SLED grants can make IT acquisition possible

April 15, 2024 by Leave a comment

Vendors can help navigate the grant process

As many as one-third of government agencies do not apply for grants to help finance their missions, even though that money is available to fund initiatives and bridge the funding gap in existing programs. A vendor that understands how to navigate the grant process can be of great help to a state or local government agency, pointing them in the direction of resources they may have overlooked.

Let’s look at how vendors can play an important part in the SLED grant-seeking process.

Biggest SLED grant hurdles: Complexity and awareness

A considerable percentage of eligible agencies don’t take advantage of grant opportunities. According to GrantStation, among government funding sources, state government application rates (74%) were higher than those of local government (71%) or the federal government (64%) at the end of 2023. That means as many as one-third of all agencies do not apply for grant funding. Meanwhile Instrumentl found that “there are currently more than 900 federal grant programs offered by 26 different grant-making agencies.”

Why aren’t government agencies taking advantage of these opportunities? Main reasons include lack of expertise, the process can be too complicated and lack of understanding of the associated costs to write a compelling grant proposal.

But complexity isn’t the only reason government agencies don’t apply for grants. Often it boils down to a lack of awareness. Agencies that have not historically included grant requests in their funding strategies might not even know of available opportunities.

Qualified vendors can provide opportunity information and assistance to agencies, so that they are better positioned to pursue them.

A trusted vendor can help an agency identify grants and the correct government points of contact who manage those grants. This can save time and provide additional business value.

Vendor-agency cooperation is fundamental to success

Awareness only goes so far. Agencies must have access to a knowledgeable grant writer and clear communication with their trusted vendors.

For some smaller local agencies, an administrative employee may be completing the application. They will have to rely on vendors to help answer technical requirements. On the other hand, grant writers with more experience may meet with vendors during the application process, so that both parties understand the requirements for answering grant application questions. Regardless, vendors and agencies that make a coordinated effort can prepare compelling grant responses.

Some local commissions offer grant resources to third-party writers. The Roanoke Valley-Alleghany Regional Commission is starting the Ready LDD Grant Writing Bench program. This Virginia program will provide on-call grant writers and project management support to its member communities of Alleghany County, Botetourt County, Craig County, the City of Covington and the Town of Clifton Forge.

3 questions to consider before pursuing grant opportunities

To help your agency customers decide if they are ready to start a grant-seeking program, there are a few things they have to address upfront:

  • What is their appetite for grant solicitation? Not every agency will want to direct personnel and financial resources to a grant application process.
  • What is their timeline? Grant-seeking success means coordinating requests with adequate preparation time, including internal planning and forecasting when a grant may be used.
  • Are they willing to have a grants conversation with you? A collaborative agreement with vendors during the grant application process can save time and help create a persuasive response to grant applications.

There are amazing growth opportunities within grants. Consider working with the right vendors to help you navigate the complex process and start building your pipeline of grant opportunities.

This blog was adapted from a commentary originally published in Washington Technology. For the full original commentary, click here.

Chauncey Kehoe is SLED Program Director for immixGroup, the public sector business of Arrow Electronics. immixGroup delivers mission-driven results through innovative technology solutions for public sector IT. Visit www.immixgroup.com for more information.

Do you want to keep on top of federal procurement regulations? Subscribe to immixGroup’s Government Sales Insider blog now!

Filed under Market Intelligence, Marketing, Sales, SLED

“Whole-of-state” is the focus for 2024 SLED 2024 IT spending

February 12, 2024 by Leave a comment

Cybersecurity, AI and efficiency are top priorities

By Benjamin Harris, Market Intelligence Manager, immixGroup

The “whole-of-state” approach to budgeting and collaboration at the state, local and education (SLED) level is among the top drivers behind how technology investment is being directed during 2024.

Of the $138.9 billion budgeted across SLED for 2024, IT services makes up $59 billion. Software products represent $13 billion. By 2025 those numbers may increase to $61 billion for services and $14 billion for software products.

Here are the areas that will lead budget discussion this year for key players in the SLED market. This information was gleaned from an analysis of publicly available budget information from government agency websites, private, subscription-based organizations that track government spending, as well as other open-source material.

State-level highlights

California. California’s IT budget for 2024 is $13 billion. The state’s top IT investments include $198 million for modernization to its Employment Development Department, $126.6 million for COVID-19 response and $93 million for REAL ID. The IT strategic priority for California is delivery of easy-to-use, fast, dependable and secure public services.

New York. New York is committed to a “whole-of-state” approach to cybersecurity. The state’s $5.4 billion IT budget includes $391 million for centralized technology services, $50 million for data analytics and $30 million for technology financing. Priorities include digitizing services, enhancing its cyber posture and creating a “One ID” system for residents to access services across all agencies.

Texas. Out of a $5.4 billion IT budget, Texas’ top IT investments include $323 million for IT oversight and program support, along with $270 million for data center and shared technology services, and $53 million to promote efficient security. Priorities include enhancing data management practices to bolster analytical decision making.

City-level highlights

District of Columbia. DC has a 2024 IT budget of $369 million, of which $17.5 million will go to updating its traffic ticket processing system, and $3.5 million to the P-20W data system to measure and use information on student college and career readiness and outcomes. DC’s IT strategic priorities include improving user-centric digital experiences, IT operations, and infrastructure and cybersecurity.

San Francisco. San Francisco’s strategic goals include prioritizing service accessibility, redesigning operations and introducing innovative services for government modernization. The city’s $291 million budget will earmark $26 million for major IT projects, $10 million to improve data access, and $6 million for security consulting and design services.

Philadelphia. Of $270 million in its IT budget, Philadelphia will invest $11 million in records digitization and storage, $8 million in upgrading cloud solutions and $8 million in data systems for essential services support. The city’s priorities include transforming recreation centers to broadband anchor institutions, updating fire department IT and developing citywide electric vehicle charging.

Chicago. The Second City’s $240 million IT budget includes $50 million for computer hardware, software, peripherals, cloud, and related maintenance and installation services. Chicago’s IT priorities include people-first digital services, securing cities and assets, and creating a data-driven city.

Education highlights

University of Michigan-Ann Arbor. The University’s $523 million IT budget includes a 5 percent increase to base operating appropriations, plus one-time resources for infrastructure, technology, equipment and maintenance. Approximately $70 million will be directed at enhanced enterprise IT security and increased support for data visualization software.

University of California – Los Angeles. UCLA’s $422 million IT budget is focused on infrastructure solutions such as modernizing telephony services to eliminate costly hardware equipment. The university will also focus on application modernization to replace its aging mainframe-based financial aid system, among other modernization activities. 

Chicago Public Schools. With $169 million in its IT budget, the Chicago Public School system is directing $20 million to technology wiring, cabling, and voice network maintenance and support. Another $20 million is allocated to upgrading or replacing the existing ERP system, with $10 million for firewall replacement and related services.

It will be fascinating to watch whether SLED budgeting will match spending realities as we move through 2024. In the meantime, it’s clear that priorities at each level will mirror each other as SLED moves to a fully “whole-of-state” IT philosophy.

Benjamin Harris is the SLED market intelligence analyst for immixGroup, the public sector business of Arrow Electronics. immixGroup delivers mission-driven results through innovative technology solutions for public sector IT. Find out more about immixGroup’s SLED contract vehicles here.

Keep on top of federal procurement regulations. Subscribe to immixGroup’s Government Sales Insider blog here!

Filed under Marketing, Sales, SLED

How to keep control of the sale during marketplace transactions

July 18, 2023 by Leave a comment

Avoid getting cut out of the deal

By Sydney Herren, Director of Sales, Partners & Alliances

Unpacking the transaction workflow

immixGroup is recognized by Amazon Web Services (AWS) as a designated seller of record (DSOR). As a DSOR, we have rates that are only associated with AWS Marketplace that channel partners can access. immixGroup has an AWS Marketplace dedicated deal desk that assists our channel partners with creating and delivering private offers to their end users. 

Add your terms and services to the offer, if applicable, and then provide the offer to your customer. With an accepted offer, you, your customer, immixGroup, and AWS Marketplace will be notified and the software will be delivered.

Familiarize yourself with Marketplace language

There are a lot of terms to navigate when selling through AWS Marketplace. Here are the ones you need to know:

Channel Partner Private Offer (CPPO): These offers may include discounted rates from the list price of public offers and enable you to customize and configure products.

Public listing: These are offers in which a product is purchased at list price directly through AWS. There is minimal seller involvement, the product is not discounted, and it can’t be changed from the publicly listed configurations.

AWS Enterprise Discount Program (EDP): This private pricing program for enterprises provides a discount for a purchase commitment. Under an EDP, customers are already committed to spending a certain amount within Marketplace, and their budget is “burned down” as products and services are purchased.

Overcome federal procurement obstacles. Sell on your own terms.

As a channel partner, you’re uniquely positioned to provide holistic solutions using the optimal technologies that integrate well and work in harmony. Marketplace offers another way for you to transact deals — and you have the ability to provide custom pricing, licensing terms, and your own additional services. immixGroup provides the resources to bring together the supplier, channel partner, and end customer to provide a seamless transaction flow. This flow overcomes the challenges faced in federal procurement by providing:

• Contract vehicles
• Support for small businesses
• Role-based governance
• Compliant licensing
• Approved product list
• Funding workflow

Control the sale

After all the hours and resources you put in to meet the customer’s needs, it can be incredibly frustrating when your organization can’t take the sale across the finish line. The problem is often when it leaves your hands and goes to the customer’s procurement process.

immixGroup helps you understand how to maintain control throughout every step of the sales cycle, even when it’s out of your hands.

• Align AWS Marketplace features and programs to meet common needs for federal procurement officers.
• Streamline procurement from years to weeks.
• Reduce costs for buyers and sellers across government.
• Ensure transactions meet the scope of government regulations.
• Provide governance controls to ensure continued compliance.

Read more details about immixGroup Marketplace at Marketplaces are here to stay (immixgroup.com). Increase your sales potential by leveraging AWS Marketplace and contact an immixGroup representative to get started.

Sydney Herren is the director of sales, partners and alliances for immixGroup. This public sector business of Arrow Electronics delivers mission-driven results through innovative technology solutions for public sector IT demands.

Visit http://www.immixgroup.com/ for more information.

Want to keep on top of federal opportunities and regulations? Subscribe to immixGroup’s Government Sales Insider blog now!

Filed under Channel Management, Market Intelligence, Marketing, Sales Tagged with , , , ,

FedRAMP and StateRAMP continue to align on cyber security

May 9, 2023 by Leave a comment

By Chauncey Kehoe, Contracts Manager, State, Local, and Education

Recent federal legislation is driving states to follow suit to similar cyber regulation.

During the last few years, we have highlighted the importance of StateRAMP as it pertains to infiltrating the SLED market and staying ahead of contract requirements. Now those things will be made easier with StateRAMP’s new Security Snapshot. For those manufacturers who have not yet received StateRAMP Verified status, you can leverage the StateRAMP Security Snapshot for a small fee and understand your product’s maturity level.

Read more of this post

Filed under Channel Management, Contracting, Market Intelligence, Marketing, Sales Tagged with , ,

Important Considerations in an M&A

April 11, 2023 by Leave a comment

Four Issues to Consider Before Buying

By Skyler Handl, Corporate Counsel, Public Sector

If you are looking to divest your public sector-focused business or complete an acquisition this year, there is one statistic that should provide pause. According to a recent Harvard Business Review article, 70 to 90 percent of all mergers and acquisitions (M&As) fail. Overpayment and underperforming M&A are common results. Here are some key factors that may impact your decision, valuation, and success.

Read more of this post

Filed under Channel Management, Contracting, Market Intelligence, Marketing, Sales Tagged with , ,

Win the Chance to Bid

March 22, 2023 by Leave a comment

Tips and techniques for successful RFP responses

By Kevin P. Young, Principal Market Intelligence Analyst

How can you improve the odds of your RFP being seriously considered? There are five general rules that will help keep you from making the most common mistakes that disqualify many RFPs.

The last thing a government contractor wants is to have their bid rejected because they did not correctly complete the government’s Request for Proposals (RFPs). However, rejections for incorrect RFP response are actually a common occurrence. With so many companies competing for federal business, RFPs are often rejected for non-conformity and sloppiness.

Read more of this post

Filed under Channel Management, Contracting, Market Intelligence, Marketing, Sales Tagged with , ,

Public Sector Basics, Part One: Know your audience

November 5, 2021 by Leave a comment

By Jimmy Baker, Public Sector Marketing Strategist

Understanding your government customers and how they gather information about technology solutions is vital for anyone involved in business development, capture efforts, marketing and selling. This blog looks at the differences between audience demographics at the federal, state and local government level, and how to address your marketing message accordingly.

First, however, I’ll let you in on a great resource. Market Connections publishes their Content Marketing Review, which is among the best surveys I’ve seen elaborating on what types of information the public sector needs to make decisions and where they go to get it.

As I mentioned in a previous blog, I’ve had the pleasure of interviewing Mari Canizales Coache from Market Connections about the study results and have had some riveting conversations. Here are some insights I’ve gleaned that should help you understand your audiences a little more.

Read more of this post

Filed under Marketing, Sales, SLED Tagged with , ,

Encouraging the next generation to join the cybersecurity workforce

October 29, 2021 by Leave a comment

By Gail Bamford, Brand Marketing Manager

In support of the National Institute of Standards and Technology (NIST) National Initiative for Cybersecurity Education (NICE) Cybersecurity Career Awareness Week, immixGroup and Arrow Electronics recently hosted two webinars: “Women in Cyber” and “Careers in Cybersecurity for Liberal Arts.” Each event featured a panel of technology leaders. These important discussions are a “must-see” for business professionals, education leadership, parents, students, and individuals seeking a career change.

The goal of the NIST NICE Cybersecurity Career Week is to bring awareness to careers in cyber. According to cyberseek.org, there are 464,420 unfilled cybersecurity positions in America. As cybercrime as well as the level of sophistication of attacks rises, so does the need to educate and raise up the next generation of cyber defenders. 

A recent survey on women in the field of cybersecurity revealed that men outnumber women three to one. However, the percentages of women in key cybersecurity leadership positions are increasing. The “Women in Cyber” webinar discussion featured a panel of cybersecurity leaders sharing their insights on the field of cybersecurity. 

Read more of this post

Filed under Events, Marketing, Sales Tagged with , ,

Most valuable types of information you can provide to government IT decision-makers

September 23, 2021 by Leave a comment

By Jimmy Baker, Public Sector Marketing Strategist

The last federal fiscal year was truly one for the history books and COVID-19 has changed the way government decision-makers receive and monitor information.

Like many marketing professionals around the country, I stay up to date on the latest trends in government policy, spending and marketing. With a FY22 technology budget of approximately $95B, I want to make sure the assets I create deliver value and resonate with government stakeholders.  

For the last several years, Market Connections has published the Content Marketing Review. This study is truly one of the best surveys out there on what and where the public sector is going for information. This report takes the time to break down the differences (in terms of content preference) between the federal government, state and local government and the education marketplaces.  

Here are the top three things I learned about the federal government from the 2021 Content Marketing Review:  

  1. 81% of government leaders will read research reports 
  2. 72% of government leaders will read white papers 
  3. 61% of government leaders attend webinars 

We have all heard the phrase “content is king.” However, the government needs some precise information before looking at a vendor’s content. This report provides vital insights and details that is a must read to anyone that markets and sells technology products and services to the public sector.  

Please make plans to read my blog next month as I interview Market Connection’s Mari Canizales Coache and go deeper into the results of the latest surveys on where government decision-makers go to learn more about technology products and services.  

Keep on top of the latest trends in government IT. Subscribe to immixGroup’s Government Sales Insider blog now!

Learn more about Market Connections’ 2021 Content Market Review.

Filed under Marketing, Sales Tagged with , ,

Building your state contracting toolbox through OMNIA Partners, Public Sector

August 4, 2021 by Leave a comment

By Chauncey Kehoe, SLED Contracts Manager

State, local and education agencies have many paths to procurement and numerous contract vehicles to choose from. Some contracts, however, do not allow for reseller participation or post award modifications to add new product lines; they leave the customer with no way to purchase the technology they need from the vendor they want.

The solution is for resellers and manufacturers to build out a contracts toolbox for when these situations arise. Your toolbox should include a variety of mandatory statewide and cooperative contracts for you to suggest to your customers. This multi-part series will introduce you to a few key statewide contracts and cooperatives for your toolbox.

To start, we will explore OMNIA Partners, Public Sector, who I featured in a recent webinar. OMNIA Partners, Public Sector is one of the largest and most experienced cooperative purchasing organizations dedicated to public sector procurement.

immixGroup is fortunate to have an award for Software Solutions and Services under the OMNIA Partners’ portfolio. Why should this cooperative be in your toolbox? Let’s dive into the benefits of the Software Solutions and Services contract:

Read more of this post

Filed under Contracting, Market Intelligence, Marketing, Sales Tagged with , , ,

← Older posts