Making it small in government business

Frank Bennett reckons distribution should help dispel the idea that public sector business isn't for SMBs

The cost of bidding for government business is often seen as the main reason smaller channel players do not take advantage of public sector opportunities.

However, things are changing, especially with G-Cloud. There is profitable, good, secure business to be had dealing with more transparent government departments, ones that are now encouraged to work with smaller suppliers.

I believe SMBs will win public sector business if they think differently and work with others.

G-Cloud incorporates an online catalogue of cloud products and services available for government departments to purchase. There are currently four lots of services: IaaS, SaaS, PaaS and Specialist Cloud Services (SCS).

Prospective suppliers are invited to 'submit services' via the portal for listing, if approved, in the catalogue.

About 30,000 UK public sector users can search the catalogue. This is a great opportunity for business partners of all sizes, as appearing on the list boosts credibility in the minds of procurement managers.

However, there are still some obstacles to getting in on this action – and this is where distribution can help, with programmes that help with the registration process, for example.

Distributor training and educational events can also help. Distribution can help partners gain the knowledge and confidence to start conversations at the highest levels and influence buying decisions.

SMBs can also team up with wider eco-systems, in partnerships that may be brokered by distribution. For example, HP has a major programme that includes smaller business partners, where they collaborate with them on deals.

Distributors can help introduce specialist SMB business partners that may not otherwise get involved. In addition, of course, they can often provide technical and logistical support.

Finding the right business partner is even more vital when bidding for managed services contracts. If smaller resellers want managed services but do not have the right infrastructure or resources, a distribution partner with an active cloud practice may be able to recommend potential partners.

There are benefits to be had throughout the channel for those with the determination and perseverance to secure government contracts. For example, policy guidelines state that all government departments should pay 80 per cent of undisputed supplier invoices in five days.

There aren't many sectors that can match that. So listen and learn – and stay close to distribution.

Frank Bennett is SolutionsPath lead at Avnet