Enterprise Ireland G-Cloud seminar 19 May 2015: Bill McCluggage
Winning Business through the
UK G-Cloud FrameworkBill McCluggage19th May 2015
Procurement Approach
Public Sector Market
Sales Strategy
Heterogeneous
Buyer Driven
Complex
Disparate & Silo’d
Fragmented
Long Sales Cycles
Is it worth it?
Courtesy of www.govspend.org.uk
Is it worth it?
Courtesy of www.govspend.org.uk
Is it worth it?
Courtesy of www.govspend.org.uk
Sales Strategy
Market IntelligenceAddressable Opportunity
Develop PitchIdentify Customer
Partner/Direct
Market Presence
DifferentiateEngage
Relationship
Need
Solution
Channel
Educate
Engage
Sell
Remember
Gain Market IntelligenceEstablish CredibilityBuild a Relationship
Thank You
Bill [email protected]
@billmccluggage
+353 (0) 7717732533