Overview

Introduction

Despite agencies' efforts to develop constituent-centric service and adopt eGovernment strategies, the government market remains highly fragmented with significant barriers to entry. This brief offers advice to vendors developing go-to-market strategies for eGovernment solutions.

Scope

• Analysis of successful sales strategies currently used by vendors serving the eGovernment market
• Advice for eGovernment vendors looking to enter or expand their position in the government market
• Profiles of leading eGovernment vendors

Report Highlights

Vendors face a number of challenges as they develop go-to-market strategies for approaching governments. Building strong, ongoing relationships with stakeholders within government, partner vendors and prior clients will help vendors approach governments more easily.

Because the government market is also highly fragmented, there is no single eGovernment solution that will serve all customers. Offering hosted solutions, providing assistive technologies and bundling solutions are examples of methods vendors use to align their products to the needs of individual agencies.

Reasons to Purchase

• Validate your messaging and positioning in the government market
• Compare your sales strategies to those used by leading vendors in the market
• Incorporate current research into go-to-market approaches

• DATAMONITOR VIEW
  • CATALYST
  • SUMMARY
  • METHODOLOGY
• ANALYSIS
  • Success in the government market depends on strong, ongoing relationships
    • Champions support eGovernment strategies internally
    • Partnerships open new channels to government customers
    • Strong references help win potential customers
  • Effective eGovernment solutions are tailored to meet agency needs
    • Hosting is a cost-effective but less flexible option
    • eGovernment must serve all constituents
  • eGovernment vendors have developed a number of go-to-market approaches
    • Albion brings health and human services eligibility online
    • CIBER approaches eGovernment as a solution builder and integrator
    • EzGov focuses on online constituent transactions
    • Manatron targets property tax functions with eGovernment
    • Monster Government Solutions helps governments transform the hiring process
    • NIC uses a self-funded model to bring eGovernment to states
• ACTIONS
  • Market the solution to citizens and businesses
  • Be open to different funding models
  • Invest early for long-term success
• APPENDIX
  • Definitions
  • References
  • Extended methodology
  • Further reading
  • Ask the analyst
  • List of Figures
    • Figure 1: Vendors must build relationships with a diverse mix of stakeholders
    • Figure 2: SIs are the primary vendor channel for agencies developing eGovernment strategies
    • Figure 3: Governments value public sector experience over other vendor attributes