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, the $1 billion reseller recognized it required a comprehensive strategy for reinvigorating its fledgling e-business operations. After assessing the root causes, we undertook the development and execution of a plan to make e-business an essential tool in selling more goods and services, but also to serve existing customer inquiries and relationships. With our leadership, GTSI quickly generated record, double digit increases in e-business revenue and orders. From a mere 1% of revenues, GTSI’s e-business channel is now delivering 35% of sales and just as importantly, has freed the GTSI sales organization to focus on larger, more strategic solution selling.