Government buying decisions are made by groups. Don’t neglect the multiple points of purchasing influence in the procurement process. This factor is overlooked by most tech companies.
State and local IT procurements are influenced by both technology and business leaders within an agency. All too often, companies focus only on the CIOs or their technology team.
Overlooked are the business leaders — governors, mayors and agency executives — who set the overall objectives and budgets. Sales opportunities are missed and deals fail because companies are not addressing these critical influencers.
At the next 10 Laws of Government Sales and Marketing webcast on April 18, Bill Leighty, former chief of staff for Virginia governors Tim Kaine and Mark Warner, will be providing real-world insight into how elected officials and business leaders shape technology purchasing decisions. Leighty and our panel of experts will explore the different roles in gov tech procurement, discuss the buyer’s perspective, review a sales and marketing program targeted to multiple stakeholders and answer your most pressing questions LIVE. Register here for this free, information-packed event.