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Solutions for State and Federal Government
Sue Johnston
Government Industry Manager
Jane Mackarell
Industry Marketing Manager
Agenda
• Market Overview and Research
• Opportunity in State & Federal Government
• Marketing in State & Federal Government
• Partner Commitments
IT Spend by Industry Segment
Australia: IT Spending by Industry, 2005
Source: Gartner Dataquest (January 2007)
Public sector largest industry segment in Australia at 27%.
Gartner 2007
Overview of Government Industry
Source: Gartner Dataquest (January 2007)Source: Gartner Dataquest (January 2007)
Today's Reality Is…
BudgetAvailability
$$
DeliveryTimelines
Achieving best practice in Federal Government
Leverage best practices to improve TCO and service levels
* From “Optimizing Infrastructure: The Relationship Between IT Labor Costs and Best Practices for Managing the Windows Desktop” IDC 2006
Customer Engagement
South Australian Govt In progress – assessment attached
DIAC (with Unisys) Assessment completed
State of Indiana $14M in savings (25K users)
Asklepios Group 36.7% reduction in desktop TCO
US Department of Defence
New standard desktop project in place
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Capability Mapping in Federal Government
Mapping business capabilities to the optimised infrastructure
* From “Information Technology (IT) Drives Growth” Keystone Strategy, and Professor Marco Iansiti (Harvard Business School)
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Peter Grant – State Director, QLD
•Investment Strategies across State Government•Speaking the customer’s language
– Case management
•Big Bet in Government– Business Intelligence
– Infrastructure Optimisation
Example of spending in State Government
Intermedium 2008
Marketing in State & Federal Government – Jane Mackarell
Case Management (CRM) Request Service & Complaints
Business Intelligence (SQL, Performance Point) Organisation Performance & Policy Implnt.
Information Management (BPIO)Unified Communications (OCS)
Core IO, Security, Green IT (Virtualization)
Public Administration
Infrastructure & Transport
Environment & Sustainability
Community Services
Public Safety & National Security
Innovation, Innovation, Efficiency to drive Efficiency to drive
cost savingscost savings
Making Citizens Making Citizens Safe & SecureSafe & Secure
Disaster Disaster Preparedness & Preparedness &
Response Response
Saving the Saving the Environment: Green Environment: Green
ITIT
Delivering Services Delivering Services Directly to CitizensDirectly to Citizens
Protecting & Protecting & Securing Citizen’s Securing Citizen’s
Data: SecurityData: Security
Turning Information Turning Information into Knowledge into Knowledge
State & Federal Marketing Strategy FY09
Allocation of Budget Expenditure – State Government
Intermedium 2008
Example of Market Approach
Government State/Federal Marketing Activity
CAMPAIGN BASED ACTIVITY
BUSINESS AS USUAL ACTIVITY
Government Industry Website Update – PS & NS, Local Gov, Defence, citizenship, State and Federal Government Industry Website Update – PS & NS, Local Gov, Defence, citizenship, State and Federal
Government Case Studies - Written and VideoGovernment Case Studies - Written and Video
Quarterly Government NewslettersQuarterly Government Newsletters
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Partner Conference – State/Federal sessionPartner Conference – State/Federal session
Info Management Partner marketing support and
readiness
Info Management Partner marketing support and
readiness
Partner Public Sector Recruit & How to Buy Kit
Partner Public Sector Recruit & How to Buy Kit
Information Management (BPO aligned)
RMAA conference, Sydney
Government Vision collateral – Public Safety & National SecurityGovernment Vision collateral – Public Safety & National Security
Public sector data profiling – improve contact data to reach customers – Depth and Breadth, BDM customersPublic sector data profiling – improve contact data to reach customers – Depth and Breadth, BDM customers
How to buy for public sector
Govt BI roundtablesUC & Mobility in public
safety & national security
Case Management (CRM) partner & sales readiness, recruit
Case Management (CRM) partner & sales readiness, recruit
APCO conference, Sydney
UC/mobile Partner marketing support
UC/mobile Partner marketing support
Software + services partner recruit - public safety &
national security
Software + services partner recruit - public safety &
national security
Microsoft Resources for Partners
•Services Provision Fund for partners•Case studies•Access to segmentation and targeting research•POC funds for reference sites•Messaging support for industry and non-IT audience – eg Public Safety and National Security
•Leverage Microsoft and third party events•Industry Web sites – partners profiled
Partner Commitments
•Access $30M worth of SPF – unique to government, focused on big issues in government – more than EVER before
•Understand the issues in Government•Align with EPG Account teams and Specialist Sales and Partner teams – speak to your PAM
•Email [email protected]•Contact your PAM to build a government industry plan into your PSP
Q&A
