Channel building

Channel building

Emerging technology companies may have a handle on innovation, but coming to grips with the idiosyncratic federal market is another story.

For this reason, product vendors often team with integrators and resellers who are familiar with the territory and able to navigate the procurement process. The integrator's ability to incorporate a product into an overarching solution is another attraction. The integrator's role on many contracts as the technology gatekeeper doesn't hurt, either.

"We're spending a lot of time in [Washington, D.C.] right now with integrators," said Steve Solomon, chief executive officer of Citadel Security Software Inc., a maker of automated vulnerability remediation software. The company has an arrangement with Northrop Grumman Corp. and is in discussions with a number of other integrators, he added.

Fortress Technologies, another player in the security space, relies completely on partners. "The larger deployments are all done with value-added resellers and integrators," said Ken Evans, vice president of marketing and product management at Fortress.

In some cases, cultivating new business channels isn't just a good idea, it's a necessity. In the case of WiebeTech LLC, the company caught the FBI's attention with its new forensic hard-drive docking product. But the FBI wanted to purchase the product through a federal reseller.

James Wiebe, founder of WiebeTech, got in touch with PC Mall Gov, which handled the FBI deal and now represents the company's forensic line and encrypted hard-drive products.

Edward Troha, director of marketing programs at ObjectVideo Inc., said his firm is developing direct and indirect business channels. ObjectVideo develops video surveillance software.

"We are developing partnerships with a number of larger integrators, especially those unique to the security space," he said. The company is interested in contractors with established customer relationships and contract vehicles.

"We are not the entire solution," Troha said, noting that ObjectVideo focuses on software, not cameras or other hardware. This product approach, he said, "lends itself to more of a teaming strategy."


  • Congress
    U.S. Capitol (Photo by M DOGAN / Shutterstock)

    Funding bill clears Congress, heads for president's desk

    The $1.3 trillion spending package passed the House of Representatives on March 22 and the Senate in the early hours of March 23. President Trump is expected to sign the bill, securing government funding for the remainder of fiscal year 2018.

  • 2018 Fed 100

    The 2018 Federal 100

    This year's Fed 100 winners show just how much committed and talented individuals can accomplish in federal IT. Read their profiles to learn more!

  • Census
    How tech can save money for 2020 census

    Trump campaign taps census question as a fund-raising tool

    A fundraising email for the Trump-Pence reelection campaign is trying to get supporters behind a controversial change to the census -- asking respondents whether or not they are U.S. citizens.

Stay Connected

FCW Update

Sign up for our newsletter.

I agree to this site's Privacy Policy.