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What are federal systems
integrators thinking when it comes to technologies and partnering with
technology developers?
Recently, 1105
Government Information Group (Publishers of Washington Technology,
Government Computer News and Federal Computer Week and more) completed a
Federal Systems Integrator survey.
Below you will see
responses to a few questions related to what the SI community is
thinking when it comes to technologies and technology
developers/manufacturers.
Some of these responses
indicate to me the importance for technology firms to seriously build
strategies to support the development of SI relationships.
I would encourage you
to take a look at the responses below as I think they will help you in
planning a strategy to develop your SI relationships. Some of the
conclusions I have drawn are:
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SIs have a lot of power in determining
technology brand and in implementing the technology
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Their power and influence in deciding and
implementing technologies is growing
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The SIs want technology firms to help them
expand their solutions sets, support in offering unique solutions and
to bring opportunities to the table
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Most SIs are developing/improving their
processes to better understand/evaluate technologies
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Technology developers/manufactures need
learn how to effectively deal with the SI community!
If you would like to
discuss what this survey can mean to you and how these market trends
might affect your business, please contact me at 571-218-0288 or via
email at
slewis@pspartnerships.com.
Happy partnering!
- Scott
1) What level
of influence does your firm have when selecting specific technology
brands for your government customer?
2) Do you expect
your level of influence over brand decisions to increase in the future?
3) How are you involved in the purchase of
technology-based products and services on behalf of your customers?
(Check all that apply)
4) What are the major reasons that you
partner with other solution providers/integrators? Would it be…. (Check
all that apply) 
5) Does your company have a formal internal
process for learning about/evaluating technologies?
6) Is your company increasing its efforts
(developing processes) to better understand/evaluate new
technologies/vendors? 
If you
would like more information about this survey, please contact 1105
Government Information Group's Dave Deker at 703-876-5122 or
ddeker@1105GovInfo.com.
Below are previous issues of PSP Channel
Insights Newsletters that may be helpful reference tools as you plan
your SI relationship strategy:
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
Is Government
Health IT the Next DHS?
The
Government Top SI/Contractor List of Lists
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