Huge New DHS RFI Presents Opportunity for Technology Vendors

By Tom O’Keefe, Consultant

Last week, the Department of Homeland Security released a huge RFI for Information Technology (IT) Compute and Storage Modernization, Cloud Migration, and Data Center Optimization that needs to be on your radar. At $6.8 billion, DHS has the largest IT portfolio in the civilian government, so the funding available for a project of this magnitude at the department is likely to be significant, which means there may be extensive opportunity for technology vendors.

It’s also important to note that only 26 percent of DHS applications have thus far migrated to the cloud or are in the process – so there’s still a lot of work left to do.

Here are some of the key technologies DHS is pursuing in this new RFI:

• Embracing automation, DevOpsSec, and optimized resource utilization – to improve efficiency and agility to minimize data center and other infrastructure footprints
• Moving to cloud-native shared services – to modernize applications and adopting a vendor agnostic multi-cloud approach to spur innovation
• Making increased use of data analytics technologies – to improve cybersecurity and decision making

It’s fair to say that this project will be largely defined by the level of system integrator involvement, which is almost certain to dwarf the technology product buy associated with this project. That shouldn’t discourage you from tracking it and staying involved though.

Your approach should start with identifying which products and technologies you have that meet DHS’s stated needs. Then, pursue a meeting with appropriate DHS stakeholders and sell them on your technology’s value to accomplish their objectives.

Keep your ear to the ground and track the major incumbent SIs at DHS, developing relationships with their program managers. After the award is made, approach the winning system integrators and leverage your prior conversations with government stakeholders. By setting yourself up with government beforehand, you’ll have an advantage going in. If you do this properly, you’re more likely to be successful in convincing the SIs that your products will meet the customer requirements and selling through to the end customer.

If you’re looking for more information about this project and DHS in general, contact immixGroup’s Market Intelligence team!

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