Navigating the DACH Public Sector: An Exclusive Interview with IceWarp GM Nina Mankertz
It doesn’t matter how good your product is if you can’t connect with the right people. That’s why we sat down with Public Sector guru Nina Mankertz to see how she approaches the right people and finds success in the DACH region.
Introducing Nina Mankertz
Nina has worn many hats over her 10+ years in sales, marketing, and management. Much has changed in these areas during her tenure, which is why Nina is currently embracing and “pioneering AI-driven sales acceleration”.
Describing herself as a “passionate sales professional”, Mankertz sits today at the head of IceWarp’s public relations in the DACH region (Germany, Austria, Switzerland). As the General Manager, her role involves creating positive interactions with potential partners, attending conventions to promote IceWarp, and driving the company’s sustainable growth.
In other words, Nina Mankertz is a people person, with a special ability to connect with the German-speaking world. And there’s so much that she’s learned over the years, knowledge she’s gracefully agreed to share with us in her exclusive interview.
Advice for Beginners
The public sector can be a daunting place for anyone just starting out. That’s why we began our discussion by asking for her advice for anyone looking to get into direct provider-to-customer sales.
“Always lead with empathy. Although it may seem that many organizations move at a snail’s pace, you have to keep in mind their perspective. They stand to lose a lot with a single poor investment; the stakes are high for them. That’s why I always advise being patient and prepared. Bureaucracy moves slowly, but when you show a potential client that you understand their position and care about their constraints as much as your own quota, then you’ll see a tonal shift in every conversation. And when you finally cross the finish line, this new relationship will last for years. So, start as early as you can, and build relationships—even when nobody’s writing checks.”
Manoeuvring in the DACH Region
Every region comes with its own set of hurdles, everything from language and cultural differences to challenging legislative requirements. As a DACH expert, this is General Manager Nina Mankertz’s world.
“One of the most effective tools in my toolbox is attending trade shows and conferences; this is truly the best way to form genuine partnerships in the public sector as well as all other industries. In-person conversations build trust and relationships in a way that webinars and calls never could. I make a point of always attending the major DACH events, meeting and talking with customers face-to-face at IT-SA Nuremberg and Behördenspiegel Kongresse. But it’s also worth noting the differences in approaching standard corporations over government entities. DACH government clients are often seen as cautious adopters of new programs and technologies, which can make getting them on board with IceWarp a particular challenge. Luckily, where such governmental agencies are cautious, they’re also increasingly pragmatic. It’s been interesting to observe the shift from “we can’t risk it” to “can we risk not trying something better?”. This rings especially true with concerns around data privacy and sovereign infrastructure.”
IceWarp’s Unique Approach to DACH
There are several key aspects that DACH public sector organizations believe they must secure before selecting a communication and collaboration platform. Nina describes them best:
“Reliability, security, and data control. Then throw in efficiency and fair pricing, and you’ll have their ear. And with the interest piqued, I can start to highlight IceWarp’s other benefits, like ease of integration with their existing systems (e.g., Active Directory), robust support for remote or hybrid work, and various subscription models. And let’s not forget user-friendliness—because if the tool isn’t easy for policy makers or admin staff, adoption grinds to a halt.”
But what about other industry concerns, including data sovereignty, privacy, and vendor lock-in? How do you navigate IceWarp when addressing these specific items?
“IceWarp is designed with choice in mind. Governments can go on-premise inside their own datacenters, host regionally via our partners, or opt for a hybrid setup—keeping control of sensitive archives and still benefiting from cloud features. Our data encryption, local storage options, and transparency give clients peace of mind they won’t get from other solutions.”
Finally, what about the usual elephant in the room: Pricing? How does IceWarp appeal to institutions in the DACH public sector?
“These organizations need to justify every euro spent—and rightfully so. With IceWarp, we position cost-effectiveness as value-driven efficiency, not a budget compromise.
It’s true. We offer licenses per user, similar to the big players, but our model is typically around 50% more affordable. We achieve this by not bundling in unused features or upselling on storage. Clients get exactly what they need: secure, fully functional collaboration tools with the flexibility to run on-premise or in trusted local data centers.
It’s an enterprise-grade solution with transparent pricing—tailored to the realities of the public sector or any other industry.”
IceWarp & You
Success comes in all shapes and sizes when working in the public sector. But for GM Nina Mankertz and IceWarp, the following year is all about visibility. From Nina’s experience, she often gets the same reaction from potential clients learning about the product: “Wow, why didn’t I know about this before?”.
So, if you’re also looking for a secure, European alternative to the likes of Microsoft 365 and Google Workspace, and you’re in the DACH area, reach out to Nina. She’s got exactly what you’re looking for!Not in the DACH? IceWarp Still Has You Covered – Get a Full Communication & Collaboration Platform for Less!
