The Stotles supplier guide to DigiGov

DigiGov brings together the full spectrum of technology buyers across government: 50% from Central Government, 30% from Local Authorities, and 10% from healthcare. 

With senior decision-makers in attendance, including CTOs, commercial directors, and delegations from DWP, HMRC, the Home Office, and leading councils, DigiGov concentrates unprecedented procurement influence in one place.

This supplier handbook is designed to give you a competitive edge. Inside, you’ll find the information needed to:

• Pinpoint the government organisations attending that signal real buyer intent so that you can prepare before the event.
• Understand priorities, upcoming contract expiries, and historic procurement trends to spark more meaningful conversations with prospects.
• Leverage Stotles’ suite of procurement insights, from buyer and supplier profiles to framework data, to turn conversations into contracts.

Why this matters now

The government’s current priorities are clear: harnessing emerging technologies, advancing data and information management, and transforming the citizen experience. 

DigiGov 2025 showcases these themes, but this guide goes further,  combining funding flows, procurement pipelines, and supplier relationships into actionable insights that help you cut through the noise and connect where it matters most.

At DigiGov Expo 2025, knowing who is in the room and what drives their procurement decisions is key to making the right connections.

We’ve analysed a selection of the most influential Central Government departments and Local Authorities attending this year. 

Each profile provides a quick, actionable snapshot of their 2024-25 procurement activity broken down into core technology streams. Click on the buyer’s name to view their complete profile on the Stotles platform.

Central Government

Local Government

Before DigiGov - Create Strategy

Focus your effort to maximise DigiGov ROI before the first handshake.

Segment DigiGov attendees into three tiers. 

• Tier 1 buyers are your top 5–10 targets with large contract values, near-term expiries, and active framework use. 
• Tier 2 buyers show future alignment through new strategies or upcoming initiatives and should be nurtured for mid-term opportunities. 
• Tier 3 buyers include smaller agencies or councils testing innovation, valid for pilots and long-term pipeline growth.

Map your solutions to the right personas. 

• IT and Digital Leaders want governance and enterprise change, so stress scalability and proven delivery. 
• Cyber Security Specialists care about resilience and compliance, so show how you reduce risk. 
• Data Experts focus on analytics and AI, so they bring strong case studies. 
• Emerging Tech Pioneers are open to pilots and new ideas, so showcase your cutting-edge capabilities.

Connect your offer to government priorities. 

• Position your solution as an enabler of national goals such as reducing the NHS backlog, driving net-zero, advancing digital inclusion, or strengthening cyber resilience. This ensures your pitch is strategic as well as tactical.

Create mini dossiers for each Tier 1 buyer. 

• Capture their policy and delivery pain points, preferred procurement routes, known incumbents, and key decision-makers. 
• This gives you a clear view of where to position and who to approach.

Prepare three talking points in advance. 

• Start with a shared context that shows you understand their strategy. 
• Follow with relevance by linking to a concrete outcome you have delivered elsewhere. 
• Close with a next step that directs the conversation toward a framework or route to market.

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During DigiGov - Build Pipeline

Turn DigiGov into a deal-sourcing machine by combining a stand strategy with targeted engagement.

Design your stand around experiences, not brochures. 

• Build zones that match key personas, such as a cyber resilience demo for security specialists, a data visualisation hub for informatics experts, and an emerging tech showcase for AI or automation pilots. 
• Keep engagement high by rotating staff roles, gamifying data capture with polls or giveaways, and creating social moments through photos, hashtags, and shareable content.

Go beyond the booth by sending team members to sessions where Tier 1 buyers are speaking.

• Use Q&A to ask thoughtful, strategic questions that open doors for follow-up. 
• Match staff to the right personas: delivery managers should connect with PMO leaders, while your data experts should meet government data scientists and analysts.

Qualify leads in real time by tagging each contact by buyer tier and persona.

• Spot pipeline triggers by matching conversations to live tenders or frameworks on-site. 
• Amplify your presence by posting DigiGov highlights on LinkedIn, tagging major organisations like DWP, HMRC, and the Cabinet Office to extend reach beyond the stand.

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After DigiGov - Win Bids

Convert leads into commercial wins through disciplined post-event execution.

Do not stop with one contact. 

• For every new lead, identify two or three additional decision-makers in the same organisation and use warm introductions to expand your network. 
• A simple follow-up like “We met at DigiGov and discussed [topic]. 
• Could you connect me with your colleague in Commercial or HR?” helps open more doors.

Within 72 hours, run a framework audit for every Tier 1 buyer. 

• Confirm you are listed on their preferred route, such as G-Cloud or DOS. 
• If not, secure partner or reseller channels immediately to avoid bottlenecks. 
• Keep a watchlist of new DPS launches in areas like emerging tech, AI, and cyber to stay prepared before opportunities go live.

Check your DigiGov conversations against contract expiry feeds and pipeline data. 

• Prioritise accounts with contracts expiring in the next 6–18 months and assign them to nurture campaigns.
• Use targeted emails, case studies, or joint workshops to stay in front of them before tenders are published.

Act quickly. Within 48 hours, send personalised notes referencing your DigiGov chat and attach a relevant case study. 

• Within two weeks, offer a structured discovery call aligned to their priority area such as emerging tech or data. 
• Within a month, invite them to a private “DigiGov Lessons Learned” session to deepen engagement.

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Stotles allows you to create your strategy ahead of the event. This section illustrates how you can

There is £6.3b in confirmed capital for 2025/26 live across 32 ICBs.

Now is the moment to be proactive and set a clear plan to build pipeline while your competitors are still figuring out their NHS strategy.

What to do now:

• Sign up for a free Stotles account.
• Prioritise named projects and track pipeline signals.
• Build case studies with value at the forefront for ICBs.
• Engage with key stakeholders early to influence tenders.
• Track everything all in one place for your whole team.
  

Keep up to date with the most recent updates on the Stotles platform and set yourself up for success.