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

Ninth in a Series of Newsletters
Addressing Building Effective Partnerships

Developing Communication Tools that Speak to the SI Community

Over the past month or so I’ve been speaking with a number of technology firms as they prepare for the 2007 business year.

One area of conversation has been around improving communication tools (PowerPoint presentations and overall collateral) that might increase interest from potential Government SI partners.

In developing your PowerPoint and other collateral consider the following:

Cleary state who you are and your value to the SI community

  •  Company overview

    • Connect to solutions

  • Offerings

    • Focus on just a few

  • Value proposition

    • Your value to the SI community

  • Government mandates/OMB issues that support your offerings

    • Connect your offerings to Government requirements/actions/activities/mandates

Competition

  • Be upfront

List your Government/SI activities

  • Current and previous SI and/or agency relationships

  • Who/where within the SIs/Government agencies

  • Government customers and/or activities

List your pipeline and focus areas

  • Tell the SIs what programs and/or where you are focusing your sales efforts

  • Key programs

  • Other direct Government activity

  • Business strategy supporting Government

And also………

  • Other sales tools

    • Develop a short value proposition e-mail in support of getting SI appointments

Best of luck in your partnership development efforts for 2007!!

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:

Mapping Products to Solutions

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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