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Helping Tech Sales & Marketing Professionals Sell To Government

Luli Adeyemo
Luli Adeyemo

www.linkedin.com/in/luliadeyemo

For many years now I had conversations with sales and marketing teams who use large amounts of their already stretched resources to create solid sales and marketing strategies to meet their KPIs. I have also, in the past worked with industry associations hosting events for technology innovators and Government representatives to get them to work together to ensure that everyone gets a fair outcome, a sort of match-making session.

Challenges still exist, and those of you who know me, know that I am enthusiastic about the power of data insights to drive successful marketing and sales campaigns.

That is why I have decided to host a series of four insightful 15-minute discussions with an expert Government sales executive who has designed a government market intelligence platform that helps tech sales and marketing teams use real data insights for successful outcomes.

We all know that data-driven insights are the only robust method to ensure success, a recent Gartner study revealed that Government attributes 68% of tech buying process delays to a lack of specific information from the technology provider. I am surprised by this result, and I am sure there are many of you who disagree with this percentage.

Selling to Government is not an easy task, but with the right information and strategies, it can be a successful and profitable endeavour.

The aim of these discussions is to provide sales and marketing with actionable insights and tips that they can take back to their organisations and use to improve their success in selling to Government. Even if you cannot attend the live sessions, we will send you the recording and summary from each discussion, so you can still benefit from the information shared.

During our discussion series, we will explore how Tendertrace’s data insights can help technology companies navigate the complex and often frustrating process of selling into Government.

For many years now I had conversations with sales and marketing teams who use large amounts of their already stretched resources to create solid sales and marketing strategies to meet their KPIs. I have also, in the past worked with industry associations hosting events for technology innovators and Government representatives to get them to work together to ensure that everyone gets a fair outcome, a sort of match-making session.

Challenges still exist, and those of you who know me, know that I am enthusiastic about the power of data insights to drive successful marketing and sales campaigns.

That is why I have decided to host a series of four insightful 15-minute discussions with an expert Government sales executive who has designed a government market intelligence platform that helps tech sales and marketing teams use real data insights for successful outcomes.

We all know that data-driven insights are the only robust method to ensure success, a recent Gartner study revealed that Government attributes 68% of tech buying process delays to a lack of specific information from the technology provider. I am surprised by this result, and I am sure there are many of you who disagree with this percentage.

For many years now I had conversations with sales and marketing teams who use large amounts of their already stretched resources to create solid sales and marketing strategies to meet their KPIs. I have also, in the past worked with industry associations hosting events for technology innovators and Government representatives to get them to work together to ensure that everyone gets a fair outcome, a sort of match-making session.

Challenges still exist, and those of you who know me, know that I am enthusiastic about the power of data insights to drive successful marketing and sales campaigns.

That is why I have decided to host a series of four insightful 15-minute discussions with an expert Government sales executive who has designed a government market intelligence platform that helps tech sales and marketing teams use real data insights for successful outcomes.

We all know that data-driven insights are the only robust method to ensure success, a recent Gartner study revealed that Government attributes 68% of tech buying process delays to a lack of specific information from the technology provider. I am surprised by this result, and I am sure there are many of you who disagree with this percentage.

There are four sessions

10th May @5pm
Are you tired of not hitting the mark with Government buying teams when it comes to selling tech? Read more…

Dates to be released for the following sessions shortly, to receive updates please follow Tendertrace on LinkedIN.

How are tech sales and marketing professionals staying ahead of competitors when it comes to the Australian Government selecting cyber security solutions? Read more…

Why selling digital transformation services to the Australian Government requires a deep understanding of their ever-changing tech buying patterns. Read more…

Government Data centre and cloud service providers must be able to sell effectively into legacy infrastructure, how can data insights help drive this

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Featured Government Healthcare News SMB Technology

Government as a Buyer, Government as a User

I was keen to moderate this panel as many of my technology clients struggle with the Government procurement process, often making it extremely resourcing draining, especially for those in the SMB tech sector, who may not have the resources to stick with it, unlike the big tech players in the market.

 I experienced much needed optimism at the launch of The Innovation Papers in Canberra, they are full of policy ideas and inspiration for Australian industry policy.  I was delighted to be one of the contributors with a focus on embracing workplace diversity to build a strong economy,  you can pick up a copy here.

Throughout the event I observed an organic and unofficial theme of collaboration, which aligns with what I’ve always thought, multi-disciplinary collaboration is what is needed on a state and local level with many stakeholders to improve collaboration between the industry and Government.

The Innovation Papers does exactly that, it brings people from all corners of the industry with diverse backgrounds to share insights and ideas to ignite real action.

I moderated a panel with three contributors of The Innovation Papers;

  • Dr Lesley Seebeck, ANU, Moving beyond (just) delivery
  • Catherine Thompson, Hypereal, The digital marketplace and procurement reform
  • Marina Yastreboff, Australian Society for Computers and the Law, Rules as Code – Challenges and opportunities for lawmakers

I recommend you listen to the full 13 minute discussion, below I summarise some key points that stood out for me.

What is the one thing we can do to campaign for that impact and change that we need?

  • Catherine Thompson choose public accountability,  essential to have dialogue and understand why decisions are taking place.
  • Dr Lesley Seebeck urges Government to publish every bit of data and track it. She mentioned she was aware of community groups effectively doing this right now.
  • Marina Yastreboff recommends to make our laws and rules understandable and interrogate and promote a participatory democracy.
VIEW RECORDING HERE

Having conversations such as these especially in Canberra will bring these issues to the fore and I’m very happy to support this, other points I picked up during the discussion include.

  • Make Government data transparent and make it accurate to enable more informed debates.
  • The mindset needs to shift from bureaucracy. We must deliver economic and social outcomes that lead to better a government and better wellbeing for people in communities.
  • Rules as code, the concept of writing digital government rules, legislation, regulation, standards, and policy is an opportunity to build better ways to consult the public and explain how the rules will work.
  • We need Government to lead and modernise its IT effort so it supports democracy, it’s a marathon and not sprint and should not fit in with election cycles.  Dr Lesley Seebeck did a tremendous job outlining four key areas of change, to learn more about them, please watch the recording.
VIEW RECORDING HERE

The Innovation Papers: Part 6 – Panel. Dr Lesley Seebeck, Cath Thompson, Marina Yastreboff and Luli Adeyemo

Embrace workplace diversity to build a stronger economy

With the latest Census data showing Australia to be more culturally diverse than ever, leaders in the public and private sectors now face one of the nation’s most significant and pressing challenges – achieving workplace diversity...
READ NOW
Luli Adeyemo
Luli Adeyemo

Founder & Managing Director, Best Case Scenario | Director, TechDiversity Foundation

About Best Case Scenario

Founded in 2007, Best Case Scenario create business opportunities to empower change-makers. They believe in the power of people to create meaningful change. They leverage strong relationships within the Technology, Government, Financial and Health sector to bring the right people together to have meaningful conversations. They work with ambitious companies to help them grow and achieve outstanding results.

Connect direct with Best Case Scenario’s Founder and Director, Luli Adeyemo at luli@bestcasescenario.com.au

Categories
Government Healthcare News Technology

Real Data Insights Driving Healthcare and Government Engagement

Marketing technology innovations to Healthcare and Government audiences can be tricky. Thankfully, the message of harnessing technology for better patient outcomes and better citizen experience strongly resonates beyond the IT community.  Today, this message is more meaningful to key stakeholders within Government and Healthcare. However, cutting through this message to open up growth opportunities for technology innovators to engage with technology buyers within these sectors remains a challenge. 

Energise Engagement with Healthcare Buyers

Access Case Study

The objective of our client was to create new and maintain meaningful engagements with healthcare technology buyers and influencers.
Click Here

We have had many conversations with overseas technology innovators looking to expand to Australia, and the writing is on the wall; both sectors plan to increase investment in technology.

According to the HIMSS Future of Healthcare Report, 80% of healthcare providers plan to increase investment in technology and digital solutions over the next five years. 

Last year it was announced the Digital Transformation Agency (DTA), will receive an additional AU$ 59 million over four years to continue to provide enhanced digital and IT oversight and advice. Their mission is to drive and secure the Australian Government’s investment in Australia’s digital future.

How can technology innovators harness this investment?

The most common pain point for technology marketers from our experience is engagement at the top to middle of the funnel – from creating awareness, initiating engagement, and maintaining meaningful engagement to guide audiences through the funnel, transitioning into loyal customers.

We’ve seen the most effective engagement campaigns driven by real data insights. What does this mean?

A lot has happened over the past two years within Government and Healthcare and understanding these changes through data insights on customers, markets, and industries will pinpoint the most productive allocation of marketing budget to effectively craft and personalise messages that engage audiences.

An close up image someone taking notes in a strategy meeting

Our own technology clients appreciate the power of data-driven insights for marketing purposes, with 64% of marketers surveyed stating they ‘strongly agree’ data-driven marketing is crucial to their companies, according to research by CMO by Adobe.

In 2021, our client engagement programs aimed at Healthcare and Government initiated with research and the collection and interpretation of data to shape audience engagement campaigns. This then enabled us to build buyer personas and create targeted content, and off the back of these insights present findings to both sales and marketing.

It’s not surprising the most popular marketing offerings to our technology clients in 2021 included:

  • Technology user research in Healthcare, FSI and Government
  • Sales and Marketing Alignment Workshops
  • Buyer Persona Creation
  • Targeted Content Creation

Healthcare and Government Stakeholder Engagement

Thankfully, among our technology community there has been a massive shift of focus from quick wins and lead generation to meaningful stakeholder engagement within the Healthcare and Government communities. Our partnerships with associations, lobbyists and Government agencies places us in a great position to advise and guide technology innovators on how they can make an impact in the future of Healthcare and Government sectors.

Read more about our work with partners here.

About Best Case Scenario

Founded in 2007, Best Case Scenario create business opportunities to empower change-makers. They believe in the power of people to create meaningful change. They leverage strong relationships within the Technology, Government, Financial and Health sector to bring the right people together to have meaningful conversations. They work with ambitious companies to help them grow and achieve outstanding results.

Connect direct with Best Case Scenario’s Founder and Director, Luli Adeyemo at luli@bestcasescenario.com.au

Categories
Government Healthcare News Technology

Supporting tech innovation as an enabler within Australian Healthcare & Government Sectors

A woman on a laptop using Tech innovation as an enabler within Healthcare & Government
We invite technology innovators to learn about our initiatives within these sectors that include:

Technology as an enabler in healthcare

Drive conversations in healthcare

We continue to gather a mix of forward thinkers from different skill sets and backgrounds together to have meaningful conversations on what needs to be done when it comes to leveraging technology for better patient outcomes. Last year we worked with our partner Queensland AI Hub to build a forum to discuss AI in Healthcare featuring Queensland University, Metro South Health, Harrison.ai and Deloitte. In 2022 we will continue to drive similar conversations with a variety of stakeholders.

A conduit between Healthcare stakeholders

We are currently engaging with a number of associations, government representatives, regulators, academia, healthtech and patient representatives to collaborate and navigate the complexity of the healthcare sector. Reach out to me to be part of it, 2022 will the year of ‘doers’.

Medical personnel holding a mobile phone, using technology in healthcare

Leverage research to propel better patient outcomes in Healthcare through tech

We will continue to undertake healthcare sector research on behalf of technology leaders to create insightful and educational content on how technology can be leveraged to deliver better patient outcomes. The results of such studies are distributed to our network of associations to reach the users of tech within healthcare settings.

Technology as an enabler in government

Scrabble pieces forming a word 'Government'

Grow diversity within NSW government’s tech supplier network.

Via #TechDiversty foundation we teamed up with Cultural Infusion and approached NSW Government to implement a data driven platform called Diversity Atlas across all strategic partners that provide technology services to the state Government, to understand tech workforce diversity. This is an excellent opportunity for our technology clients to align with a Government procurement process that puts diversity and inclusion as a priority. Reach out to me to find out more.

Data driven insights to help tech innovators sell and market to Government

Provide technology innovators with access to data insights that will enable better ‘matchmaking’ between tech innovation and Government request for tender (RFTs).  Organisations can throw a lot of resource at RFTs with little insights. These data insights help organisations to uncover partnerships for RFT success.  Our clients use this service for competitor insights and plan future resource allocation to submit upcoming RFTs.

Support and attract more talent to the tech sector

Continue to volunteer our time to lead not for profit #TechDiversity foundation, we recently secured a partnership with the Tech Council of Australia and their recently launched initiative; the Digital Employment Forum (DEF). We will support and educate their members so they can attract and retain a diverse and inclusive workforce.

We’ve advised some amazing women-led businesses from Sri-Lanka with the Export Council of Australia and from Canada to New Zealand with SheEO, where we participated in virtual trade events.

We are actively mentoring overseas organisations with setting up and growing their market presence in Australia as part of The International Growth Programme lead by our UK partner TechNation

Group of diverse people sitting and conversing

Continue discussions with key change makers

We are excited to continue insightful conversations from real change makers within our industry – follow and share our podcast. 

Below are some of the following conversations we will publish this year. 

Want to grow your business?

Best Case Scenario offers integrated marketing solutions, email us now to find out more.

Email us

Founded in 2007, Best Case Scenario believe in the power of people to create meaningful change. We provide strategic, targeted end-to-end integrated marketing solutions that utilise industry research to inspire transformational outcomes.

Best Case Scenario leverage strong relationships within the Technology, Government, Financial and Healthcare sectors to bring the right people together to create meaningful conversations. We work with ambitious companies to help them grow and achieve outstanding results.

Got questions? Email us at info@bestcasescenario.com.au

Categories
Government News Technology

Powerhouse of speakers at the NSW Government Summit

Image of a hand holding a glass ball with a background of qr codes

The annual AIIA NSW Navigating Digital Government Summit (May 11, 2018) focuses on emerging technologies that are on the digital horizon, such as artificial intelligence, augmented reality, virtual reality, gamification, deep learning and quantum computing.

Government summits where thought leaders gather to create change is where our team love to be.  We have helped shape the agenda with Dr Ian Oppermann, Chief Executive Officer and Chief Data Scientist | Data Analytics Centre, who also hosts a panel with guests from Industry, Academia and Government to discuss the theme, ‘Digital from the Outside’.

Best Case Scenario director Luli Adeyemo worked with Ian Oppermann in structuring the program for the AIIA NSW Navigating Digital Government Summit. Their aim was to invite speakers and focus on topics that would result in AIIA members and summit delegates having fruitful conversations around how emerging technologies may shape Government thinking, policy and service delivery approaches.  The event has attracted an audience of 100+ Executives from the ICT Sector, Government Departments and Agencies.

As program director Luli works with the The AIIA NSW Government Special Interest Group (SIG) a key group for:

  • Professional Networking
  • Sharing of business intelligence
  • Policy innovation
  • Engagement with NSW Government DFSI and agencies
  • Innovation and market development

The team at Best Case Scenario also manages the engagement of high profile speakers, by briefing all speakers on content and attendance.  These speakers include Government representatives and thought leaders.

Damon Rees
Chief Executive Officer,  Service NSW

Linda Spencer
NSW Government State Insurance Regulatory Authority (SIRA)

Charles Salinas
Procurement Advisor, NSW Department of Finance Services and Innovation

Hilary Cinis
User Experience Design Group Leader, Data61 CSIRO

Marilyn Chilvers
Executive Director, Data Analytics Centre, NSW Treasury & NSW Dept of Family and Community Services

Ben Gales
Executive Director, Economic Strategy | NSW Treasury

Nazia Ahmed
Director | The Social Outcomes Lab (ex-Director Economic Analysis and Modelling, FACS)

Luli’s event team were also heavily involved in the marketing, planning and execution of the summit, including:

  • Sponsor recruitment
  • Venue source and scope
  • Coordinate food and beverage requirements
  • Manage audio visual requirements
  • Budget preparation and management
  • Manage sponsor participation and expectations
  • Identify and communicate marketing opportunities to sponsors
  • Manage all registration requirements including onsite registration, name badge preparation and distribution, detailed registration reports
  • Manage post-event analysis and reporting
  • Execute delegate feedback survey, analyse and present results

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PHONE

+61 2 8060 8398

HEAD OFFICE

Suite 9, 151 Foveaux Street,
Surry Hills, New South Wales,
Australia 2010
Contact us
Linkedin-in Twitter Facebook-f

© Copyright 2024 | Best Case Scenario

Privacy Policy | Cookie Notice