How To Sell To The Public Sector

Navigating the Maze
How to sell to the public sector
Adrian Farley
Chief Deputy CIO
State of California
[email protected]
Mapping the Public Sector market
Size of the market
Trends
Priorities
Opportunities
The Public Sector is a Large and Growing Market
 State and local governments currently spend more than $60

billion annually on IT.
 State of California spends >$2 billion annually on IT goods and
services.
 This market is expected to exceed $75 billion by 2011.
 Federal government spends more than $66 billion annually on

IT – almost even split between civilian and defense.
 The Recovery Act includes billions more for Health IT and
other tech related spending.
 Total Federal expenditures expected to exceed $80 billion by

2011.
Governments are leveraging the
power of Web 2.0 . . .
 State of California – agencies leveraging YouTube, Facebook,
Twitter and other Web 2.0 technologies to communicate with,
and engage the public.
 Focus is now on opportunities to realize real program value –
improved outcomes, better service at lower costs – through
Web 2.0 tools.
 Federal government entered into agreements with YouTube,
Flickr and others to enhance government services and
improve internal productivity.
 CIA using Facebook for recruitment.
 The State Department, the Defense Department and Federal
intelligence agencies are using Wikis for information sharing.
 Center for Disease Control has used multiple social media
platforms to educate and engage the public on health issues.
Policy Priorities for State CIOs
Consolidation: centralizing, consolidating services, operations, resources,
infrastructure
Shared Services: business models, sharing resources, services, infrastructure
Budget and Cost Control: managing budget reduction, strategies for savings,
reducing or avoiding costs, activity based costing
Security: security safeguards, enterprise policies, data protection, insider
threat
Electronic Records Management/Digital Preservation/E-discovery: strategies,
policies, legal issues, opportunities for shared services, emergency
preparedness
ERP Strategy: acquisition, implementation, expansion, upgrade
Green IT: policies, energy efficiency, power management, green
procurement, e-waste
Transparency: open government, performance measures and data,
accountability
Health Information Technology: assessment, partnering, implementation
Governance: improving IT governance, data governance
Tech Priorities for State CIOs
1. Virtualization (storage, computing, data center)
2. Document/Content/E-mail management (active, repository,
archiving, digital preservation)
3. Legacy application modernization and upgrade (ERP)
4. Networking, voice and data communications, unified
communications
5. Web 2.0 (services, collaboration technologies, social
computing)
6. Green IT technologies and solutions
7. Identity and access management
8. Geospatial analysis and Geographic Information Systems
(GIS)
9. Business Intelligence (BI) and analytics applications
10. Mobile workforce enablement
California’s Strategic IT Priorities
Enhancing technology reliability and security
Transforming government services through technology
Promoting public engagement and participation in

government
Leveraging information assets
Utilizing technology to reduce the cost of government

while promoting sustainable environmental practices
Improving government outcomes through collaboration

California’s Investment Focus
Ensuring that IT investments drive program efficiency
and effectiveness and improve the quality of
government services for Californians.
Facilitating improvements in internal business processes

and financial management through IT investments.
Linking IT investments to state and agency policy and

programmatic priorities.
Enhancing and promoting enterprise data sharing

through IT investments.
Opportunities
 As federal, state and local agencies increase their use of online
services to share information, there is a clear need for:
 Enhancing capabilities to assess comments and questions received
and organize and respond to them in a coherent way.
 Connecting users within a secure environment to share information
and common applications.
 Flexible tools to cluster and filter information and data to recognize
trends and prioritize people's concerns.
 Solutions to enable open government initiatives (e.g., data extraction) and
improve the performance of government programs (e.g., educational data
systems).
 Tailored solutions that are scalable and that can be deployed quickly.
 GIS
 Business Intelligence
 Transaction Processing
 Content and Relationship Management
 Case Management
 Social search
Opportunities
Frame your solution within the context of the priorities
and strategic plans and priorities of public sector CIOs
and other technology leaders.
Knowing where public sector CIOs are going and what
their “pain points” are will open doors and potential
opportunities.
Answer their questions before they ask them:
 Reliability
 Security
 Accessibility
 Cost saving potential
Resources
National Association of State CIOs (www.nascio.org)
State CIO – (cio.ca.gov)
Contracting opportunities:
 Federal Opportunities (www.fbo.gov)
 State & Local Opportunities (www.bidsync.com - multiple
state and local governments, including California)
 California procurement information (www.pd.dgs.ca.gov)
 California Multiple Award Schedule (
www.pd.dgs.ca.gov/cmas/default.htm)
 California Small Business and Disabled Veteran programs (
www.pd.dgs.ca.gov/smbus/default.htm)
Thank you
Contact info:
Adrian Farley
Chief Deputy CIO
State of California
[email protected]

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Navigating the Maze

How to sell to the public sector

 State and local governments currently spend more than $60

 This market is expected to exceed $75 billion by 2011.

 Federal government spends more than $66 billion annually on

 Total Federal expenditures expected to exceed $80 billion by

Transforming government services through technology

Promoting public engagement and participation in

Leveraging information assets

Utilizing technology to reduce the cost of government

Improving government outcomes through collaboration

Facilitating improvements in internal business processes

Linking IT investments to state and agency policy and

Enhancing and promoting enterprise data sharing

State CIO – (cio.ca.gov)

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