Many cyber SMEs aim to partner with systems integrators (SIs) who have established relationships in their target client base. With a range of cyber SIs operating in the market, they can provides a route to market and share risk for selling to particular clients.
Partnerships with large organisations can hold out greater prospects of exponential growth for cyber SMEs due to the size and complexity of the sales and marketing functions in these companies. In addition, the large organisations the cyber sector sector are looking for smaller more agile and innovative companies with whom they can partner.
However, many cyber SMEs struggle to get a foot in the door of an SI, and if they do, struggle to develop an introduction into a mutually benefitting partnership. It can also be difficult to manage the partnership to win ongoing business with their clients and SMEs who enter into such partnerhsups without being fully prepared run the risk of significant tome and budget expenditure with nothing to show for their efforts.
In this networking session, hosted by Eviden, we’ll hear from both cyber SI’s and SMEs about their experiences of SI/SME partnerships, to give you guidance on how SIs look to engage and collaborate with SMEs, and how cyber SMEs can prepare to work SIs.
After the speakers, they’ll be opportunities for both SMEs and SIs in the session to network. Please see below for a full agenda:
- 14:00-14:30 - Arrivals
- 14:30-14:40 - Introduction
- 14:40-15:00 - SI perspective
- 15:00-15:10 - SME perspective
- 15:10-15:30 - Q&A
- 15:30 onwards - Networking
Speakers
Stephen Hart
Stuart McKean
