Customer Selection and Product Roadmapping for the Government Technology MarketLED BY: Mitchell Weiss,
Professor of Management Practice, Harvard Business School
DESCRIPTION: What makes great government buyers? Government technology sellers want to find them and innovative government leaders want to be them. But how? This session will cover customer selection and product roadmapping for the government technology market. It will leverage a Harvard Business School case study on Mark43 for an energetic and participatory conversation. Scott Crouch and his team at Mark43 had barely finished rolling out their new police records management system in Washington D.C. in late summer 2015, when the prospect of an even bigger customer surfaced: the Los Angeles Police Department’s RFP for a new RMS in L.A. would hit the street soon. Should Mark43 bid on it? Attendees in this session will debate Mark43’s options and, along the way, cover techniques for:
- Sizing government technology markets
- Weighing small market customers vs. the largest ones
- Uncovering who, exactly, within government organizations to sell to
- Evaluating new RFP opportunities and the openness to new players
- Scaling government market sales organizations as they grow
