A Lesson in Process, Patience, Persistence
Paul J Karch
Chief Executive Officer
Gardant Global Inc.
paul.karch@gardantglobal.com
+1-866-855-3788
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• PROCESS
“a systematic series of actions directed to some end”
• Government / SLED Sales Success must be Process driven
• What are the elements that you need to address?
• The Process is critical to your company success 2

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• The Process of Government
• Funding
• Sessions
• Strategic Sourcing
• The Process of Industry
• Registrations
• New Solutions
• A Presence in the Locale
• The Process of Solutions
• Certifications
• Repeatable Solutions
• Cloud ( SAaS, PAaS, IAaS others)
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• More than $60 billion forecasted in 10,000+ state and local contract opportunities
• More than 1,000,000 state, local, and public education bid notifications
• More than $20 billion in annual spending across 14,700 individual term contracts.
• More than 300,000 verified state and local contacts
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• Total state tax revenue declined in the first quarter of 2014 by 0.3 percent relative to a year ago, before adjustments for inflation and legislated changes (such as changes in tax rates).
• The individual income tax also showed a decline at 1.2 percent, while the sales tax and corporate income tax grew by 1.7 and 1.4 percent, respectively.
• The Plains region showed the largest declines at 5.4 percent, followed by the Far West region at 4 percent. The Mid-Atlantic and
Great Lakes regions also showed declines in total state collections at
1.0 and 0.5 percent, respectively.
• The remaining regions showed growth in state collections, with
Rocky Mountain states reporting the greatest growth at 6.4 percent.
Preliminary figures collected by the Rockefeller Institute for the April-June quarter of 2014 indicate that collections in personal income tax revenues declined.
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State Legislative Sessions October 2014
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• Fulfillment will not last
• Lead by Solution
• Solutions are defined and budgeted when
Legislatures are out of Session
• Solutions are funded during Session
• Develop and design your offerings with the state agencies
• Target and Focus
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• Over 9000 state term contracts with over 12 million priced line items
• E-RATE is Strategic Sourcing
• WSCA for all
• PEPPM
• MiCTA
• GSA Schedule 70
• Others
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• OEMS
• Value Added Resellers
• Certified by the State as a provider
• Less unique vendors
• Less potential to break in
• Example
• Illinois has 55 unique qualified vendors
• Florida has 536
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TX Strategic Sourcing Initiative Saves More Than $134M
The Comptroller’s Strategic Sourcing initiative has realized savings across more than a dozen state contracts. The savings have been found by analyzing commonly purchased goods and services and developing new contracts to secure better prices, as well as monitoring vendor performance to achieve long-term cost savings.
Strategic Sourcing Cost Savings/Cost Avoidance Analysis (Conservative Approach)
Category
Road Aggregate
Food
Fleet
Energy
Management
Office Equipment
Mail Services
Traffic Control
Devices
Travel Services
Charge Cards
Merchant Card
Services
Mail Equipment*
Office Supplies*
Grand Totals
Verified as of (Date)
4/30/2014
4/30/2014
4/30/2014
Analyzed Spent
($Millions)
$1,086.82
$424.10
$281.48
4/30/2014 $56.12
8/31/2013
4/30/2014
4/30/2014
$46.05
$54.08
$49.34
4/30/2014
4/30/2014
4/30/2014
$2.85
$20.47
$1.98
4/30/2014
4/30/2014
$18.85
$29.63
$2,071.77
Realized Savings
($Millions)
$68.98
$16.06
$4.38
$14.67
$10.59
$21.49
$8.11
$0.59
$8.89
$0.70
$3.54
$5.54
$163.54
Realized Savings (%)
6.0%
Change Since
8/31/2013
$9.08
3.6%
1.5%
$9.23
($1.36)
20.7% $6.56
18.7%
28.4%
14.1%
$0.00
$0.53
$1.94
17.2%
30.3%
26.1%
$0.04
$2.14
$0.15
15.8%
15.8%
7.3%
$0.27
$0.58
$29.16
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Identify the Strategic Plan for the State of Texas 2015 -2019
Instructions for Technology Resources Planning Section of the 2015–2019 Agency Strategic Plan
Planning for technology resources is a key component of the strategic planning process. Statewide and agency planning provides a roadmap for the implementation of enterprise and agency-specific technology solutions that will result in more efficient expenditure of limited resources and more effective delivery of services to Texas citizens and agency constituents.
TECHNOLOGY INITIATIVE ASSESSMENT AND ALIGNMENT
“Technology Initiative Assessment and Alignment” describes how technology will be deployed within the agency to address its organizational objectives. For the purpose of this section, a technology initiative is defined as a current or planned activity that will improve, expand, or significantly change the way information technology (hardware, software, services) is used to support one or more agency objectives. A technology initiative may correspond to one or more projects in the agency’s Information Technology Detail or Biennial
Operating Plan, or it may not be specifically referenced as a project.
http://www.dir.texas.gov/management/strategy/Pages/ASPs-TechnologyResourcesPlanning.aspx#instructions
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Identify the Strategic Plan for the State of Texas 2015 -2019
For each of the agency’s current or planned technology initiatives, provide the following information
1. Initiative Name: Name of the technology initiative.
2. Initiative Description: Brief description of the technology initiative.
3. Associated Project(s): Name and status of current or planned project(s), if any, that support the technology initiative and that will be included in agency’s Information Technology Detail.
4. Agency Objective(s): Identify the agency objective(s) that the technology initiative supports.
5. Statewide Technology Priority(ies): Identify the statewide technology priority or priorities the technology initiative aligns with, if any.
a) Security and Privacy b) Cloud Services c) Legacy Applications d) Business Continuity e) IT Workforce f) Virtualization g) Data Management h) Mobility i) Network
6. Anticipated Benefit(s): Identify the benefits to the agency, the state, and citizens/customers that are expected to be gained through the technology initiative. Types of benefits include: a) Operational efficiencies (time, cost, productivity, reduced error rate) b) Citizen/customer satisfaction (service delivery quality, cycle time, cost, mobility, accessibility) c) Security improvements d) Foundation for future operational improvements (including legacy system modernization) e) Compliance (required by State/Federal laws or regulations)
7. Capabilities or Barriers: Describe current agency capabilities or barriers that may advance or impede the agency’s ability to successfully implement the technology initiative.
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The Ultimate Strategic
Sourcing Vehicles… GSA
Source Deltek
• Under the Cooperative Purchasing Program, state and local government entities may purchase a variety of IT products, software, and services from contracts awarded under GSA Federal Supply Schedule 70, Information Technology, as well as from contracts under the Consolidated (formerly Corporate Contracts)
Schedule containing IT special item numbers.
• Only a handful of states purchase directly off of Schedule 70; states can most often achieve competitive pricing through their own term contracts and avoid
GSA’s industrial fee.
• Local governments, K-12, and higher education organizations are historically more receptive to GSA Schedule 70 for the administrative and time savings, and leveraged pricing.
• California, New Mexico and Texas negotiate contracts based on GSA Schedules.
• Florida, the District of Columbia (open to all federal contracts), Georgia, New
York City, and Ohio governments all proactively leverage Schedule 70 contracts.
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• Patience and Understanding is lost in today’s SLED Sales
Environment
• Millennials, the Establishment and You!
• Unreasonable Expectations
• Return on Investment
• 12 – 18 month sales cycle
• Expectation of Company
• Solution Direction
• Demographic
• Expectation of Sales
• The State and Local Agenda
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• Online Catalogs
• Social Media
• Look to Market using new methods
• Participate in Bids – Work can be Painful
• Develop a Standardized Proposal Baseline
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The Role of Industry, the SLED
Market and the Millennial
• Patience
• The SLED Market is not for the Millennial Sales Person
• Bridging the Gap between the Millennial and the Establishment
• Long-term planning with Short term results
• No Immediate Return
• Expectations must change especially for the new players
• Realize that speed of business is the value proposition for
Government, the citizens and the Millennials
• Strategic Sourcing and Cooperative agreements are a fast go to market for all parties
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• Going to Market is painful
• Locations
• Are you in the State Capital?
• Goals and Objectives
• Your Company
• Your Offerings
• Can you bridge the Solution Gap or are you a leader in your space?
• How creative is your technology team?
• Your Product Suppliers
• Use your OEMs…They have to be included or
• Develop your own specific spin on solutions
• The State
• The Local Jurisdiction
• The Municipality 22

• Security and Privacy
• Cloud Services
• Legacy Application migration
• Business Continuity
• IT Workforce
• Virtualization
• Data Management
• Mobility
• Network 23

5 Upcoming Initiatives
• Oklahoma – IT Staffing Services – Q1 2015
• 15 high level categories including services for
• Infrastructure
• Data Processing
• Computer Help Desk
• Software Maintenance
• Security Design
• Other
• 60 current vendors
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5 Upcoming Initiatives
• Massachusetts Software – Q4 2014
• 5 NE States can purchase off of this contract
• Incumbents are
• DELL
• En Pointe
• SHI International
• $150M
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5 Upcoming Initiatives
• Georgia Multifunctional Devices – Q4 2014
• Existing Contract expires May 2015
• Mandatory use by State agencies
• Incumbents are
• XEROX
• SHARP
• RICOH
• CANON
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5 Upcoming Initiatives
• Virginia – Networking Equipment and Services – Q1 2015
• Mandatory Contract for State agencies
• Optional for others
• Reseller contracts for
• Avaya
• Brocade
• CISCO
• HP
• Others
• Current Vendors include
• Knowledge Information Systems
• Electronic Systems Inc.
• Eastern Data
• DISYS Solutions
• Davis Associates
• DALY Computers
• Carousel Industries
• Avaya Inc.
• Enterasys 27

5 Upcoming Initiatives
• New York IT Services / Software / Hardware
– Q4 2014, Q1 2015
• Umbrella Contract Approach
• Project Based IT Services based on size of company
• Manufacturer Based Hardware and Software
• Reseller Based Hardware and Software
• Very interesting approach and if successful may be endorsed by other states
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• Florida Term
• Maryland CATS
• State of Washington IT Professional
Services
• Massachusetts IT Staffing
• Delaware IT Equipment
• WSCA Software VAR
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• Health IT
• Mobility
• Cyber Security
• Cloud
• Big Data
• Collected by Local Governments, State and Federal
• Analytics
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• Focus
• Location
• Millennials
• Process
• Patience
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Thank You!
Paul J Karch paul.karch@gardantglobal.com
1-866-855-3788
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