For Technology & Services Businesses
UK market entry and growth in public-sector markets.
Public-sector sales aren't B2B sales with longer procurement cycles. Buying processes, budget cycles, framework routes and decision-making structures in local government and the wider public sector are genuinely different — getting that wrong is why strong products still struggle to build repeatable growth here.
What this covers
- Market Entry
- Growth Strategy
- Go-to-Market
- Proposition
- Pricing
- Public-Sector Sales
- Routes to Market
- Customer Success
- Commercial Strategy
- Entering the UK public-sector market for the first time
- Identifying the right buyers and segments within local government and the wider public sector
- Building a proposition that actually holds up in front of a public-sector buyer
- Navigating public procurement and framework routes to market
- Improving sales performance and account targeting once you're in the market
- Establishing repeatable routes to growth rather than one-off wins
Where this comes from
Built inside the market, not observed from outside it.
This comes from operating on multiple sides of the public-sector technology market: as a supplier building and leading a product business, as the commercial leader driving growth, and inside major local-government technology programmes at Capita.
Evidence
Where this has actually been applied.
Oksidia / Eepos
Co-founded and established the UK subsidiary of a European education technology business — market-entry strategy, product localisation, and Crown Commercial Service procurement routes, building the UK business to 30+ customers.
Read the case →FocusGov
Board Advisor for four and a half years, supporting a revised go-to-market strategy, expansion into Scotland and Wales, and routes to market through Crown Commercial Service frameworks.
Read the case →iESE
Developed the investment strategy for a new SaaS case-management platform for UK social care — market research, customer discovery, value proposition, pricing and commercial strategy.
Read the case →Capita
Senior leadership across Chief Product Officer, Sales Director, Product Management Director and Services Director roles, including local-government technology transformation programmes.
Read the case →Solution Focused Education
Co-founded the business and built its commercial strategy, proposition and delivery model — B2G market development into local government, schools and the not-for-profit sector.
Read the case →Next step
If you're trying to break into or grow within public-sector markets, start a conversation.
One direct conversation, no pitch deck.