2013 Avnet Technology Solutions has launched its GovPath practice in the UK designed to help the channel generate new business in the public sector. GovPath uses Avnet’s proven SolutionsPath methodology to enable business partners to differentiate themselves when selling solutions to government organisations. Those partners that get involved will also learn how to maximize the coalition government’s G-Cloud CloudStore. This is an online catalogue reaching over 30,000 potential customers, making it easier and less costly to bid for and win government contracts.
Frank Bennett, SolutionsPath lead, Avnet Technology Solutions UK explained, “G-Cloud represents a great opportunity for business partners, as appearing on the G-Cloud CloudStore adds credibility with public sector procurement managers and can lead to multiple contracts. It is fair to say for those companies new to selling into the public sector there is a lot to learn about competing for government contracts. That is why Avnet has launched GovPath™ University.”
Delegates at the GovPath University, being held at the Houses of Parliament in November, will gain an insight into the topics on the government’s business agenda and benefit from advice from experts in achieving sales success in the public sector. Sessions include guidelines on selling into public bodies and the most common myths about public sector procurement. All partners attending the University can take advantage of Avnet’s sales accelerator lead generation campaign as well as a “campaign in the box” for their own marketing programmes to generate solid end-user opportunities during the coming year.
Frank Bennett continued, “There is good, secure business to be transacted by those business partners with the determination to engage with the public sector, and GovPath will equip partners to compete for contracts. Avnet can facilitate connections between specialized partners and those wishing to enter this space. Being part of a wider eco-system and collaborating on deals is a perfect way of getting involved. In these circumstances Avnet takes on the vital role of intermediary or aggregator as well as providing technical and logistical support.”
Chris Hugo, chief executive officer of government business specialist GovData said, “Avnet’s GovPath™ is an important initiative bringing together business partners and industry specialists to create effective suppliers to the public sector. Procurement and the existing supply-chain are changing. There is a move towards public sector as a single customer and a stated aim that 25% of spend, should be with small and medium sized enterprises (SMEs) for all public bodies. That represents a figure of around £4.5 billion and a fantastic opportunity for the UK IT channel. Key programmes such G-Cloud and Public Services Network (PSN) offer a level playing field so organisations have everything to go for.”