Selling Cyber Solutions to the Federal Government

10 October 2022 | 8:30 AM – 4:00 PM AEST | Education Session & Workshop

Education Session & Workshop

Increase your sales success and public sector market growth

The Australian Federal Government is pouring funding and resources into protecting its own entities, state and local government bodies, private organisations, and citizens from the increasing risks of cyber attacks in all their forms. The risk responses are changing government policies, departmental priorities, procurement approaches, budget allocations, stakeholders, and technology requirements. Even with the most seasoned public sector sales teams, it’s hard for cyber security solution providers to keep up to date and respond to all of these changes.

The Selling Cyber Solutions to the Federal Government workshop has been specifically designed for IT sales managers and senior sellers working to sell cyber security solutions to the State & Federal Governments. The course is suitable for any senior sales professional wanting to gain knowledge and hone skills to improve sales strategy development and selling practices.

Join Public Sector Network’s Selling Cyber Solutions to the Government training workshop for the Federal Government Cyber Security Market to gain a greater understanding of the Government’s changing priorities and IT requirements, and hone your strategy development and sales skills to accelerate your growth. Through a mix of presentations, panel discussions, and interactive group exercises with expert feedback, attendees will understand best practice in developing go-to-market plans, identifying and engaging with the right government stakeholders, and assessing and responding to tender opportunities. Participants will leave with both theoretical and practical knowledge, as well as implementable strategies they can share with their teams and apply to immediate sales opportunities.



Your Inspiring Expert Advisors

Liesl Jordan
Director,
Connect2Effect

Specialising in government engagement strategies and extensive experience in building businesses – particularly in cyber security, including attracting investment, identifying routes to market, and growing the client base.

Rochelle Thorne
Executive Director
Echt Consulting Pty Ltd, CISSP

Rochelle was a CIO working for the Australian Government in national security, leveraging 35 years ICT knowledge and experience. She has worked for Centrelink, Defence, the ABS, Human Services and the Australian Criminal Intelligence Commission.

Jennifer Arnold MAICD
Managing Director
Jennifer Arnold Consulting

Jennifer has 30 years of experience in technology sales, marketing and consulting, particularly in IT services and CX. She now builds and runs advisory boards for IT companies to support their growth plans.

Learning Outcomes

Learn about the latest procurement guidelines that are driving government IT expenditure

Understand the government buying process in depth from decision-making cycles to criteria

Learn how to build a robust and implementable go-to-market plan, and how to measure progress

Strengthen your skills in assessing and responding to tenders to increase your success rates

Your Agenda

Keynote Session #1:

Hear directly from a Government executive about:

– Key programs/budget areas
– Major tenders/renewals
– Key policy changes impacting tech spending
Keynote Session #2:

View from the Govt Seat: The Modern Government Buying Process

– Identifying the right influencers and decision-makers
– Building relationships with the right stakeholders
– Getting the timing right based on key budget/decision-making cycles 
Keynote Session #3:

GTM Strategy/Programs 

– The elements required to build and implement a strong govt GTM strategy
– How to measure progress & know if you need to pivot, if needed, especially for long-term sales plays
Keynote Session #4:

Sales Success

– How to assess an RFI/RFT to determine if it’s worth pursuing
Case study on a LOST tender.
– How to build a successful response
– Questions to ask
– Selecting the right sales strategy
– Stakeholder engagement, partnering/building consortiums
Breakout Activity:

RFT Response Exercise

– Groups prepare a Sales Strategy to respond to an RFT with support and receive feedback from the expert advisors

Your Registration

Training Price

$3000

per person + GST