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

Seventeenth in a Series of Newsletters
Addressing Building Effective Partnerships

Systems Integrators Are Moving Forward In Developing Strategic Technology Partners

In approaching the SI community, you have probably been hearing statements such as: “We need to be completely objective when recommending technology products in our solutions.”  Or maybe you are now starting to hear:  “When we speak to technology firms, we want to talk in terms of strategic partners.”

The good news is that that there is a trend among the SI community in building formal proactive processes to identify and engage in discussions with tech firms that might meet their solution development strategies.

As the SIs look to develop future business solutions, many now have (or are creating) processes and assigning personnel to manage the process of identifying, meeting with and evaluating firms that might be able to provide support and/or key technologies in the development of their strategic solution segments. 

 

Federal Executive Forum
 CyberSecurity: 2 Years in Review

Listen to Federal News Radio AM 1050 on February 7th at 2:00pm.

 

Government and Industry Panelists Will Discuss: 

-Secure information sharing

-Protecting critical infrastructures

-New technology standards

-Best practices and case studies

-How to avoid a “Digital Pearl Harbor"

 

Listen to past Federal Executive Forms»

 

Get more information on the Federal Executive Forums and other programs»

Here are just a few examples of SIs that either have or are currently building these types of business processes:

  • CSC, Technology & Solutions Group

  • SRA, Offerings and Solutions Group

  • SAIC, Science to Solutions Center

  • Lockheed Martin, NexGen

  • Booz Allen Hamilton, Vendor Relations Group

  • CACI, Advanced Programs

  • Harris IT, Vendor Relations Group

What this means to you is that in developing your go-to-market strategies, make sure you try to uncover whether or not an SI has (or is building) processes in evaluating technologies.  And if so, what is that process and who has those responsibilities?

When meeting and having discussions with these types of organizations, they most likely will provide you good information on their key solution areas of focus.  And hopefully from these conversations you will be able to speak your value proposition to their key areas of interest (as opposed to a typical standard pitch).  And if you can do that, then you just might position yourself as a true strategic partner.

So what is a strategic partner? We will cover that next time.

Happy SI hunting and see you next month.

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

- Scott

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

This e-mail was sent by PS Partnerships, located at 607 Knollwood Drive, Falls Church, VA 22046 in the USA. PS Partnerships values you as a customer, but if you would prefer not to receive future e-newsletters,