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What's Driving
the SI Solution Providers?
So in Government IT, what’s getting the
attention? What’s getting funded? What Government business problems are
finally getting some focus?
If you can figure that out, then you will
know what the solutions providers are up to and what they are attempting
to build their offerings around. And if you know what the SIs are
building solutions around, then you now have something to try to connect
your offerings.
What does this all mean?
Take a hard look at the President’s
Management Agenda,
OMB’s Line of
Business and other Government initiatives. Also take a look at what
Washington Technology listed as the top 20 issues driving that Federal
IT market for 2006 from their
January 16th issue.
OK did you take a look? If so, you can
see that it’s pretty much laid out right there as to what the SI community
needs to address in providing services to Government.
So with that said, here are a couple
questions for you IT developers/manufacturers:
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How do you
address your technology offerings to the issues that are driving the
market and driving SI solutions offerings?
-
How do you
become a critical part of solving the business problems connected
to these market drivers?
The SI communities are building their
business practices around these issues. As we speak, solution providers
are structuring their business groups/practices around areas such as:
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Continuity of
Operations (COOP)
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Mobility
Managed Services
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HSPD-12
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ERP
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FEA
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Identity
Management Information Sharing
To get some attention from the SI
community, you need to take the time and effort to develop a value
proposition that speaks and maps directly to some of these initiatives
and mandates.
What will you say when a SI asks you the
question…. How do you effectively support a solution provider in these
environments?
The bottom line
If you want to be considered a valued partner to the solutions
providers, then the challenge will be to affectively communicate how
your technology offerings best map to the issues that are driving the SI
community in a solutions environment. If you have had a success (or
failure) in mapping your organization's offerings to a solution provider
partner, let me know how you did it so that I can share your story as a
case study in a future issue of PS Channel Insights.
I hope you find these thoughts and opinions useful as you move
forward in building your channel relationships. See you next month.
Scott Lewis
President
slewis@pspartnerships.com
PS Partnerships
www.pspartnerships.com
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