Developing your Sales Channels in the State and Local Market

by Skip Liesegang, Vice President, Partners, Programs, and Alliances.

What’s the best way to reach the state and local government market? Yes, this market is filled with opportunity, but it’s also filled with challenges due to its geographic diversity and unique procurement rules. A few key things to keep in mind while targeting this market:

• Be or act “local”
• Understand the unique procurement rules and processes in this market
• Know their key product needs and offer repeatable solutions that solve their mission
• Recognize how and when to create partnerships and alliances to accelerate your sales

Join me on June 4 for a webinar, Developing your Sales Channels in the State and Local Market. I’ll accompany a panel of industry experts to examine various approaches to selling to state and local government agencies and help vendors identify the channels best suited for them. We’ll discuss the value and attributes of an effective channel partner strategy, as well as challenges we’re seeing in the market. Click here to register for this free webinar