High-Tech Tuesday Webinar: IoT — Key Considerations for Driving Digital Value in Government

Published: 08 January 2018 ID: G00333305


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IoT is one of the most hyped expressions in technology across industries, including government. This webinar, for technology business unit leaders, highlights today's IoT challenges impacting service offerings and success factors that will transform your IoT services' go-to-market approach.

Table of Contents

IoT-OT Professional Services Spending: $400 Billion in 2020

Key Issues

IoT: Mix of Business and Technical Challenges

Gartner Survey Results: Barriers to IoT Success

IoT POCs Dominate

Reasons for Failure of IoT Projects

Standards and Ecosystems Remain a Battleground

Polling Question

Key Issues

IoT Changes the Game for Service Providers

Help Government Clients Think Strategically — A Short-Term Value/Long-Term Vision

No. 1 IoT Solution Priority — Business Benefits

Where Is Your IoT Expertise, and Whom Should You Partner With?

Understand What Makes IoT Analytics Different

Key Issues

Align Your IoT Service Portfolio With Government IoT Use Cases

IoT Changes the Engagement Model — Are You Ready?

Final Thought — IoT Enables Smart Government

Recommendations for Seeking IoT Business Opportunity Within Government

Recommended Gartner Research

Thank You


The Internet of Things (IoT) is the technical foundation for driving digital business. Moreover, government entities are no exception for using this technology for both internal improvements and external citizen services/support. However, as with many industries, government agencies continue to be challenged with the "what, how and why" in terms of applying IoT technologies and solutions. This dynamic drives an urgent emphasis on service providers to revisit and even consider transforming their IoT services go-to-market (GTM) strategy.

This webinar is for technology business unit leaders of IoT services. As a technology business unit leader, you will gain insights into today's IoT market challenges, trends and buying decision dynamics that influence agency decisions. The webinar focuses on several key areas that you can take to identify areas within your GTM strategy that may need revision. In addition, we provide recommendations in support of deploying a successful GTM strategy to drive IoT service opportunities within government.

Key take-aways:

  • An understanding of today's IoT challenges and the impact these have on your GTM strategies, including offering assets and engagement model structures for government engagements

  • Recognizing how business value alignment with IoT solutions plays an important role with shifting government priorities

  • Success factors for winning IoT government business, including support of key IoT skills and business expertise, identifying the right set of IoT partners, and offering a set of viable IoT use cases.


  • IoT services' GTM focus:

    • Focus on government-specific IoT business outcomes within your GTM service offering's value proposition.

    • Build your IoT value proposition for iterative value: technology, service, presales, postsales and business acumen.

  • IoT offering portfolio:

    • Build on existing intellectual property (IP)/assets to deploy IoT solution accelerators.

    • Place emphasis on big data and analytics offerings aligned with the IoT service offer.

    • Be prepared to both share and offer alternative price models.

  • IoT ecosystem:

    • Seek partners that complement your firm's IoT strength.

    • Investigate emerging companies with disruptive IoT technologies, skills and solutions.

    • Consider new players that are not traditional service providers.

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