IntroductionState and local governments' expanding needs for data integration and analysis as part of back office reform strategies are leading to increased interest in business intelligence (BI) solutions.
This brief analyzes successful strategies used by vendors currently serving this market and offers advice to solution providers looking to enter the government space.ScopeAnalysis of successful sales strategies currently used by BI vendors serving state and local governmentAdvice for BI vendors looking to enter or expand their position in the government marketProfiles of leading BI vendors serving the state and local government marketHighlightsState and local governments provide a nascent but growing market for BI.Sales strategies must demonstrate understanding of government's unique BI needs.BI vendors must build strong relationships with both partners and customers and present value propositions related to stakeholders' requirements to be successful in this market.Reasons to PurchaseUnderstand the issues driving governments to incorporate BI into back office reform strategiesValidate your market messaging and sales strategies in the government marketCompare your sales strategies to those used by leading vendors in the market