VARS failing to grasp FOI

Lack of understanding is costing the channel dearly

Resellers that fail to get to grips with the Freedom of Information (FOI) Act and its impact on the public sector could be missing out on potential lucrative contracts.

IT trade association Intellect last week claimed that the majority of public sector IT suppliers are still uncertain about the act. It also said that to remain competitive, VARs must understand the impact of the Act on their public sector customers.

To help VARs get a better understand of the FOI Act, Intellect has launched the Freedom of Information Act – Guidance for Suppliers. Nick Kalisperas, director of public sector at Intellect, said: “This guide is designed to support and safeguard the interests of all IT suppliers to the public sector.”

The guide recommends IT suppliers develop internal processes and policies to restrict and monitor release of information to public authorities.

Lee Simpson, public sector client manager at reseller Telindus, said: “There will be some resellers that understand it and some that don’t. We haven’t witnessed its implications coming into many contracts yet, but would welcome anything that helps the channel further understand it.”

Pete Mistry, technical sales consultant at the Eclipse Group, said the Act can benefit resellers’ bottom line. “The vast majority of the channel has no idea of the potential opportunities that can be made from the Act, such as through sales of IT kit,” he said.