Overview

April 18

Selling technology solutions to state and local government means navigating a complex buying landscape, composed of multiple stakeholders with varying roles and responsibilities. Solely focusing on technology leaders can slow or derail procurements. Often overlooked in the sales and marketing process are the business leaders — governors, mayors and line of business executives — who each have a role in setting and executing their agency objectives and budgets. It is vital to know who these influencers are and how and when to best reach them in the selling process.

During this webcast, our experts will:
• Help you understand the buyer’s perspective and the different roles involved in gov tech procurement.
• Review a sales and marketing program aligned to multiple stakeholders.
• Answer your most pressing strategy and tactics questions LIVE!

At the end of the webcast, you will have an effective understanding of the state and local government buyer’s journey and how you can align your own sales and marketing campaigns to reach the right roles, with the right message, at the right time.

Speakers

Joe Morris

Vice President of Research, e.Republic

Joseph Morris is vice president of Research and a national keynote speaker on issues, trends and drivers impacting state and local government and education. He has authored publications and reports on funding streams, technology investment areas and public-sector priorities, and has led roundtables, projects and initiatives focused on issues within the public sector. Joe has conducted state and local government research with e.Republic since 2007 and knows the ins and outs of government on all levels. He received his Bachelor of Arts in government and international relations from the California State University, Sacramento.

William Leighty

Senior Fellow, Center for Digital Government and former Chief of Staff to Governors Kaine and Warner of Virginia

As Chief of Staff, Bill served as the Chief Operating Officer of the Commonwealth. In 2005, Governing Magazine named Virginia the “Best Managed State in the Nation” and in 2007, Governing Magazine named him one of the nine “Public Officials of the Year.” Prior to serving as Chief of Staff, Bill was the Director of the Virginia Retirement System, where he led the agency to three consecutive United States Senate Productivity Awards. In July of 2008, Bill completed a performance review of the United Nations Joint Staff Pension Fund, a $52 billion pension system. Recently, Bill also completed an engagement with the Scottish Executive; advising the government on how to implement a national performance management system. Bill joined state government after serving in the United States Marine Corps. Bill graduated from Mary Washington College in 1978, and holds an MBA from Virginia Commonwealth University.

Dustin Haisler — Moderator

Chief Innovation Officer, e.Republic

Dustin Haisler is the Chief Innovation Officer for e.Republic. As the finance director and later CIO for Manor, TX, a small city outside Austin, Haisler quickly built a track record and reputation as an early innovator in civic tech. A member of Code for America’s original steering committee, Haisler pioneered government use of commercial technologies not before used in the public sector – including Quick-Response (QR) barcodes, crowdsourcing and gamification. In 2010 Haisler launched Manor Labs, a website that let residents submit their own ideas and vote other peoples’ ideas up or down. The most popular suggestions went to city officials for review and possible implementation. Haisler looked to the private sector to help broaden the adoption of these and other civic innovations, joining California-based Spigit as director of government innovation. While at Spigit, a company that makes crowd-sourcing and innovation management software, Hailser helped design and deploy innovation programs for New York City; Bogota, Columbia; and even part of the space program (through NASA’s Langley Research Center). As Chief Innovation Officer, Haisler has a strategic role to help shape the company’s products, services, and future direction. Primarily, he leads e.Republic Labs, a market connector created as an ecosystem to educate, accelerate and ultimately scale technology innovation within the public sector.

Learn how to win more government business with insight from two of the nation's most respected former government CIOs and e.Republic Vice President of Research Joe Morris.

Government buying decisions are made by groups -- and companies that thrive in public-sector sales understand this decision-maker network and know how to navigate it. The third in our "10 Laws of Government Sales and Marketing" webcasts will unpack this important issue.

Join our panel of government experts for a fast-paced, interactive webcast that will break down the public procurement landscape and help you identify the right combination of contracting options for your solution and potential customers.

Webinar

Episode 7: Selling Technology to Government's "Non-Tech" Elected & Business Leaders