News in the Channel - issue #43

PUBLIC SECTOR

“Cybersecurity, AI and cloud are moving at such a pace that a procurement process designed several years ago may not reflect what an organisation needs today,” she notes. “That creates an opening for smaller, specialist partners. We’re seeing more businesses combine traditional resale with cloud, cyber and managed services, and those partners can bring expertise that larger providers may not always have.” DPS Similarly, DPS are opening the door to a broader range of suppliers. “These are particularly attractive because they remain open for new entrants rather than locking suppliers out for several years at a time,” Richard says. “For ambitious resellers and MSPs, this creates a more accessible pathway to compete for opportunities and showcase specialist expertise.” Kevin notes that DPS arrangements can be particularly attractive for SMBs because new suppliers can apply throughout the life of the agreement. “This reduces the barrier associated with waiting for a framework refresh and allows organisations to respond to opportunities as they arise,” he says. “Businesses with strong niche expertise, such as sector- specific software or managed services, can often compete effectively through DPS procurement routes.” Jo notes that while DPS offer opportunities, being on the system doesn’t mean work suddenly starts landing in your inbox. “Partners still have to keep an eye on opportunities and show why they are the right business for the job,” she notes. “Cybersecurity is a good example. Many public sector organisations are short of specialist skills and their IT environments are becoming harder to manage. Specialist resellers can bring deep knowledge of particular technologies and help customers choose the right solutions, while MSPs can provide ongoing expertise and support

that organisations may not have in-house. Both have a strong role to play.”

Ways to success But to get involved with the public sector, be it via frameworks or otherwise, requires work. “Successful applications typically require evidence of financial stability, relevant accreditations, data security controls, quality assurance processes and proven delivery capability,” says Kevin. “Public sector buyers also expect strong governance, social value commitments and customer references. While larger suppliers may have more resources dedicated to bid activity, many frameworks and dynamic procurement routes are deliberately designed to encourage SMB participation, making them accessible to organisations of all sizes that can demonstrate credibility and value.” Richard agrees that to be successful partners need more than technical capability. “Public sector buyers increasingly evaluate suppliers on governance, compliance, social value, environmental commitments and operational maturity,” he explains. “Organisations must be able to evidence robust service delivery processes, security credentials, financial stability and a clear understanding of procurement requirements.” To submit a successful framework application, resellers need to have various things in place. “The first step is understanding and being able to satisfy the mandatory requirements of the framework,” says Steve. “These will vary depending on the nature of the products or services being offered but can include relevant ISO certifications and other required standards or accreditations.

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Public sector buyers also expect strong governance, social value commitments and customer references.

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“Suppliers also need to keep abreast of current government procurement policy and understand how their organisation performs against those requirements.

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