At CompTIA’s Annual Member Meeting, which wrapped up on Thursday, representatives of the technology association’s public sector, distributor, and business application advisory councils let ChannelPro in on their goals for the current year.
CompTIA’s Annual Member Meeting, held this week in Chicago, is where participants in the Downers Grove, Ill.-based technology association’s many advisory councils gather to plot out plans for the year ahead. Here’s a look at what a veteran council and two newer ones are pursuing this year.
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SLED stands for “State & Local Government and Education,” a market that will generate $100 billion in annual technology spending by 2018, according to Forrester Research. Jennifer Saha, CompTIA’s director of public sector councils, believes channel pros are often all too content to let larger solution providers consume the lion’s share of those outlays.
“We’ve found through our examination of the industry that it’s an area that smaller and medium-sized businesses often shy away from because it’s just too complex, it’s too difficult to understand,” she says, adding that it’s not just their imagination either.
“There’s another level of transparency and due diligence and risk assessment that governments have to do as opposed to just a corporation,” Saha notes. “Getting over those barriers and complying with all of those additional requirements and regulations is really confusing, because every single different government has different sets of them.”
To help smaller IT firms navigate the SLED sector’s complexities, CompTIA recently published an updated edition of its Quick Start Guide to Winning State and Local Government Contracts, which walks readers through the finer points of researching and building relationships with government customers, preparing bids, closing deals, and more.
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