Inside guide to growing your public sector sales
July 27, 2021 Leave a comment
immixGroup and Arrow are pleased to announce that CRN®, a brand of The Channel Company, has named Sr. Manager of Sales Operations Nur Rahman to its 2021 list of Rising Female Stars. This list honors up-and-coming talented women in the IT channel whose contributions are shaping the future of the IT channel through their leadership, tireless dedication and innovative ideas.
February 18, 2021 Leave a comment
If you’ve attended any of immixGroup’s briefings or webinars, you’ve probably heard us say that programs are the most important insertion points for most technology purchases within the federal government, especially for COTS products. In this blog we’ll walk through why they are important and what you should know before engaging with program offices.
But first, what is a program?
Programs, or more formally Programs of Record, are budget line items that exist to fulfill an agency’s mission. The Department of Defense’s definition is a good one and applies governmentwide: a funded effort that provides a new, improved, or continuing materiel, weapon or information system or service capability in response to an approved need. That pretty much sums up a program’s purpose, whether it’s DHS, USDA or DOD. Program managers run the program and most programs include some IT. Some programs are only IT focused.
Program Offices, Program Managers
Programs are so important because they are at the sweet spot of a department’s technology acquisition hierarchy with the program manager being senior enough to have a role in shaping the strategy and policy discussions surrounding the program’s mission. In addition, his or her office also represents the end user who will be using your product or service in the course of doing their job. Consequently, the program office has a central role in influencing the specifications and choices around the product or service.
Read more of this postJanuary 21, 2021 Leave a comment
Welcome to the first blog of our SLED 101 series. Over the next few months, you’ll see a series of blogs that walk through the basics of the state, local and education markets. Topics will include understanding the budget cycles, identifying the IT budget, navigating CIO priorities, understanding procurement, differentiating master contracts and cooperative contracts, and finally, comparing the SLED market to the federal market.
To kick things off, I wanted to start by defining what the SLED market entails and why understanding their independence is crucial to success. When we talk about SLED, we are talking about more than 90,000 different government organizations.
March 7, 2018 Leave a comment
As we’ve hopefully conveyed over the course of this “What is…?” series of blog posts, selling to the federal government is a complicated and involved process. It’s been compared to doing business in a different country, and in many ways, that’s an apt comparison. There are enough differences in rules, language and requirements that you can’t just bring commercial sales tactics to bear and expect to be successful.
However, there are some instances where those different rules work in our favor. For example, because the government primarily spends money that is appropriated from taxes, it’s required to show how it’s being used. Which brings us to agency IT Portfolios, formerly (and still informally) known as the Exhibit 53.
October 7, 2016 1 Comment
Innovation has become more than just a buzz word in the public sector, thanks in part to a need to do more with less. Agencies are turning to transformative technologies like the Internet of Things and big data to advance missions and better serve citizens.
So who’s driving innovation in government? What agencies are cutting-edge?
October 31, 2014 Leave a comment
Yesterday our VP of Corporate Development, Guran Green, was interviewed by our friends at Market Connections on the upcoming Government IT Sales Summit. Guran provided thought-provoking insights for the FedPulse blog on how contractors can tap into the State and Local Market. Check out the interview below:
Q&A: Guran Green, immixGroup VP of Corporate Development, Discusses How Contractors Can Tap into the State and Local Market
Government Sales Insider 