CDW Thrives in ‘New’ Market

With $1.8 billion public sector sales comprising more than a quarter of its total revenue in 2006, multichannel computer products marketer CDW nevertheless was slow to capitalize on one of its biggest resources. Founded in 1984, CDW didn’t aggressively market to federal employees until 1998, missing out on a market that now represents more than 25 percent of the U.S. gross domestic product and more than 4 percent of the world economy.