Market access is one of the biggest challenges facing SMEs, more so when their business is focused on large private sector enterprises and public sector organisations. Getting a foot in the door is difficult enough. Doing business with them brings even greater risks and challenges when the balance of power is so strongly in favour of the customer.
Which is why many SMEs prefer to partner with systems integrators (SIs) with established relationships in their target client base. The SI not only provides the route to market, but usually takes on primary responsibility – and therefore risk – for the success of the client relationship.
But how do you go about getting a foot in the door of an SI? And when you do, what does it take to get from ‘Hello, pleased to meet you’, to ‘Welcome, partner’? And how do you manage the relationship to win ongoing business with their clients?
In this in-person event, attendees will hear how their peers addressed the many challenges of partnering with SIs. The event will be centred around a panel session chaired by provocative industry analyst, Anthony Miller, Co-founder & Managing Partner of technology research firm TechMarketView. Anthony is the force behind TechMarketView’s SME programmes such as Little British Battlers, Great British Scaleups, and the TechMarketView Innovation Partner Programme, which have been helping UK SMEs get a leg up in the market for over a decade.
On the panel will be leaders from UK tech SMEs who will share their experiences of partnering with SIs, including:
- Finding the right SI
- Getting your foot in the door
- Negotiating the partnership
- Winning deals
- Managing the relationship
- Traps for young players
- Lessons learned
There will be plenty of time for what is sure to be lively and spirited audience discussion, as well as an opportunity to network with your peers over drinks and snacks after the event.
Partnering with Systems Integrators will be held at the techUK office on 15 June 15:00-17:00 and is open to techUK SME members. Non-members are also welcome subject to seating availability and will need to register on the techUK website prior to registering for the event. Attendance is free.
Attendees will also receive a free copy of the TechMarketView report, “Building a partner Network – Real life experiences”, a compendium of anecdotes, experiences and advice as related to Anthony in interviews with founders and CXOs of UK tech SMEs.
Terry Walby
Kevin Evans
Chris Lamberton
Anthony Miller
Christian Nagele
Paul Watts
Join us at London Tech Week 2023
London Tech Week (12-16 June) is a global celebration of tech, uniting the most innovative thinkers and talent of tomorrow in a week-long festival. Showcasing how tech is transforming business and society, London Tech Week drives thought provoking conversations around innovation, diversity and transformation, providing a platform for the tech ecosystem to come together to drive change.
techUK will be running a number of fringe events throughout the week, click on the links below for more information:
6 June: Tech Policy Leadership Conference 2023
7 June: Launch of the DSIT Portfolio of AI Assurance Techniques
12 June - International Telecoms Conference – In Partnership with DSIT
13 June - How can the energy sector leverage digitalisation for long-term energy resiliency?
14 June - Recruiting top talent as an SME
14 June - UK-Vietnam Tech Workshop
14 June - Report Launch: State of the Connected Home 2023
14 June - What makes the West Midlands a leading UK location For Emerging Tech?
15 June - Connected cars in London – the key to a smart city?
15 June - Tech Trade and Sustainability Conference
15 June - Supporting SMEs to partner with System Integrators
