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.
At the moment, activated for Software (Lot 2) only. This provides an algorithmic assessment of your G-Cloud presence. Open the article and put in the search box your service’s 15-digit ID number and you get a score (percent). This is updated at the beginning of each month to reflect what changes have been made. 25% of services have a score over 80 – this is what you need to achieve to have a dominant presence.
An SME moving into the public sector market for the first time, or one that’s finding it tough going, has got to make the best use of its marketing assets. The most important of these at first instance is your presence on the Digital Marketplace. Here we introduce new tools and marketing data and show you how to do that.
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.
An SME moving into selling to the public sector has a lot of specialist skills to learn and some baggage to jettison. There is a simple process to accelerate the whole thing. This article sets out a plan to quickly bring you to the top of the game without reinventing the wheel. It also has a note on how to stick-it to the competition while you’re about it.