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Press Releases
immixGroup Launches Government Sales Channel Management Program for Technology Manufacturers
Revolutionary program rewards demand creators, protects margins, and provides greatest value for government buyers
BONITA SPRINGS, FL, December 6, 2005 - At the Gartner Government Solution Summit today, immixGroup, Inc., a government business consulting and channel management company, officially unveiled ChannelWorks, a revolutionary new approach to optimizing the government sales channel to achieve control and compliance, and to increase value for technology manufacturers and their partners. Already deployed for leading technology manufacturers including Nokia, Symantec, Juniper Networks, Network General, Network Appliance, Lenovo and Checkpoint, this program is designed to address the unique issues involved with selling technology products to the government through a diverse range of contract vehicles and partners, including resellers, distributors and systems integrators.
Amidst today's environment of complex government contract regulations, company consolidations, and fierce competition for ever-evolving information technologies, managing a diverse government sales channel for technology products carries a broad array of challenges. immixGroup's program minimizes channel conflict, reduces the administrative overhead of numerous contract vehicles, and helps ensure contract vehicle compliance among various channel partners, thereby optimizing the effectiveness and productivity of technology companies' government sales channels.
"As government business consultants, immixGroup is in the business of improving technology manufacturers' effectiveness in selling throughout the public sector, whether they sell directly or leverage the myriad of channel partners in the government contracting community," said Steve Charles, executive vice president and co-founder of immixGroup. "The channel community plays a significant role in the government IT sales ecosystem. We developed this program to maximize the effectiveness of technology manufacturers through channel partners, to reward channel partners for their valuable contributions, and to facilitate contract-compliant procurement throughout the government community."
More than 60 members of the government channel community currently participate in immixGroup's program, enabling immixGroup's clients to receive consolidated reports detailing all partner transaction activity for a given time period. Participating channel organizations include leading government resellers and systems integrators such as Northrop Grumman, GTSI, DLT Solutions, ASAP Software Express and CDW-G.
About immixGroup’s Channel Programs
With its new service, immixGroup implements a flexible and scalable program with best practices in government channel management and compliance monitoring for its clients. Program components include:
- Channel InSight - an assessment of the client's use of federal sales channels that includes a customized analysis with best practices to improve channel reporting, contract compliance, vehicle management and overall channel sales control and value.
- Contract administration - ongoing contract maintenance, price list management, agreement and program development, regardless of whether the contract is held by the manufacturer or an intermediary.
- ComplianceMonitor - a systematic approach to help ensure contract compliance among channel partners, identifying discrepancies, industrial funding fee payments, and price reductions for client-held contracts.
- Periodic reviews - optional partner pre-award review/audits, FPDS reconciliation, escalated discrepancies, and an annual sales data review.
- Activity reporting - a consolidated data set ranging from program level to line item details including monthly and annual revenue summaries, partner summaries and line item order details, a discount and markup analysis, and a detailed activity log by participating dealer.
- Account management - proactive enforcement of the client's channel program policies, client and partner training and education, quote and sales order management, and monthly and quarterly status reports.
Because the program is flexible, technology manufacturers benefit from it whether they hold their own contract vehicle or rely on a third party's contract vehicle.
"Network General is committed to providing the greatest value to our channel partners and to our ultimate customers in the federal government," said Bob Carter, vice president, federal sales at Network General Corporation. "immixGroup's channel program helps us ensure our ability to fulfill that commitment while enabling our demand generators to focus on value-oriented activities without having to worry about the administrative hassles of a diverse government channel sales program."
immixGroup will present two sessions on best practices and case studies in government channel management at Gartner Government Solutions at the Hyatt Regency Coconut Point in Bonita Springs, FL on Tuesday, December 5 at 1:15 PM and on Wednesday, December 6 at 9:00 AM.
For more information on immixGroup's channel programs, please contact Nicole Lindros at 703-752-0610.
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