I.     Development of Business Plan / Strategy / Government Program Components:

a.     Government program development for the channel: Federal, State & Local

b.     Contract vehicle targeting

c.     Contract vehicle pricing strategy

d.     Contract vehicle pricing templates

e.      Government oriented collateral

f.       Government web page development / enhancement

g.     Marketing strategy: events, vehicles and campaigns focused on public sector

h.     GSA contract strategy and direction

i.       Government focused promotions...what works, what doesn’t

j.       Local trade show booth staffing

k.     Education of your team on Government Market dynamics…terms, contracts, etc.

II.     Partner Development:

a.     Development of Target Government VAR / Integrator List

b.    Partner recruitment: portfolio that includes all Government Partner segments  

c.     Partner meetings / engagements / buddy calls

d.    Partner team trainings

e.     Floor events / campaigns 

f.      Sales floor walks / engagement activity

g.     Lead tracking and follow-up

h.     Coordination of quotes for pipeline

i.       Pipeline build and sales growth
    

III.     End User Development:

a.     Establish meetings / introductions with key Government personnel

b.    Business development meetings that result from your leads...often incude partner

c.    Attendance at Government seminars and events

 
    *We engage Government Distributors in our partner development efforts regularly...