This is the next in our series of special reports for OODA members focused on federal business strategies for the Startup CEO (find them all here).

This special report is written for the tech CEO seeking insights into the federal systems integrator community. It is based on years of direct experience with firms that serve federal customers and is designed to provide actionable insights that can help focus your strategy for federal growth.

If you have a technology with a proven capability for enterprises you have probably already started thinking about how you should work with the big systems integrators that serve the federal market. You probably feel in your gut that partnering with them is the way to go. They absolutely need to be part of your strategy. But there are issues and key considerations that should inform your actions here.

I have learned these issues first-hand. I have served as an executive in two of the large integrators, have served as a buyer of their services while in government, have teamed and won business with them as a subcontractor, and have helped many tech firms find the optimal relationship with them for successful growth. I have also seen small tech firms burned by situations they found themselves in, many times because they did not understand the basic rules of the game played by the integrators. Other times because they did not understand the culture of the firms they are dealing with.

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