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.  If you're looking to become more visible to this market, you may want to consider advertising in this issue - it's a very comprehensive resource and reference guide for this market.  - Scott

 

 Who’s Who in the State and Local Market

 The March 26 issue of Washington Technology will focus on Who’s Who in the State and Local Market, providing readers with insight and predictions for what lies ahead in the market for the coming year. Editorial highlights for this special edition include:

  • 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.

To advertise in this issue, contact Jeff Calore at (703) 876-5098 or jcalore@1105GovInfo.com.

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

 

Tenth in a Series of Newsletters
Addressing Building Effective Partnerships

Talking the Talk with the SIs

In meeting with the SI community, can you and your SI relationship team keep up in conversation with some of their key issues? 

It may be time for some homework to better speak to the issues.  And in doing so see how well you can connect your technologies/services to some of these issues. 

So how good are you at discussing: 

Service Oriented Architecture (SOA)

  • Web 2.0
  • Web enabling large legacy applications

Continuing Resolution

  • How to be successful in the Civilian agencies with no new money
  • Chasing O&M dollars

Virtualization

  • Managed services-desktops
  • Virtualization of applications
  • Thin client

Security/ID Management

  • Cyber
  • ID verification/authentication
  • ID recognition
  • Information sharing

Health Care IT

  • Determining solution niche

OMB’s Lines of Business

  • Developing repeatable solutions to support OMB/agencies' efforts
  • Finding the opportunities

EAGLE

  • Task orders
  • Dealing with very short Task order response time

Good luck, and talk to you next month.

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