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Thursday, July 06, 2006

Survey: Value drives state/local IT purchasing

State and local governments can be an important area of income for IT consultants. So what are the people in government looking for in an IT consulting firm? Survey says: price, service, and response time.

The survey, conducted by Citrix Systems Inc., showed that "personal relationships with sales representatives as only moderately important in contracting." Thirty-eight percent of survey respondents said they considered their IT firm to be a trusted partner. For forty-six percent of companies, resellers and VARs were their primary sources for purchasing IT-related hardware and software.

According to Bert Wakeley, director of state and local government for Citrix: "Buyers will not tolerate distractions. They are looking for reliable, easy-to-procure tools, enabling them to say focused on their mission of supporting the business of state and local government."

Learn more about what local and state governments are looking for in the complete article (link above).

Blogged by Joshua Feinberg