With G-Cloud 11 applications now open, we thought it would be a good opportunity to delve a bit deeper into this, often mis-understood, area of the market for UK resellers. Even for those with years of experience, the Government Framework has seen some interesting developments over the last couple of years - Are we really maximising the opportunity to sell in the Digital Marketplace?
A quick snapshot for those new to G-Cloud
The UK government G-Cloud programme was created to change how IT is perceived and used across the Public Sector. Providing a Digital Marketplace as a publicly accessible portal, created from agreements between the UK government and many service providers, which side-steps the need for Public Sector organisations to enter the full tender process.
The basic concept is that buying services through frameworks is faster and cheaper than entering into individual procurement contracts. Buyers and suppliers still need to sign a contract (or ‘call-off contract’) for each service bought through a framework and the G-Cloud framework is usually given an update every six to nine months.
We know that you’re short of time, so here are just two simple ways to get started with your G-Cloud sales push.
1. Start using the available sales data
The Crown Commercial Service publish a wealth of sales data. It’s often a case of how to find it and manipulating the information to our advantage.
For example, in 2018/19 to date, 1653 public sector customers have bought from 1420 approved suppliers through the Digital Marketplace. A total spend of 1.35bn so far, with SME suppliers taking nearly 41% of the business. Dive further into the data and you can start to see who is buying from who… a great way to identify competitors and prospect accounts to target in your next marketing campaign.
Take a look for yourself or talk to the Marathon team on 020 8239 1000 and we’ll be happy to take you through the key insights from the published data.
2. Sell more through Catalogues
Did you know that Marathon Professional Services are G-Cloud approved Sub Contractors and can apply for opportunities, that are procured through that route, on your behalf?
In a majority of cases, public sector customers won’t need to go to tender and can buy directly (and a lot quicker), through approved purchasing catalogues. This applies particularly for smaller value requirements, but it is entirely at the discretion of each organisation as to which route they choose to purchase - even for very large value projects.
Encouraging customers and prospects to use these purchasing frameworks makes it easier to ring-fence the opportunity and extend the range of products and services you sell. And the client should find that procurement timescales, when compared to traditional tendering, is significantly reduced and less onerous.
Talk to the Marathon team for more information on 020 8239 1000 and look out for our Pocket guide to G-Cloud Sales in the coming weeks.