10 Dos and Don’ts of SLED Procurement

DoDontsSLED_RERachel Eckertby Rachel Eckert, Senior Analyst

For IT vendors trying to sell their products to the state, local, and education (SLED) market, contracting is a major hurdle (and headache). Navigating SLED procurement requires more than just reading strategic plans and responding to RFPs. To succeed in SLED, you need to understand the purchasing process inside out, who the key decision makers are, and ultimately who has buying power.

With each state, local, and education organization being unique, the procurement process is even more complex.  During our 2nd Annual Government IT Sales Summit — exactly 2 weeks ago — four SLED procurement experts shared their top Dos and Don’ts of SLED procurement during session, This Ain’t DC: Navigating SLED Procurement Reform.

Check out this list of top 10 dos and don’ts of SLED procurement:

  1. Do – Understand the reporting relationship and organization authority flow
  2. Do – Be a business partner to your government customer
  3. Do – Ask questions upfront in the procurement process
  4. Do – Build a relationship and trust with the government customer
  5. Do – Get all stakeholders involved early

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Three Simple Steps to Measuring Government Partner Performance

photo_Skip-Liesgang_65x85by Skip Liesegang, Vice President, Channels

What is best way to measure partner performance? What is included in a good partner scorecard? Those are the two most frequently asked questions in the Government Channel Leadership Council (GCLC), a forum established by immixGroup to share best practices, information and ideas about the public sector IT market.

These questions are closely related. The first is the most important, because once you’ve answered it, the scorecard is just a way to provide metrics to measure success.

Measuring partner potential has always been tough, and my 25-plus years of managing channel partners has given me some basic ways to address this age-old question. Before we get to that, let’s take a quick journey back to the earliest days of partner performance metrics and the insights its evolution may hold for all of us.

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