer has to say about SHI's ability to meet his organization's needs under the current SVAR
contract:
°I am writing this letter to recommend SHI as a value added reseller of Software for the State of Arizona. I worked as
an IT infrastructure manager for the Department of Corrections for six years and have been working at the City of
Phoenix the past three years. 1 can attest that during my career in Information Technology I have never worked with
a vendor that was more responsive and provided better customer service than SHI. When a quote was needed for
software, SHI always provided timely service and never left us waiting. In addition SHI would contact and meet with
our teams to make sure the needs of our organization were being met. When help was needed reconciling licensing
SHI was accommodating and quick to help by providing useful reports. SHI is a great resource and truly an
exceptional partner. I wholeheartedly recommend their services.
-John Ryan, City of Phoenix Information Technology Services
191 Page
7.2.2 How do you ensure the new account manager is given the resources necessary to be
successful in the new role?
SHI Response:
SHI understands how important it is for our customers to receive support from a representative who has the proper training
and resources to best serve you. At SHI, the Account Executives who support the Participating States are solely dedicated
to supporting Public Sector customers, and each has access to a wealth of resources within SHI and our publisher
community. SHI Account Executives have the training, knowledge, experience, and resources needed to support the unique
needs of government and education accounts. SHI offers on -going training to the members of the Account Teams in order to
ensure we are providing the highest level of customer service to all of our customers. We describe our initial and ongoing
training below.
SHI Account Executives ---
Initial Training
All new SHI Account Executives are brought to our headquarters in Somerset, NJ for an orientation. During this time, the
Account Executives meet the support personnel who are available to assist them in supporting the customers' requirements,
and they learn the tools that SHI provides for supporting customers, such as quoting tools, catalog management, e-
procurement, etc. In addition, the Account Executive learns detailed information about SHI's mission, our unique capabilities,
and the services that we provide. Each Account Executive is supported by a Regional Director who works exclusively with
Public Sector and has significant experience with Public Sector contracts.
On -going Training
Annually, SHI holds a sales conference and all Account Executives are required to attend. During this time, the
Account Executives receive refresher training and learn the new tools and services that SHI will be
introducing. At this event, we also hold orientation sessions with key publisher partners, who provide product
and program training, so the Account Executives have a current understanding of the products they sell.
SHI Account Teams also attend quarterly Regional Huddles, and monthly Regional Team Calls, to ensure that
we are staying up to date and sharing new ideas and best practices across all States.
Bi-Weekly Public Sector Conference Calls --All Account Executives attend a conference call twice per
month. One call is vertical -specific (i.e. State and Local, Higher Education or K-12) to help our sales team to
best address the needs specific to each customer's market, and the other is a general Public Sector call where
they learn the latest about Publisher programs and products as well as being updated on internal SHI resources
that have been added or changed.
Web Conferences —as needed, our manufacturer partners or SHI's Product Champions will host an internal web
conference to train our representatives on their products, procurement programs, new releases and upgrades,
and their technology.
7.3 Describe the training available regarding the use of this contract and how to obtain best value from it,
other than on-line tutorials.
SHI Response:
SHI is proud to be a NASPO ValuePoint SVAR contract holder, and we have the privilege of working with many
Participating States currently. We understand the value of this contract and the importance of supporting the current
contract users, as well as bringing on new participants. Whether a customer is new to the contract, or a long-time
participant, SHI offers various methods to educate our customers on the use of this contract and how to obtain best value
from it.
SHI understands the importance of providing ongoing training and communication to both Participating States and individual
contract users in order to successfully support the NASPO ValuePoint SVAR contract. To bring our customers value and
savings under the contract, we must maximize the usage of the contract and ensure it is used effectively. We provide a
variety of training and communication vehicles at no cost to the customers.
Webinars—SHI has had tremendous success hosting web -seminars for our customers. The seminar series
typically revolve around new technology announcements and Volume Licensing Program changes. The hosts
for the seminars include the manufacturer representatives, the SHI Product Champions and/or the SHI Licensing
Executives.
Licensing Training —The SHI Licensing Executives are available for both on -site and web conference training
201 Page
sessions specific to your Licensing Agreements and your negotiated terms and conditions. The topics for these
training sessions can include license compliance, true -ups, how to purchase products under your agreements,
how enterprise type agreements work and how to obtain products, and many other topics that are critical to
departments and agencies.
Web Site Training —The SHI Ecommerce Specialists are available to provide training to those employees
authorized to access contract pricing and information at SHI.COM. SHI can schedule trainings based on the
customer's level of access to the site. Upon award of contract, your Account Executive will work with the
customers to determine the program and schedule that would work best for them.
7.4 Explain what unique Value -Added services your Company will make available under a resultant contract.
State whether they are to be provided at no cost. If there are costs, identify these costs on the
applicable Pricing Sheet in the Cost Section.
SHI Response:
SHI offers a wide range of value-added services to help you get the most value out of your software spend. Many of these
services are available to our customers at no cost, and for customers who wish to take advantage of enhanced service
levels, we do offer fee -based services as well. Throughout this proposal, we have described many types of services that we
will make available to NASPO ValuePoint and to each Participating State. Below, we would like to highlight a few additional
services which our customers find especially valuable. Due to our breadth of service offerings, and our desire to evolve
along with our customers' changing needs, this is not a comprehensive list, but rather a snapshot of available value-added
services.
Value -Added Service
Description
Free or Fee -
Based
Software Expertise
SHI's dedicated Public Sector sales team has the experience and
Free
and Advice
resources to provide our customers with the information and advice
they need to make the right decisions for their software spend. Our
expertise and advice allow our customers to save money and to
achieve best value from their purchases.
Pre -Sales Support-
The members of SHI's Software Licensing Team provide support
Free
Licensing Team
around our customers' licensing needs, ensuring they are maximizing
the benefits of their volume license agreements.
Contract Training and
The range of software options can be complex and overwhelming, and
Free
Education, and
the available products and buying alternatives change frequently. SHI
Customer Business
provides initial and ongoing training and communications to help our
Reviews
customers to use the contract effectively and make smart choices for
their software spend.
Negotiation
SHI's top -tier status with our publisher partners gives us a strong voice
Free
Assistance
in the industry, and our unparalleled experience with Public Sector
customers gives us keen insight into the range of available software
options for customers across the country. We leverage these things to
hel our customers negotiate favorable pricing and terms.
License Tracking and
SHI's involvement does not end when we process a software
Free
Reporting, and
transaction. We partner with our customers throughout the contract
Renewals
term to track licenses, provide detailed reporting, and proactively assist
Manage nent
with budgets, renewals, and compliance.
Through SHI's Fine Print Service, our customers can review a set of
FinePrint
Free
publicly available EULAs on our web site (from www.shi.com, click on: My
Account > Tools and Reports > Fine Print). Fine Print is a contract
management and indexing system that organizes agreements by
separating contract text into standardized clause types and Identifies which
terms apply to various products and use cases, and then organizes the
data into an easy to find format.
211Page
Software Solutions Our Solutions team will help you to identify the right software tools and Free or fee -
Services technology, and then (if desired) execute the implementation of in- based,
scope services so that you can focus on your business. Our services depending
help accelerate your time to productivity and value — so that you can upon the
deliver results to your organization sooner. scope of the
reauirements
8. Explain how your Company will:
8.1 Retain publisher certification levels and improve on them.
SHI Response:
SHI is a top tier reseller for the publishers included within this RFP. We have met or exceeded the publishers' certification
requirements during the current SVAR term, and we will continue to do so over the term of the next agreement as well. As
evidence of our certifications and commitment to partnering with the publisher community in support of the SVAR agreement,
SHI is providing letters of authorization for the key itemized publishers (ATTACHMENT B_Methodology_SHI_Letters of
Authorization.pdf), a listing of SHI's major Publishers and our authorization/certification level with each (ATTACHMENT
B_Methodology_SHI_Reseller Certification.docx), as well as a sample report of publishers represented under the contract
over the last calendar quarter of the contract (ATTACHMENT B_Methodology_SHI_Represented Publishers.xlsx). SHI's
product catalog contains a vast number of Software Publishers and Hardware Manufacturers ---more than 15,000 at present
time. We would be pleased to provide you with information regarding our authorization level and capabilities around any
publisher you request.
8.2 Work to reduce costs to obtain publisher products?
SHI Response:
SHI has earned top -tier status with the major software publishers, which means that we have access to highly discounted
pricing levels. In addition, we regularly communicate with our customers and with our publisher partners to identify
opportunities for even further savings. Here are just a few ways in which we regularly reduce costs and save our customers
money for their software needs:
Review purchasing alternatives such as subscription vs. perpetual, and on-prem vs. SaaS, to help our customers
identify potential cost savings
Request special pricing for Government or Education customers — sometimes reduced costs are available for -
customers once SHI demonstrates their Public Sector status
Monitor promotions and temporary discounts, and help our customers to time their purchases so that they can take
advantage of these cost savings
Track customer spending and trends, and proactively work with publishers to negotiate volume discounts based on
transactions and/or cumulative spend
Understand, analyze, and present our customers with Volume License Agreement options which will reduce costs
Leverage our license tracking and reporting to help our customers understand the quantities in which they need to
purchase; often customers spend more than they need to in order to be sure of compliance, and we can help reduce
costs by verifying proper licensing
With the visibility of our PRO timeline for renewal management, SHI can identify opportunities to consolidate and co -
term purchases to reduce customers' costs
8.3 How does your Company respond to customer complaints and service issues?
SHI Response:
SHI is committed to providing high quality customer service and support. The Account Teams are available during normal
business hours, with emergency coverage also provided by the Account Executives and the Regional Directors.
By empowering the Account Teams to manage all aspects of customer service and to resolve issues, SHI provides a simple,
22 1 Page
streamlined, and effective escalation path. Most issues are resolved without the need for escalation outside the Account
Team. However, all members of the SHI team will welcome escalation and feedback at any time.
8.4 What is your Company's escalation process?
SHI Response:
Customers are invited to engage any member of the SHI team to escalate a concern. When a customer is looking for
guidance on the best way to escalate a potential concern, our recommended escalation process is as follows.
Escalation Point
Responsibilities
Response Time
Inside Account Managers
Day -to -Day customer service questions, such as
Within 4 business hours, with at
order placement, order tracking, quotations,
least status on resolution, if not with
return authorizations., licensing questions, etc.
the final resolution.
Account Executives
Overall management of the relationship between
Within 4 business hours, with at
SHI and the customer. Has the authority to take
least status on resolution, if not with
into consideration special circumstances to make
the final resolution.
exceptions to SHI's general policies.
Inside Sales Manager
Responsible for the management of the daily
Within 4 business hours, with at
activities of the Inside Account Managers
least status on resolution, if not with
the final resolution.
_
Director of Inside Sales
Management of the Inside Account Managers.
Within 8 business hours with either
Escalation point for any over-all quality concerns
status or resolution.
at SHI
Regional Director, Public
Management of the Account Executives. Has the
Within 8 business hours with either
Sector Sales
authority to approve contract terms and
status or resolution
conditions and to make exceptions as deemed
_
appropriate.
Senior Director of Public
Executive authority to approve terms and resolve
Within 8 business hours with either
Sector Sales
issues.
status or resolution
9. Problem Resolution
9.1 Scenario 1: Describe at least one recent situation where your Company made a major error that resulted in
dire consequences for a customer. Detail the error and what changes your Company has made to avoid
repeating the error in the future. In this situation, the problem is not solved in time to take care of the
customer, and the customer is likely lost.
SHI Response:
In 2012, SHI had the opportunity to work with Citizens Property Insurance in Florida for various projects, including their HP needs.
SHI made an error in our shipping and actually sent a number of products earlier than the customer had anticipated. This disrupted
the operations of Citizens Property Insurance so significantly that they decided to move their HP business away from SHI. This
proved to be an important learning experience for SHI, because we discovered that at that time we were not familiar enough with this
customer's mission, or aware enough of the tight timeframe in which they needed to operate.
Citizens Property Insurance deals with disasters in the State of Florida, and their business is highly cyclical and yet very difficult to
predict. Some aspects of their operation lie dormant during parts of the year, but require substantial resources at other parts of the
year, such as during hurricane season. As a result, they require vendor responses to be extremely fast, and they need access to
product deliveries in a very narrow window of time. For example, they may expand their organization by 1,300 or 1,400 temporary
staff members during times of hurricane activity. They need any IT deliveries for that supplemental staff to be delivered on time — not
too late and (as we learned) not too early.
SHI has made a couple significant advancements in our mindset and our approach since we encountered this challenge in 2012.
One advancement is that we now make it a priority, organization -wide, to better understand our customers' missions. SHI has
always taken pride in our transactional efficiency, but we recognize that providing best value to our customers means so much more
than just delivering products quickly or at the lowest cost.
Another advancement that we have made is in our ability to better customize a customer's experience to help them realize the most
benefits from their partnership with SHI. For Citizens Property Insurance, we realized that the nature of their business means they
231Page
simply cannot afford any surprises in their order and delivery schedule. In certain situations like this, we now have the ability to
assign a project manager to closely manage all details of the customer's experience working with SHI. We are currently in the
process of designing a custom solution to offer Citizens Property Insurance that will include a project manager, and — depending on
volume — perhaps a full-time SHI representative who will be based on -site at the customer location. We are hopeful that, with these
changes in mindset and approach, we will have another opportunity in the future to work with Citizens Property Insurance for their
HP needs.
With the volume of business that SHI handles, there are times when errors or misunderstandings occur. We make every
effort to maintain a very low rate of errors and to act quickly when an error does occur. While SHI never wants to lose the
opportunity to serve a customer, we try to take advantage of every opportunity to learn and grow as a partner for our
customers. SHI is proud of the advancements that we have made, and continue to make, in helping our customers to
achieve their mission. Far from just being a transactional reseller, SHI strives to help all of our customers identify the right
products to address their needs, acquire those products in the manner that makes sense for their unique requirements, and
successfully adopt the technology they have acquired.
9.2 Scenario 2: Describe at least one recent situation where your Company made a major error that had
potential dire consequences for a customer. Detail the error and what was done to correct the situation. To
what lengths did your Company go to take care of the customer? What changes (if any) did your Company
make to avoid repeating the error in the future? In this situation, the problem is solved in time to take care of
the customer, and the customer is likely not lost.
SHI Response:
In the spring and summer of 2015, SHI had been working closely with the Oregon Department of Human Services and Oregon
Health Authority on their MAGI Project to build an ACA solution that would replace the previously implemented Cover Oregon. Over
the course of a few months, the SHI team worked with DHS/OHA, Deloitte, and various publishers to make sure that the software
needed to make the project successful was licensed and priced appropriately, while also ensuring everything could be fully delivered
prior to the end of June. Many quotes saw numerous iterations as they were fine-tuned, and there were multiple extensions of the
quotes' expiration dates as talks went on. One such Ipswitch quote that needed to be updated and extended was requested through
Ipswitch's distribution partner. It was on this quote that the distributor accidentally misplaced a decimal point, which would amount to
a very costly mistake.
Unfortunately, SHI did not immediately catch the error on the quote that we had received from Ipswitch's distribution partner, and we
quoted DHS/OHA based on the new, much lower quote we had just received. DHS/OHA placed their order with us and we placed
ours with distribution, who eventually kicked it back due to a major pricing discrepancy -- the new quote that had totaled roughly
$29,000 should have actually been almost $58,000. By the time SHI was made aware of the discrepancy, DHS/OHA was already in
desperate need of the Ipswitch software so that they could keep the project on schedule and utilize the funds that had been
earmarked for that purchase.
Distribution refused to absorb the loss as they said SHI should have recognized the error before sending the quote to DHS/OHA.
Taking the financial burden of the additional $29,000 difference was out of the question for DHS/OHA. Ipswitch did not want to
discount further as the error did not originate with them. SHI was caught in the middle, since the original error was not ours, but we
certainly knew it was not the customer's responsibility to come up with additional funding. As SHI brainstormed solutions and
pursued various routes to rectify the issue, precious hours and days were slipping by, leaving the customer more frustrated with
every lost minute. Eventually, DHS/OHA offered to pay a portion of the difference. Knowing this was not the customer's fault and that
accepting their offer would only damage our relationship, we did not accept.
With all other options exhausted, SHI escalated the issue high enough within our company that we could leverage the potential loss
of SHI's relationship and purchasing power to force the distributor into accepting our order at the misquoted $28K. We worked with
the distributor and Ipswitch to ensure that the order was then processed and expedited through everyone's systems. The license
keys and download links were delivered to DHS/OHA in enough time so as not to negatively impact their project timeline or budget.
Our communication with all parties, problem -resolution skills, and status in the industry all culminated in the customer receiving the
software on -time and at half the cost, turning a potentially dire situation around, and restoring the solid relationship we had been
building up until that moment. To this day, SHI and DHS/OHA still work side -by -side on a daily basis. They remain SHI's largest
customer in Oregon, and they have indicated that SHI continues to be one of their most trusted partners.
SHI places a great deal of value on the relationships that we hold with our customers and our suppliers. We understand that during
large, complicated projects with multiple iterations, sometimes errors can occur. Our commitment is to always address any such
errors promptly and courteously, and with the customer's mission in mind. One change that we implemented as a result of the
situation described above is to add internal checks and balances when dealing with multiple iterations of the same quote. This
ensures that we always know which version is most current and better enables us to immediately identify any significant changes in
the quote value, giving us the opportunity to verify the accuracy within the information we receive from our publishers and their
authorized distributors prior to putting anything in front of the customer. In addition, immediately upon becoming aware of this issue,
241Page
the SHI Account Executive for the State of Oregon implemented a regular status check with the customer to go over all open issues
on the project until they were wrapped up to the customer's satisfaction. These changes are consistent with SHI's continuing
commitment to helping our customers achieve their mission — a commitment that we intend to uphold for all customers under the
new SVAR agreement.
10. Product Return Process
Describe the proposed product return process in the following situations:
10.1 Scenario 1: Product was ordered. The order was filled and shipped correctly. After the order was
accepted, AP discovered it ordered the wrong product and wants to return the product.
SHI Response:
Upon discovery that the wrong product has been ordered, the Authorized Purchaser may contact their Inside Account Manager
at SHI to request the return. Provided the product is within the manufacturer's return policy, we will issue the return authorization
If the product is non -returnable, but it is a standard/stocked item, SHI will accept the return from the AP. We also will negotiate
with the manufacturer on behalf of the customer and make every effort to obtain a return exception, as necessary.
SHI does not impose restocking fees; however, if a fee is charged to SHI from the manufacturer, we will pass that through to the
customer
10.2 Scenario 2: Product was ordered. The order was filled and shipped. After the order was accepted, AP
discovered the product delivered did not match the product that was ordered. AP would like to return the
product.
SHI Response:
To remedy this situation, the Authorized Purchaser need only notify SHI within 30 calendar days of receipt of incorrect shipment.
The Inside Account Manager will issue the return authorization and will process a replacement order for the correct order to be
expedited to the AP. Since this scenario is not the result of an AP error, but rather an order entry or shipping error made by SHI
or a software publisher or distributor, naturally the AP would not be responsible for any fees. Please note also that even if the
error is caught more than 30 days after receipt, SHI will make every effort to work with the software publisher or distributor on the
AP's behalf to facilitate a return.
11. SVAR Performance - Describe the process to be used to track and document the SVAR's performance, to include
"Cost Savings" achieved, under this Contract. See Section 3: Scope of Work, Items 3.5.3 and 3.5.4.
SHI Response:
As described in this proposal, SHI regularly conducts meetings with contract users and Participating States to review
purchasing trends and identify areas for cost savings. We would welcome the opportunity to meet quarterly with the LSCA
and each PSCA to conduct a review of sales volumes, trends, and savings that have been achieved or which we plan to
achieve by implementing new programs. Since not all publishers provide meaningful list prices, we believe the best
measure of savings under new programs will be observed by comparing prior spend and benefits with new spend and
benefit levels.
SHI also looks forward to meeting with the LSCA and the Sourcing Team each year. We have taken these meetings
seriously over the term of the current contract and used them as an opportunity to analyze the contract status, understand
LSCA and Sourcing Team priorities, and look for ways to enhance our performance under the contract even further. We
agree to perform customer satisfaction surveys and self -audits prior to the annual meetings, and we welcome feedback
from the LSCA and the Sourcing Team as well.
SHI places great value on our partnership with NASPO ValuePoint, the LSCA, the Sourcing Team, and each Participating
State. We would be honored to continue this partnership, and to continue to derive even greater benefits on your behalf,
over the next contract term.
251 Page
SHI International Corp-
290 Davidson Ave.
Somerset, NJ 08873
Phone:888-235-3871
SHI Account Executive
SHI Account Manager
Bill To
evin Lawler
A Dept of Administration
100 N. 15th Ave
Suite 202
Phoenix, A 85007
nited States
Order Confirmation
Sales order
Order date
Customer Account
Customer PO
Customer Reference
Payment
S325 5 7
5/ /2015
10237
ADSP011-007500:35 9
Net 30 Days
Amelia Jakubczyk Ship Via EDE GRO ND
Thomas A Wospil
Ship To
STATE PROC REMENT O ICE
ISD
100 N. 15th Ave
Suite 00
Phoenix, A 85007
nited States
ADSP011-007500:35 9/ evin Lawl
Item No.
Mfg Part No.
Description
Qty Unit
Ordered Price
Extended
Price
277 9 79
WinSvrStd 2012R2 SNGL M L 2Proc
38 57 .00
21,888.00
P73-0 309
2012 R2 Windows - Multiple Windows Platform Single
MICROSO T
Language Software
SELECT
Contract number: ADSP011-007500
Country of sage: SA
uote: 95793 7
Sales Balance
21,888.00
Freight
0.00
Recycling Fee
0.00
Sales Tax
1,81 .71
Total
23,704.71
Currency
USD
"This Is Not An Invoice *
Thank You for Your Order
The Products offered under this order confirmation are subject to the SHI Return Policy posted at
www.shi.com/return policy, unless there is an existing agreement between SHI and the Customer.
Page 1 of 1
SAMPLE OF SOFTWARE PUBLISHERS PROVIDED BY SHI TO CURRENT SVAR
CUSTOMERS UNDER THE CURRENT CONTRACT TERM
This is not intended to be a comprehensive list, but rather a representative sample of actual
Software Publishers whose prOdticts SHI has supplied tinder the current contract. We gill
continue to supply any and all software that SVAR customers request, and that Software
Publishers are willing to offer via resellers. We will research and source new Software Publishers
and new products tinder this contract throughout the contract term, to ensure maximum
contract value and ease of use for Contract Users.
1E
213rightSparks
4D
Abacus Data Systems
ABBYY Software House
AbleBits
Abrosoft
Absolute Software
Accellion
Access Data
Accusoft Pegasus
Accuvant
AccuZI P
ACDI
Acer
ACL
ACL Services
ACL SERVICES LTD
Acresso Software
Acro Software
Acronis Software
AcrossSoft
ActiGraph
Actionable Intelligence Technologies, Inc.
activePDF
ActiveState
ActSoft
Actuate
Acunetix
Adept Computer Solutions
ADlnstruments
Ad iscon
Adlib Software
Admin Arsenal
Adobe
Advanced Global Systems
Aerohive Networks
Affixa
Agate Software
Agilaire
Agilent Technologies
AgiSoft
AGS Ltd.
Ai Squared
AINS, Inc.
AirMagnet
AirServer
AirWatch
Akamai
AKVIS
Alfred Publishing
AlgoSec
Alicat Scientific, Inc.
AlienVault
ALK Technologies
Alliance Enterprises
Allround Automations
Alpha Card
Alpha Software
Alsoft
Altaro
Alternative Technologies
Alteryx -
Altima Technologies
Altova
Altrinsic Solutions
amCharts
AM -Microsoft
Ampad
Amrein Engineering
Analytic Technologies
Andrews Technology
ANSYS
Antenna House
Anylogic
ApexSQL Software
AppAssure Software
AppDynamics, Inc.
Apple
Applied Biomathematics
Appriss
Appsense Technologies
Aptea n
Apycom Software
Aqua Connect
Aquaveo
Araxis
Arbutus
Archetonomy, LLC
Argent Software
Ariett
Arrow Enterprise Computing Solutions
Articulate Global
ARX Inc.
ASG
ASG Software Solutions
Ashisoft
Aspose
Asprise
AssetWorks
Associated Press
Astute Graphics
A-T Solutions
Atalasoft
Athena Computer Power Corporation
Atlas Business Solutions
Atlas TI
Atlassian
A-TSolutions
Attachmate
Audience Resonse Systems
Audimation Services
AudioCodes
August Tenth Systems
Au resoft
AutoCoder
Autodesk
Automic
AVADA
Avangate
Avanquest Software
Ava nsta r
Avante Solutions, Inc.
Ava ntsta r
Avenza Systems
AvePoint
AVG Technologies
AVID
Avid Technology
Avocent
Avoka
Avolve Software
Aware, Inc.
Awareness Technologies
Axceler
Axiom
Axis Communications
Axle Video LLC
Axosoft
Axure Software Solutions
Axway
AXWAY INC
B2Gnow
Backbone Communications
Balesio
Balsamiq Studios
Barracuda Networks
Baystate Consulting
Beacon Application Services Corp
BeezWax
BeLight Software
Ben Software
Benthic Software
Bentley Systems
Berichthaus Software
Best Practical Solutions
BeyondTrust Software
Big Bang LLC
Bind Tuning
Biner AB
Biomatters
Biosoft
Birch Grove Software, Inc.
Biscom
Bitdefender
Bitvise
Black Ice Software
BlackBag Technologies
BlackBerry
Blackboard
Blancco
Blue Marble
Bluebeam Software
Bluesnap
BlueStripe Software, Inc.
BMC Software
Boinx Software
Bombich Software, Inc.
Bomgar
Bosch Group
Box
Bradford Networks
Brady
Brainstorm
BrightWork
Brocade Communications Systems
Brooks Internet Software
Browserstack
B u rste k
Business Management Systems
ByteScout
C2C Systems
CA Technologies
CadSoft Computer
Caliper Corporation
Campbell Scientific
CampusCE
Capital Software Inc
Carahsoft Technology Corp.
Ca ra hsoft-Adobe
Cardinal Systems
Carlson Software
Cassidian
Castelle
Catalogic Software Inc.
Catch Intelligence
CBT Nuggets
CBTClips.com
Cell Trust
Cellebrite
Cellebrite USA, Inc.
Centrify
Centurion Technologies
Century Software
Cenzic
Cerberus
Cerebrata
ceTe Software
CGTech
Check Point Software Technologies
Checkpoint Systems, Inc.
Cherwell
Chevin Fleet Solutions
Chicago Soft Ltd.
Chicago -Soft
Ci Technologies, Inc.
Ci Techonologies, Inc.
Circle Systems
CIRCLE SYSTEMS INC.
Cireson
Cisco Systems
Citilabs
Citrix Systems
Citrix Systems -IBM
Civiltech Software
Classapps.Com
CLC BIO
Clearpicture
Cleverbridge
Click Studios
Cloud Nine Solutions
Cloud TC
Cloud9
CloudFlare
Clover Technologies Group
CMMS Data Group
CoCENTRIX
Cocobolo Software
Code42 Software
CodeSmith Tools
CodeWeavers
Codework
Cogniview
Collabion
CollabNet
Collaboris
Collegesou rce
Columbitech
Column Technologies, Inc.
ComFit Learning LLC
CommVault Systems
ComponentOne
ComponentSource
Computer & Structures, Inc.
Computer Lab Solutions
Computer Systems Odessa
Compuware
COMSOL
Condusiv Technologies
CONNX Solutions
Constant Contact
ContentWatch
ContextMagic
Continental Imaging and Tech
Control Point
ConvergePoint
Converter Technology
Copernic Technologies
Core Security Technologies
Core Tech
Corel
Correlog
Cortada
Corticon Technologies
Corwin Press
Cosign by Arx
CozyRoc
CPL Systems
Cranel Imaging
Creditron
Crosscheck Networks
Crown Pointe Technologies
CrushFTP
Crypton Computers Ltd.
CyberArk
Cyber-Ark Software
Cyber-Ark Software, Ltd.
Cyberl-ink
CyberPatrol
CyberScrub
CyberTeams
Cycling 74
D3 Secruity
Dancing Dots
DASSAU LT SYSTEM
Data East
Databank IMX
Datacard Group
Datachem Software
DataCore Software
Datamation
Datanamic
Datawatch
DB Solo
dBase
Debenu
DecisionPro, Inc
Dedoose
Deep Freeze
Delcam
Dell
DeLorme
Design Science
Devart
Developer Express
Devolutions
DHI
DigiCert
Digital Airware
Digital Intelligence
Digital River
Digital WarRoom
DigitalPersona
Diligent
Distinct
Divergent Media, Inc.
Dlt Solutions
DME Forensics
DNN Corp
Docusign
Dolphin Computer
DotNetNuke
Dovestones Software Ltd
dtSearch
Dubmenow, Inc.
Duxbury Systems
Dyn
Dynamsoft Corporation
E. Crane Computing
Easeus
EasyLobby
EasyTools
Easyvista, Inc.
EazyDraw
eCivis
ECNetworks
Econ Technologies
ECOPRINTQ
Editor Software
Editplus
EDS
eEye Digital Security
Effective Agile Development, LLC
EFI Electronics
Egress Software Technologies Ltd
Ej-technologies GmbH
Ekahau
Ektron
ElcomSoft
el -earning Force
eLearningArt
Elixir
Elsinore Technologies, Inc.
EMA Design Automation
Embarcadero Technologies
EMC
Emco Software
Emergent Systems Exchange
Emerson Electric
EMS Database Management Solutions
Encase
enChoice
Encore Software
Encryptomatic, LLC.
EnergyCAP
Enfocus Software
Ensoft, Inc.
Enterprise Networks Solutions
Entrinsik
Entrust
EnviroSim Associates Ltd
Envoy Data
Ephox Corporation
Eplus
Ericom Software
ERP Accessories, LLC
eSchool Solutions, LLC
ESET
Esi 911
ESi Acquisition
Esker Software
Estima
Evanced Solutions
Everbridge
Evermap Company
EViews
EVO PDF
ExactSolutions
ExclamationSoft
Executive Information Systems
Exelis Visual Information Solutions
Exepron
EXP Systems
Experian CIAS
Express Metrix
Extensis
Extensis Corporation -acad
Extrahop
Extreme Networks
F5 Networks
FabulaTech
Famatech
Faronics
Faster Asset Solutions
FastReports
FastSpring
FaxBack
Fdr Innovations
Febooti software
Fernico
Fiberlink Communications
FileHold
FileMaker
FilmLight
FireEye
FishNet Security
Flexera Software
Flexsim
FLO-21) Software, Inc.
FluidSurveys
Fluke
F IVI S
Follett Software Company
Fonts.Com
ForensiT
Formsoft
Formulasoft
Fortify Services
Fortinet
Fortres Grand
Foxit Software
Freedom Scientific
FSPro Labs
Fujitsu
Fusion Charts
FutureSoft
GameSalad
Gaming Informatics
GAMS Development Corporation
Gehry Technologies
Gentlewa re
Genuitec
Genus Technologies
Geofeedia
Geo-Slope
GeoTrust
Geowise
GFI Business Solutions
GFI Software
GIGATRAK
GL Solutions
Gleim
Global Classroom, Inc.
Global Knowledge
Globalcerts
GlobaISCAPE
Globalsign, Inc.
GLOBO MOBILE
Go2Group
GoCanvas
Golden Software
Good Technology
Google
goQ
GovDelivery, Inc.
Goya
GPS Heroes
Gps Navigation For Pdas
GrahI Software
Granicus
Graphon Corp.
GraphPad Software
Gravic
Gravic, Inc.
GreyHeller
GroupLink
Gt Software, Inc.
Guidance Software
Guidebook
GuideK12
Gupta
Gurock Software GmbH
G WAVA
Gwava, Inc.
Harbinger Group
Harte-Hanks, Inc.
Hdi
HDRsoft
HDS
Health Financial Systems
HeathLandscape
Helicon Soft Ltd
HELIOS Software Solutions
helplT systems, inc
Helpstar
Hemoco
Heritage
Hewlett Packard
HiBase Group
HID Global
Highsoft
Highstock
H iSoftwa re
Hootsu ite
Hostbridge Technology
HP Autonomy
hugin
Hydromantis
Hydronia
Hyland Software
IBE Software
IBM
(boss Security
Icewarp
Icm Conversions
ICM Document Solutions
Idea
IDENTICARD
Idera
IDM Computer Solutions
IDMS
Ifax Solutions, Inc.
iGrafx
IHS Global Inc.
iLinc Communications
Ilium Software
Image Solutions
ImageWare Systems
Imagine Solutions
Imagine That
Imation Corp.
Impulse Point
IMS Software
IMSI/Design
INAalert
Inbit
inData Corporation
Independence Science
InfinaDyne
Info Group
Infor
Infor Public Sector
InfoRad
Informatica
Information Builders
Information Shield
Informative Graphics
InfoSol
Infragistics
Infusion
Ingram Micro
Innotas
Innovation Data Processing
Innovative Data Processing
InRule
Insight
Insight Software Solutions
InsightSoftware.com International
Insperity
Insperity Business Services
Inspiration Software
Inspyder Software
Intel
Intellaspace
Intellisoft
Intercrypto Ltd
Interface Technical Training
Intermedix Emsystems
Intersect Alliance
Interwork Technologies, Inc.
Inteset LLC
Intime Solutions
Intuit
Investintech.com
IOGEAR
lolo Technologies
IOPLEX Software
ipConfigure
Ipro Tech, Inc.
I pswitch
Iron Networks, Inc.
IS Decisions
Isee Systems Inc.
i-Sight
ISIMTEC
iSpring Solutions
IssueTrak
ISYS Search Software
iZotope
JAM Software
Jama Software
JAMF Software
Jaspersoft
JavaScriptSpellCheck.com
Javelina Software, LLC.
Jaws
JB&A
Jbanda
Jeff -Net
JetBrains
JFrog
JiJi Technologies
JIVE SOFTWARE
JMS Software
Jolly Giant Software
JSI
Jspell
Jump Forward
JumpStart Guides
Juniper Networks
JW Software
Ka Itu ra
Karamasoft
Kaspersky Labs
Katana Forensics
Kayako
Keelio Software
KEMP Technologies
Kernel Data Recovery Software
Keyoti
Knowledge Lake
Knowledge Matters
Knowledge Presenter
KnowledgeBroker
KnowledgeLake
KnowledgeNet
Kodak
Kofax Image Products
Kova i Ltd
Kronos
Kurzweil Educational Systems
KWizCom
La bStats
Lancope
LANDesk Software
Lansweeper
La rsa
Laserfiche
LaserSoft Imaging
Latitude Geographics Group
LAWBASE
Layton Technology
LBM Systems
LEAD Technologies
LeanSentry
LeapFrogBl, LLC
Learning Objects
Legal Files Software
Leica Geosystems
Lenovo
Lepide Software Pvt. Ltd
Levi, Ray & Shoup, Inc.
Lexipol
LexisNexis
Libera
Lieberman Software
Lifeboat Distribution
LightGov
Lightspeed
Lightspeed Systems
Lightspeed Systems Sales, Inc.
LIMINEX INC.
Linoma Software
Linqpad
LiveAction
Livestream
LizardTech
Lmhsoft
Loadbalancer
LoadStorm
Logic Extension Resources
LogicMonitor
Login VSI
Logmein, Inc.
LogRhyth m
L-Soft International, Inc.
LSoft Technologies
Lucid Software
Lucion Technologies
Lumension Security
Lynda.com
Lynk Software
Lyris
M86 Security
MacKichan Software
MacKinney Systems
MACROSCHEDULER
MadCap Software
Magnet Forensics
Magnetic Forensic
MailStore Software GmbH
Mainstream Software Inc.
Malewarebytes Corporation
Maltego
Malwarebytes
ManagerPlus
Maptech
Mariner Software
Marshall And Swift
MASS Group Inc.
Master Lock Company
MatchWare
Materialise
Matrix Science
Mavbridge
Mavro Imaging
MAXON Computer
Mayer Johnson
McAfee
MCM Technology
Mctrans
MDX Software.
Media Cybernetics
Mediasite
Mekentosj
MELISSA DATA
Melissa Data Corp
Messaging Architects
MESTRELAB RESEARCH
Meta -Analysis
MetaGeek
Metalogix
Meyer Instruments, Inc.
M-Files
Micro Focus
Microcall
Micromain Corporation
MicroMat
Micromat Inc.
Micron Systems, Inc.
Microsoft
Midasoft Inc.
Milestone Systems
Millennium Software
Millet Software
Millisecond Software
Mindgems
MindJET
Minitab
MiniTool Solution
Mitchell Snow
MjPhotocopy
MJT Net
MK Partners
Mobatek
MochaSoft
Montala
Morphotrak
Mozy
MPI Tech
Mrc Systems, Inc.
Multiforce
mutualink
MX Tools
MyCommerce
Myeclipse
MyFonts.com, Inc
MyTopo
Nagios
Nagios Enterprises
Namescape
NanoPac Inc.
National Instruments
Navarre
Navicat
NBS
NCH Software
NCP Network Communications Products Engineering
NEOGOV
Nero
Net Support, Inc.
NetApp
Netbrain Tech
NetCentric Technologies
NETEC International, Inc.
Netflexity
Netikus.net
Netlib
Netmail
NetManage
NETMINER CYRAM
NetMotion Wireless
NetOp
NetSupport
Net -Wall
Network General
Network Instruments
Network Solutions
NetWrix Corporation
New Relic
Newell Rubbermaid
Nexic, Inc.
Next Level Assistive Technology
Next Level Security Systems
Next Level Software
Nexus Technology
nFocus Solutions
Nginx, Inc.
Nicus Software
Nintex
Nitro PDF
NMS Imaging
Nobeltec
Norex
North Atlantic Publishing Systems, Inc
Northrop Grumman Corporation
Northwest Performance Software
Notify Technology
Nova Development
Novell
Nsoftware
NTP Software
Nuance Communications
Nulana
Numara Software
Nvivo
02 solutions
Odysseyware
Office Tracker
Office Tracker
OfficeView Software
Off iceWork Software
Okta, Inc.
OmniGroup
Onbase
ONLC Training Centers
Onyx Graphics, Inc.
OOKLA
Openlm Ltd
OpenText Corporation
Opex Corporation
OPSWAT
Optimal Idm, LLC.
Oracle
Organization Metrics
Orion
Orion Healthcare Technology, Inc.
ORPALIS
Orsyp Software, Inc.
Osam
Osam, Inc.
OSR International
Outlook Import
Overland Storage
Oxygen Software
Pacific Systems Group
PackTrack
Paessler Software Solutions
Palisade
Palo Alto Networks
Panasonic
PaperCut Software
PAR, Inc.
Paraben Corporation
Paragon Software Group
Parallels
Parature
Park Place Technologies
Parsons Technology Inc.
Passware
PastPerfect Software
PastPerfect Software, Inc.
Payne Consulting Group
PDS
Peak Performance Solutions
Peer Software
Peernet, Inc.
Pendragon Software
Pen -Link
People Services
Perceptive Software
Percussion Software, Ltd
Perforce
Perforce Software
Persistent
Personable Inc.
Perspective Software
PG Music
Pgi
PHD Virtual Technologies
Phire
PictoColor
Pilot Edit
Piriform
Pitney Bowes
Pitss
Pixologic, Inc.
PKWARE
plixer International
Pluralsight
Polaris Software
PolicyPak Software
Polk Software
Polyco.m
Polyworks
PortSwigger
Power Admin
Power Software
Powermapper
Pragma Systems
Pragmatic Works
Precision Interface Electronics
PremiumSoft CyberTech
Prezi
PRIMER-E
PrinterLogic
PRISM Europe
Progress Software
Project Manager Online Ltd
Pronexus
Proofpoint
Proteome Software
Provalis Research
Provisio
PROVISIO GmbH
Provisio, LLC.
Psigen
Ptv America
Public Engine
Puppet Labs
PushOk Software
Pyware
QQQ Software, Inc.
Qscend Technologies, Inc.
QSR International
Quadralay Corporation
Qualtrax, Inc.
Qualtrics
Qu a lys
Qualys, Inc.
Quantivate
Quantum
Quark
Questica
Quite Software
R&D Computer Systems
R:Base Technologies
Radware
Rainbow Scientific, Inc.
RandomPicker.COM
Rapid Quality Systems Ltd
Rapid7
Rave Mobile Safety
Raxco Software
RBASE
Readerware Corporation
ReadSpeaker
Reallusion
Realtime Soft
RealVNC
Rebex
Red Gate Software
Red Giant Software
Red Hat
ReDiscovery
RefinedWiki
Registar Systems
REL Software
Relational Architects Intl
Reliance Communications Inc.
Relsoftware
Remark Office
Renovo Software
RepliWeb
Research In Motion - Government & Education
Resource Mate
Response -Systems
Results Positive
Retrospect
Retrospect Inc.
Revisionfx
Revq
Richardson Software
Ricoh
RightAnswers
Rightfax
Rio
Riverbed Technology, Inc.
Roadmax
Robert McNeel and Associates
Rocket Division Software
Rocket software
Rocket Software, Inc.
Rocketready
RockWare
Rocscience
Roland DGA Corporation
Ron Winter Consulting, LLC.
Roxio
RPR Wyatt
RSA Security
Runner Technologies
Running With Crayons Ltd.
Runrev
Runtime Software
Safari Books Online
Safe Software
Safe Software,lnc.
SafeNet
Sage
Salesforce
Salford
Samaritan Technologies
SAND Technology
Sanitas
SANS Institute
SAP
SAP BusinessObjects
SAP National Security Services
SAPIEN Technologies
SAS Institute
Sassafras
Sata
Satori Software
Savance
SC Solutions
Scaleout Software, Inc.
Schrodinger
Schrodinger,LLC.
Scooter Software
ScreenConnect
Screwdriver
ScriptWarp
SDI Technologies
Seagull Scientific
Seapine Software
Secureauth
SecureNet Associates
Security Transcends Technology
Seiko Group
Sencha
Sencha, Inc.
SendGrid
Serena Software
ServiceNow
Service-Now.Com
Sferyx
Shahrabani & Associates
Sharegate
SharePoint Solutions
Shavlik Technologies
Sherpa Software
SHI CONFIG
SHI International Corp
SHI PSO
Siber Systems
Sidra Solutions
Sierra Analytics, Inc.
Signalscape
SignCAD
SignUp4
Simplemaps.com
Simpleware Ltd.
Simx
Singular Inversions Inc.
Sitecore
Siteimprove
Sketchup
SkillSets Online
SkillSurvey
SmartBear Software
SmartCode Solutions
SmartDraw.com
SmarterBetterCities AG
Smartxls
Snail Software
Snap Surveys
Snapt
Snaptrends
Snowtide
Socrata
SoftArtisans
Softera
Softerra
Softomotive Ltd
Software AG
Software Shelf International, Inc.
SoftWright
SolarWinds
SonarTRX
Sonatype
Sonic Foundry
Soniclear
SonicWALL
Sony
Sophos
Sorenson Media
Sotel Systems, LLC.
SOTI
Sourcecode
South River Technologies
SP Marketplace
Spamtitan
Sparkol
Sparx Systems
Specops Software
SpectorSoft
Spellex Development
Splunk
SQLBI.com
Squirrels LLC
SRA International, Inc.
Stack Ideas
Stanford Business Software, Inc.
Stanley Black & Decker, Inc.
Sta rd ra w
StarNet Communications
Stata Corp LP
Stata Corporation
StataCorp
Statera
StatPoint
Statseeker
Stealthbits
Stealthbits Technologies, Inc.
Stimulus Software
Stoneware
Storage Engine, Inc.
StorageCraft Technology
Stormwind
STORServer
Strategic Matching
Stream Link Software
Streaml-ink Software
StruCalc
Sublime Text
SubMain
Su mtota I
SumTotal Systems
Surveygizmo
SurveyMonkey
SusTeen
SweetScape Software
Swiftpage
Symantec
Symantec - Verisign Licensing
Symmetry
Symtrex
Syn-Apps
SynchriMedia
SyncRO Soft
Syncsort
Synergy Software
Sysinfo Tools
Systat Software
System Automation
System Innovators
System Tools Up
Systems Technology Inc.
Syste mTools
SystemTools Software, Inc.
TAB Products
Tableau
Tac 10, Inc.
TAL Technologies
Tangent
Tavultesoft
TDMobility
TeamSolutions
TeamViewer
TeamViewer GmbH
Tech Data
Technology Solutions
Technosolutions Corporation
TechSmith
Tecplot
Tectia
Teel Technologies
Teklynx International
Telerik
Telestream
Telog Instruments
Tenable Network Security
Terminal Works
Tetra4D
Texas Instruments
Texthelp
Thawte
The Eye Tribe
The MathWorks-
The OpenNMS Group
The Portland Group
The Software Company
The Software Labs
TheBrain Technologies
TheEscapers
ThinClient Computing, LLC
ThinkBuzan
ThinkTank
Thomson Reuters
Thought Communications
ThreatGuard
ThreatTrack Security
ThreatTrack Software
Thunderhead
Thunderstone Software
Thycotic Software
Tibco Software
Tiger Tables
TigerText
Timeclock Plus
TimeValue Software
TLO
TMS software
TNT Software
Toad Software
Tobii
Tools4ever
Tracker Products, LLC.
Tracker Software
Trafficware
Transoft Solutions
Transtech Systems
TransUnion
Trend Micro
Tricerat
Trident Services
Trilead
Trillion Software
Trimble Navigation
Trimble Navigation Limited
Tripwire
Triva ntis
Troikatronix
Trustwave
tsaADVET
Tuffin Technologies
Tufin Software Technologies Ltd
Turning Technologies
Twin Star
TypingMaster
TZWorks, LLC
Ubiquia
UFS Explorer
UIU
Unicorn Systems, Inc.
Unidesk
Unitrends Software
Universal Imaging Utility
Untangle
UsableNet
Van Dyke Software
Vanguard Usa
Va ron is
Varonis Systems
Vasco
Veeam Software
Verbi GmbH
VeriFone
Verint
VeriSign
Verismic
Vernier Software & Technology
VersataSoftware
Verypdf
Video Blocks
Video Copilot and Final Image
Viewer Central, Inc.
Vigilant Software
Visible Systems
Vision
Vision Software Solutions
Vision Solutions
VisionSolutions
Vision Ware
Visual Click
Visual Computer Solutions, Inc
Visual SVN Software
Visualclick
VisualSVN
Visualware
VMTu rbo
VMware
Vormetric
Vound
Vroman Systems
VSoft Technologies
Vyooh, LLC.
Wacom Technology
WareCentral.com
Wasp Barcode Technologies
WatchGuard Technologies
Waterford Technologies
Waterloo Hydrogeologic, Inc.
Wave Software
Wave Systems
WeAgeSolutions
Webcheckout
WebEx
WebMO
WebQA, Inc.
Webroot Software
Websense
WebSupergoo Software
Webyog, Inc
WhiteSmoke
WildPackets
Wilson WindowWare
WinAutomation
WinEdt
Winfrasoft Corporation
W i ngwa re
Wintertree Software
WinWay
Winway Corporation
Wirecast
WIZIPLE
Wiziq
Wolfram
Wondershare Software
WordTech
World Software Corporation
Worldox
Wowza Media Systems
W rea lly
W rensoft
Wyse Technology
X1 Discovery
Xamarain
xAssets
Xerox
Xmind Ltd
XpoLog
Xtools
X-Ways Software
Zasio
Zebra Technologies
Zend Technologies
Zennaware
Zenoss
ZeroTurnaround
Zerto
Zimbra
Zipinfo
Zix Corporation
ZOHO Corporation
Zonar Systems
ZyLAB
zz-GETDATA PTY LTD
IN
Softwarea
s a a a >.
Authorized Licensing Center (ranked #2)
Platinum Partner
Adobe
7 Dedicated Sales & Licensing Specialists
1 Team Manager
Large Account Reseller (ranked #3)
ArcServe
1 Sales & Licensing Specialist
National Reseller (ranked #1)
Attachmate
1 Dedicated Sales & Licensing Specialist
Volume Channel Partner - 2014 Volume Partner of the
Autodesk
Year
1 Dedicated Sales & Licensing Specialist
Diamond Level -Partner
! " Barracuda
BMC
Box
Check Point
Citrix
1 Security Sales & Licensing Specialist
Premier Partner
1 Sales & Licensing Specialist
Platinum Partner (ranked #1)
1 Sales & Licensing Specialist
Two Star Elite Partner
1 Security Sales & Licensing Specialist
Citrix Enterprise Licensing Partner (ranked #3)
LAIR of the Year -2014
2 Dedicated Sales & Licensing Specialist (NJ & TX)
1 Technical Resource - Mobility
i
Platinum Velocity Partner (ranked #3)
Commvault 1 Dedicated Sales & Licensing Specialist
1 Technical Resource --ESG
LAR-Platinum Partner (ranked #3)
CA Partner of the Year - 2014
1 Sales & Licensing Specialist
Platinum Partner (ranked #1)
Core I
2 Emerging Partner Specialists
DMR Partner (ranked #2)
ESET
1 Sales & Licensing Specialist
Premiere Partner
Google
1 Dedicated Sales & Licensing Specialist
Premier Business Partner (ranked #2)
IBM 2 Dedicated Sales & Licensing Specialist, 1 Business
Development Manager
6 Operations Support
Platinum Partner (ranked #2)
Kaspersky National Partner of the Year 2014
1 Security Software & Licensing Specialist
National Sales Partner - Premier (ranked #3)
LANDesk Americas NSP Partner of the Year - 2013
j 2 Emerging Partner Specialists
McAfee (Intel Security) Authorized Reseller (ranked #1)
0
e.
Microsoft
Corporate Reseller of the Year - 2014
1 Dedicated Sales & Licensing Specialist
1 Business Development Manager
1 Technical Resource - ESG
LSP & EDA (ranked #1)
Gold Competency
Team of 70+ Dedicated Licensing & Ops Specialists,
Software Assurance Benefits Administrators, and
Product Champions
12 time winner of MLGP Operational Excellence
Several Technical Resources - ESG
Partner
LogRhythm
1 Sales & Licensing Specialist
Authorized Reseller (ranked #1)
Net IQ
1 Dedicated Sales & Licensing Specialist
National Partner (ranked #1)
Novell
1 Dedicated Sales & Licensing Specialists
Managed Partner (ranked #2)
Nuance
2 Emerging Partner Specialists
Corporate Reseller Partner (ranked 41)
Open Text
2 Emerging Partner Specialists
Oracle Global Platinum Partner
Oracle
1 Sales & Licensing Specialist
2 SW Technical Sales Representatives
I HW Technical Sales Representative
Platinum Partner (ranked #3)
Proofpoi nt
1 Sales & Licensing Specialist
Red Hat Ready Partner (Ranked #1)
RedHat
High Volume Partner of the Year - 2013
1 Dedicated Sales & Licenisng Specialist
Signature Level Partner (ranked #3)
RSA
1 Security Sales & Licensing Specialist
Silver Partner
SAP/Business Objects
1 Sales & Licensing Specialist
Partner
SolarWinds
1 Sales & Licensing Specialist
Platinum Partner (ranked #1)
Sophos Partner of the Year - (2011 - 2014)
Sophos
1 Dedicated Sales & Licensing Specialist (TX), 1 Business
Development Manager, 1 Security Sales & Licensing
Specialist
Platinum Partner
1 Team Manager
7 Dedicated Sales & Licensing Specialists, 1 Operations
Symantec
Specialist
2 Technical Sales Support
2 Business Development Managers
Tier 1 Platinum Partner (Ranked #1)
Tenable
1 Security Sales & Licensing Specialist _�
Trend Micro
Veeam
National Channel Partner (Ranked #2)
1 Security Sales & Licensing Specialist
Platinum Pro Partner (ranked #3)
1 Sales & Licensing Specialist
Corporate Reseller
VMWare 1 Dedicated Sales & Licensing Specialist
1 Presales Storage Solutions Architect
Platinum DMR
WebSense
1 Dedicated Sales Specialist
Standard Invoice Reports
Below is a list of the standard invoice reports SHI can provide to the customer.
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In addition to our standard invoice reports, SHI can also provide standard reports on quotes,
orders, and entitlements, and we also provide some types of reports in a graphical summary
format.
Following are samples of some of our most popular and commonly requested types of standard
reports.
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Sample Reports
Below are samples of just o few of the standard reports that SH| can provide to the customer.
These are screen shots nfactual reports for current 8VARcustomers. Note that these reports
do not include all available fields, in order to fit the screen shot into this attachment, but we
would bahappy tnsend ocomplete report upon request. Also, customer Account Names have
been removed to protect our customers' privacy.
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Customer Manufacturer Summary
Quarter to date 10/1/2015 12/1112015
acti,,(ePDF
5,872-00
0,14%
Acunetix
2,297-00
0'.06%
Adobe
432,91499
10-09%
Advanced Toolware
1,715.00
0,04%
Agate Software
64,8M 00
1 61%
Ai Squared
612,00
0 01%
Airtarne
792.00
0,02%
Altova
19100
0.00%
AppAssure Soft,4vare
87000
0,02%
Apple
1.543-00
004%
U
Monthly Historical Spend
2.00D,000
(2,000,00
Prior Year Current Year
# of Customer PO's Irrroiced in Period
# of Orders Invoiced in Period
# of Invoices in Period
# of Manufacturers in Period
Total Spen&
Spend by Product Type
Wsaftware =Smice WHardmore
208 ScN are
211 Service
233 Hardware
83
4,122,899
3,202,104.73 77.66%
883359-00 21.42%
37,435.00 0.9011/0
r.i I
>, -
Adobe
Pat Breslin
Licensing Team Manager
;Adobe
Drew Fike
Sales Specialist - Adobe
�Adobe
Brian MacDougall
Sales Specialist • Adobe
€Adobe
Jose Colon
Sales Specialist-Corp-SMB
:Adobe
Lauren Tedesco
Sales Specialist -Adobe - Enterprise
Adobe
Tim Chen
Sales Specialist - Adobe
Adobe
Jay Martell
Sales Specialist - Adobe - Enterprise
,Adobe
Dan Masiello
Sales Specialist - Adobe
Adobe
Mike De Tore
Sales Specialist -Adobe
:Adobe
Emily White
Sales Specialist - Adobe
Areserve
Chris Testa
Sales Specialist - CA and Areserve
Autodesk
Jack Barrett
Sales Specialist - Autodesk
Autodesk
Peter Quinio
Business Development Manager-Autodesk
Brocade
Christina Polidura
Networking Partner Specialist
CA Technologies
Chris Testa
Sales Specialist - CA and Areserve
Check Point
Jim Tierney
Sales Specialist- Check Point and Tenable
Citrix
Joe Palmieri
Sales Specialist - Enterprise & Public Sector
:Citrix
Allen Darrah
Sales Specialist - Corp
'CommVault
James Fitzgerald
Sales Specialist - CommVault
CommVault
Kevin Kehoe
Systems Engineer - CommVault
Emerging Partners
Katie Dellosso
Licensing Support Specialist
Emerging Partners
Cristina Rodriguez
Licensing Support Specialist
ESET
Regina Robinson
Emerging Security Specialist
:IBM Software
Rodrigo Jimenez
Business Development Manager - IBM Software
'IBM Software
Bonnie Cho
Sales and Licensing Specialist - IBM Software
IBM Software
Liz Gallagher
Sales and Licensing Specialist - IBM Software
Kaspersky
Andrew Goncalves
Sales Specialist - Barracuda & Kaspersky
;Licensing Operations
Marilyn Nagel
Operations Specialist -Adobe, IBM, Novell, Citrix
Licensing Operations
Heena Amin
Operations Specialist -Adobe, IBM, Novell, Citrix
Licensing Operations
Aneta Wywrot
Operations Manager -Adobe, IBM, Novell, Citrix
Licensing Operations
Kendra Goss
Operations Specialist -Adobe, IBM, Novell, Citrix
Licensing Operations
Jon Perina
Operations Specialist -Adobe, IBM, Novell, Citrix
Licensing Operations
KristinaDiamantis
Operations Specialist-Adobe,IBM,Novell,Citrix
UrensingOperations
Brian Saffer
Operations Specialist -Adobe, IBM,Novell,Citrix
LogRhythm
Regina Robinson
Emerging Security Specialist
McAfee
Marcus Aris
Business Development Specialist - McAfee
McAfee
Jennine Lewis
Operations Specialist - McAfee
Microsoft
Carolyn Loffredo
Operations Specialist -Microsoft ESA Fees
Microsoft
Erin Davidson
Operations Specialist -Microsoft ESA Fees
Microsoft
Aleksandra Drobik
Microsoft Channel Incentives Administrator
Microsoft
George Sentaows
Microsoft Channel Incentives Administrator
Microsoft
Alexandria Brummell
Microsoft Cloud Onboarding Support Specialist
Microsoft
Ernesto Romero
-Contracts Specialist-Microsoft-D
Microsoft
Kristin Prizzi
Contracts Specialist-Microsoft-D
Microsoft
Nicole Bonante
Contracts Specialist-Microsoft-1
Microsoft
Joy Delasalas
Contracts Specialist-Microsoft-E
Microsoft
Andrew Morse
Contracts Specialist - Microsoft -1
Microsoft
Dania Hunt
Contracts Specialist-Microsoft-2
Microsoft
Janelle Downes
Contracts Specialist - Microsoft - 2
Microsoft
Danielle Sydlo
Contracts Specialist -Microsoft
Microsoft
Kristen Flazon
Contracts Specialist- Microsoft - 2
Microsoft
Joanna Banack
Contracts Specialist - Microsoft - E
Microsoft
Maraika Najimian
Contracts Specialist - Microsoft - E
Microsoft
Beth Wetzel
Contracts Specialist - Microsoft - E
Microsoft
Lauren Sutera
Contracts Specialist- Microsoft - 1
Microsoft
Jasmine Philippe
Contracts Specialist - Microsoft - 1
Microsoft
Matt Leopold
Contracts Specialist -Microsoft -Temp
MIcrosofl
Pierrelames
Contracts Specialist -Microsoft
Microsofl
Leanne Sephton
Sales Specialist -Microsoft - LE UK
Microsoft
Nada Is$$
Sales Specialist -Microsoft - EMEA (UK)
Microsoft
Leo McDonald
Sales Specialist -Microsoft - LE UK
Microsoft
Megan Gironda
Microsoft Enablement
Mlcrosoft
Michelle Forister
Sales Specialist -Microsoft - LE Enterprise
Microsoft
Helene Perrn
Sales Specialist -Microsoft - LE Enterprise
Microsoft
Lauren Anastas
Sales Specialist -Microsoft - LE Enterprise
Microsoft
Lisa Carbonaro
Sales Specialist -Microsoft- LE Corp
Microsoft
Michael Stack
Sales Specialist -Microsoft - LE Corp
Microsoft
Jessica Olson
Sales Specialist -Microsoft - LE Public Sector - Academic
Microsoft
Cathy Mullin
Sales Specialist -Microsoft - LE Public Sector -Academic
Microsoft
Dan de Matos
Sales Specialist- Microsoft- LE Public Sector
Microsoft
Jared Rupprecht
Sales Specialist -Microsoft - LE Corp
Microsoft
Lisa Ragantesi
Sales Specialist -Microsoft - LE Corp
Microsoft
Mallory Santucci
Sales Specialist -Microsoft -Junior LE Public Sector
Microsoft
Michelle Coats
Sales Specialist -Microsoft - LE Public Sector
Microsoft
Tarah Urban
Sales Specialist -Microsoft - LE Corp SMB
Microsoft
Andy Bernard
Sales Specialist -Microsoft - LE Corp Canada
Microsoft
Katherine Hajewski
Sales Specialist -Microsoft - LE Corp
Microsoft
Kelly Cochran
Sales Specialist -Microsoft - LE Corp SMB
Microsoft
Kelly Krieger
Sales Specialist -Microsoft - LE Public Sector
Microsoft
Nate Lessmann
Sales Specialist -Microsoft - LE Enterprise
Microsoft
Tracy Shatto
Sales Specialist -Microsoft - LE Public Sector
Microsoft
Caitlin Prusik
Sales Specialist -Microsoft -LE SMB SLED
Microsoft
Calley Wienk
Sales Specialist -Microsoft - LE Corp SMB
Microsoft
Carrie Watts
Sales Specialist -Microsoft - LE Corp SMB
Microsoft
Blake Allen
Sales Specialist -Microsoft - LE Corp SMB
Microsoft
Grant Marquardt
Sales Specialist -Microsoft - LE Corp
Microsoft
David Parkman
Sales Specialist -Microsoft -Junior LE Corp
Microsoft
Jessica Molzahn
Sales Specialist -Microsoft - LE Corp SMB
Microsoft
Nick Hakala
Sales Specialist -Microsoft - LE Enterprise
Microsoft
Melinda Galindo
Sales Specialist -Microsoft - LE Public Sector
Microsoft
Ryan Blakeman
Sales Specialist -Microsoft - LE Corp
,Microsoft
Chris Calabrese
Sales Specialist - Mircrosoft - LE Corp SMB
Microsoft
Sarah Daniels
Sales Specialist -Microsoft - LE Corp SMB
Microsoft
Darius MeherHomji
Sales Specialist -Microsoft - LE Corp SMB
Microsoft
Christopher Tripi
Sales Specialist -Microsoft - LE Corp SMB
Microsoft
Julia Trinh
Sales Specialist -Microsoft -Junior LE
Microsoft
Blake Gollnick
Director - Microsoft Licensing
Microsoft
Heather Sheridan
Senior Manager- Licensing Project Management
Microsoft
Karenlnfusino
Manager -Microsoft Contracts
Microsoft
Deborah Childress -
Microsoft Licensing Strategy Manager - Enterprise
Microsoft
Kyle Timm
Manager - Corp LE
Microsoft
Anna Chester
Senior Manager - Microsoft Incentives & Marketing
Microsoft
Jessica Mohamad
Manager - Microsoft Support
Microsoft
Tim Levers
Manager -Microsoft Operations
Microsoft
Renee Yohannan
Manager - Enterprise/Public Sector LE
Microsoft
Mary Lefebvre
Marketing Specialist - Microsoft
Microsoft
Doug Klamm
Marketing Specialist -Microsoft
Microsoft
Jeana Kelly
Marketing Specialist - Microsoft
Microsoft
Adam Aleksiuk
Manager - Microsoft Operations
Microsoft
Brendan Tyrrell
Microsoft Licensing Operations Specialist - Tier 1
Microsoft
Alison Richman
Microsoft Licensing Operations Specialist- Tier 2
Microsoft
Gina Segali
Microsoft Licensing Operations Specialist - Tier 2
Microsoft
John Gregorio
Operations Specialist -Microsoft
Microsoft
Ron Rosario
Operations Specialist -Microsoft
Microsoft
Steve Lyness
Operations Specialist -Microsoft
Microsoft
Rob Zakowski
Operations Specialist -Microsoft
Microsoft
Brian Carney
Operations Specialist -Microsoft
Microsoft
Melanie Dombro
Microsoft Operations Specialist - Tier 1
Microsoft
Corey Bell
Microsoft Operations Specialist - Tier 1
Microsoft
Eric Lawton
Microsoft Operations Specialist.- Tier 1
Microsoft
Jamie Ledgister
Microsoft Operations Specialist - Tier 1
Microsoft
Abdulai Abu-Bakarr
Sales Specialist -Microsoft SPLA
Microsoft
Devon Connor
Product and Licensing Specialist -Microsoft
Microsoft
Jessica Mohamad
Manager - Microsoft Support
Microsoft
Kimberly Barrett
Microsoft Support Team Lead
Microsoft
Brian DOnofrlo
Product and Licensing Specialist -Microsoft
Microsoft
Carolyn Fippinger
Product and Licensing Specialist -Microsoft
Microsoft
Shelby Holliman
Productand Licensing Specialist -Microsoft
Microsoft
Tracy Lee
Product and Licensing Specialist -Microsoft
Microsoft
Hannah Sura
Product and Licensing Specialist -Microsoft
Microsoft
Rachel Mamola
Product and Licensing Specialist -Microsoft
NetlQ
Jim Tierney
Sales and Licensing Specialist
OneLogin
Beth Russo
Cloud Partners Sales Specialist
OneLogin
Angela Arias
Manager - Cloud Partners
Oracle
Amy Wilkinson
Technical Sales Rep - East
Oracle
Amy Wilkinson
TechnicalPre-Sales - Oracle Software
Oracle
Roger Arnold
Technical Pre -Sales Public Sector - Oracle Software
Quest
Mike Beal
Sales Specialist - Quest
Red Hat
Ryan Hotchkin
Sales and Licensing Specialist
Red Hat
Travis McKay
Sales Specialist - Google & Red Hat
RSA
Helaina Cohen
SHI Sales Specialist - RSA, Sophos
Software & Licensing Management
Joseph Lentine
Manager, Software Partners
Software & Licensing Management
Angela Arias
Cloud Partners Manager
Software &
Licensing Management
Jacquie Goldstein
Director - Software Partners
Software &
Licensing Management
Blake Gollnick
Director- Microsoft
Software &
Licensing Management
Mark O'Brien
Senior Manager - EMEA Partners
Software &
Licensing Management
Sandy DeVico
Manager, Software Partners
Software &
Licensing Management
Erika Burnett
Manager - Software Partners
Software &
Licensing Management
Tim Levers
Manager - Licensing Operations
;Software &
Licensing Management
Aneta Wywrot
Manager, Non MS Operations
Software &
Licensing Management
Jessica Lemmon
Manager, Symantec
(Software &
Licensing Management
Christopher Lajiness
Manager, Software Partners
Software &
Licensing Management
Anna Chester
Senior Manager - Microsoft Incentives & Marketing
Software &
Licensing Management
Karen Infusino
Manager - Microsoft Contracts
`Software &
Licensing Management
Adam Aleksiuk
Manager, MS Operations
;Software &
Licensing Management
Deborah Childress
Microsoft Licensing Strategy Manager
.Software &
Licensing Management
Heather Sheridan (Hinz)
Senior Manager- Licensing Project Management
Sophos
Kristln Laffey
Business Development Manager - Sophos - Corp & Enterprise
Sophos
HeTaina Cohen
Sales Specialist- Enterprise & Corp
Sophos
Lisa Hartwig
Sales Specialist -Sophos - Corp SMB
SUN/Oracle
Sheryl Tucker
Business Development Manager
SUN/Oracle
Roger Arnold
Technical Sales Rep - West & Public Sector
SUN/Oracle
John Giachero
Solution Architect - Oracle Hardware
Symantec
Jennifer Torrence
Sales Special ist-Symantec
Symantec
Isaac Stewart
PresalesArchitect- SymantecSecurity
Symantec
Steven Calvarusa
Sales Specialist - Symantec
Symantec
Herb Grigsby
Sales Specialist - Symantec
Symantec
Urvi Khatri
Sales Specialist
Symantec
Jessica Lemmon
Symantec Team Manager
Tenable
Allison Beach
IAE - Corp
Tenable
Jason Harvey
IAE - Corp
Trend Micro
Imani Williams
Sales Specialist -Trend Micro Sales
VMware
Mike Jackson
Senior Pre -Sales Solution Architect-VMware
VMware
Jon Palmer
Pre -Sales Solution Architect-VMware
VMware
Alicia Baczkowski
Senior Specialist
VMware
Kelly Buist
Renewals Specialist
VMware
John Boni
Renewals Specialist
VMware
Carlos Romascindo
Senior Specialist
VMware
Elise Castaneda
Sales Specialist
VMware
Kathleen Barnes
Sales Specialist
VMware
Malika Gordon
vCloud Air Specialist (vCHS)
VMware
Kjetil Skalvik
Systems Engineer vCloud Air, vCloud Air Network
VMware
Alison Fleischer
VMware Team Manager
Wehsense
Imani Williams
Sales Specialist - Websense & Kaspersky
Wyse
Jaclyn Bailey
Sales Specialist - Dell Client
ATTACHMENT C - COST PROPOSAL
The Cost Proposal will be evaluated independent of other sections of the Offeror's response. The Cost
Proposal is to be submitted as a separate document. Do not embed cost proposal in the technical proposal
response. Any narrative explanation of the Pricing Sheet forms is to be submitted as part of Attachment C —
COST PROPOSAL. Offeror shall provide pricing that includes all costs associated with the responsibilities
and related services, including but not limited to, freight and delivery, cost of materials and product, travel
expenses, transaction fees, overhead, profits, and other costs or expenses incidental to the Offeror's
performance.
Label your response "ATTACHMENT C_COST PROPOSAL_companyname ".
SHI Response:
SHI is pleased to offer NASPO ValuePoint an aggressive cost-plus pricing model which will result in
advantageous pricing for all NASPO ValuePoint members. This pricing model will stand the test of time
because pricing is aggressive for our entire range of current software offerings, as well as for all future
offerings. Our markups are maximum or "not to exceed" markups, and there may be times when we are able
to reduce the markups further.
As instructed, the markups proposed within our Cost Proposal are inclusive of the 0.25% NASPO ValuePoint
Administrative Fee. In order to offer each Participating State the best possible pricing, we did not incorporate
any State -Specific Administrative Fee (including the State of Arizona 1.0% fee) into the pricing model proposed
within Attachment C1. Any State Administrative Fees will be added to the markups in Attachment C1 to arrive
at that State's pricing model; we do understand that the fees may not be charged in the form of a separate line
item. We would be happy to provide separate markup schedules per State and inclusive of any applicable
Administrative Fees upon request.
Additionally, in order to offer each contract user the best possible pricing, we did not incorporate credit card
fees into the pricing model proposed within Attachment C1. For customers who wish to use credit cards, the
credit card transaction cost will be added to the markups in Attachment C1 to arrive at that customer's markup
for the credit card transaction.
With regard to Services, as detailed throughout our RFP response, SHI is pleased to offer a substantial
amount of value-added services at no cost to NASPO ValuePoint customers. We also have the resources
available to provide fee -based in -scope services for those customers who require additional assistance beyond
SHI's free service offerings. Those fee -based services are described within Attachment C2.
As mentioned in our proposal, SHI's offering to NASPO ValuePoint consists of thousands of Software
Publishers for whom we are already authorized (and currently providing to NASPO ValuePoint customers), as
well as additional publishers requested by NASPO ValuePoint customers in the future. Please note that some
publishers or service providers will require additional paperwork to be signed in order for contract users to
access the most advantageous pricing and licensing options. When that is the case, SHI will work with the
contract users to advise them of the publishers paperwork requirements and walk them through the process to
complete the documentation. Our goal is to provide a comprehensive software offering, so that this contract is
valuable and easy to use for all Participating States and contract users, throughout the contract term.
ATTACHMENT C1 - PRICING SUBMISSION SHEET
NASPO VALUEPOINT
SOFTWARE VALUE-ADDED RESELLER (SVAR)
PUBLISHERS MARKUP/DOWN
The price to Authorized Purchaser
Proposer must be certified as a direct reseller for all Key Itemized (AP) is calculated using the
publishers. Direct reseller certification is preferred for Other Itemized following formula: "Reseller Cost"
publishers + ("Reseller Cost" x
"Markup/down")
ADOBE 0.50%
CITRIX 0.75%
MICROSOFT
0.25%
0.50%
NOVELL
SYMANTEC
0.50%
VMWARE
0.75%
Al SQUARED
1.00%
AIRWATCH MOBILE DEVICE MANAGEMENT VMWARE
1.00%
ALLIANCE ENTERPRISES
1.50%
APPLE
1.00%
ATTACHMATE - MICROFOCUS
1.00%
AUTODESK
1.50%
AUTONOMY- HP
1.00%
BAKBONE - DELL
1.50%
BARRACUDA
1.00%
BOMGAR REMOTE SOFTWARE
1.00%
CA TECHNOLOGIES
1.50%
CISCO
1.50%
COMPUTRONIX USA
1.00%
COMPUWARE
1.50%
COREL
1.00%
DOU BLETAKE
1.00%
EMC
1.50%
ENCHOICE
1.00%
€SET
1.00%
ESRI
1.00%
FREEDOM SCIENTIFIC
1.00%
GUARDIAN EDGE -- SYMANTEC
0.50%
GW MICRO
1.00%
IBM
1.50%
ICM CONVERSIONS
1.00%
INFOR
1.00%
INTERM€DIX EMSYSTEMS
1.50%
HP
1.00%
HUMANWARE
1.00%
INFORMATION BUILDERS
1.00%
KRONOS SOFTWARE
1.50%
LANDESK
1.50%
LASE RFISCHE
1.00%
UQUIDWAR€ STATUSPHERE
1.00%
MICROFOCUS INC
1.50%
Note: All markups include the
0.25% NASPO ValuePoint
Administrative Fee. Any
additional State
Administrative Fees will be
added to these markups.
PROPOSER INSTRUCTIONS:
Enter a percentage markup or
markdown for each line in
column D. This is the
markup/down at which
proposer is offering to
provide the stated publishers'
titles. Percentages may be
listed to two decimal points.
ATTACHMENT Cl - PRICING SUBMISSION SHEET
NASPO VALUEPOINT
SOFTWARE VALUE-ADDED RESELLER (SVAR)
M I NJ ET
1.00%
MPS
1.00%
MQSOFTWARE — BMC SOFTWARE
1.50%
NCIRCLE
1.00%
NETOP
1.00%
NUANCE
1.50%
ORACLE
1.50%
OSAM
1.50%
PASSPORT
1.00%
PATCH LI N K
1.00%
PROOFPOINT
1.50%
RSA SECURITY
1.50%
REFERENCIA SYSTEMS
1.00%
SAP AMERICA
1.50%
SAS
1.50%
SOLUTIONS SOFTWARE
1.00%
SOPHOS
1.50%
SPLUNK SOFTWARE
1.50%
STASEEKER NETWORK INFRASTRUCTURE MONITORING
1.00%
STELLENT— ORACLE
1.50%
SUNGUARD
1.00%
SYBASE
1.00%
TECHSMITH
1.00%
TREND MICRO
1.50%
TRUSTWARE
1.50%
U LTRABAC
1.00%
VORMETRIC
1.00%
WEBSENSE
1.50%
any other non -listed publisher
2.00%
N
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Attachment D — Executive Summary - Submit no more than two pages which briefly describe
the Offer. Attachment D — Executive Summary should highlight the major features of the Offer.
The reader should be able to determine the essence of the Offer by reading the Executive
Summary. Any requirements that cannot be met by the Offeror must be included.
SHI International Corp. is pleased to submit our response to the NASPO ValuePoint Request for
Proposal ADSP016-00005829 for Software Value Added Reseller (SVAR) Services. SHI has
been in business for over 26 years, specializing in Software Volume Licensing Agreements and
Software Asset Management since our inception.
SHI's proposal supplies details of the Public Sector experience, dedication to customer service,
account and license management expertise, e-Procurement capabilities, and competitive pricing
that we offer to our current customers. We intend to bring these same benefits to NASPO
ValuePoint and each Participating State under the new SVAR contract as well.
To highlight the major features of our offer:
SHI has had over 20 years of experience supporting State and Local Government and
Education customers and managing statewide software contracts. Our response details
our experience managing IT contracts that are used in all 50 states.
In particular, SHI has had the privilege of working with WSCA/NASPO ValuePoint during
the term of the current SVAR contract. We have devoted the people, resources, and
new ideas to make the SVAR contract a success; this is evident in the number of
Participating Addenda signed with SHI and our revenue through the contract, as well as
in the strong customer relationships we have formed. Together in partnership with
NASPO ValuePoint and each of the Participating States, we have truly put the SVAR
contract's benefits to work for customers across the country. We have been thankful for
the opportunity and look forward to achieving even more for the Participating States with
whom we partner under the new contract.
SHI's account teams have significant tenure supporting the IT needs of State and Local
Government and Education. Our field and inside sales teams are dedicated exclusively
to Public Sector customers.
SHI's e-Procurement systems are highly advanced and customized for our customers.
Our quoting, ordering, tracking, and reporting capabilities are all customizable to help
simplify our customers' processes.
SHI's pricing methodology is competitive and stands the test of time. We understand
that government entities need to identify cost savings wherever possible. SHI's proposal
not only offers a competitive markup, but also provides additional opportunities to assist
customers with real savings and help you to achieve best value in your procurements.
Your SHI team will work with you every day to help analyze your spending, your current
and future projects, and buying alternatives. The savings that States realize when
working with SHI to plan and negotiate their Software Volume Licensing Agreements can
be in the thousands, hundreds of thousands, or even millions of dollars.
SHI's response to Attachment A, Qualifications, provides NASPO ValuePoint with an overview
of our experience and expertise working with states across the country in fulfillment of their
software needs. We also provide details on the SHI sales and support team members who will
support the new SVAR contract, just as they have supported the current agreement.
SHI's response to Attachment B, Methodology, provides NASPO ValuePoint with specific details
of how we will support the day to day needs under the contract for NASPO ValuePoint, the
Participating States, and each individual contract user. Our responses are based on real data
from Participating States and the actual teams and processes that we have put in place to
support this contract.
SHI has demonstrated that we are a top partner for NASPO ValuePoint Participating States.
We are confident in our ability to meet and exceed your expectations and requirements under
this contract. There are only a few areas where we have provided comments or requested
clarifications within a separate section of the offer, per the instructions for Section 2: Solicitation
Requirements, Information and Instructions to Offerors, section 2.3.4.
SHI would welcome the opportunity to discuss our proposal with you in more detail. We hope
you find our proposal compelling, based upon the elements of this offer and also based upon
the last five years of strong partnership under the SVAR contract. We have worked very hard to
make the current SVAR contract a great resource for all contract users, and we are committed
to enhancing our offerings, services, and team even further over the next contract term. We are
confident in our ability to provide excellent support to NASPO ValuePoint and each Participating
State under the new contract, and we look forward to working with you!
NEOGOV Order Form Approval
Keith Macedo
Submitted By
City of Fayetteville Staff Review Form
2023-0839
Legistar File ID
N/A
City Council Meeting Date - Agenda Item Only
N/A for Non -Agenda Item
8/4/2023 INFORMATION TECHNOLOGY (170)
Submitted Date Division / Department
Action Recommendation:
Approval of the attached NEOGOV order form to add a Text Messaging subscription to the existing NEOGOV
agreement to improve applicant engagement.
Budget Impact:
1010.120.1220-5416.00
General Fund
Account Number
Fund
Project Number
Project Title
Budgeted Item? Yes
Current Budget
$ 59,802.00
Funds Obligated
$ 58,379.31
Current Balance
Does item have a cost? Yes
Item Cost
$ 641.68
Budget Adjustment Attached? No
Budget Adjustment
$ -
Remaining Budget
V20210527
Purchase Order Number: Previous Ordinance or Resolution # 145-45,15-19, 213.17
Change Order Number: Approval Date: 08/10/2023
Original Contract Number:
Comments:
M
CITY OF
FAYETTEVILLE
ARKANSAS
STAFF MEMO
TO: Mayor Jordan
THRU: Susan Norton, Chief of Staff
Missy Cole, HR Director
FROM: Keith Macedo, IT Director
DATE:
SUBJECT
August 4, 2023
Approval of the attached NEOGOV order form to add Text Messaging to the
existing NEOGOV agreement to improve applicant engagement.
RECOMMENDATION:
Approval of the attached NEOGOV order form to add a Text Messaging subscription to the
existing NEOGOV agreement to improve applicant engagement.
BACKGROUND:
The city has utilized NeoGov since 2010 for new employee applications and over the years have
added modules to include performance evaluations, onboarding, and integration with Tyler New
World ERP. NEOGOV is a completely hosted software solution that has a solid history of upgrading
their products to take advantage of new technology and improve functionality. Earlier this year HR
went live with NEOGOV Onboarding module which has improved the efficiency of new hire
processing and the new Text Messaging subscription should continue HR's goal of optimizing
applicant processing and onboarding.
DISCUSSION:
The attached order form will approve the purchase of NEOGOV Text Messaging annual
subscription which will allow HR and hiring supervisors to communicate with applicant via text
message, in addition to the existing email functionality. HR and IT staff have reviewed the Text
Messaging subscription and believe it will help improve the efficiency and timeliness of
communicating with applicants. The attached proposal will be added to the City's existing
NEOGOV agreement and will co -term on the same date of December 30.
BUDGET/STAFF IMPACT:
The cost of the Text Messaging subscription is currently $1,535.00 per year but the first year is
pro -rated at $641.68, to align with the existing December 30 agreement date. Funding is
available within the HR operating budget software maintenance account to fund the $641.68
within the FY 2023 budget and HR is requesting a new budget request for $1,535.00 to fund the
NEOGOV Text Messaging subscription for FY 2024.
Attachments: Staff Review Form, Staff Review Memo, NEOGOV order form.
Mailing Address:
113 W. Mountain Street www.fayetteville-ar.gov
Fayetteville, AR 72701
3
k
Exhibit A
Order Form
NEOGOV
Governmentjobs.com, Inc
2120 Park PI, Suite 100
El Segundo, CA 90245
United States
billing@neogov.com
Sales Rep: Rock Syddall
(dba "NEOGOV")
Quote Valid From: 7/12/2023
Quote Valid To: 7/31/2023
Employee Count: 610
Order Summary
Candidate Text Messaging Prorated
Customer:
Fayetteville, City of (AR)
113 W. Mountain
Fayetteville, AR 72701
USA
Quote Number: Q-11658
PaymentTerms: Annual,Net 30
Subscription Term in Months: 20
Service Description
Start Date
End Date
Term Price (USD)
Candidate Text Messaging Subscription
7/31/2023
12/30/2023
$641.68
Candidate Text Messaging Prorated TOTAL:
$641.68
Candidate Text Messaging Year 2
Service Description
Start Date
End Date
Term Price (USD)
Candidate Text Messaging Subscription
12/31/2023
12/30/2024
$1,535.00
Candidate Text Messaging Year 2 TOTAL:
$1,535.00
ORDER TOTAL (USD) : 1 $2,176.68
A. Terms and Conditions
1. Agreement. This Ordering Document and the Services purchased herein are expressly conditioned
upon the acceptance by Customer of the terms of the NEOGOV Services Agreement either affixed
hereto or the version most recently published prior to execution of this Ordering Form available at
https://www.neogov.com/service-specifications. Unless otherwise stated, all capitalized terms used
but not defined in this Order Form shall have the meanings given to them in the NEOGOV Services
Agreement.
2. Effectiveness & Modification. Neither Customer nor NEOGOV will be bound by this Ordering
Document until it has been signed by its authorized representative (the "Effective Date"). Unless
otherwise stated in this Ordering Document, all SaaS Subscriptions shall commence on the
Effective Date. This Ordering Document may not be modified or amended except through a written
instrument signed by the parties.
I Summary of Fees. Listed above is a summary of Fees under this Order. Once placed, your order
shall be non -cancelable and the sums paid nonrefundable, except as provided in the Agreement.
4. Order of Precedence. This Ordering Document shall take precedence in the event of direct conflict
with the Services Agreement, applicable Schedules, and Service Specifications.
B. Special Conditions (if any).
Pro -Rated SaaS Subscription Fees shall be due net thirty (30) from date of NEOGOV invoice. Annual
SaaS Subscription Fee invoices shall commence after expiration of the Pro -Rated Term
"Fayetteville, City of
(AR)"
Signature:
Print Name: Mayor Lionel Jordan
Date:
08/10/2023