Accelerating Growth in a New Era of Government Procurement

By Tim Larkins, Senior Director, Market Intelligence and Corporate Development

Government is evolving both in how it does business and in its approach towards technology. It’s changing procurement strategies, changing the way it pays for IT capabilities and changing the types of technology it buys.

Government’s focus has shifted from technology for its own sake to optimizing performance – making sure that its business and operations are functional and efficient. Customers are looking to develop integrated solutions that help them accomplish their missions – a much more business-oriented engagement.

Procurement now has a much stronger emphasis on flexibility and consumption-based models. The mandate of the Lowest Price Technically Acceptable (LPTA) as the primary procurement strategy is shifting to one of mission effectiveness through of best-of-breed technology. LPTA ultimately led to a “race to the bottom” approach from industry, as companies were forced to commoditize their products, resulting in government buying what’s cheap – not what’s best.

In light of the ever-evolving technology procurement landscape, immixGroup wants to ensure that our suppliers and partners are positioned in a way that they can adequately service their public sector customers – not just today, but well into the foreseeable future.immixGroup partners and suppliers will soon see some exciting new ways in which we deliver value to our business relationships. We’re anticipating future shifts in government procurement and technology requirements with what we’re calling our “Growth Acceleration Framework,” the foundation of which is built upon three categories:

• Mission-driven results
• Industry-leading market intelligence
• Capital solutions

The abiding principle of mission-driven results is that immixGroup is wholly dedicated to the success of our constituents’ objectives. We have a deeply rooted culture of ethics and integrity that has been instilled into all of our business engagements. We rely on bi-directional accountability to develop a strong loyalty among our suppliers, partners, customers and ourselves. We have the expertise to navigate the ever-changing procurement landscape and the reach to improve the way technology companies apply their solutions across the public sector. With consistent and reliable reporting and scalable processes second to none in the market, we can demonstrate ROI on all of our activities to give our suppliers and partners the confidence to succeed in government sales

Market intelligence from immixGroup provides data-driven insights to develop pipeline. It offers guidance for suppliers and partners on the strategic front, from go-to-market strategy and policy analysis, to market penetration, all the way through to business intelligence and analytics – expertise that business partners already know and value from us.

Capital solutions from immixGroup represents the financial flexibility that helps suppliers and partners adapt to new procurement methods and new buying preferences. Things like flexible terms, unique deal structuring, upfront financing, lines of credit, incentives, rebates and rewards programs and more.

The foundation of our Growth Acceleration Framework is truly reflective of what’s happening in government. We’re working to make sure that our suppliers and partners understand that new approach.  Now that they don’t have to worry about a race to the bottom line, they can focus on selling solutions that make the most sense for our government customers.

immixGroup’s Growth Acceleration Framework

Mission-driven results. Market intelligence. Capital solutions. It’s a continuous cycle of services from immixGroup. Being part of Arrow has given us the ability to offer resources that go above and beyond the traditional resources suppliers and partners have already come to know and appreciate from us:

• Marketing
• Smart lead generation
• Channel development
• Integration and logistics
• Compliance programs
• Technology solutions

The government procurement landscape is changing and we can help you make sense of what’s happening. immixGroup will continue anticipating those changes while building capabilities that help our suppliers and partners preserve their legacy revenue, all while keeping current with government requirements that exist today and will be promulgated tomorrow.

It’s an exciting time to be selling technology to the government. If you’re already an immixGroup supplier, partner, or customer – thank you. Big things are coming your way. And if you’re new to immixGroup, welcome aboard. You’re in for an exciting and profitable ride!

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