Make Your Public Sector Channel More Productive
immixGroup's Government Channels Division develops scalable channel development programs for established technology manufacturers to increase the productivity of their public sector channels. These flexible, partner-friendly programs allow our clients, including more than 50 hardware and software providers such as McAfee, Cisco, and Citrix, to:
- Generate leads and close more deals
- Manage channel complexity and compliance
- Gain insight into channel activities
Our Contract-Specific models and Government Aggregation Programs are customized to meet your unique requirements. We’ll implement your program the way you want, rewarding and protecting your best demand creators while reducing your risk and increasing your operational efficiency. And with an existing partner network that includes more than 350 resellers, VARs, integrators, and other channel participants, we probably already work with most of your channel partners.
Generate Leads and Close More Deals
We will grow your business through the channel by supporting your partners in a neutral, non-competitive manner with:
Proactive Lead Generation: Our inside sales staff can plan and execute sales activities to generate leads on behalf of your partners. Activities include lead qualification, white space/prospecting, cross-sell/up-sell campaigns, support for new product releases, and more.
Government Marketing: Support your partners with strategic and tactical lead generation marketing activities, including live events, Webinars, trade shows, E-mail blasts, and direct marketing campaigns.
Market Intelligence: Match your solutions to government requirements and gain the insight you need to define effective market penetration strategies. Our market intelligence analysts have the relationships, knowledge, and tools to help your reps and partners identify opportunities to sell your products.
Partner Development: Identify, launch, and manage the partner relationships you need to close more business. Our unique partner development programs incorporate detailed partner profiles, contract profiles, master partner agreements, partner training and networking events, and additional actions to encourage partner participation and compliance.
Account Management: Our highly-trained account managers understand complex technology solutions and have the government knowledge, contacts, and sales experience to uncover new opportunities for your partners to close.
Contracts and Relationships: Get access to the contract vehicles your buyers prefer as well as the teaming relationships you need to get any deal done.
Leasing and Financing: Gain the payment flexibility you and your partners need to close more business with our Adaptable Payment Solutions and financing options.
Maintenance and Renewals: Reduce overhead costs and improve results by outsourcing your annual maintenance renewals through our proven programs. We can help your partners increase new license revenue through up-sell campaigns before, during or after maintenance renewal periods.
Manage Channel Complexity and Compliance
Maintain compliance with complex government regulations and gain valuable insight into your channel sales activities while freeing up resources to focus on sales. Services include:
Reporting and Analysis: Gain valuable insight into your channel to understand partner activities, monitor compliance and vehicle usage, and prepare for audits. Our independent monitoring covers agent and teaming compliance, point of sale reporting, key indicators on account penetration, and more to help you:
- Reward demand creators, protect partner margins, and sustain consistent street prices through accurate enforcement of deal registration programs
- Apply tiered partner margins to enable greater margin potential for partners that meet certain requirements and perform high-value activities
- Maintain government customer satisfaction by protecting valued partners from deal poaching and allowing customers to purchase from their partner of choice
Contract Administration and Compliance Consulting: Whether you use your own government contracts or leverage immixGroup's vehicles, our experienced attorneys and contracting personnel can relieve administrative burdens, negotiate terms, manage compliance issues, and ensure price list consistency through management of contract modifications.
Quality Management Systems: Process government deals consistently and correctly with our ISO-registered processes and scalable systems. We provide partners and customers with configuration and quote support, 8:00 to 8:00 availability, order processing and delivery, and follow-up services to ensure they receive the products they want with the reliability they demand.
Sales Team Development: Keep your sales team fully staffed and up to date with constantly-changing government programs and procurement regulations. Our recruiting services, government team training courses, and agency briefings will help you and your partners build high-performing sales teams with knowledge of the latest business strategies, channel models and actionable intelligence.