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This report analyzes the market for the deployment of IT solutions in the public sector across the US and key markets in EMEA: it focuses on the factors that are influencing market conditions, such as government initiatives and the competitive landscape, and provides advice to vendors to help them better understand the market opportunity and improve their go-to-market approach. In particular, it aims to help vendors identify and target appropriate government authorities, explore public sector decision-making patterns and identify the primary areas of IT investment in coming years.

Table of Contents
 
ICT Opportunities in the Public Sector
 
Executive summary 10
 
Understanding the demands of the public sector 10
 
Defining the public sector opportunity 10
 
IT opportunities in the US public sector 11
 
IT opportunities in the EMEA public sector 12
 
Outsourcing 13
 
Vendor strategies 14
 
Key vendors in the public sector 15
 
Chapter 1 Introduction 18
 
What is this report about? 18
 
Who is the target reader? 18
 
Definitions 19
 
eGovernment 19
 
eProcurement 19
 
Intra-government processes 19
 
Electronic public service delivery (eDelivery) 19
 
Chapter 2 Understanding the demands of
 
the public sector 22
 
Summary 22
 
Introduction 22
 
Modernisation strategies 23
 
eGovernment 23
 
Government drivers 23
 
New business models driving eGovernment services 24
 
Legislative drivers 24
 
eEurope 2002 and beyond 24
 
iv
 
OJEC 26
 
Other pan-European initiatives 26
 
Current IT projects and initiatives 27
 
Chapter 3 Defining the public sector
 
opportunity 30
 
Summary 30
 
Key pain points in the public sector 31
 
Lack of eStrategies poses a threat to the implementation of eGovernment 31
 
Cost pressures 31
 
Open source software 32
 
Customer service 32
 
Fragmented business processes 33
 
Core technologies and channels in the public sector 33
 
Required IT investment areas for eGovernment 33
 
Wireless technologies 37
 
Networking 37
 
CRM technologies 40
 
IT Security 40
 
Back-office solutions 41
 
Managed services 41
 
Integration 42
 
Chapter 4 IT opportunities in the US public
 
sector 44
 
Summary 44
 
Introduction 45
 
Business drivers behind technology spending 46
 
Improving service levels 46
 
Public safety, health and human services 47
 
Consolidation and interoperability in state and local agencies 47
 
More federal dollars will shift to services by 2009 48
 
Consolidation driving the federal technology market 49
 
Top of the agenda 51
 
US public sector spending 53
 
Federal IT spending 53
 
State and local government IT spending 54
 
Funding 54
 
Action points for vendors 55
 
Check your watch 55
 
v
 
Think beyond your own wallet 55
 
Get in front of the primes – and do not forget distributors and resellers 55
 
Make the breadth or depth decision 55
 
CMMI as a competitive differentiator 56
 
IT programs underway 56
 
Modernization and consolidation 56
 
Homeland security 57
 
Chapter 5 IT opportunities in the EMEA
 
public sector 60
 
Summary 60
 
Overview 61
 
UK 62
 
Introduction 62
 
Business drivers behind technology spending 63
 
eGovernment 63
 
Modernization 64
 
Improved citizen services 64
 
Other initiatives within the UK 64
 
European initiatives 64
 
Shared services 64
 
Technological cycle 65
 
Decentralization 65
 
Cost reduction 66
 
Market inhibitors to technology spending 66
 
Top of the agenda 67
 
UK public sector spending 69
 
Action points 69
 
IT programs underway 71
 
Hertfordshire County Council 71
 
Horsham District Council 71
 
Glasgow City Council 72
 
Strategies for targeting the UK public sector 72
 
Germany 73
 
Introduction 73
 
Business drivers behind technology spending 75
 
BundOnline 75
 
Encouraging economic investment 75
 
Improvements to citizen services 76
 
System and application upgrades 76
 
European initiatives 76
 
Shared services 76
 
Cost reduction 77
 
Market inhibitors to technology spending 77
 
Top of the agenda 78
 
German public sector spending 80
 
vi
 
Action points 81
 
IT programs underway 83
 
Land Hessen 83
 
Land Schleswig-Holstein 83
 
City of Hamburg 83
 
Strategies for targeting the German public sector 84
 
France 84
 
Introduction 84
 
Business drivers behind technology spending 86
 
eGovernment 86
 
eAdministration 86
 
Provision of public Internet access areas 87
 
Decentralization 87
 
European initiatives 87
 
Technology renewal 88
 
Market inhibitors to technology spending 88
 
Top of the agenda 89
 
French public sector spending 91
 
Action points 93
 
Focus on central government 93
 
Identify appropriate local government targets 93
 
Ensure solutions are targeted appropriately 93
 
Deploy low-risk solutions 93
 
Price competitively 94
 
Educate local authorities 94
 
French local government is highly focused on cost 94
 
IT programs underway 94
 
Départment of Yvelines 94
 
Carte de Vie Quotidienne 95
 
Lille Métropole Communauté Urbaine (LMCU) 95
 
Strategies for targeting the French public sector 96
 
Chapter 6 Outsourcing 98
 
Summary 98
 
Introduction 99
 
Outsourcing opportunities in the US 99
 
Outsourcing drivers in the US 100
 
Budget restrictions 100
 
Changes to US law 100
 
Scalability 101
 
Outdated legacy systems 101
 
Selling into the public sector in the US 102
 
Offer to share risk and reward in contracts 102
 
Provide a full CRM offering 102
 
Tightening budgets require agencies to stretch applications across
 
agencies 102
 
vii
 
Partner with a consulting firm or telecommunications provider 103
 
Outsourcing opportunities in EMEA 103
 
Outsourcing in the UK public sector 104
 
Chapter 7 Vendor strategies 106
 
Summary 106
 
The unique nature of government 107
 
Local government decision-making 107
 
Technology choice 107
 
Decision-making process 107
 
Shared services 107
 
Interaction across government layers 108
 
Go-to-market approach 108
 
Solution positioning 108
 
Connectivity is not the be-all and end-all for local government
 
solutions 109
 
Importance of ROI and TCO 109
 
Be wary of focusing too much on soft returns 109
 
Innovation is important in ROI modeling 110
 
ROI models must be promoted with sensitivity 110
 
Reducing risk 110
 
Trialing products 110
 
Develop appealing financing packages 110
 
Manage risks on projects 111
 
Focus on the vertical 111
 
Understand regional opportunities 111
 
Develop strategic partnerships 112
 
Support the channel with consultation services 113
 
Be prepared to sub-contract 113
 
Engagement and delivery 113
 
Talk their language 113
 
Training and education 114
 
Provide a future outlook 114
 
Chapter 8 Key vendors in the public sector 116
 
Summary 116
 
Introduction 117
 
Vendor landscape in the US 119
 
Market trends 119
 
Tactics for success 121
 
Competitive landscape 122
 
Consulting firms 122
 
viii
 
IT services firms 123
 
Defense contractors 126
 
Communications providers 128
 
Software vendors 128
 
Vendor landscape in EMEA 130
 
Suppliers in the UK market 130
 
Networking and security vendors 131
 
Front-end solution vendors 131
 
Back-end vendors 132
 
Application vendors 133
 
Systems integrators 133
 
Suppliers in the German market 135
 
Networking vendors 135
 
Front-office vendors 136
 
Back-office vendors 136
 
Systems integrators 136
 
Suppliers in the French market 137
 
Networking vendors 137
 
Front- and back-office applications 138
 
Systems integrators 138
 
Index 139
 
List of Figures
 
Figure 3.1: Core technologies and channels in local government 34
 
Figure 3.2: Roadmap to eGovernment services implementation 36
 
Figure 4.3: Solution vendor opportunity in US federal govt, 2004 and 2009 52
 
Figure 5.4: Local government external IT spending 2003-2007 61
 
Figure 5.5: Existing local government IT infrastructure in France 89
 
Figure 6.6: In-house and outsourced public sector APs in the US, 2003 & 2008 99
 
Figure 8.7: US federal vendor and partnership ecosystem 120
 
Figure 8.8: Vendor presence in UK local government 130
 
Figure 8.9: Vendor presence in German local government 135
 
Figure 8.10: Vendor presence in French local government 137
 
List of Tables
 
Table 2.1: IT deals in the public sector in the US and EMEA 27
 
Table 3.2: Selected open source software deals in the public sector 32
 
Table 3.3: Selected public sector voice solutions implementations 39
 
Table 4.4: What factors are driving IT spending decisions? 47
 
Table 4.5: Recent IT services contracts 49
 
Table 8.6: M&A activity in the US 118