Juliet Morris -...

Juliet MorrisHost & Journalist

Herman Nel & Mark Tooke

Crown Commercial Service

Georgina MaratheftisHead of Local Public Services, tech UK

G-Cloud Summit

The tech trade association, representing 850 tech suppliers. With two thirds being SMEs.

Championing:

- Eco-system approach

- Partnering & networking across industry and local government

- Early market engagement

- Collaboration

Who we are Mission

Helping to create the conditions for meaningful transformation and enable improved collaboration between industry and public sector to ultimately improve the outcomes of citizens and create places where citizens want to live, work, thrive and feel safe.

Over 4,000 suppliers named on currentG-Cloud agreement.

Over 90% of all suppliers are SMEs

According to Tussell, the first G-Cloud framework in 2012 to the end of 2018, a combined £4.1bn hasbeen spent through its 10 iterations of G-Cloud.

With 44% of this awarded to SMEs according to Advice Cloud.

BUT wider public sector spend remains low.

Do you think that the G-Cloud Framework has helped SMEs access the public sector market?

techUK’s Procuring for Innovation and Growth report identified that the lack of pre-procurement industry engagement, a sub-optimal understanding of how smaller businesses can address public sector needs, and the difficulty in sharing good practice were all highlighted as areas that, if remedied, could make a real difference to SMEs.

The public sector needs to harness the expertise and innovation that SMEs can bring in order to ensure that public service delivery keeps pace with demand and expectations.

Market Engagement

Recommendations

1. Encourage Government buyers to drive more procurement through the Digital Marketplace

2. Adopt a more strategic approach to market engagement and engage with industry outside the procurement cycle

3. Develop understanding of SMEs and how to work with them

4. Foster the partnership ecosystem

5. Evangelise through your networks

techUK launched a survey to better understand local authority procurement process when

purchasing a digital service/technology and would love it if you could complete the short

survey: https://www.surveymonkey.co.uk/r/SLPLDKX

We know that procurement processes can vary significantly between local authorities and we

are keen to understand internal processes and behaviours. In doing this, we hope to enable

industry to better engage with local government as well as create a level playing field for

SMEs, whilst ensuring councils get the most appropriate and competitive solutions for them

and their users.

We welcome hearing from all those involved in the procurement process – from digital leads to

commissioning to procurement.

We want to hear from you!

• Georgina.Maratheftis@techUK.org

• @GeorginaMarath @techUK

• 020 7331 2029

Thank You & Get in touch!

Marc Meyer-HübnerFordway

www.fordway.com Cloud Services. Excellence Delivered

Your Trusted

Partner in Digital

Transformation

Marc Meyer-Hübner

When Experience Matters…

Cloud Services. Excellence Delivered

Making sure your IT services work

and continue to meet your evolving

needs becomes our responsibility.

500+Transformation

Projects

28+Years

Experience

24x7UK Service

2x Tier 4UK Data

Centres

7Recognised Industry

Standards

50+UK Public Sector

Customers

Top 30 G-Cloud SupplierHaving transacted over £17 million through the framework

www.fordway.com

Accreditations, Information Assurance and Working Standards

• HM Government G-Cloud

Supplier since 2012

• Services architected to meet

OFFICIAL-SENSITIVE/IL3

• ITIL - Prince2 - Skills for the

Information Age ISO 9001 1400127001 20000

www.fordway.com

www.fordway.com Cloud Services. Excellence Delivered

Cloud Specialist

CONSULTANCY

to get you to cloud

Cloud Readiness

Cloud Intermediation

Data Storage &Tiering

Security Bridging & Compliance

Migration

Application Migration

STANDARDISATION

Mobility

Security

Application Delivery

Service Delivery

Managed Cloud Services

Infrastructure as a Service

Platform as a Service

Desktop as a Service

www.fordway.com

LET FORDWAY

RUN IT FOR YOU!

Service Management

Service Monitoring

Identity Management

Security Monitoring

Security Management

Patch Management

ORED Azure

Private Cloud

OUTCOMES

IT as a Service✓ Portal

✓ Service Desk

✓ Monitoring

✓ Service Management

Onboarding Experience

Tendor Response

Handover to Project Team

Project Initiation

Project Planning

Project Mgt and Delivery

Handover to Service Teams

www.fordway.com

We’ll be talking about this more in our round table meetings!

Why Customers Choose Us

Bespoke service delivering business priorities1

Extensive experience and capabilities

Services offered and security accreditations

Responsiveness and quality of service

94%of customers say

we exceed

requirements 88%of customers say

we achieve

desired

outcomes

88%of customers say

we understand

requirements

www.fordway.com

Imayon PragadishKHIPU Networks

• Founded in 2005 & privately owned

• Identified the need for secure network access “BYOD”

• UK/I, SA & international coverage

INTERNATIONAL CYBER SECURITY COMPANY

• Round the clock network & security operation services

• Pro-active support “KARMA” & managed services

• Project, service delivery & account management teams

Outstanding customer satisfaction

• Customer references across all sectors

• Year on year growth

• Over 500 customers globally

PROVEN BUSINESS

• Quality assured: ISO9001, 27001, 14011 & OHSA 18001

• Highest partner, support & technical accreditations

• Extensive investment in training & development

CERTIFIED TO DELIVER

Who are we?

Awards

Network Security Provider (8 years of service)

By Royal Appointment to Her Majesty the Queen

Managed Security Service ProviderGartner Recognised “Notable Vendor”

Security Partner of the Year 2018

Partner of the Year 2014

Clearpass Project of the Year 2015

HPE Aruba Networks

Global Partner of the Year 2009, 2012, 2013 & 2016Bradford Networks/FortiNAC

Vulnerability Assessment Service (2016 to 2020)

Simulated Phishing & Associated Training (2017 to 2021)

Jisc Single Supplier Framework

Technical Partner of the Year 2018, 2019Support Partner of the Year 2016

Cyber Security Partner of the Year 2013

Public Sector Partner of the Year 2016

Palo Alto NetworksPartner of the Year 2008, 2011, 2015 & 2016

Global Unified Access Partner of the Year 2015

Data Project of the Year 2015

Alcatel-Lucent

Secure Access- Complete Visibility-Total Control

• Vulnerability Management: Patch your Un-Patchable Servers

• Simulated Phishing Exercise and Security Awareness Training

• Perimeter Next Generation Firewall Security with Cloud Security Services

• Email Security/Office365/Azure/ AWS and Google G-Suite Security Assessment

• True Next Generation SIEM Solution: User and Entity Behaviour Analytics (UEBA)

• Cloud based Advanced Endpoint/DDI Security and Assessment Services

• Drone Alert and Lower Airspace Security Assessment

• Cloud Managed Wi-Fi 6/SD-WAN Services

• Managed RADIUS Platform "shared-services" Govroam, GovWiFi and eduroam Services

• Managed Services/MSSP/ Pro-Active Network Monitoring Services

Public Sector Procurement Frameworks

Strategic Customers

THANK YOU, ANY QUESTIONS

imai@khipu-networks.com @KhipuNetworks/ImayonTweets Khipu Networks

www.khipu-networks.com

Ashok SuppiahMitra Innovation

Scottish independence

referendum

Conservatives win

general election

EU referendum

proposed

Britain hosts 2012

Summer Olympics

Cambridge Analytica

data breach

Hung parliament

in general election

Conservatives win

General Election

2015Vote to leave the

European Union

G-Cloud 11 Summit

Chris Farthing29th January 2020

Who are Advice Cloud

Some of our recent Private Sector Clients

Public Sector Clients

Our (clients) Successes

With a 100% success rate on all

Frameworks (17 to date)

200+Clients successfully

listed across all

frameworks

300+Services

successfully listed

across all

frameworks.

£420mCumulative

business won by

our clients across

GC & DOS

75% of our clients are

SME’s.

7 years of using G-Cloud

7 years of G-Cloud

• Pre market engagement

• Standard commodity buying

• Complex multi supplier delivery

• Negotiation tool (outside of call off)

• Supplier references

Myth-busting

Myth 1

It’s only for Central Government

Myth 2

You can’t buy hardware

Myth 3

Cloud support (Lot 3) can only be bought when buying a Lot 1 or 2 service

Myth 4

It’s only for the big suppliers

Myth 6

You can’t negotiate contracts / pricing

Myth 7

You can’t extend contracts past 2 years

Myth 8

It’s too difficult to get suppliers down to manageable no’s

Myth 9

CCS has done the financial evaluation at the FW level

Myth 10

I need to observe the standstill period on a G-Cloud call off

Myth 11

I don’t need to provide feedback

Myth 12

I need to get 3/5/7 quotes etc

Myth 13

My contract would be “too big” for the framework

Myth 14

Contract Termination

And finally…..

Top tips

• G-Cloud Buyers Guide• G-Cloud Sales Figures• CCS Webinars • Have a play about - use the thing!• Talk to your (potential) suppliers upfront• Talk to procurement early• Involve lawyers early!• Talk to others who’ve used it • Talk to your facilities people (utilities/consumption based

invoicing)

Thank You!

CALL US:

0330 124 4224

www.advice-cloud.co.uk

EMAIL US:

gcloud@advice-cloud.co.uk

WRITE TO US:

8 The Drive, Hove BN3 3JA

@AdviceCloud

/company/advice-cloud

Questions & Answers

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