Primary Services
Channel Strategy
Your channel strategy has three main prongs: 1) direct sales to customers; 2) sales through value-added resellers; and 3) sales through solution providers and systems integrators. Increasingly, government agencies are buying IT products and services through solution providers and resellers, rather than buying directly. Moreover, government and industry officials say that the vast majority of buying decisions are made jointly by the solution providers and their government customers. Consequently, technology vendors must develop a strategy for selling through resellers and solution providers.
Solution Providers
PS Partnerships provides a comprehensive strategy for establishing meaningful partnerships with solution providers. We identify the companies that are engaged in the markets and going after projects you want to be a part of. Solution providers say most vendors they meet with don't understand their needs or goals. We help you develop a strategy for connecting your products with a solution provider's unique needs and market strategy, and for becoming valued teammates on their projects.
Value-added Resellers
PS Partnerships provides a complete strategy for using the reseller channel. We help you identify resellers that specialize in your market niche and best fit with your company's goals and culture. We also help you develop a strategy for creating partnerships with these resellers, so that they are excited about your products and are motivated to sell them to government. Support Services
PS Partnerships can provide independent, objective evaluations of marketing strategies and tactics. With our industry partners, we also can perform market assessments, help companies develop a marketing strategy, and provide marketing support.
|
