MetTel - Government Sales Team of the Year

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Company: MetTel
Entry Submitted By: AxiCom Public Relations
Company Description: MetTel is a leading global provider of integrated digital communications solutions for enterprise customers. By converging all communications over a proprietary network, MetTel enables enterprise companies to easily deploy and manage technology-driven voice, data, wireless and cloud solutions worldwide. MetTel offers superior customer to more than 8,000 clients, ranging from local single location.
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Government Sales Team of the Year

Nomination Title: From Niche to National: How this family-owned small business won the heart of the Federal Government with $1.3B sales in 2020 (and counting)

While MetTel serves more than 8,000 private and government organizations, there has been significant momentum in winning Federal government sector contracts:

Sept 2019: The Pentagon taps MetTel to upgrade wireless services and devices for the U.S. DoD, including the Navy, Marine Corps, Army and Air Force and other federal, non-military agencies.
Dec. 2019: The U.S. Mint signs MetTel to provide a wide range of critical communications services.
Jan. 2020 The GSA announces MetTel is fully authorized to operate under its 15-year,$50BEIS program. This enables MetTel to provide federal agencies with the full range of its solutions.
March 2020: The U.S. SSA awards MetTel with an EIS task order for $253M for local, long distance and access management telecommunications services.
July 2020: The Government sales team secures additional GSA EIS contracts with a $230M win to help digitally transform the GSA’s voice and data information technology systems.
Sept. 2020: AT&T veteran Rob Dapkiewicz joins MetTel as GM and SVP to lead MetTel’s Federal Program. He says, “MetTel is a rising star in the federal space.”
Sept. 2020: The DHS selects MetTel for Managed Security Services and as the primary internet access provider throughout all states.
October 2020: The Department of State awards MetTel a $711M task order to deploy and manage WAN and Diversity Services.​
November 2020: The U.S. Department of VA awards MetTel its National Local Exchange Carrier Services for the Next Generation - a potential 15-year, $722 million contract.
Briefly describe the nominated team: its history and past performance (up to 200 words):

MetTel operates in a very niche, but critical area of IT Communications infrastructure—providing technology and solutions that help public and private organizations converge all communications (wireless, wired), and providing them with a unified view and complete visibility across their telecom networks.

Additionally, through MetTel’s Managed Network Services (recently named in Gartner’s Magic Quadrant as a “leader”, see attached), the company helps organizations boost productivity, reduce costs and simplify operations.

MetTel is honored to have been selected by the GSA to be one the nine companies to receive full authority to operate under the 15 year, $50B Enterprise Infrastructure (EIS) contract (December 2019). Since then, MetTel has established itself as a valuable technology partner in the Federal Government Sector, securing over a dozen Agency Task Order wins. What is significant is that MetTel beat a lot of the well-known public companies for these wins—a testament not only to MetTel’s technology, but its government sales team.

Achieving these milestones was the work of the small but mighty MetTel government sales team, which has become the driving force of revenue growth and customer success across the company.

Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the team's past performance (up to 250 words):

The U.S. General Services Administration is often the ‘gateway’ to these federal contracts. One of the GSA’s strategic objectives is to improve the way federal agencies buy, build and use technology. Being part of the GSA Award Schedules Program requires significant due diligence, and as the premier contract vehicle for the U.S. Government, it opens doors for a vendor to secure long-term government wide contracts. These schedule purchases—21% of overall federal procurement spending, add up to about $42 billion per year. As a small business, the tenacity of MetTel’s Federal sales team paid off.

MetTel was one of only nine companies selected for the EIS program, including AT&T, CenturyLink, Level-3 and Verizon. While MetTel serves local, state and other federal agencies, the federal sales team’s ability to secure full authority to operate under the General Services Administration’s 15-year,$50 billionEnterprise Infrastructure Solutions (EIS) program is a testament to this small, but effective team.