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

 Connecting With the State and Local Market


The annual State and Local issue of Washington Technology is an excellent way to identify state and local solutions partners and opportunities.  This comprehensive resource and reference guide for this market includes information such as:

  • An examination of more than a dozen large systems integrators that dominate the market, with annual state and local government sales ranging from more than $100 million to more than $1 billion.

  • A look at which companies came out on top of the competition for “mega deals” last year, and how the competition is shaping up for this year’s mega deals.

  • A look at which systems integrators software and niche companies should explore new partnerships with and/or solidify existing relationships.

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

Developing Your 2007 Government Channel/Partner Business Plan

Mapping Products to Solutions

Developing Communication Tools that Speak to the SI Community

Talking the Talk with the SIs

Eleventh in a Series of Newsletters
Addressing Building Effective Partnerships

Is Government Health IT
the next DHS?

Do you remember when The Department of Homeland Security was first being formed?

When DHS started to come together, every single major SI began to develop specific business strategies, divisions and business development teams to take advantage of this growing opportunity. They invested early even though they
may not be seeing the money for some time.

Well to me, the next DHS sales-type strategy is Government Health IT. We are at that same point where again every major SI is now developing the strategies, divisions and business development teams to start positioning themselves as players even though the real money might be a few years away.

According to INPUT, the 2007 Health IT spending will grow from $4.9B in 2007 to over $9B by 2012, with Government Health IT spending strongly outpacing industry average.

A key question would be: In what areas are the SIs looking to develop solution offerings?

Potential solution areas:

  • Claims processing (identity management, fraud detection, information sharing)
  • Radiology support services (imaging, information sharing, storage)
  • Business Standards (professional services)
  • Content/Records management (storage & retrieval, information sharing, security)
  • Mobility/wireless
  • IT Consolidation

Other questions would be:

  • Who are the SIs that either have or are developing strategies to go after this market?
  • What should my strategy be in supporting their efforts?

As a technology developer/manufacturer, when and how do you start to develop strategies in positioning yourselves as key strategic partners in supporting their efforts in this emerging market?

When should you enter? I would say the time is now while the SIs are building their strategies.

What should your strategy be in supporting these Health IT solution providers? Well, that is a whole other PSP Channel Insight e-letter. But in the meantime, we would be more then happy to discuss partnering strategy with you. If you are interested in talking, please let us know.

Happy partnering!

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

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