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!

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

• [email protected]

• @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

http://www.fordway.com/

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

Desk

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

CO

NSIS

TEN

T

STANDARDISATION

Mobility

Security

Application Delivery

Service Delivery

Managed Cloud Services

Infrastructure as a Service

Platform as a Service

Desktop as a Service

DR/BC

YO

UR

HY

BR

IDM

IX

www.fordway.com

LET FORDWAY

RUN IT FOR YOU!

Service Management

Service Monitoring

Identity Management

Security Monitoring

Security Management

Patch Management

TAIL

ORED Azure

AWS

O365

SaaS

Private Cloud

MAN

AG

ED

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

2

3

4

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

© 2020 KHIPU Networks Limited. All Rights Reserved.

• 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

[email protected] @KhipuNetworks/ImayonTweets Khipu Networks

www.khipu-networks.com

Ashok SuppiahMitra Innovation

© Copyright Mitra Innovation Ltd. 2019

© Copyright Mitra Innovation Ltd. 2020 28

2019

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

2018

2017

2016

2012

2013

2014

2015Vote to leave the

European Union

COMMERCIAL IN CONFIDENCE © 2020 ADVICE CLOUD LTD

G-Cloud 11 Summit

Chris Farthing29th January 2020

COMMERCIAL IN CONFIDENCE © 2020 ADVICE CLOUD LTDCOMMERCIAL IN CONFIDENCE © 2020 ADVICE CLOUD LTD

Intro

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.


Next

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


Next

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


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)

https://www.gov.uk/guidance/g-cloud-buyers-guide

https://advice-cloud.co.uk/spend-data/gcloud-sales/

https://www.gov.uk/government/collections/emma-jones-small-business-crown-representative


Thank You!

CALL US:

0330 124 4224

www.advice-cloud.co.uk

EMAIL US:

[email protected]

WRITE TO US:

8 The Drive, Hove BN3 3JA

@AdviceCloud

/company/advice-cloud

Questions & Answers

Refreshments & Networking

Meet The Buyer Sessions

Lunch & Networking

Meet The Buyer Sessions

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