B2B Solutions

Education & Public Sector

DICOTA is the ideal partner for public-sector IT projects: compliant products, tender-ready documentation and reliable availability help resellers win framework agreements and build predictable long-term business with schools, authorities and municipalities.

Become a reseller

Current situation
& market opportunity

The public sector is one of the largest purchasers of IT equipment in every European country. Schools, universities, government departments, hospitals and local authorities – all these institutions regularly procure large quantities of equipment through structured processes. For resellers who understand this channel and meet the right criteria, it is a reliable and predictable area of business.

However, entering this market is different from the private sector: mandatory tendering, compliance requirements and formal procurement processes make it more complex – but also offer protection against unwanted competition. Once you are part of a framework agreement, you usually remain in it for several years.

Key figures at a glance

100+

Units per tender, typically

3-5 Yrs

Framework contract duration in the public sector

1 Partner

For equipment + accessories
= tender advantage

SEGMENT 1: EDUCATION

DIGITALISATION IN EDUCATION – STRUCTURAL TAILWIND

The Digital Pact for Schools (Germany), the ‘Bildung.digital’ initiative (Switzerland) and similar programmes in other European countries have mobilised billions for the digitalisation of schools. Tablets and laptops for pupils are no longer the exception, but the norm. And with every device comes the need for robust, pupil-friendly accessories.
Schools do not buy just one device – they buy 200, 500 or 2,000 devices at a time. And they need cases that are truly robust: children’s school bags are not a gentle environment. DICOTA offers products designed for the education sector – hard-wearing, easy to clean and available in a range of colours.

THE SCHOOL AUTHORITY AS THE KEY DECISION-MAKER

In Germany and Switzerland, it is not the individual school that makes the purchase, but the school authority – that is, the local council, district or canton. This means: one decision-maker for many schools. Whoever wins over the school authority doesn’t just secure one contract, but potentially twenty.
The best way to get started is via the relevant IT manager at the school authority – often a digitalisation department or an IT centre. The pitch: “We don’t just supply the devices, but the complete, documented setup including protective accessories – everything from a single source, all compliant with tender specifications.”

SEGMENT 2: PUBLIC SECTOR / GOVERNMENT AGENCIES

FRAMEWORK AGREEMENTS: THE KEY TO PREDICTABILITY

Government agencies procure goods and services via framework agreements, which typically run for 3 to 5 years. During this period, products can be ordered on demand – without having to put the contract out to tender each time. For resellers, this is a goldmine: once a framework agreement has been secured, it means predictable turnover for years to come.

DICOTA supports resellers in preparing bids for framework agreements – with comprehensive product documentation, price transparency and clearly defined delivery terms. This reduces the workload for resellers and enhances the quality of their bids.

UNDERSTANDING AND MEETING COMPLIANCE REQUIREMENTS

Public sector clients have strict requirements for their suppliers: CE marking, RoHS compliance, data protection compliance, proof of origin, sustainability certificates. These requirements are not obstacles – they are qualification criteria. Resellers who can provide this evidence qualify; all others are excluded.

DICOTA makes all relevant certificates and evidence available digitally – accessible, up-to-date and ready for immediate use in tender documents. For resellers, this means: no time spent on research, no waiting for documents, and no gaps in the documentation.

What DICOTA provides for the tender

Tender documentation pack

CE certificates and RoHS declarations

of conformity for all relevant products

Technical data sheets

in a format compliant with tender requirements – can be copied directly into the specifications

Compatibility Matrix

which DICOTA product is suitable for which device – by make and model

Sustainability certificates (GRS, Bluesign)

for tenders with Green IT criteria

The most important tip for breaking into the public sector

Show that you understand the tender process: reference the required certificates, explain the documentation package and offer to support the tender preparation.

"Show the client that you understand the process. Mention specific qualifications, explain the tender documentation, and offer to help prepare the tender documents together. This demonstrates competence – and in the public sector, competence counts for more than price."

— DICOTA Management