Slide Show: 2007 GovernmentVAR State and Local Roadshow in Sacramento

GovernmentVAR kicked off its three-city State and Local Roadshow in Sacramento, Calif., on Oct. 11. The CMP XChange event brings government VARs together with state CIOs to discuss business issues. Other Roadshows are scheduled for Oct. 24 in Austin, Texas, and Nov. 6 in Oak Brook, Ill.

CMP Channel Editorial Director Robert DeMarzo outlines the state of the government market based on CMP Channel research.

Keynote speaker California State CIO J. Clark Kelso tells government VARs that 50 percent of state IT workers will be eligible to retire over the next five years, and 75 percent of top IT managers are already retirement eligible -- which creates a huge opportunity for solution providers to fill the void.

Kelso gives VARs insight on how to gain better access to state business. Tips include: study the state's overall IT strategy to better understand where your solution fits, and don't use the term 'outsourcing' in order to avoid conflicts with civil service requirements.

Jason Sajko, senior analyst of state and local government for INPUT, a government research firm in Reston, Va., tells VARs that 41 percent of state governments reported a budget surplus in 2007, creating a positive atmosphere for IT spending.

Vinnie O' Reilly, VP/GM S3 Group, asks a question of Clark Kelso, CIO of the state of California.

Jose Mora, senior director of product marketing for CA, schools VARs on the vendor's new channel programs and its interest in recruiting state and local government VARs.