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Government Goes Green
8:00 AM EDT Mon. Sep. 22, 2008
From the September 29, 2008 issue of GovernmentVAR
Page 3 of 4
1. SELL SAVINGS, NOT GLOBAL-MINDED ALTRUISM.
Sure, going green is good for the environment. But if you want to make sales, you need to push cost savings to agency customers. Annual growth in IT spending will amount to 3.9 percent over the next five years, so agencies will be looking to cut energy costs significantly through power management, virtualization and SOA.
2. PICK THE LOW-HANGING FRUIT.
That would be data-center consolidation and virtualization—two buzzwords that nearly all agency customers are interested in these days.
3. QUANTIFY RESULTS.
The best way to prove that you're saving government customers' money is to track results via metric standards that both you and the customer agree are valuable before the project is launched. Once a high rate of ROI is established, it paves the way for new business—either via an expansion with the customer or by positive word of mouth/marketing to new ones.
SOURCE: INPUT
Next: Recycling Awareness Creates Demand For 'Green' Products
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