Scaling the State and Local Mountain

Scaling the State and Local Mountain

If your company is considering entering the state and local IT market, here are a few tips from analysts on how to get a foothold:

  • Learn the unique attributes of the state and local market before entering it.

  • Offer something of value to the market where it doesn't already exist.

  • Find a funding stream to accompany a new idea.

  • Focus on one key technology area or agency.

  • Penetrate an area rather than dabble in it.

  • Demonstrate business processes and solutions to prospective users.

  • Meet with state and county chief information officers.

  • Contact the government and technology associations affiliated with it.

  • Get information from the research firms that track it.

  • Read the publications that cover it.

  • Talk to one or more of the top state and local systems integrators.

About the Author

William Welsh is a freelance writer covering IT and defense technology.

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