Break Into Government And Security Markets
Robert Moore, country manager for Axis Communications, sits down with Business Solutions magazine President Jim Roddy in an exclusive interview at the 2009 SYNNEX Spring Training Conference in Toronto.
Download Podcast Version (right click on link to download)
Length: 6 min, 24 sec
Excerpts from an exclusive interview with Robert Moore, country manager for Axis Communications, and Jim Roddy, president of Business Solutions, from the 2009 SYNNEX Spring Training Sales Conference in Toronto
BSM: Can you talk about some of the challenges of getting into the government vertical, outside of longer lead times, bid processes, things of that nature?
Moore: You’re right – the lead times and how you sell to the government is going to be different. Oftentimes it’s going to be done through a bid situation. But I think companies can adapt and get into that market either by hiring somebody who’s already in that field, leveraging a company such as ourselves who’s already doing well in that sector, and seeing how they can partner to move into that side.
BSM: What role can a distributor play?
Moore: A distributor can really help in terms of the leads that they can get. If they know a company that they’re working with is looking to get in that vertical, then they can funnel leads to them. There are open systems where bids come out and you can get an idea of where that’s going. The distributor can also perhaps introduce to them consultants who are in that sector. That can help as well.
There’s going to be market specialists in each vertical at a distributor, and certainly SYNNEX is a company like that.
This is only a portion of this exclusive interview. For the complete podcast, go to the media player at the top of this page.
Download Podcast Version (right click on link to download)
Length: 6 min, 24 sec
Excerpts from an exclusive interview with Robert Moore, country manager for Axis Communications, and Jim Roddy, president of Business Solutions, from the 2009 SYNNEX Spring Training Sales Conference in Toronto
BSM: Can you talk about some of the challenges of getting into the government vertical, outside of longer lead times, bid processes, things of that nature?
Moore: You’re right – the lead times and how you sell to the government is going to be different. Oftentimes it’s going to be done through a bid situation. But I think companies can adapt and get into that market either by hiring somebody who’s already in that field, leveraging a company such as ourselves who’s already doing well in that sector, and seeing how they can partner to move into that side.
BSM: What role can a distributor play?
Moore: A distributor can really help in terms of the leads that they can get. If they know a company that they’re working with is looking to get in that vertical, then they can funnel leads to them. There are open systems where bids come out and you can get an idea of where that’s going. The distributor can also perhaps introduce to them consultants who are in that sector. That can help as well.
There’s going to be market specialists in each vertical at a distributor, and certainly SYNNEX is a company like that.
This is only a portion of this exclusive interview. For the complete podcast, go to the media player at the top of this page.
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