October 28, 2008, 10:34 AM — VARs of all stripes are facing it: Customers that are cutting back, reducing spending, putting off buying decisions, or just going out of business completely. And what's worse is that it seems as though no size of business is exempt. Small businesses have always been vulnerable. Enterprise-size businesses may collapse under their own weight to some degree, trying to respond to Wall Street pressure by cutting costs. The midmarket, often seen as a sweet spot by many VARs, is also seeing some economic pressures. But one type of customer will never go out of business and never quit spending, and that would be the United States Government.
Regardless of which candidate wins in November, there are going to be changes in Washington. There will be new programs, new employees, and a serious need for new technology, because let's face it, politicians like to spend money--regardless of political party. A McCain White House may mean more Defense and Military contracts, and an Obama White House may mean more civilian agency spending, but either way, it comes down to opportunity for VARs who target the Federal market.
Those interested in pursuing this market should take a look at an article about a company called ePartnersGC, a Microsoft channel partner that serves government contractors that serve the Federal government. One thing in particular about the Federal market is that the contracting issues are very specific, and bidding on government contracts are a lot different from any other segment--and it calls for a very special level of know-how. And what's more, each agency has their own requirements, so there is no universal way to target a Federal agency--but in a time of economic trouble when new clients are hard to come by, it's well worth trying to figure out.
