bluestar global locations jack feichtner, x4227 [email protected] matt mckinzie, x3320...
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BlueStar GlobalLocations
Jack Feichtner, [email protected]
Matt McKinzie, [email protected]
Randy Smith, [email protected]
Dan Miller, [email protected]
Scot Goodspeed, [email protected]
Gary Childress, [email protected]
Peggy Lane, [email protected]
Jason Firment, [email protected]
BlueStar Motorola Government Program Highlights
Bid Opportunities Federal, State and Local
Grant Writing Assistance Identify Grants within Government Verticals Find Applicable Solutions that focus on Compliance Education
Hardware Seeding Initiative focused on Mobility, WLAN, Air Defense, and RFID
Educational Webinar Series Government 101 and Grants 101 Vertical Focused Education, Federal Government Market Forecasts
Selling to State and Local Governments 101
February 17, 2011
Presented byJeff Webster
Agenda
State and Local Budget Process
State and Local Priorities
State and Local Procurement Process
Selling to the Government
State and Local Grants
State and Local Market conclusions and recommendations
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State and Local Budget Process
February 17, 2011 CONFIDENTIAL ©2011 Deltek, Inc. All Rights Reserved9
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Typical Budget Timeline
JULJUL AUGAUG SEPSEP OCTOCT NOVNOV DECDEC JANJAN FEBFEB MARMAR APRAPR MAYMAY JUNJUN
Executive Branch Legislative Branch
Budget guidelines sent to agencies
Agency requests submitted to governor
Agency requests reviewed by budget office
Governor finalizes budget recommendations
Legislature holds agency budget hearings
Legislature adopts budget
Governor submits budget to legislature
State Budget Deficits are Peaking
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Source: Center on Budget and Policy Priorities (CBPP)(as of May 27, 2010)
Expenditures
In FY 2010:
General fund expenditures were 7.3% lower than FY 2009 ($612.6b vs $660.9b)
In FY 2011:
35 states enacted higher general fund spending than FY 2010 36 states forecast lower general fund spending than FY 2008 Enacted budgets call for $645.1 billion in general fund spending, a 5.3%
increase from FY 2010
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Source: NGA Fall 2010 Fiscal Survey of the States
State and Local Priorities
February 17, 2011 CONFIDENTIAL ©2011 Deltek, Inc. All Rights Reserved13
Priority IT Initiatives (12-18 mos.)
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Priority IT Initiatives (18-36 mos.)
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State and Local Procurement Process
February 17, 2011 CONFIDENTIAL ©2011 Deltek, Inc. All Rights Reserved16
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Procurement Cycle
Develop Business Case
Get Funding
Analyze Requirements
Develop and Advertise Solicitation
Evaluate Proposals
Negotiate Contract
Announce Award
Deliver Solution
““Cone ofCone ofSilence”Silence”
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Purchasing Process
Every State has Its Own Procurement Code “How to do business with the State” document or website
Primary goals of procurement are to achieve best value through a fair and open competition.
Know your Customer Familiar with past contracts Budget cycle Study procurement code Open records Register
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Procurement of Technology Equipment and Services
CA
AK
HI
WA
OR
ID
NV
AZ
UT
NM
CO
WY
MT ND
SD
NE
KS
OK
TX
MN
IA
MO
AR
LA
WI
IL IN OHPA
VAWV
KY
TN
MS AL
FL
GA
SC
NC
ME
NY
MD
DE
NJ
CT
RI
MA
NH
VT
MI
IT Division Agencies Central Purchasing
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Preference Programs Set Asides
Defined by each state Some purchasing “set-aside” for special
types of businesses
Bidder Preferences
Gives weight in bid evaluations to vendors with in-state presence
SB = Small Business
MBE = Minority BusinessEnterprise
WBE = Woman-owned Business Enterprise
DBE = DisadvantagedBusiness Enterprise
HUB = Historically Underutilized Business
SB = Small Business
MBE = Minority BusinessEnterprise
WBE = Woman-owned Business Enterprise
DBE = DisadvantagedBusiness Enterprise
HUB = Historically Underutilized Business
Selling to the Government
February 17, 2011 CONFIDENTIAL ©2011 Deltek, Inc. All Rights Reserved21
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Focus and Replicate
You Can’t Be All Things to All Governments
Over 87,000 governments Some responsible for specialized services
Over 700 programs per state Generally less for localities
State & Local Fortunes Built a Few Million at a Time
Look for project wins you can replicate from government to government Federally funded Functions all governments perform
State and Local Grants Process
February 17, 2011 CONFIDENTIAL ©2011 Deltek, Inc. All Rights Reserved23
Grant Classifications & Sources of Information
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How does the federal grant process work?
Grant Classifications• Direct
• Pass-Through
Further Classifications• Competitive
• Formula
Sources of Grant Information• INPUT’s Grants Database• Grants.gov• Federal Register• Monthly Treasury Statements
for Grants Funding• Catalog of Federal Domestic
Assistance
Best practices and tips for applying and using grants
February 17, 2011 CONFIDENTIAL ©2011 Deltek, Inc. All Rights Reserved25
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Best Practices
Do not judge a grant by its title
Your project is important
look for a variety of funding sources
Keep focused
Goal of project Outcome of project
“Multi” projects
Grant management
Be realistic, clear, and specific
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Tips for applying
Get support from local officials
Read over previously awarded applications
Address goals
Short term Long term
Place the most important information at the top of the application
Editing mistakes can be deadly
MEET DEADLINES!
State and Local Market Forecast
February 17, 2011 CONFIDENTIAL ©2011 Deltek, Inc. All Rights Reserved28
IT Market will Slow to 3.0% CAGR
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Source: INPUT
IT Market Segments Remain Sluggish
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Source: INPUT
7 of 11 Market Verticals will Decline
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Source: INPUT
Conclusions and Recommendations
February 17, 2011 CONFIDENTIAL ©2011 Deltek, Inc. All Rights Reserved32
Conclusions
The business cycle is long and strenuous
Resources are stretched thin; agencies need help acquiring outside funds
The market is diverse and fragmented with a variety of different needs
The S&L market lags behind the Federal market when it comes to technology
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RecommendationsAlign short-term business development (BD) to governors’ priorities backed by
stimulus funds Mass transit efficiency and security Roadway tolling/congestion management Student/teacher performance tracking Green/alternative energy R&D Workforce Investment Act (WIA) technology Eliminating waste, fraud, and abuse
Keep an eye on long-run, non-stimulus priorities: K-12 school administrative consolidations Process and data integration for general government Regulatory reforms for job creation
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Recommendations (Cont’d.)Know what a “hard” ROI looks like.
IT investments must produce savings that can be 1) identified, 2) captured, and 3) re-allocated.
Support agencies in meeting compliance requirements.
Track agencies’ technology refresh cycles.
Lead by example in green.
Get to know the state deputy CIOs
Pay close attention to legislative activity.
Cast your net widely. Develop or expand your strategic teaming and reseller relationships to
maximize access to niche markets35
Michael D Sparks, 2011Michael D Sparks, 2011
S&L Government Channel IntroductionS&L Government Channel Introduction
AgendaAgenda
● National GCAM role
● Forecasting and Qualifying Government deals
● Best Practices
● Traps and Time Killers
● Coming Attractions
● Current Resources
The Good News…The Good News…
● Our solutions are needed► Improve services
► Control/reduce costs
► Save lives
● Resources are available now► Partner ecosystem
► GCAMs, GTAMs, tools, etc.
● We understand the technologies and solutions► Clipboard replacement, ADC, RFID
National GCAM RoleNational GCAM Role
● Drive initiatives that enable S&L Channel sales► CAM Education - Government solutions, best
practices and vertical markets
► Framework for partner collaboration
► Identify and promote key Application Partners, ISVs and Resellers
► Resource Matrix
● Government Sales Coach and Champion
● Plus Traditional ISV CAM role
Forecast and QualifyForecast and Qualify
● BAND► Budget – Does the customer have funding
available NOW?
► Authority – Do we have access and a relationship with the person(s) authorized to commit the funds?
► Need – Is there a defined business problem AND a defined ROI?
► Date – Is there a defined date when the PO will be submitted or solution needs to be installed?
● Add Process and Purchasing Vehicle
Purchasing VehiclesPurchasing Vehicles
● Local Authority► Every entity has specific thresholds
● Sole Source► Requires a specific and unique requirement
● Existing Contract► State, County or City IT
► Cooperative purchasing agreements
● RFP (Request for Purchase)► Add months and complexity to the process
► Can alter the solution and competitive landscape
Procurement and Funding ProcessProcurement and Funding Process
● Procurement/Funding Process► Rarely fully understood by IT
► The bigger the deal, the higher the complexity
► Several levels of approval– County/City board
– Legal
– Central IT authority
– Purchasing
– Central grant authority
● Ask, Ask and Ask again
Best PracticesBest Practices
● Pick partners with Government Expertise► Success requires commitment, patience and
understanding
► Application Partners (domain expertise)
► Dabblers rarely succeed
● Seek and develop local purchasing vehicles► Cooperative purchasing agreements
► State Contracts
► Cooperative purchase clause
Best PracticesBest Practices
● Vertical Focus - Specific Solutions with ROI► eCitation (Traffic, Parking, DOT)
► Inspections (Building, Health, Code Enforcement)
► First Responders (Triage, Patient Tracking, Asset Management)
► Identity Management (Rapid ID, Book & Release)
● Meet and Plan with your GTAM► Local demand generation
► Share domain expertise
► Look for Repeatable solutions
Traps and Time KillersTraps and Time Killers
● Interest is never a problem► Qualify, Qualify, Qualify
► Deal with the Business Decision Maker
► Focus on fundable and repeatable opportunities
● RFPs► Must be a good fit and not a “what if”
► Reseller responsibility
► Need Motorola unique specifications
● Competition comes from unlikely sources
Traps and Time KillersTraps and Time Killers
● Sales Cycles are much longer► Complex funding processes
► Complex purchasing process
► Sequential (linear) decision making process
► No clear cut Economic Decision Maker
● Government Time Frames► Work on an hourly basis
► Typically do not have production or productivity measurements and bonuses
Coming AttractionsComing Attractions
● Partner Collaboration Tools► Solution/Contract Matrix
► Guidelines and Best Practices
● Government Playbook► Contacts and Resources
► Vertical Market Guides
● Government Solution and Sales Training► Vertical Solutions
► Guidelines and Best Practice
Current ResourcesCurrent Resources
● Former GCAMS – “help a brother out”– Steve Davis and Matt Hester
● ISV Team
● EMS Gov Sales Team – See spreadsheet
● EMS Solutions Readiness Portal – https://channelsolutions.motorola.com
– See MRSolutions and Click2Demo at the bottom of the home page
● Grant Information– http://communities.motorola.com/community/govgrants
ConclusionConclusion
● We are fulfilling the mission in State and Local► Improving services, reducing costs and
contributing to the recovery of our economy
► Saving Lives!
● Dive in► Start now – long sales cycles
► S&L requires more diligence and patience
► Contact your GTAM and develop a plan
Q & A
Please type your question or comment into the Question panel provided and our event moderator will read your questions.
If we are unable to answer all questions in the time allotted, please fee free to email any additional questions to Peggy Lane at: [email protected] or call (800) 354-9779 EXT 3313
Thank you for attending today’s event!