Recent original research shows G-Cloud is toughest for SMEs coming to the market from the private sector. Here we look at the problem, informed by a survey of 100+ public sector tech buyers and come up with the answers… on the day that G-Cloud 12 opens for applications.
The white heat of digital transformation opportunity is found in the crucible of SMEs working in the B2B sector with emerging technologies.
Do these entrepreneurs see public sector as a good opportunity? – Probably not.
B2G is competing with B2B for these transformational products.
B2B migrating to B2G takes a different approach and they may need a modified product.
We should realise now that we have not invested enough in making this path more friction-less.
The best time to plant a tree was twenty years ago. The second best time to plant a tree, is now.
Time to work on bringing SMEs into B2G.
In Part 1 we looked at the first 4-months of spend data of 2019/20 (April to July) and compared this to the same period in 2018/19. Taking the perspective of demand-side management we concluded that management of the Digital Marketplace was proving to be effective and fruitful.
In this part we are going to look at the same data as ‘sales’ data and assess the state of the marketplace from the perspective of the tech industry – the supply-side.
Return to work after the summer break and CCS have published the spend figures for G-Cloud & DOS from the Digital Marketplace. This covers the first 4-months of the new financial year (April – July).
I’m looking for an answer to the question “Is G-Cloud Working?”. In this first part I’ll be looking at the demand side of the equation and looking for objective evidence by comparing the period with April – July of the previous year.
To be successful on G-Cloud, you have to sell.
First you have to decide who you are going to sell to.
This article summarises some of the market characteristics to look out for.
There is a link to the free, detailed paper on selecting target markets in the ‘resources’ section.