PSP Channel
Insights
Strategies & partnerships central to doing business  with the public sector

Eighth in a Series of Newsletters
Addressing Building Effective Partnerships

Mapping Products to Solutions

How do you go from talking tech specs to business solutions?

For most technology developers, your product(s) can support numerous environments within Government. But the challenge is communicating your technology offerings within a set of business problems.

When you have the ability to support so many different environments, it’s important to tailor your value proposition to a few manageable key business problem areas. By doing so, this enables you to better focus and communicate to the SI community.

 Don’t try to boil the ocean. Focus, focus and focus.

Pick three or four business problem areas --- areas that you can tell a strong story around with examples of how you supported the overall solution (and supported your SI partner). Speak in terms business solutions --- not speeds and feeds.

If you can get this message across in your first meeting with an SI, then there is a good chance that you will get follow-on discussions which then will allow you to speak tech talk and with the SI technologists that might actually care about your speeds and feeds.

Remember, develop a value proposition with examples of how you provide key support in solving specific business problems and focus.

Scott Lewis
President
slewis@pspartnerships.com
PS Partnerships
www.pspartnerships.com

Below are previous issues of PSP Channel Insights Newsletters that may be helpful reference tools as you plan for 2007:

Developing Your 2007 Government Channel/Partner Business Plan

5 Keys to Partnering Success
Build a Winning Value Proposition to the Solution Provider Community
What's Driving the SI Solutions Providers?

Building a Sales Model That Supports Selling Into Large-Scale SI/Solution Opportunities


Is Marketing to the SI Community Part of Your Marketing Strategy?

Networking With the Government Systems Integrator Community

Developing State & Local Solution Partners

 
About PS Partnerships

President and CEO Scott W. Lewis has more than 15 years of experience in public sector information technology. As Group Publisher of Government Computer News and Washington Technology, Vice President of INPUT, Vice President of Partner Development of Micro Warehouse Gov/Ed and Vice President of ENC Marketing & Communications, Lewis has worked with numerous information technology firms in the development and execution of their channel/partnering business and marketing strategies into the Public Sector (Federal, State & Local)

Over the years, Lewis found that many companies either did not understand how or had difficultly in establishing the partnerships and teaming relationships that are absolutely critical for success in the government market. So he established PS Partnerships in July 2005 to focus directly on helping companies build strategies and partnerships for doing business in the public sector.

For more information about the services PS Partnerships provides, please contact us:
PS Partnerships LLC
607 Knollwood Drive
Falls Church, VA  22046
Scott Lewis, President and CEO
PHONE: 571.218.0288
slewis@pspartnerships.com
www.pspartnerships.com

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