Integrators still essential

No matter what innovative technologies or market approaches small companies may invent, partnerships with integrators remain critical, small-business leaders say.

Citrix Systems Inc. recently began cultivating relationships with integrators to help market its network products. "This was a fundamental shift in the thinking of the company," said Mark Goldman, Citrix vice president of government systems. "Most of our government [customers] use integrators, and I thought it was important for us to have relationships with them." The integrator partnership can make the difference between growth into larger accounts or forever staying small, he said. "Most of these integrators are playing at the enterprise level," he said. "You're not going to see one of them go into an agency to sell 25 seats." DataPower Technology Inc. has a new partnership with Science Applications International Corp. that Eugene Kuznetsov, chief technology officer, believes will give DataPower an edge. SAIC officials see the company's Extensible Markup Language-based offerings as a natural adjunct to their TeraText Database System, which is geared toward large XML implementations, said Steve Rizzi, an SAIC vice president. SAIC can also use the products in other engagements, he added. DataPower spends a lot of time with agencies to help them understand the technology; SAIC has the relationships and sales infrastructure to better handle the contracting process, Kuznetsov said. "We still expect to do a fair amount of work directly with the customer. It's just easier for them to buy it through SAIC and get them to install it and so on," he said.

Rising Stars

Meet 21 early-career leaders who are doing great things in federal IT.

Featured

  • SEC Chairman Jay Clayton

    SEC owns up to 2016 breach

    A key database of financial information was breached in 2016, possibly in support of insider trading, said the Securities and Exchange Commission.

  • Image from Shutterstock.com

    DOD looks to get aggressive about cloud adoption

    Defense leaders and Congress are looking to encourage more aggressive cloud policies and prod reluctant agencies to embrace experimentation and risk-taking.

  • Shutterstock / Pictofigo

    The next big thing in IT procurement

    Steve Kelman talks to the agencies that have embraced tech demos in their acquisition efforts -- and urges others in government to give it a try.

  • broken lock

    DHS bans Kaspersky from federal systems

    The Department of Homeland Security banned the Russian cybersecurity company Kaspersky Lab’s products from federal agencies in a new binding operational directive.

  • man planning layoffs

    USDA looks to cut CIOs as part of reorg

    The Department of Agriculture is looking to cut down on the number of agency CIOs in the name of efficiency and better communication across mission areas.

  • What's next for agency cyber efforts?

    Ninety days after the Trump administration's executive order, FCW sat down with agency cyber leaders to discuss what’s changing.

Reader comments

Please post your comments here. Comments are moderated, so they may not appear immediately after submitting. We will not post comments that we consider abusive or off-topic.

Please type the letters/numbers you see above

More from 1105 Public Sector Media Group