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G-Cloud for Dummies (Part 3)

Sellers: Getting Started

All supplier applications go through the Digital Marketplace. To apply, you must:

  • Create, or log into, a supplier account on the Digital Marketplace.
  • Start your G-Cloud application.
  • Make the supplier declaration on the Digital Marketplace.
    • agree to the framework terms
    • confirm how you’ll work with government
    • answer questions to establish grounds for mandatory exclusion
    • answer questions to establish grounds for discretionary exclusion
    • provide information about your organisation
  • Add service information on the Digital Marketplace.
    • 50 words to introduce your service
    • 100 words to describe up to 10 service benefits (10 words per benefit), for example simplified system maintenance
    • 100 words to describe up to 10 service features (10 words per feature), for example real-time reporting
    • You’ll also have your own supplier page where you have 50 words to describe your organisation.
    • Before you can submit a cloud service to the Digital Marketplace, you need to add a: pricing document, terms and conditions (specific to that service) document
  • Wait for eligibility checks to be made on your information.
  • Get the result of your application.
  • Sign and return your framework agreement on the Digital Marketplace.

Easy, right?

But the G-Cloud is a relatively new route to market, with different buying groups, buying behaviours and competition. It contains a number of novel contractual clauses and commercial obligations and even the style of registration is different to what suppliers may be used to. As such, new and existing suppliers may find it difficult to get to grips with the challenges involved and often neglect to fully think through the opportunities and challenges that the G-Cloud can present to their business.

Thus far, less than 30% of the companies listed on the G-Cloud have made sales and the statistics are even less promising for companies that have registered recently, with four in five G-Cloud 9 suppliers yet to transact a single deal. Which leads us to a very important question; why then have the top five companies on G-Cloud achieved cumulative sales of over £400m between them? What sets these companies apart? Quite simply, they provide services that customers are interested in purchasing and, perhaps less obviously, they have taken the time and effort to optimise their listings. They dovetail their G-Cloud strategy into their overall sales and marketing plan. One of the issues with G-Cloud is that it is deceptively easy to register, which perpetuates a misconception that establishing a successful listing requires little to no effort. This is not the case. But how do you create a successful listing?

We can help with that. DeNové offer end-to-end services or help with specific aspects of the procurement process. We employ a team of expert bid writers, G-Cloud Consultants and Public Sector Procurement Specialists with extensive experience. If you would like more information regarding our bid management and Cloud services, drop us a line.

We would recommend reading the G-Cloud suppliers’ guide to learn more about selling cloud technology, how to register and how to apply. The G-Cloud is expected to open for new suppliers to register their services in April. You can keep up-to-date with the latest news from the Digital Market Place team or just contact us and we will let you know what you have to do and when.

The G-Cloud 10 contract notice has now been published and we anticipate that the site will be open to new applications at 12 noon on the 18th of April. You can start your application here.