The right approach still delivering public sector orders

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The right approach still delivering public sector orders

Simon Quicke

There is still money to be made in the public sector for the channel as long as they go in with the right approach recognising that the traditional sales pitches will no longer work.

Under the current government the public sector has borne the brunt of cuts designed to get the country back in line and to shake off the budget deficit and this had clearly had an impact on spending and budgets.

But those that sell into the sector have continued to find customers as long as they adapt their sales pitches to reflect the current situation.

"We have changed the way we have targeted the public sector. Many other VARs and system integrators are still walking in with the old order book and asking them to place an order," said Scott Haddow, CEO of Trustmarque Solutions.

He said that it was still enjoying a strong business, generating decent case studies, in the public sector but those not prepared to recognise the impact of the recession on those customers would find it difficult.

In other areas of the channel there are also expectations that the public sector could become and even greater customer in the next couple of years.

Brian Gentile, CEO at open source specialist Jaspersoft, said that it expected more growth in the UK over the next couple of years with public sector along with SMEs driving the demand.





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