working with gov generic

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

Working with governments Wilfried Grommen

CTO EMEA International Government Organizations

January, 2013

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 2

Agenda

•Importance of government

•Government drivers

•Solutions porfolio

•HP potential focus

•Engagement characteristics

•Conclusions


Importance of government

Why government on my scorecard?


Importance of government

• Government as a partner • Common agenda

• Achieving the Millenium Development goals

• Growth agenda e.g. Non Oil market

• Competitiveness ( OECD, WEF etc.)

• License to do business

• Regulations - Standards

• Bidding rights

• Public procedures

• Government as an opportunity • 30 to 50% of GDP ( here 20%)

• Creates demand

• ICT basic infrastructure

Changes Behaviour and Attitude


Government drivers

Which political agenda?

Which money?


Government driver: Check The Public Value Framework

Keep out of the

newspapers! Don’t lose

your job! • What public commitments have been made?

• Has a budget been allocated or date set?

• What results does the Official need to show by when?

• What are the Minister’s personal interests?

• What is the level of media attention?

Elected officials are

the masters

• How might the media tell the story?

• What might be personal impact be for the Minister or senior public officials?

• Is there a legislative or other driver that means this has to happen?

• Who is in charge? • Control mechanisms

Not so relevant on

costing, but very

relevant on

“governance”, anti

corruption

Rarely a strong driver

without political impact

• What metrics have visibility at the political level?

• Which external reporting? • How does this impact

Elected Officials (e.g. letters of complaint)?

• What is the influence of pressure groups and lobbyists?

• What is the level of media interest?

PUBLIC VALUE

Policy Outcomes and Outputs

Efficiency Quality of Service

Experience Public Trust

Country Strategy Programs


Government driver: Check funding

Multilateral and bilateral “funding” of country development

However in Nigeria: only 1%

E-Health Gov. Transparancy Border management

Safety Green Education


Solution porfolio

Which societal needs?


Solution porfolio

State governance

• Budget - planning

• Tax

• Security: e.g. Border management

E-Government – E-citizen

• E-government portal: e-identity

• Emergency services

• Local and regional governments

Intelligence

• Search and audit

Defence - Security

• Cybersecurity

Health

• HIS

• Health Insurance

• Patient data records

Education

• Access ( internet, PC)

• One PC/child or national PC programs

• Online learning - Curricula


HP business models

Which unique offering?


Overarching Public Sector Drivers

Efficiency

Effectiveness

How we implement? Value/Price ratio Infrastructure How? = Capacity to deliver

Technology Innovation and

new PP Partnership

Leading functionalities Solutions - solutions Nigeria “ready”


2 overarching drivers for strategic plays

Efficiency

Effectiveness

Best value

Impact

Infrastructure

Key Services

Information Management

Security Management

Services Management

Infrastructure as a service (Cloud)

Application Management

PS Industry Portfolio

End-User

Server Storage Network Print

CIO

Head of Unit

Unified Communications


`

Prepare for a Cloudy Future


Be infrastructure provider of government cloud - or Infrastructure Technology Outsourcer

Strategic Play – Infrastructure – (SP)*2

Bed on cloud - Government Shared Services model

• Cost advantage eg.Canada, US, Australia, ECP, Archimède

• Infrastructure play - IAAS

• Strategic and sizable

Create “winning partnership” - Service Partner of Service Partners

• Local Telco

• Local SI or HP ES

• HP

Examples

• France Telecom (teleSud) - Deutsche Telekom - Belgacom (Flemish gov) - Turkcell


Need for ‘DISRUPTIVE’ solutions and NEW Partnerships

Disruptive Technologies

Disruptive Procurement

Disruptive Business Models

• Cloud infrastructure • Mobile/social media • Open data

• Buying outcomes/outputs

• Pay-per-use • Joint-procurement

•Shared services •Outsourcing •Participative

services

New Public Private Partnership – New Partnerships Performing – Improving - Innovation


Prepare for BIG


Strategic play: Innovation - e.g. Flemish Government

2003 2008 2015 1998

1st ICT Outsourcing 5 year contract

2rd ICT Outsourcing 5 year contract

3rd ICT Outsourcing 7 year contract

Storming

Norming & Performing & Innovating

Performing, Improving & Innovating


Prepare for Local Partnerships


Partnerships to increase SOW in higher value market segments

Strategic play - Solutions

Develop local “solution partnerships”

• ES - enterprise services – Look at core competences – Look at execution power

Choose key “solution domains”

• Public value framework

• Structured funding pipeline

• RFP and tenders


Common engagement characteristics

How to behave?


Learnings

• Sell High and Sell Early • Highest executives e.g. Catalunia case

• Have an engagement map

• Follow the money • State programs, IFO programs

• Connect with GMO to define pipeline

• Local partnerships • Choose your cloud strategy alliance – incumbent SI/Telco

• Select the local domain experts – solution providers

• Importance of ICT governance • ICT part of “prime minister” agenda?

• Is there a governing body? CIO? Minister of e_gov?

LOOK for IMAGE


Conclusions


Conclusions

•Government as “partner”

•Follow the money

•Develop disruptive offerings

•Cloud for government/telco

•Aligned strategic solutions

•Look for local partnerships

•HP as SP for SP

•Telco , SI, solutions

working with gov generic

Documents

impactsenior public

strong driver

byelected officials

political story

political impact newspapers

level of medialobbyists

level of media6

partner common agenda