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

Sales Strategy

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 McCluggagebill@laganview.com

@billmccluggage

+353 (0) 7717732533