5-Star Support And Understanding

The public sector is arguably the most challenging IT market. Given that, dedicated support and entrenched understanding of the government channel are the underpinnings of vendor partner programs that provide solution providers with the opportunity to thrive. The second GovernmentVAR 5-Star Partner Programs Guide recognizes those vendor programs that offer the full breadth of support and a framework for success.

Lawrence M. Walsh is editor of VARBusiness and GovernmentVAR. He also writes the Tidal Waves blog.

While it's difficult to find vendors that aren't selling to the government on some level, it's exceedingly difficult to find vendors that offer solution providers the support they need to serve federal, state and education customers, and are adept at remaining fluid in the face of changing demands in this complex market.

Public-sector customers--whether a local school district or the Department of Defense--have long purchasing cycles, challenging project and contracting requirements, unique technical specifications and demanding pricing expectations. Navigating the choppy, often unpredictable, waters of government procurement takes a deep understanding of the market and the bureaucracies that run it.

Vendors and solution providers alike often talk about how different the public-sector channel is from its commercial counterpart. Surprisingly, though, few vendors have dedicated government partner programs, and even fewer have dedicated government channel executives. Even among the 30 vendors highlighted with 5-Star ratings in this year's GovernmentVAR Partner Programs Guide, only half have a dedicated government channel program and manager.

Solution providers say they need a resource who understands the channel and is prepared to help them engage government customers through GSA Schedules and GWAC contracts, provide them with timely presales and postsales support, customize systems to meet RFP requirements and drive new opportunities for partners. Vendors that don't have dedicated government programs and managers, solution providers say, don't always--or, at least, don't consistently--have the wherewithal or resources to provide the necessary level of support.

When you peruse the "25 Names To Know" among government channel managers, you'll see the dedication and commitment that solution providers both need and appreciate. People like Cisco's Dawn Duross, Panasonic's Michelle Chapin, Symantec's Alex Hart and Oracle's Dennis Morgan have the longevity, experience and insight to make government channels hum, address problems when they arise and give solution providers--and their end users, in turn--quick solutions.

The vendors that earned 5 stars in this year's guide understand what government channel programs and leadership require, allowing partners to deal with each with confidence.