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Enterprise Ireland G-Cloud seminar 19 May 2015: Roger Newman, Denove

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How to gain an effective listing

Confidential 3Our G-Cloud Track record

● Manage and optimise multiple G-Cloud portfolios on behalf od clients;

● Helped to win one of the three largest IaaS contracts awarded thus far;

● Of our ~20SME Technology clients, one is in the top 10 suppliers and two are in the top 30 – beating Accenture, Unisys, Deloitte, CGI, Quinetiq, Civica, Steria, E&Y, NTT etc…

Confidential 4Registering your services

● Simple process● Can be accomplished in a few hours● Cannot fail to get listed

Confidential 5Check that your service fits into one of the four lots

4 Lots

IaaS PaaS SaaS Specialist Cloud Services

Defined by the U. S Department of Commerce, National Institute of Standards and Technology

(“NIST”) Defined by CCS

Specifically excluded:Co-Location ServicesNon-Cloud related services/ consultancyNon-Cloud related bespoke digital project build services to support software development

Confidential 6Keep an eye out for the next registration point

● Mid/Late May (G-Cloud 6 was 11/11/14)● Register on https://crowncommercialservice.bravosolution.co.uk/web/login.shtml

– Standard info + DUNNS number– http://salesmarketing.dnb.co.uk/find_my_company/

● Consider keeping up to date via: https://digitalmarketplace.blog.gov.uk/2014/11/06/g-cloud-6-time-for-submissions/ and twitter @GOVUKdigimkt

Confidential 7Express an interest

Confidential 8Two Portals, two stages

CCS PortalOne submission covering:● Standard company information

Service Submission PortalMultiple submissions (as many as you need) covering:● Service Name● Brief service description● Up to 10 service features● Up to 10 service benefits● Select Service attributes ● Security questionnaire● Your T&C● Rate Card● SFIA rate card● Service Definition (brochure)

Confidential 9The Service Definition

● An overview of the G-Cloud Service (functional, non functional);● Information assurance – Impact Level (IL) at which the G-Cloud Service is accredited to hold and process

information;● Details of the level of backup/restore and disaster recovery that will be provided;● On-boarding and Off-boarding processes/scope etc.;● Pricing (including unit prices, volume discounts (if any), data extraction etc.)● Service management details;● Service constraints (e.g. maintenance windows, level of customisation permitted, schedule for

deprecation of functionality/features etc.);● Service Levels (e.g. performance, availability, support hours, severity definitions etc.);● Financial recompense model for not meeting service levels;● Training;● Ordering and invoicing process;● Termination terms:

• By consumers (i.e. consumption); and• By the Supplier (removal of the G-Cloud Service);

● Data restoration / service migration;● Consumer responsibilities;● Technical requirements (service dependencies and detailed technical interfaces, e.g. client side

requirements, bandwidth/latency requirements etc.); and● Details of any trial service available.

To be reviewed when

G-Cloud vii is issued

Confidential 10Elements to be aware of

● Everybody can see your listing● You cannot (easily) change your listing● You can revise your prices downward but not up.● Contractual:

– Max 24 months for each call-off contract– Client termination for convenience– Client satisfaction data may be published– 0.5% of sales framework commission to CCS– Monthly sales data reporting obligation

Confidential 11Now the hard bit

● Over 50% of suppliers have not won any business through the G-Cloud

Confidential 12The actual Buying process

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This way This way?Or

Confidential 13Step 1

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● You need to be found so:– Research the most likely service names– Research what others are saying in their Features and Benefits– Research your competitors using the various filters– Consider multiple listings for various titles and packages of titles

Confidential 14Step 2

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● You need to win so:– Research your competitors prices, T&C, Service Definition

and improve on them

Confidential 15Transparency

Your pricing and service specifications will be visible to everybody (including your competitors)

Service Pricing.pdf

Confidential 16The official buying process