Comments
What's The ROI On Federal IT Spending?
Newest First  |  Oldest First  |  Threaded View
roebling
50%
50%
roebling,
User Rank: Apprentice
6/12/2012 | 1:58:55 AM
re: What's The ROI On Federal IT Spending?
Return on investment for government is not a simple number, it's a matrix. Because the money spent is no ones and the benefits of the expenditure also are no ones, successful expenditure is measured by a grid of intangibles.
Everyone wants to sell the government--the successful vendor isn't just an order taker and, since the government official isn't spending his own money, being the cheapest isn't an issue.
Things that make the vendor desirable to have around determine which products will be purchased by government. Things like: does the vendor's pitch inflate the egos of the government officials charged with approving the expenditure? Does the vendor insulate the officials from any negative consequences of the purchase yet accrue positive aspects of the purchase to the government officials who promoted the purchase? Does the vendor throw free and entertaining seminars promoting purchase of his products? Does he seem genuinely interested in each official's well being and in that of the official's family? Is he fun? Does he help with the official's problems other than as regards the product he's selling? Is he discreet, can he keep a secret? Does he "have your back?"
Selling government, then, is about the salesman, not about the product.


The Business of Going Digital
The Business of Going Digital
Digital business isn't about changing code; it's about changing what legacy sales, distribution, customer service, and product groups do in the new digital age. It's about bringing big data analytics, mobile, social, marketing automation, cloud computing, and the app economy together to launch new products and services. We're seeing new titles in this digital revolution, new responsibilities, new business models, and major shifts in technology spending.
Register for InformationWeek Newsletters
White Papers
Current Issue
InformationWeek Tech Digest - July 22, 2014
Sophisticated attacks demand real-time risk management and continuous monitoring. Here's how federal agencies are meeting that challenge.
Flash Poll
Video
Slideshows
Twitter Feed
InformationWeek Radio
Archived InformationWeek Radio
A UBM Tech Radio episode on the changing economics of Flash storage used in data tiering -- sponsored by Dell.
Live Streaming Video
Everything You've Been Told About Mobility Is Wrong
Attend this video symposium with Sean Wisdom, Global Director of Mobility Solutions, and learn about how you can harness powerful new products to mobilize your business potential.