Navigating the Maze

1. Navigating the Maze How to sell to the public sector Adrian Farley Chief Deputy CIO State of California Adrian.Farley@cio.ca.gov

2. Mapping the Public Sector market • Size of the market • Trends • Priorities • Opportunities

3. The Public Sector is a Large and Growing Market • State and local governments currently spend more than $60 billion annually on IT. • State of California spends >$2 billion annually on IT goods and services. • This market is expected to exceed $75 billion by 2011. • Federal government spends more than $66 billion annually on IT – almost even split between civilian and defense. • The Recovery Act includes billions more for Health IT and other tech related spending. • Total Federal expenditures expected to exceed $80 billion by 2011.

4. Governments are leveraging the power of Web 2.0 . . . • State of California – agencies leveraging YouTube, Facebook, Twitter and other Web 2.0 technologies to communicate with, and engage the public. • Focus is now on opportunities to realize real program value – improved outcomes, better service at lower costs – through Web 2.0 tools. • Federal government entered into agreements with YouTube, Flickr and others to enhance government services and improve internal productivity. • CIA using Facebook for recruitment. • The State Department, the Defense Department and Federal intelligence agencies are using Wikis for information sharing. • Center for Disease Control has used multiple social media platforms to educate and engage the public on health issues.

5. Policy Priorities for State CIOs • Consolidation: centralizing, consolidating services, operations, resources, infrastructure • Shared Services: business models, sharing resources, services, infrastructure • Budget and Cost Control: managing budget reduction, strategies for savings, reducing or avoiding costs, activity based costing • Security: security safeguards, enterprise policies, data protection, insider threat • Electronic Records Management/Digital Preservation/E-discovery: strategies, policies, legal issues, opportunities for shared services, emergency preparedness • ERP Strategy: acquisition, implementation, expansion, upgrade • Green IT: policies, energy efficiency, power management, green procurement, e-waste • Transparency: open government, performance measures and data, accountability • Health Information Technology: assessment, partnering, implementation • Governance: improving IT governance, data governance

6. Tech Priorities for State CIOs • Virtualization (storage, computing, data center) • Document/Content/E-mail management (active, repository, archiving, digital preservation) • Legacy application modernization and upgrade (ERP) • Networking, voice and data communications, unified communications • Web 2.0 (services, collaboration technologies, social computing) • Green IT technologies and solutions • Identity and access management • Geospatial analysis and Geographic Information Systems (GIS) • Business Intelligence (BI) and analytics applications • Mobile workforce enablement

7. California’s Strategic IT Priorities • Enhancing technology reliability and security • Transforming government services through technology • Promoting public engagement and participation in government • Leveraging information assets • Utilizing technology to reduce the cost of government while promoting sustainable environmental practices • Improving government outcomes through collaboration

8. California’s Investment Focus • Ensuring that IT investments drive program efficiency and effectiveness and improve the quality of government services for Californians. • Facilitating improvements in internal business processes and financial management through IT investments. • Linking IT investments to state and agency policy and programmatic priorities. • Enhancing and promoting enterprise data sharing through IT investments.

9. Opportunities • As federal, state and local agencies increase their use of online services to share information, there is a clear need for: • Enhancing capabilities to assess comments and questions received and organize and respond to them in a coherent way. • Connecting users within a secure environment to share information and common applications. • Flexible tools to cluster and filter information and data to recognize trends and prioritize people's concerns. • Solutions to enable open government initiatives (e.g., data extraction) and improve the performance of government programs (e.g., educational data systems). • Tailored solutions that are scalable and that can be deployed quickly. • GIS • Business Intelligence • Transaction Processing • Content and Relationship Management • Case Management • Social search

10. Opportunities • Frame your solution within the context of the priorities and strategic plans and priorities of public sector CIOs and other technology leaders. • Knowing where public sector CIOs are going and what their “pain points” are will open doors and potential opportunities. • Answer their questions before they ask them: • Reliability • Security • Accessibility • Cost saving potential

11. Resources • National Association of State CIOs (www.nascio.org) • State CIO – (cio.ca.gov) • Contracting opportunities: • Federal Opportunities (www.fbo.gov) • State & Local Opportunities (www.bidsync.com - multiple state and local governments, including California) • California procurement information (www.pd.dgs.ca.gov) • California Multiple Award Schedule (www.pd.dgs.ca.gov/cmas/default.htm) • California Small Business and Disabled Veteran programs (www.pd.dgs.ca.gov/smbus/default.htm)

12. Thank you Contact info: Adrian Farley Chief Deputy CIO State of California Adrian.Farley@cio.ca.gov