Read here about G-Cloud Success, Analysed; Failure Explained the G-Cloud 8 edition and the 4-step G-Cloud Maturity Model, providing vendors with our critically acclaimed pathway to sales success on G-Cloud, the UK Government's marketplace for Cloud services.

The G-Cloud 9 edition is scheduled for publication in March 2018. The G-Cloud format and framework have gone through significant change, but much of the G-Cloud 8 edition analysis and recommendations are proving to be just as relevant to any business wanting to make business on G-Cloud in early 2018 as they were when originally published in June 2016. 

Buyers of the G-Cloud 8 edition will be given a free upgrade to the G-Cloud 9 edition on publication.  

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G-Cloud Success, Analysed; Failure Explained

G-Cloud 8 edition

Lindsay Smith, FCA

This path-breaking, analytical work examines in detail the content of the UK Public Sector G-Cloud Digital Marketplace in respect of Software as a Service (SaaS) and maps it against sales success. Over £1billion of Cloud Services have been transacted through G-Cloud and £100million has been spent on SaaS – but only 5% of SaaS vendors who enter the admission process get to generate meaningful revenues. G-Cloud Success, Analysed; Failure Explained looks closely at SaaS vendors’ sales performance and their offerings on the catalogue, highlighting crucial weaknesses, exemplifying successful strategies and providing the first opportunity for teams to benchmark their applications on the Digital Marketplace.


  • Over 200 tables map the detail of SaaS catalogue entries against sales performance
  • 1,200 + data fields – the overwhelming majority of the entire SaaS service specification is traced against 6 revenue classes (from a no revenue class to those vendors with sales in excess of £1million)
  • For consistency and to eliminate false signals, only revenues and participating SaaS vendors in the 12 month period to January 2016 are examined
  • All data is anonymised, no company names or identifying features are published
  • Over 10,000 data elements are published to enable vendors to benchmark their catalogue entries against the market and identify where they may be exhibiting relative competitive weakness
  • Analytical commentary on statistical tables identifies key areas that signal greatest influence on sales success
  • Beyond data: in-depth review of a statistically significant representative sample of full document sets reveals a number of high-frequency, fatal or deeply damaging errors or omissions


  • Access man-months of detailed analysis employing advanced techniques and applying in-depth G-Cloud experience
  • Clear guidance on how to remove toxic components from your next G-Cloud offering
  • Advice on short-term improvements to your offering that could align you better with those enjoying sales success
  • Benchmark your application, make your choices informed, ignore the myths – look at the data
  • Adopt the G-Cloud Maturity Model as your sales & marketing strategy template to project your offering into the magic-circle of winners
  • Understand why vendors can be commercially successful elsewhere yet not selling on G-Cloud. It has nothing to do with ‘unfairness’, ‘bias’ or a ‘stitch-up’ – the answers are hidden in full view

The Author

Lindsay founded the G-Cloud Special Interest Group at EuroCloud, the independent trade association for Cloud vendors, where he was Secretary General from 2012 to 2015. He has closely studied the evolution of G-Cloud since its creation and is a firm believer in its benefit to the industry, the citizen, innovation and economic prosperity. Lindsay’s degree from Warwick University included the disciplines of mathematics, econometrics and statistics and he is a Fellow of the Institute of Chartered Accountants; add 30 years Board level experience in the IT (Software/SaaS) industry and you have the mixture of skills and experience necessary to make sense of the enigma behind G-Cloud success and failure. Lindsay is UK Regional Director for The York Group an international marketing platform specialising in helping SaaS businesses flourish in strange markets.



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