One of the best ways VARs and MSPs can grow their businesses is by expanding into new vertical markets. If you’re not yet selling to the government, this is one vertical you should seriously consider.
Michael Humke, VP of Public Sector and Healthcare at Ingram Micro led a breakout session recently at the Cloud Summit, highlighting some of the opportunities and challenges of this vertical.
- “The SLED [state and local government and education] market will represent a $94 billion IT opportunity this year,” he said. “Opportunities include desktop replacement, virtualization, and cloud services and some of the primary technology drivers include: public safety, citizen demand for anytime/anywhere Internet access, growing mobile workforce, and more cloud acceptance (i.e. IT as a Service).”
- “The FED [federal government] will spend $82 billion on IT-related projects this year.”
One of the biggest barriers of entry to entering these markets is the long list of rules, regulations, and requirements necessary just to be eligible to respond to RFPs. This is one vertical where building your competency by yourself isn’t recommended. The public sector represents $20 billion of Ingram Micro’s total revenue, and the distributor has made several investments in this market that channel partners can take advantage of, including:Approved Contracts
An Enhanced Diversity Business Partner Network
- GSA (general services administration) Schedule,
- SEWP (solutions for enterprise wide procurement),
- WSCA (Western States Contracting Alliance) –NASPO (North American Security Products Organization).
This targeted network of channel partners has been recently enhanced to provide more resources and benefits to all members of Ingram Micro's Public Sector Elite community who hold small or diverse business certifications such as 8(a), HUBZone, Woman-Owned, or Service-Disabled Veteran-Owned status.Supply Chain Services
- Trade Agreement Act Products (TAA)
- Country of Origin (COO) Data
- FOCI (Foreign ownership and control)
- RFID/UID tagging and support
- Electronic Cataloging of Information
- SCRM (supply chain risk management)
Plus, a dedicated public sector support team
that can help recommend multi-vendor cloud solutions for FED and SLED contracts. More information about these new services can be found at:http://www.im-publicsector.com