Page 114 - Security Today, March 2018

ARE YOUR READY TO SELL TO
GOVERNMENT CUSTOMERS?
If you’re in the networking and security business, it’s a question you must ask yourself at some point: Do we want to go after government contracts? On the one hand, there is a lot of paperwork, regulations, and hoops to jump through, making selling to the government a more difficult, complex and time- consuming process than normal commercial sales.
On the other hand, however, there are great rewards for those who make it through to the other side. The market is immense. The contracts are bigger and longer. The federal government alone is a big spender, to the tune of $79 billion for Information Technology.
Then you add in state and local government agencies, and the opportunity seems to outweigh the challenges. Plus, as the saying goes, once you’re in... you’re in.
The opportunity alone isn’t the only driver, albeit a big one, since the US government is the largest buyer in the world. Since every vertical that exists in the commercial space has a counterpart in the federal space, you don’t necessarily have to learn a new market. You do what you do best, just for new customers. Plus, your fresh ideas and new technologies help bring the government and its workers into present-day capabilities and effectiveness.
9 | ScanSource Networking and Security Focus SPRING 2018