PUBLIC SECTOR
Going public For resellers, the public sector provides a range of opportunities – and not just with digital transformation – if they can get into the market.
The UK public sector employs about 5.8 million people, according to the Office for National Statistics – about a sixth of all people in paid work. Encompassing everything from local councils to the fire service to social care, it is a diverse sector, but all parts still require office technology, and it can be a huge opportunity for resellers, if they can get into the market. “In recent years, the sector has experienced a significant shift to cloud-based services and the majority of resellers now have the product portfolios that public sector firms need at their disposal; whether it be telephony, contact centre or IT support or other cloud solutions,” says Dan Lloyd, channel partner manager at Cirrus. That said, it can be difficult for resellers to sell into and engage with public sector organisations, due to the extensive list of regulatory requirements that they need to be a part of and frameworks that they must adhere to, Dan notes. “However, resellers are quickly rewarded for the time and effort invested in understanding the unique requirements,” he adds. “Winning new business in the public sector is a competitive process due to the number of well-established vendors and resellers
also available. However, innovative ideas and creative solutions that align with regulations are key to unlocking new opportunities. “Public sector organisations must show their due diligence when spending public money. Therefore, proving their understanding and building a business case that meets compliance needs will go a long way in opening up conversations with those with purchasing power.” Digital transformation Mike Barron, managing director at SYNAXON UK, agrees that resellers and MSPs do have a role to play in providing the solutions and services that the public sector needs. “We are all aware of the huge challenges that education, healthcare and local government face in delivering services and managing budgets – and that makes the digital transformation that new technologies bring – even more important,” he says. “As we’re seeing in the commercial sector, digital transformation is driving a move towards the cloud and managed services, and digital security has become vitally important. We’d expect these themes to dominate the agenda for some time. A lot of decision-makers in the public sector do not
Dan Lloyd channel partner manager
cirrusresponse.com
Mike Barron managing director
synaxon-services.com
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