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Acer channel nabs police deals in NSW and Victoria

Acer channel nabs police deals in NSW and Victoria

Acer and its channel partners, Commander and Fujitsu, have locked up two multimillion dollar deals to provide PCs and notebooks for NSW and Victoria police.

The four-year NSW Police contract will see Commander provide 3000 Acer notebooks. The vendor's national government sales manager, Mike Cefai, said it beat incumbent supplier, Toshiba, as well as several multinational and local vendors, to secure the deal. The rollout is valued at about $7 million.

Acer will undertake local standard operating environment imaging, asset tagging and iTrack security. Commander will provide fulfillment and invoicing services. The first 1600 notebooks will be delivered during coming months.

Commander NSW enterprise manager, Frank Falcone, said the latest notebook win gave it the opportunity to become more entrenched in the police account. The pair recently secured the second phase of a four-year, 3000-unit desktop rollout for NSW Police. They originally won the first-year contract for 3000 PCs from incumbent supplier, Optima, last June. Both desktop deals were worth about $5 million.

"It also shows that vendor/reseller relationships can still work well and are a better fit than direct client/vendor strategies," Falcone said.

In this case, the services component was better suited to a channel approach, he added.

Acer has also scored a win with Victoria Police through government partner, Fujitsu. The combined desktop and notebook rollout is similar in size to the NSW contract. Cefai said Fujitsu had been the prime contractor for the deal. The pair beat incumbent supplier, IBM.

Acer also maintains contracts with Queensland, WA and Tasmania police forces. Cefai said this had been a key factor in the latest wins.

The Victorian contract followed Acer's recent appointment to that state's whole of government PC and notebook supply panel earlier this year. Acer is one of just two suppliers eligible to provide Intel-based desktop PCs.

"We're in a very fortunate position right now and many doors are opening for us," Cefai said. "We have had a solid position with notebooks - now desktop doors are opening."

Acer would continue to work with channel partners for all contracts, he said. Commander and Fujitsu are two of the vendor's strategic government suppliers. Others include Winthrop in WA and Leading Solutions in Victoria and SA.


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