{"id":6730,"date":"2025-10-15T12:40:21","date_gmt":"2025-10-15T10:40:21","guid":{"rendered":"https:\/\/hermix.com\/?p=6730"},"modified":"2025-10-15T12:40:21","modified_gmt":"2025-10-15T10:40:21","slug":"comprendre-le-modele-commercial-b2b2g-comment-vendre-aux-gouvernements-par-lintermediaire-de-partenaires-commerciaux","status":"publish","type":"post","link":"https:\/\/hermix.com\/fr\/understanding-b2b2g-how-to-sell-to-government-through-business-partners-business-to-business-to-government-business-model\/","title":{"rendered":"Comprendre le B2B2G : comment vendre au gouvernement par l'interm\u00e9diaire de partenaires commerciaux (mod\u00e8le commercial interentreprise-\u00e0-gouvernement)"},"content":{"rendered":"<figure class=\"wp-block-post-featured-image\"><img fetchpriority=\"high\" decoding=\"async\" width=\"1200\" height=\"628\" src=\"https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Understanding-B2B2G-How-to-Sell-to-Government-Through-Business-Partners-article-featured-image-1.jpg\" class=\"attachment-post-thumbnail size-post-thumbnail wp-post-image\" alt=\"Comprendre le B2B2G : Comment vendre au gouvernement par l&#039;interm\u00e9diaire de partenaires commerciaux\" style=\"object-fit:cover;\" srcset=\"https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Understanding-B2B2G-How-to-Sell-to-Government-Through-Business-Partners-article-featured-image-1.jpg 1200w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Understanding-B2B2G-How-to-Sell-to-Government-Through-Business-Partners-article-featured-image-1-300x157.jpg 300w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Understanding-B2B2G-How-to-Sell-to-Government-Through-Business-Partners-article-featured-image-1-1024x536.jpg 1024w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Understanding-B2B2G-How-to-Sell-to-Government-Through-Business-Partners-article-featured-image-1-768x402.jpg 768w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><\/figure>\n\n\n<p class=\"wp-block-paragraph\">Lorsque les acteurs du B2G et du B2B envisagent de vendre au gouvernement, ils pensent g\u00e9n\u00e9ralement qu&#039;il s&#039;agit de soumettre directement des offres aux appels d&#039;offres du secteur public.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Mais il existe une autre voie qui est parfois plus judicieuse\u00a0: le B2B2G.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Qu&#039;est-ce que le B2B2G\u00a0?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">B2B2G signifie \u00ab\u00a0Business-to-Business-to-Government\u00a0\u00bb (commerce interentreprises vers les administrations publiques). Au lieu de vendre directement aux autorit\u00e9s publiques, vous vendez \u00e0 une autre entreprise qui agit comme ma\u00eetre d&#039;\u0153uvre sur les projets gouvernementaux.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">La structure ressemble \u00e0 ceci : Vous (le fournisseur) vendez \u00e0 l'Entreprise B (l'int\u00e9grateur ou le ma\u00eetre d'\u0153uvre), qui livre ensuite au gouvernement.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Il ne s&#039;agit pas de sous-traitance au sens traditionnel du terme. Vous \u00e9tablissez une relation strat\u00e9gique avec des entreprises qui ont d\u00e9j\u00e0 acc\u00e8s aux march\u00e9s publics, des certifications et des contrats.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">De fait, un nombre important de fabricants de technologies ou de fournisseurs de solutions utilisent ce mod\u00e8le. La plupart des fabricants ne vendent pas directement aux acheteurs finaux du secteur public et ne participent pas aux appels d&#039;offres publics.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Le B2B2G se distingue des ventes B2G directes par un point essentiel\u00a0: vous ne g\u00e9rez pas la relation avec l\u2019administration. Votre client est l\u2019entreprise interm\u00e9diaire. Elle se charge de la conformit\u00e9 aux proc\u00e9dures d\u2019achat, des rapports gouvernementaux et de la gestion des contrats, tandis que vous vous concentrez sur la fourniture de votre produit ou service.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les entreprises utilisent ce mod\u00e8le car il supprime les barri\u00e8res.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Vous partagez le savoir-faire et l&#039;expertise :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>technique \u2013 au fabricant\/fournisseur de solutions<\/li>\n\n\n\n<li>affaires gouvernementales, ventes, gestion de projet \u2013 int\u00e9grateur<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Vous s\u00e9parez \u00e9galement les risques technologiques des risques li\u00e9s au projet, au march\u00e9 et au client.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u00c9vitez les proc\u00e9dures de qualification, l&#039;apprentissage des r\u00e8gles complexes des march\u00e9s publics et tirez parti des relations gouvernementales existantes. L&#039;interm\u00e9diaire b\u00e9n\u00e9ficie ainsi de comp\u00e9tences sp\u00e9cialis\u00e9es qu&#039;il ne peut d\u00e9velopper en interne.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Sc\u00e9narios B2B2G courants<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Les fournisseurs de technologies s&#039;associent \u00e0 des int\u00e9grateurs de syst\u00e8mes pour proposer des solutions logicielles. Une entreprise de cybers\u00e9curit\u00e9 peut fournir des outils par l&#039;interm\u00e9diaire de Capgemini ou d&#039;Atos, qui les int\u00e8grent ensuite \u00e0 des projets de transformation num\u00e9rique plus vastes pour les minist\u00e8res.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les fournisseurs de composants et la plupart des fabricants (ordinateurs portables, t\u00e9l\u00e9phones, etc.) collaborent avec les ma\u00eetres d&#039;\u0153uvre sur les projets d&#039;infrastructure. Si vous fabriquez des capteurs sp\u00e9cialis\u00e9s, vous vendez aux entreprises de construction qui soumissionnent pour des projets de villes intelligentes plut\u00f4t que de participer vous-m\u00eame aux appels d&#039;offres.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les prestataires de services sp\u00e9cialis\u00e9s font appel \u00e0 des revendeurs agr\u00e9\u00e9s lorsque l&#039;acc\u00e8s au march\u00e9 est un facteur d\u00e9terminant. Les organismes de formation travaillent souvent par le biais de cabinets de conseil \u00e9tablis qui ont d\u00e9j\u00e0 conclu des accords-cadres avec les pouvoirs publics.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les relations de sous-traitance se d\u00e9veloppent naturellement dans le cadre de grands projets gouvernementaux. Lorsque la Commission europ\u00e9enne attribue un contrat de modernisation informatique de 50 millions d&#039;euros, le ma\u00eetre d&#039;\u0153uvre a besoin de dizaines d&#039;entreprises sp\u00e9cialis\u00e9es pour assurer l&#039;ensemble des prestations, de la migration vers le cloud \u00e0 la gestion du changement.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les produits n\u00e9cessitant une int\u00e9gration ou une personnalisation correspondent parfaitement au mod\u00e8le B2B2G. Votre plateforme d&#039;apprentissage automatique est peut-\u00eatre excellente, mais les acheteurs publics recherchent des solutions compl\u00e8tes. Vendre \u00e0 des int\u00e9grateurs capables de personnaliser, de d\u00e9ployer et d&#039;assurer le support de votre technologie est avantageux pour tous.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Quand le B2B2G a du sens<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Votre entreprise ne dispose d&#039;aucune relation directe avec les autorit\u00e9s gouvernementales ni d&#039;aucune certification. L&#039;inscription sur les listes de fournisseurs agr\u00e9\u00e9s prend des mois, voire des ann\u00e9es dans certains cas. Collaborer avec des entrepreneurs \u00e9tablis vous permet d&#039;acc\u00e9der au march\u00e9 plus rapidement et plus facilement.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les petites entreprises rencontrent des obstacles pratiques pour soumissionner de mani\u00e8re ind\u00e9pendante \u00e0 des march\u00e9s importants. Un cabinet de conseil de 20 personnes ne peut pas raisonnablement pr\u00e9tendre \u00e0 un appel d&#039;offres de 10 millions d&#039;euros. En revanche, ce m\u00eame cabinet peut r\u00e9aliser un lot de travaux sp\u00e9cifique par l&#039;interm\u00e9diaire d&#039;un ma\u00eetre d&#039;\u0153uvre.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">P\u00e9n\u00e9trer de nouveaux march\u00e9s publics via le B2B2G permet de r\u00e9partir les risques. Si vous \u00eates une entreprise britannique qui convoite des contrats en Belgique ou en France, il est judicieux de nouer un partenariat avec des int\u00e9grateurs locaux qui ma\u00eetrisent les r\u00e8gles des march\u00e9s publics et parlent la langue.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les produits n\u00e9cessitant une expertise en int\u00e9gration tirent profit de cette approche. Vous avez con\u00e7u un excellent outil d&#039;analyse des achats, mais les acheteurs publics ont besoin de quelqu&#039;un pour le mettre en \u0153uvre, former les utilisateurs et en assurer la maintenance. Les int\u00e9grateurs de syst\u00e8mes r\u00e9alisent ces t\u00e2ches quotidiennement.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les obstacles r\u00e9glementaires complexes disparaissent lorsque vous travaillez avec des partenaires qualifi\u00e9s. Les habilitations de s\u00e9curit\u00e9, les certifications sectorielles ou les seuils financiers que vous ne remplissez pas deviennent le probl\u00e8me d&#039;un tiers.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>L&#039;opportunit\u00e9 du march\u00e9 B2B2G<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Le secteur public repr\u00e9sente 541 000 milliards de dollars du PIB de l&#039;Union europ\u00e9enne. Les march\u00e9s publics repr\u00e9sentent \u00e0 eux seuls 141 000 milliards de dollars du PIB, soit environ 2 000 milliards d&#039;euros par an.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les grandes entreprises et la quasi-totalit\u00e9 des grands fabricants (comme Apple, Microsoft, Lenovo ou Dell) fonctionnent d\u00e9j\u00e0 de cette mani\u00e8re.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Capgemini, Atos, Indra et Accenture sont ma\u00eetres d&#039;\u0153uvre de projets valant des milliards. Ils font appel \u00e0 des fournisseurs et prestataires de services sp\u00e9cialis\u00e9s pour les mener \u00e0 bien. C&#039;est l\u00e0 que se trouvent les opportunit\u00e9s B2B2G.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Trouver des partenaires B2B2G avec Hermix<\/strong><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Identification des ma\u00eetres d&#039;\u0153uvre<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Commencez par analyser le profil des entreprises contractantes. Hermix vous indique quelles entreprises remportent des march\u00e9s publics dans votre secteur, leur historique de projets et la valeur de leurs contrats au fil du temps.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Pour identifier les entreprises op\u00e9rant \u00e0 grande \u00e9chelle, il est utile d&#039;analyser les contrats publics remport\u00e9s par le pass\u00e9. Un entrepreneur dont le chiffre d&#039;affaires annuel aupr\u00e8s du gouvernement s&#039;\u00e9l\u00e8ve \u00e0 50 millions d&#039;euros a \u00e0 la fois la capacit\u00e9 et la motivation de collaborer avec des fournisseurs sp\u00e9cialis\u00e9s.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les types de projets et les modes de r\u00e9alisation r\u00e9v\u00e8lent la compatibilit\u00e9. Si un int\u00e9grateur de syst\u00e8mes remporte r\u00e9guli\u00e8rement des projets de cybers\u00e9curit\u00e9 mais ne propose pas de services de veille sur les menaces, il pourrait avoir besoin de ce que vous offrez.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">La pr\u00e9sence g\u00e9ographique est un gage d&#039;acc\u00e8s au march\u00e9. Un entrepreneur ayant remport\u00e9 des contrats en Belgique, aux Pays-Bas et au Luxembourg peut vous ouvrir ces march\u00e9s. Consultez son profil d&#039;agr\u00e9ment pour conna\u00eetre les acheteurs publics qu&#039;il conna\u00eet.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Renseignements sur les partenariats<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Hermix analyse les partenariats entre entreprises \u00e0 partir de donn\u00e9es contractuelles r\u00e9elles. Vous pouvez ainsi voir quelles entreprises collaborent, \u00e0 quelle fr\u00e9quence et sur quels types de projets.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les modes de collaboration r\u00e9v\u00e8lent une propension aux partenariats. Certains entrepreneurs travaillent seuls, tandis que d&#039;autres forment r\u00e9guli\u00e8rement des consortiums et font appel \u00e0 des sp\u00e9cialistes. Il est pr\u00e9f\u00e9rable de privil\u00e9gier les partenaires appartenant \u00e0 cette seconde cat\u00e9gorie.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">La valeur et la fr\u00e9quence des partenariats permettent de mieux \u00e9valuer les opportunit\u00e9s. Une entreprise qui s&#039;associe une fois par an pour des projets de petite envergure offre moins de valeur qu&#039;une entreprise qui forme trois consortiums majeurs par trimestre.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les graphes de r\u00e9seaux permettent de visualiser l&#039;\u00e9cosyst\u00e8me. Vous pouvez ainsi explorer les collaborations entre les acteurs, identifier les acteurs cl\u00e9s qui relient plusieurs r\u00e9seaux et rep\u00e9rer les opportunit\u00e9s pour lesquelles vos comp\u00e9tences peuvent \u00eatre mises \u00e0 profit.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Strat\u00e9gie de contenu B2B2G au ton conversationnel et professionnel.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Je m&#039;en sors bien avec des exemples concrets et des conseils pratiques. Il faut continuer \u00e0 montrer comment les fonctionnalit\u00e9s d&#039;Hermix r\u00e9pondent \u00e0 de v\u00e9ritables d\u00e9fis sans utiliser de formules marketing proscrites. Le ton est conversationnel et professionnel. Je vais poursuivre avec la section sur les signaux d&#039;opportunit\u00e9s de march\u00e9.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Signaux d&#039;opportunit\u00e9s de march\u00e9<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">L&#039;attribution de contrats importants r\u00e9v\u00e8le des besoins en sous-traitance. Lorsqu&#039;un ma\u00eetre d&#039;\u0153uvre d\u00e9croche un contrat de services num\u00e9riques de 40 millions d&#039;euros, il aura besoin de sp\u00e9cialistes. C&#039;est l\u00e0 que se pr\u00e9sente votre opportunit\u00e9.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les modalit\u00e9s de formation des consortiums r\u00e9v\u00e8lent les pr\u00e9f\u00e9rences en mati\u00e8re de collaboration. Certains appels d&#039;offres exigent explicitement des partenariats. Les avis d&#039;information pr\u00e9alable indiquent souvent que les petites et moyennes entreprises sont encourag\u00e9es \u00e0 participer, ce qui laisse entendre que les ma\u00eetres d&#039;\u0153uvre rechercheront des partenaires.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Hermix surveille les avis d&#039;information pr\u00e9alable par lesquels les autorit\u00e9s annoncent leurs intentions avant le lancement officiel des appels d&#039;offres. Ces avis vous permettent d&#039;anticiper les besoins des entreprises principales et de les contacter avant qu&#039;elles ne constituent leurs \u00e9quipes.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Le calendrier de renouvellement des contrats indique les dates d&#039;expiration des contrats importants et la probabilit\u00e9 de leur r\u00e9attribution. Si un int\u00e9grateur de syst\u00e8mes d\u00e9fend un important renouvellement de contrat, il peut souhaiter s&#039;appuyer sur des partenaires plus solides pour am\u00e9liorer sa proposition technique.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Utiliser Hermix pour r\u00e9ussir en B2B2G<\/strong><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Surveiller les bonnes opportunit\u00e9s<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Configurez des alertes pour suivre l&#039;activit\u00e9 des ma\u00eetres d&#039;\u0153uvre dans votre secteur. Surveillez les contrats remport\u00e9s par les principaux int\u00e9grateurs et leur participation \u00e0 des appels d&#039;offres importants. Chaque victoire repr\u00e9sente une opportunit\u00e9 de partenariat ou un signe de croissance pour votre partenaire actuel.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Si vous travaillez d\u00e9j\u00e0 avec des partenaires, Hermix vous aide \u00e0 mieux g\u00e9rer ces relations. Vous pouvez suivre leurs ventes et les autorit\u00e9s comp\u00e9tentes. Lorsqu&#039;un partenaire remporte un nouveau contrat, vous en \u00eates imm\u00e9diatement inform\u00e9. Cela vous permet de savoir s&#039;il se d\u00e9veloppe dans des domaines o\u00f9 vous pouvez l&#039;accompagner ou s&#039;il s&#039;implante sur des march\u00e9s o\u00f9 vous n&#039;\u00eates pas pr\u00e9sent.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Il est important de comprendre l&#039;activit\u00e9 commerciale de vos partenaires pour bien planifier vos projets. Si votre partenaire belge vient de remporter trois contrats de cybers\u00e9curit\u00e9 aupr\u00e8s de minist\u00e8res f\u00e9d\u00e9raux, il pourrait avoir besoin de davantage de ressources de votre part. S&#039;il d\u00e9croche des projets en dehors de votre domaine d&#039;expertise technique, vous pourriez envisager d&#039;\u00e9largir votre offre ou de trouver d&#039;autres partenaires.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Hermix vous permet de suivre les contrats importants de votre secteur par mots-cl\u00e9s, codes CPV, type d&#039;autorit\u00e9 et seuils budg\u00e9taires. Concentrez-vous sur les projets d&#039;une valeur de 5 millions d&#039;euros ou plus o\u00f9 les ma\u00eetres d&#039;\u0153uvre ont besoin d&#039;un soutien sp\u00e9cialis\u00e9.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Vous pouvez aussi inverser compl\u00e8tement le mod\u00e8le. Au lieu de chercher des partenaires pour vous-m\u00eame, transmettez des prospects qualifi\u00e9s \u00e0 vos partenaires et int\u00e9grateurs locaux. D\u00e8s que vous rep\u00e9rez un appel d&#039;offres en Belgique correspondant aux comp\u00e9tences de votre partenaire, informez-le. Vous devenez ainsi une source pr\u00e9cieuse d&#039;informations pour vos partenaires, renfor\u00e7ant votre relation.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Fournir \u00e0 vos partenaires des informations commerciales pertinentes est b\u00e9n\u00e9fique pour tous. Vous pouvez op\u00e9rer sur dix march\u00e9s europ\u00e9ens, mais collaborer avec des int\u00e9grateurs locaux dans chaque pays. Lorsqu&#039;un appel d&#039;offres pertinent est rep\u00e9r\u00e9 sur leur march\u00e9, partagez l&#039;opportunit\u00e9 en y incluant des informations sur l&#039;historique de l&#039;acheteur, ses habitudes budg\u00e9taires et ses concurrents potentiels. Votre partenaire obtient ainsi des prospects plus qualifi\u00e9s. Vous, en revanche, optimisez le d\u00e9roulement de vos projets.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Identifiez les opportunit\u00e9s d&#039;int\u00e9gration et de partenariat en filtrant les appels d&#039;offres pour ne retenir que les consortiums. Lorsqu&#039;il appara\u00eet plusieurs entreprises laur\u00e9ates, cela signifie que l&#039;appel d&#039;offres impliquait des partenariats. Analysez ces tendances pour comprendre comment se forment les collaborations sur votre march\u00e9 et identifier les besoins de soutien de vos partenaires pour les prochains appels d&#039;offres.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Qualification des partenaires potentiels<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Les profils d&#039;autorit\u00e9 indiquent les int\u00e9grateurs privil\u00e9gi\u00e9s par certains acheteurs publics. Si vous souhaitez collaborer avec le Service public f\u00e9d\u00e9ral belge pour vos projets informatiques, v\u00e9rifiez quels prestataires remportent r\u00e9guli\u00e8rement leurs appels d&#039;offres.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">L&#039;app\u00e9tit des entreprises pour la collaboration varie. Hermix indique le pourcentage de projets o\u00f9 une entreprise a travaill\u00e9 seule ou en partenariat. Un taux de partenariat \u00e9lev\u00e9 (sup\u00e9rieur \u00e0 40%) signale de bons partenaires potentiels.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Trouver des partenaires compatibles implique d&#039;analyser leurs types de projets, la valeur de leurs contrats et leur zone d&#039;activit\u00e9. Un entrepreneur travaillant sur des projets de 2 millions d&#039;euros en Roumanie ne sera probablement pas le partenaire id\u00e9al si vous visez des contrats de 20 millions d&#039;euros en France.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">L&#039;analyse de la concurrence vous aide \u00e0 positionner votre approche. Identifiez les autres fournisseurs de services similaires \u00e0 vos partenaires cibles. S&#039;ils travaillent d\u00e9j\u00e0 avec trois fournisseurs de cybers\u00e9curit\u00e9, votre proposition de valeur devra \u00eatre diff\u00e9rente de celle qu&#039;ils devront adopter s&#039;ils n&#039;ont aucun partenaire actuel dans votre secteur.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Timing strat\u00e9gique<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Le calendrier de renouvellement des contrats vous indique \u00e0 quel moment approcher des partenaires potentiels. Six mois avant l&#039;expiration d&#039;un contrat important, les ma\u00eetres d&#039;\u0153uvre commencent \u00e0 \u00e9laborer leur strat\u00e9gie de d\u00e9fense. C&#039;est \u00e0 ce moment-l\u00e0 qu&#039;ils sont les plus r\u00e9ceptifs \u00e0 de nouveaux partenariats susceptibles de consolider leur position.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les tendances en mati\u00e8re d&#039;appels d&#039;offres permettent d&#039;anticiper les opportunit\u00e9s. Si une autorit\u00e9 publie syst\u00e9matiquement ses principaux appels d&#039;offres au quatri\u00e8me trimestre, entamez les discussions avec les partenaires potentiels d\u00e8s le deuxi\u00e8me trimestre.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les cycles de formation des partenariats suivent les calendriers des appels d&#039;offres. Analysez les p\u00e9riodes o\u00f9 les consortiums se forment g\u00e9n\u00e9ralement sur votre march\u00e9. Pour les appels d&#039;offres des institutions de l&#039;UE, les discussions relatives aux consortiums d\u00e9butent souvent 2 \u00e0 3 mois avant la date limite de soumission.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Mesurer le succ\u00e8s B2B2G<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Optimisez votre recherche de partenaires. Sans Hermix, trouver des partenaires potentiels qualifi\u00e9s prend des semaines de recherche manuelle dans de multiples sources. Avec Hermix, vous pouvez identifier et qualifier 10 \u00e0 15 partenaires potentiels en quelques heures.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Mesurez la r\u00e9duction du temps consacr\u00e9 aux \u00e9tudes de march\u00e9. Nos clients constatent une diminution de 871\u00a0000\u00a0\u00a3 du temps consacr\u00e9 aux activit\u00e9s d\u2019\u00e9tudes de march\u00e9 lorsqu\u2019ils utilisent Hermix pour l\u2019identification de partenaires B2B2G.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Constater l&#039;augmentation du nombre de prospects qualifi\u00e9s pour des partenariats. Un client est pass\u00e9 de 3 \u00e0 4 contacts avec des partenaires potentiels par trimestre \u00e0 12 \u00e0 15, avec une pertinence accrue et une meilleure pr\u00e9paration pour chaque conversation.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Calculez le temps gagn\u00e9 sur l&#039;analyse des opportunit\u00e9s. Au lieu de passer 2 \u00e0 3 jours \u00e0 \u00e9tudier le parcours et les contrats publics d&#039;un partenaire potentiel, Hermix vous fournit des profils complets en quelques minutes.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Commencer<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Identifiez des partenaires interm\u00e9diaires potentiels dans votre secteur gr\u00e2ce aux profils des prestataires Hermix. Commencez par les entreprises ayant remport\u00e9 des contrats aupr\u00e8s des autorit\u00e9s cibles, sur vos march\u00e9s g\u00e9ographiques et dans vos domaines de services.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Mettez en place un syst\u00e8me de suivi des contrats importants qui vous concernent. Cr\u00e9ez des alertes pour les appels d&#039;offres sup\u00e9rieurs \u00e0 3 millions d&#039;euros dans votre secteur. Lorsque les entreprises principales remportent ces projets, vous aurez une raison valable de les contacter.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Analysez les mod\u00e8les de partenariat sur votre march\u00e9. \u00c9tudiez quels entrepreneurs collaborent fr\u00e9quemment, quels types de projets impliquent des consortiums et comment les partenariats se forment g\u00e9n\u00e9ralement.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">D\u00e9veloppez votre strat\u00e9gie de prospection de partenaires. Utilisez les informations d&#039;Hermix pour personnaliser vos \u00e9changes. Mentionnez les contrats qu&#039;ils ont remport\u00e9s, les projets o\u00f9 vous auriez pu apporter une valeur ajout\u00e9e et les instances aupr\u00e8s desquelles vous souhaitez collaborer.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Le mod\u00e8le B2B2G l\u00e8ve les obstacles aux ventes publiques et vous permet de vous concentrer sur votre c\u0153ur de m\u00e9tier. Hermix vous fournit les donn\u00e9es n\u00e9cessaires pour trouver les bons partenaires et le moment opportun pour les approcher efficacement.<\/p>","protected":false},"excerpt":{"rendered":"<p>When people in B2G &amp; B2B think about selling to the government, usually they think it means bidding directly on public sector tenders.&nbsp; But there&#8217;s another path that sometimes makes more sense: B2B2G. What is B2B2G? B2B2G stands for Business-to-Business-to-Government. 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