With a long history of selling technology to government, GTSI’s sales process was built on the classic model of leveraging relationships and taking orders via phone and fax. To improve GTSI’s profitability and scale its sales force, this $1 billion reseller recognized it required a comprehensive new e-business strategy to reinvigorate the channel's contribution to its bottom line. After assessing the root causes for the business unit's chronic underperformance, we developed a strategic roadmap making e-commerce an essential tool in selling more goods and services as well as serving existing customer relationships more efficiently than ever before. With our direction, GTSI slashed the order-to-ship cycle from 32 to 5 days, generated an astonishing 900% increase in e-commerce revenues and shifted the channel's percentage of total sales from 1% to 65% freeing GTSI's sales organization to focus on larger, more strategic solution selling.