G-Cloud is the UK Government's initiative to bring suppliers and public sector buyers into closer contact with each other, making it easier for public bodies to adopt cloud services. Many companies therefore hoped G-Cloud would deliever new opportunities and more than 4,000 companies were named on the most recent iteration, G-Cloud 11.
But Tussell research reveals that 86% of supplierson G-Cloud 10 earnt no revenue through the framework in 2018. In the long term this will likely lead to frustration among suppliers who have invested resources getting listed on the framework, but haven't won any business from it.
To actually win business off the framework, suppliers are having to be smart and proactive – mapping the market, pre-engaging with prospects and identifying go-to-market partners.
Clearly, being listed on G-Cloud is not an alternative for having a business development strategy, so to help suppliers with this Tussell has produced a guide giving more background on G-Cloud ; pro-active steps which can be taken and how to improve win rate.
This report explores:
- The ever-growing amount spent through G-Cloud, broken down by category
- Top customers and suppliers in this heavily concentrated market
- The relatively high proportion of value going to SMEs
- 5 techniques to get on the front foot and win more business