Maximize the Power of B-to-G Segmentation — Like CDW Did

Further Segmentation
At the same time, the company segmented CDW-G into federal, state and local. Each segmentation of the catalog was accompanied by a specially trained sales force for each segment. Each sales force had its own dedicated marketing team.

The PC catalog market in the mid- to late 90s was fairly crowded, but it lacked a true dominant player. By 2003, there were only three big PC catalogs left: CDW, PC Connection and PC Mall. CDW emerged as the biggest. Its growth was fueled by CDW-G.