The Evolving SLED Market Chris Dixon Sr Mgr

The SLED market is vast. 50 states (plus DC) serving the entire US population

Mega Trends • States are picking up the slack from the fed. • Political

What drives a HOT market? that will fund it. MONEY • New taxes, the

What does a HOT market look like? Highly Coordinated Similar buyers seeking similar solutions

The Internet of Things (Io. T) that will fund it. MONEY • Purchased through

Io. T Drives Big Data & Smart Government Io. T Big Data Smart Govt.

From Commodities to Solutions • Are you picking your customers or are they picking

Where is your market? IT { 65% Non-IT Overhead Personnel-Related State & Local Industry

A Glacial Weight upon The Landscape Pensions State & Local Industry Analysis - ©

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The Evolving SLED Market Chris Dixon, Sr. Mgr. SLED Market Analysis

The SLED market is vast. 50 states (plus DC) serving the entire US population (325 million) and employing 3 million workers 36, 000 municipalities and 3, 000 counties serving the entire US population and employing 7 million workers 13, 600 public school systems serving 49. 5 million students and employing 6 million teachers, assistants, and administrators 1, 600 public higher education institutions serving 15 million students and employing 2. 5 million instructors, assistants, and administrators State & Local Industry Analysis - © Deltek, Inc. All Rights Reserved 2

Mega Trends • States are picking up the slack from the fed. • Political logjam; federal retreat • Localities are picking up the slack from the states. • Primary units of economic growth; economies of scale; lifestyle competition • Fracturing of K-12 education • Public, private vouchers, homeschooling, charter choice • Cutthroat competition in higher education • Affordability, accountability, vocational education • Rising virtual economic brigandage • The cyber security consensus State & Local Industry Analysis - © Deltek, Inc. All Rights Reserved 3

What drives a HOT market? that will fund it. MONEY • New taxes, the fed, a legal settlement, a budget surplus that mandates it. POLICY • Congressional legislation, governor’s order, council directive that disrupts it. • Virtualization, mobile phones, cloud services TECHNOLOGY demand for it. PUBLIC • Body-worn cameras, parking app, online bill payment State & Local Industry Analysis - © Deltek, Inc. All Rights Reserved 4

What does a HOT market look like? Highly Coordinated Similar buyers seeking similar solutions to address a common policy concern 5 Geographically Widespread Buyers coming to market nationwide State & Local Industry Analysis - © Deltek, Inc. All Rights Reserved Reasonably Rapid High rate of purchasing and potential market saturation.

The Internet of Things (Io. T) that will fund it. MONEY • Purchased through routine lifecycle turnover POLICY • Nope. that mandates it. that disrupts it. • IPv 6, pervasive broadband/Wi. Fi, cheap sensors, light OSs TECHNOLOGY demand for it. PUBLIC • Convenience, cost efficiency State & Local Industry Analysis - © Deltek, Inc. All Rights Reserved 6

From Commodities to Solutions • Are you picking your customers or are they picking you? • • You can fill your pipeline with reactive commodity solicitations. You have to be there before a solutions RFP hits the streets. • What are your solutions supposed to do for them? • Capitalism 101: Reduce/Augment/Replace • Can you deliver hard savings? • • Identify/Capture/Reallocate Soft savings = Cost avoidance State & Local Industry Analysis - © Deltek, Inc. All Rights Reserved 8