cjis group | developing your sales channels for the sled market
TRANSCRIPT
Market Intelligence You Can Act On
Developing Your Sales
Channels in the
State and Local Market
June 4, 2013
Webinar Recording
• Emailed
• Posted on CJIS GROUP website
Please submit your questions using the
Question Box on the GoToWebinar Panel
Welcome to our Webinar
CJIS GROUP Webinar
PJ Doyle – CJIS GROUP
Founder
This topic is important because…
• Our Clients
• Our Potential Clients
• More than 58.35% of the large projects
awarded in the last 2 years reported by
CJIS GROUP involved channel and
multi-company teaming.
850-926-9800
CJIS GROUP Awarded Data
Integrator 24
13.04%
Product Vendor 139
75.54%
Reseller 21
11.41%
Product Vendor Vs. Integrator Vs. Reseller by Number of Contracts
Integrator
Product Vendor
Reseller
Integrator $739,466,449
58.35%
Product Vendor $525,096,312
41.44%
Reseller $2,649,725
0.21%
Product Vendor Vs. Integrator Vs. Reseller by Contract Amount
Integrator
Product Vendor
Reseller
According to CJIS GROUP research, product companies win the most
opportunities in volume, whereas, systems integrators are awarded
the most projects in amount
CJIS GROUP Survey Results
Does your company respond directly to bids and RFPs?
Yes
No
What is your biggest challenge in the procurement process?
Finding Partners
Finding Projects
Having enough lead time torespond
Market awareness (pricing,competition, etc.)
Other
CJIS GROUP Survey Results
What percent of your State & Local sales are direct?
0-25%
25-50%
50-75%
75-100%
Does your company work with partners and/or through a channel?
Partners
Channel
Neither
What makes state and local unique?
Non-standard purchasing rules and laws from state to state and
locale to locale
Low bid rules
Bid bonds, performance bonds and milestone payments are
common
Prime contractor and subcontractor reputation and qualifications
are critically important
Failure is not an option
Scott Lewis– PS Partnerships
President & CEO
Panel Moderator
571-218-0288
• The Channel Ecosystem
• Complex and challenging
• Challenges technology vendors face going to market
• Importance of partners and alliances
• Things to consider
The State & Local Channel
Integration Acquisition Reselling Distribution Manufacturing
Each player has different skills, motivations & business drivers
Crystal Cooper - Unisys
Vice President, Public Sector for
North America Services, Technology
Consulting and Integration Solutions
Skip Liesegang - immixGroup
Vice President
Government Channels Division
Dave Barber – Software AG
Vice President
State & Local Government
Ronald Sheps - Westcon
Director
Public Sector Programs
Panelists
Dave Barber Vice President
State & Local Government
An association of regional governments in southern California uses our technology to
share justice information across 81 local, state and federal agencies
A justice network in the northeast relies on our technology to consolidate warrant
searches across disparate federal, state and local databases—a project recognized by
the Computerworld Honors Program
The Technology Authority of a large southern state uses Software AG to provide
consolidated connectivity for 20 different agencies, 38 touch points and more than 300
business processes with 700,000+ data exchanges a day—more than 24 million a month!
Leader in Business Processes,
Integration and Big Data
Software AG enabling Government to…
Get There Faster™
Agencies that need agile processes, smarter decisions and systems that work, need Software AG.
The company’s data, integration and process solutions help
public sector agencies fully leverage the four forces of big data,
mobile, cloud and social, powering their digital enterprise to act
faster in ever-changing markets.
Our Approach to the Channel Through partners we are able to provide a broad coverage of market-leading best practices and tailored
innovations
We seek an array of partners that represent a vast network of valuable expertise and local connections
that—when combined with Software AG’s top-ranked software—delivers measurable and rapid results
for government agencies of all sizes.
Systems Integrators (SIs)
• We work with large national firms as well as smaller, regional players, and specialists
• SMEs that develop solutions on top of our platform enable us to reach new government clients
Resellers
• Allow us to transact where we might not have contract vehicles
Independent Software Vendors (ISVs)
• Software firms that OEM our platform and build program-specific applications to reach new
agencies
• Help alleviate the IT burden of smaller agencies by leveraging turnkey, easy-to-manage
solutions
Ronald Sheps Director GEM Programs
Government, Education Medicine
Westcon Group, Inc. is a value added distributor of category-
leading unified communications, network infrastructure, data
center and security solutions with a global network of specialty
resellers. The company’s Comstor business unit is a dedicated
provider of all Cisco networking, collaboration and data center
solutions.
Westcon’s teams create unique programs and provide
exceptional support to accelerate the business of its global
partners. Strong relationships at every level of the Westcon
Group organization enable partners to receive support tailored to
their needs. From global logistics and flexible customized
financing solutions to pre-sales, technical and engineering
assistance, the company works with partners to respond with
agility and speed to changing market conditions so they can
achieve the fastest time to revenue.
•Global company, headquartered in Tarrytown, NY, USA
•Over US$4 billion in revenues
•Founded in 1985
•Present in 58 countries, across six continents
•With over 100 offices, we ship to more than 100 countries
•20+ logistics/staging facilities
•Backed by 3,000+ associates
•20,000+ transacting customers globally
The Westcon Three Pillar approach to Public Sector Selling
Pillar One – Identify the Market Over 15,800 School Districts in America, with
• A bid list
• Commodity codes
• Purchasing Directors
10,000 Post Secondary Institutes with
• Department Heads
• Different campuses
• IT Directors
3,141 Counties, each with dedicated purchasing processes
5,739 Hospitals in America
Westcon has created a program to give our partners the contact information for each of the decision
makers at each of these locations. We have copyright permission to share this data in electronic format.
Pillar Two – Identify the Funding and the Process (Follow the Money)
• Tracking Federal awards funding and who is getting it
• Tutorials on discovering, downloading and completing grant applications
• E-Rate expertise second to none
• Product sets designed for grant approval
• WSCA, SMAS, PEPM, GSA, ALPHABETSOUP and more
Westcon has access to every school, every city, every state, every county, every university in America. We get
these updated on a daily basis. We can download the bid itself, as well as contact information for the bids
administrator. We know what bids they have handled in the past 3 years and how everyone bid in the past.
The Westcon Three Pillar approach to Public Sector Selling
Pillar Three – Identifying Solutions, Products and Talking points for your sales visits
At the Public Sector website we take the next step, preparing for the sales call. On an ongoing basis we update a list of six to eight of the key technology solutions being sought out in each of the key Public Sector markets. We discuss what they are, and a set of products others are already using. We support these recommendations with White Papers and Newspaper clippings of successful implementations. Lastly, we create a 2 or 3 page sales guides that easily downloaded as PDFs to take along on your sales visit.
The bid process seems to
have now gone full circle.
Twenty years ago, bidding
involved long lists of features
and benefits that explained
why your solution was
unique.
For the past seven or eight
years we evolved into
shopping lists of
manufacturer SKUs with an
asterisk that says “or equal”.
Finally today we are
returning to writing out bid
specifications that highlight
features and benefits. It’s
great to be back!
Skip Liesegang
Founded in 1997
270+ Employees
Metro DC/Northern Virginia HQ
Hold 30+ Contract Vehicles
$1.2B Annual Sales
Audited Financials
ISO 9001: 2008 Certified Processes $0
$200
$400
$600
$800
$1,000
$1,200
$1,400
FY2008 FY2009 FY2010 FY2011 FY2012 FY2013 (Plan)
Mill
ion
s
immixGroup Program Revenue Growth
immixGroup helps technology companies do business with the government
Keys to success: Selling to S&L markets
Follow the Money
Have or create access to Contracts and Buying Vehicles-
understand the uniqueness of procurement in S&L
Build a repeatable Solutions to the needs and mission of
State and Local Agencies.
Develop strong Partnerships at the local levels
Utilize Resources and Market Intelligence
Align to your OEM/Client
Building a unique approach to a unique market
What We Do immixGroup provides a platform of services
to grow your public sector business
Marketing Lead
Generation Channel
Development
Government Business
Infrastructure
Market Intelligence
Crystal Cooper
• 1,500+ government agencies worldwide are Unisys clients
• 150+ judicial institutions worldwide have partnered with Unisys
• 100+ airports serviced worldwide
• 55% of US Citizens are protected using Unisys LEMS/JX Police Messaging Software
• 129,000 Hits in the Next Gen CODIS database aiding 125,000 investigations for the Federal Bureau
of Investigations.
• 3 Million Passenger Transactions and Matches, Cross Domain Searching and Risk Assessments
conducted each year for U.S DHS Customs and Border Patrol
• 8,000 Fingerprints processed every day for the Pennsylvania State Police Computerized Criminal
History System
• 3 tons of Illegal Drugs Seized at the US Border every day
• Integrated 92 county-based child welfare programs for the Indiana Bureau of Family Protection
and Preservation
• 2.5 million transactions each day for the Commonwealth of Pennsylvania Department of Public
Welfare
Unisys Industry Focus: Public Sector
Growth Opportunities
Through Disruptive IT Trends
Our Four Areas
of Strength How We Compete
• Differentiate with our expertise in
delivering mission critical IT
solutions and services.
• Place the customer at the center
of our actions to continuously
improve their loyalty.
• Build a high performing sales
culture that delivers predictable,
profitable growth.
• Maintain a narrow focus in our
portfolio of solutions and markets
we serve.
• Go-to-market through direct and
reseller sales channels.
• Continuously improve our
operational efficiencies.
Security
Data Center
Transformation
and Outsourcing (including our
ClearPath offerings)
Application
Modernization
and Outsourcing
End User
Outsourcing
and Support
Delivering a Safer and More Secure
Connected World
Our Approach to our Clientele
We work with our clients to get to the best solution for their specific challenges
Collaboration Commitment
to Service Delivery
Our commitment to delivering on time and within budget and to our client’s complete satisfaction is paramount
Process/Tools
We have industry-leading management and delivery tools and models that enable us to get to solutions faster and more cost-effectively
Our Approach to Partners
• Unisys has traditionally done business with Partners and Strategic Alliances.
• Unisys is proud to have built relationships with leaders in Commerce,
Communications, CRM, ERP, Finance, Supply Chain, Enterprise Content
Management, Health Care, Systems and Software, Infrastructure Hardware
and Software, Storage, and Security.
• These partnerships allow us to share talent, ideas, and resources with
industry leaders, and provide our clients with the most innovative, reliable,
and economical solutions on the market.
Our Approach to Channels
• Building a reseller channel to reach new customers and grow our revenue.
• Less than 5 percent of Unisys revenue comes through resellers and distributors.
• Establishing a strong reseller channel will address a larger portion of the IT market.
• The Unisys Software Channel program was announced a year ago.
• Initial focus on value-added resellers to sell the Unisys Stealth Solution Suite
• Secure Private Cloud was added later that year
• The initial geographic markets targeted by the channel are North America
(including the US Federal government) and Europe.
Unisys Strategic Alliances Strong alliances with other industry-leading organizations allow us to move quickly and confidently across a full range of advanced technologies and services and helps us deliver the best solution for our client’s critical business challenges.
Crystal Cooper - Unisys
Vice President, Public Sector for
North America Services, Technology
Consulting and Integration Solutions
Skip Liesegang - immixGroup
Vice President
Government Channels Division
Dave Barber – Software AG
Vice President
State & Local Government
Ronald Sheps - Westcon
Director
GEM Programs
Government, Education, Medicine
Q&A
PJ Doyle – CJIS GROUP
Founder
Scott Lewis– PS Partnerships
President & CEO
[email protected] [email protected]
Thank you for attending
Webinar recording will be available on
www.cjisgroup.com
For additional questions please email
[email protected] or call 703-822-5082