How suppliers measure up for Lockheed Martin: the systems integrator uses six key focus areas to keep computer buying on track.(information technology sourcing strategies)(Company Profile)

Purchasing, February, 2004 by Avery, Susan

Lockheed Martin spends approximately $1.5 billion on computer hardware and software each year. With a buying tab this size, the systems integrator could easily strategically purchase these items from major OEMs. However, the company recently signed an agreement with a big hardware and software distributor that typically sells its products through computer resellers and retailers. Under the agreement, Lockheed Martin has access to purchase more than 250,000 SKUs (stock keeping units) from more than 200 hardware and software OEMs (original equipment manufacturer).

"One might ask, why would we go to a distributor when we could go straight to the OEM?" says Debra Pirozzi, director, Corporate IT Agreements for Strategic Sourcing Solutions, Lockheed Martin Corp.,...

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