Guide to Selling through the Channel in the Federal IT Market

by Skip Liesegang, Vice President, Government Channels Division

If you want to hit a grand slam through the channel in the federal IT market, it’s important to know the chief dynamics of the market itself. We’ve compiled a few resources to help manufacturers and their channel partners better understand the market, identify where the opportunities lie, and recognize the issues and challenges of building a productive federal channel model.

Taking a fun, innovative approach, the infographic below depicts the landscape and best practices when selling to the federal government through the channel.


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