WSCA Software Value-Added Reseller Contracts Webinar

July 12, 2011

Sourcing Team Members • Mike Drombrosky – Washington• Gerrie Becker – New Mexico• Ted Fosket – Alaska• Stacy Ingalls – Arizona• Maureen McGovern – Arizona• Andy Miller – Arizona (G.I.T.A)• Lori Nordlien – Oregon• Connie Roberts – Arizona (ASU)• Pam Rugg – Utah• Ted Stalling – Arizona (City of Tempe)

Pre-Procurement

• Industry meeting in Phoenix

• Draft RFP released to all States

• Collected 16 Intent to Participate forms from States

Intent to Participate

Alaska Arizona ColoradoDelaware Hawaii Louisiana New Mexico Montana NebraskaNorth Dakota Ohio OregonSouth Dakota Utah VermontWashingtonIf your State did not sign an Intent to Participate, you are still able to

utilize this contract and encouraged to do so.

Procurement Process

• Compliant with the Arizona Procurement Code

• RFP Release date February 28, 2011

• Pre-Proposal Conference held March 16, 2011

• RFP close date April 15, 2011

Solicitation Evaluation• 23 proposals received• 13 proposals deemed not-susceptible for award

based upon not meeting one or more of the solicitation criteria

• 10 proposals were fully evaluated• 4 proposals deemed potentially acceptable for

award and taken to Discussions/Negotiations• 1 proposal deemed unacceptable for award for

unacceptable language (T&C).• 3 Offerors received Awards

Evaluation Criteria • Qualifications 400 Points

• Methodology 300 Points

• Pricing 200 Points

• Conformity to T&C, Instructions 100 Points___________________________________________________

Total Points available: 1000

Evaluation Totals

DLT EN POINTE Insight CompuCom Dell SHI Gov Connections CDW-G Carahsoft Zones

Technical Score - Subtotal 309.88 572.00 517.75 370.38 346.50 550.00 290.25 473.75 322.25 0.00

Cost Score - Subtotal 52.00 200.00 72.40 101.00 8.00 153.00 16.00 18.00 16.00 0.00

Combined Score - TOTAL 361.88 772.00 590.15 471.38 354.50 703.00 306.25 491.75 338.25 0.00

Final Ranking 6 1 3 5 8 2 9 4 7

Contract Overview

• Contract Awarded to three Offerors: (In alphabetical order)

En Pointe Technologies Sales, Inc.Insight Public SectorSHI International Group

New Contract Start Date: June 3, 2011Initial Term: June 3, 2011 through June 2, 2013Renewal Options: Three(3) one year periodsMaximum Contract Term: 5 years

What is on Contract? • Software Purchases

Licenses for Commercial Off the Self (COTS) software products.– Dynamic contract with entire catalog available, except for custom software, and software as a

service (SaaS).

_ Catalog can be added to as Vendor establishes new Publisher relationships.

• Maintenance agreements for software.– Maintenance available for both software purchases through this contract, and maintenance on

software purchased outside of this contract.

Services related to the sale and management of distributed software.

Contract Features

• Multiple Award gives Participating Entities more options– States may have a PA with a single provider or multiple providers

• Ceiling pricing – ability to negotiate better pricing for volume purchases, or special circumstances ( e.g. standardization)

• Websites to include catalogs and the ability to obtain quotes, order, basic reports

• Software license management

Contract Pricing (Samples)Rate above cost (%)

En Pointe Insight SHI

Microsoft 0.75% 1% 0.50%

Adobe 0.75% 2% 0.75%

IBM 0.50% 2% 0.75%Symantec 0.50% 2% 0.75%

Intel 0.75% 2% 0.75%McAfee 0.50% 2% 0.75%

VMWare 0.50% 2% 1.00%

CA (Computer Associates) 0.75% 2% 1.00%

Quest 0.75% 2% 0.75%

SAP Business Objects 0.75% 2% 0.75%

Checkpoint 0.75% 2% 1.00%

TrendMicro 0.75% 2% 1.00%

BMC 0.75% 2% 0.75%

Commvault 0.50% 2% 1.00%

RedHat 0.75% 2% 0.75%

For example; If one seat (license) of Red Hat cost each Software VAR $100.00 then En Pointe would add their fee of $.75, Insight would add their fee of $1.00, and SHI would add their fee of $.50 to get the contract price.

Contractor Contact Information

En Pointe Technologies Sales, Inc.En Pointe Contract # ADSPO11-00000358-1

Imran YunusPhone: 310-337-5908Mobile: 310-766-0124Fax : 310-258-2310iyunus@enpointe.com

Contractor Contact Information

Insight Public SectorInsight Contract # ADSPO11-00000358-2

Erica FalchettiPhone: 800-467-4448 Ext 3071Fax: 480-760-9488Erica.falchetti@insight.com

Contractor Contact Information

SHI International GroupSHI Contract # ADSPO11-00000358-3

Katie O’KanePhone: 800-477-6479 Ext 5904Mobile: 848-248-3129Fax: 732-868-5905Katie_okane@shi.com

Where to Find Information

• Arizona State Procurement Websitehttp://spo.az.gov/Direct_Services/Statewide/default.asp

• WSCA Websitewww.aboutwsca.org or www.wsca.info

Who can Use Software VAR Contract

• All 50 States, District of Columbia, and Puerto Rico

• Any entity eligible to utilize a State Contract, with the permission of it’s States Chief Procurement Official.

Next Steps…

• Each participating entity needs to execute Participating Addendum(s) with selected contractors

• Model Participating Addenda for each awarded supplier are on the WSCA website

Participating Addendums

• Through the Participating Addendum, states may:Select ContractorsInclude their own State Administrative FeeInclude required (unique) terms and conditionsIdentify options for States or their political

subdivisionsRequest state-specific reporting or other

requirements

Eligibility Process

• In all cases State Chief Procurement Official will have the final say on who can and cannot participate within a state.

• The WCSA/NASPO Cooperative Development Team (WNCDT) will contact State Chief Procurement Officials directly to start process (expect emails from wncoopdt@gmail.com)

• All 50 states, DC, and Puerto Rico have executed the NASPO Cooperative MOA, and are eligible to use any WSCA or NASPO

cooperative contract.

Participation Levels

• Participation at different levels:1. State signs a Participating Addenda for entire state and its cooperative purchasing venture.

Allows for every legally eligible entity in the state to utilize.

2. State signs a Participating Addenda only for non state entities.Allow for every legally eligible entity that is not a State Agency to

utilize.

3.State does not sign a Participating AddendaEvery political subdivision PA within that state must be approved

by the State Chief Procurement Official. ( Either Individually or by Entity)

Participation Process for a STATE interested in participating

How do we get signed up?1. Download the model Participating Addenda from the website, complete the PA,

including ANY additional terms and conditions, etc., and share it as a DRAFT with the contractor contact (on the model PA).

2. Once you have both agreed on the final language, you (the state) should prepare the final form and send it to the contractor contract for signature. They should send it back to you (the state) for your signature.

3. WNCDT will annotate on participating addendum state authorization, create a PDF file of the participating addendum and the state authorization

4. WNCDT will forward copies of the PDF file to entity, contract providers point of contact of the entity

[The process can be done with PDF files, if you require physical signatures, we suggest having them follow along, using the dates on the PDF to keep things moving.]

Step 3 and 4 will be completed by the WSCA/NASPO Cooperative Development Team (Kate and Paul) in one working day

Participation Process How do we get other eligible entities signed up?

1. Email request from entity, or contract providers, but must contain the following details: Entity’s contract individual’s name, full name of entity, phone number, email address, physical address

2. WNCDT emails state director and requests authorization for participation

3. WNCDT emails both contract providers and entity with authorization to proceed to complete the participating addendum

4. Entity completes contract provider’s draft participating addendum ( from the WNCDT), negotiates, signs, and forwards to contract providers point of contact . ( scanning signed documents if permitted by the entity)

Participation Process continued

5. Contract provider point of contract signs participating addendum and forwards to WNCDT at wncoopdt@gmail.com

6. WNCDT will annotate on participating addendum state authorization, create a PDF file of the participating addendum and the state authorization

7. WNCDT will forward copies of the PDF file to entity, contract providers point of contact of the entity

Step 6 and 7 will be completed by the WSCA/NASPO Cooperative Development Team (Kate and Paul) in one working day

Then What?

• Participating Addenda will be posted on NASPO and WSCA websites– This is done to provide easy, direct access for your

agencies, political subdivisions and other entities eligible to participate under your authority

– Contract Providers will create and maintain state specific landing pages from their main contract landing page

For assistance please contact:

Kathryn Offerdahl, WSCA/NASPO Cooperative Development Analyst (kofferdahl@armms.com)

Paul Stembler, WSCA/NASPO Cooperative Development Coordinator (pstembler@amrms.com)

They use wncoopdt@gmail.com to keep traffic about these contracts concentrated in one location

Software Value-Added Reseller Contract Administrator

• Terri JohnsonState of Arizona - Department of Administration

State Procurement Office100 N 15th. AvePhoenix, AZ 85007Terri.Johnson@azdoa.gov 602-542-9125602-542-5508 (fax)

Contract numbers: En Pointe - ADSPO11-00000358-1 Insight – ADSPO11-00000358-2 SHI – ADSPO11-00000358-3