Upcoming Channel Partner Networking Events

Previous PSP Channel Insights Newsletters

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

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

Government IT’s 1st Annual Battle of the Bands

October 19, 2006
The State Theatre
Falls Church, VA

TICKETS ON SALE NOW!!

Hosted by Federal Computer Week, this friendly competition allows IT executives -- from government and industry alike -- to network with peers, colleagues and spouses in a high-energy, out-of-the-industry-norm environment. Plus, all proceeds from GIT Rockin' ticket sales will be donated to the United Services Organization (USO) of Metropolitan Washington. That means you'll enjoy a great evening of live entertainment, while raising money and awareness for one of the nation's most deserved charities.

Purchase tickets now. Visit: www.GITRockin.com

Developing Your Government Channel/Partner Business Plan

It’s that wonderful time of year again! Yes, it’s time to start building your 2007 business plan.

I hope in developing your new year's plan you are also taking a hard look at your channel and SI partnership efforts.

Here are a few questions to ask yourself (and others) as you work through your partnership strategy for next year:

VAR Partners:

• Do you have the right partners?
• Do you have too many or maybe too few?
• Are your partners aggressively selling your products/services or are you doing all of the selling and just running it through them?
• Do you have effective motivating support programs that drive your VAR partners to sell your products/services?
• How well are you managing your VAR partners?

Solution Providers (SIs):

• Have you determined and developed your value proposition to the SI community?
• Are your SI engagements strictly opportunity specific?
• Does the general SI community really know who you are and your value?
• Do you know which of the SIs are best for you to target for partner development?
• Do you know the key stakeholders (that relate to your business areas) within these SIs?
• Do you have a database of SI contacts to support marketing and business development efforts? (If so, how good is it?)
• Besides sales against quota, have you developed other ways to measure success in developing SI partners?

Remember, you need to consider a balanced sales and marketing approach. You need to build a balanced strategy that touches Government AND the channel/SI communities. One is no more important than the other.

Marketing spending and activities need to mirror your sales efforts:

• If you expect 1/3 of your revenue to come from partnering with the SI community, then at least 1/3 of your marketing budget needs to address the SIs.
• If you expect 1/3 of your sales to be identified and closed by your VAR partners, then 1/3 of your marketing budget needs to address programs that motivate and support your VAR partners

Good luck, and happy 2007.  See you next month.

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