budgets – in a lot of situations, an upgrade will be well overdue and if reseller can show customs
that upgrading will reduce costs and energy consumption and contribute to the circular economy, that’s quite a powerful proposition.”
Charles Damerell, senior director Northern EMEA at SolarWinds, agrees that the public sector is a very competitive market for resellers currently. “The demand from buyers is shorter selling cycles with maximum value for money,” he says. “In addition, buyers are seeking even more for their money, in terms of the value adds that a reseller can bring to enhance their offering, over a contract period. “When working with organisations in the public sector, resellers must take into consideration a range of requirements and demands, like the pressure faced to deliver on tight budgets. With limited budgets, and the fact that the public sector must show their due diligence when spending public money, buyers are clearly looking to get the best value possible – and they’re happy to shop around to get a better return on investment.” While it does take time and effort for resellers to get onto the frameworks, or the prepare tender documents often required to sell goods and services into public sector organisations such as local councils, it is well worth the effort due to the rewards it can bring.
Chris Bates TD SYNNEX
As mentioned, there are a multitude of opportunities in the public sector, especially with many organisations looking to digitalise the operations further in the coming years, as well as take advantage of the potential of things like artificial intelligence to help drive efficiency too. n
Charles Damerelll SolarWinds
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