Vendor Innovations in Cybersecurity: From Browsers to IoT to Mobile

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

Threats to network security have evolved and vulnerable attack vectors have expanded – from browsers to mobile devices to the increasingly interconnected appliances that are part of the Internet of Things (IoT). Vendors of cybersecurity solutions are now branching out beyond their initial niches to embrace wider aspects of security.

In immixGroup’s recent panel discussion during Cyber Ops Demo Day held earlier this month, six of industry’s most prominent vendors each described what they were doing to help prevent security breaches in this era of multiple security attack vectors.

Marlin McFate, federal CTO, Riverbed Technology, said his company has broadened its reach beyond network monitoring, application monitoring and user monitoring to security issues ranging from insider threat to exfiltration. Riverbed’s acquisition of FlowTraq has integrated that capability into its visibility solution. The technology allows for security problems to be analyzed from a behavioral perspective, to identify devices that are no longer acting like normal appliances or system users that are not actually part of the organization.

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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. Read more of this post

Summing Up the Government IT Sales Summit

By Tim Larkins, Director, Market Intelligence

The 2018 immixGroup Government IT Sales Summit has come to an end. Despite an unwelcomed surprise from mother nature, hundreds of suppliers, partners, systems integrators and government employees flocked to the event to attend sessions, share knowledge and network. A diverse array of topics was discussed, and while content varied from room to room, many consistencies were noticeable.

Among them were government agencies’ imperatives for modernization, optimization and meaningful use of data. About half of the agencies are funded with new appropriations in FY19, with the other half on a CR through early December. Of the agencies with new money, most of them are seeing an uptick in their IT budgets – with which they will be purchasing COTS software and hardware to help them meet the aforementioned imperatives.

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Yes, the Public Sector Is Embracing IoT!

By Tim Larkins, director, market intelligence

Most analysts agree that by 2021, over 20 billion Internet-connected devices worldwide will make up a market for the Internet of Things (IoT) worth over $2.5 trillion. That means a huge market opportunity for vendors providing technology at every point — from the user device to the platform itself.

In a nutshell, IoT allows devices to link and exchange data. It’s not a discrete technology like business applications or infrastructure or even cybersecurity. It’s more like a wrapper around all other technologies and is comprised of five major elements:

  • The Edge: The devices, nodes and sensors actually collecting data
  • The Gateway: Either a physical device or software that allows data to flow from the edge to the platform
  • The IoT Platform: The operating environment, storage, computing power and development tools that receive data from the gateway
  • Software Applications: Programs that let users solve business problems, working with data stored in the IoT platform
  • Cybersecurity: The tools that protect all the nodes/sensors/devices at the edge and data transmitted through the gateway, platform, all the way to the user

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Can collaboration save us from cyber attacks?

By Tim Larkins, director of Market Intelligence

By 2020, businesses will experience $3 trillion in economic loss due to cyber attacks globally. Seventy-four percent of the world’s businesses expect to be hacked this year. If that’s not a crisis, I don’t know what is.

If you were one of 45,000 people who attended the RSA conference last month in San Francisco, you likely picked up on a few common themes related to this cyber crisis. Thought leaders and industry experts seemed to agree that we need more collaboration between companies, governments and associations in developing standards, policies and regulations for both cybersecurity and the internet of things.  We need more threat intelligence sharing, and some even advocated for creating an entire government agency dedicated to cybersecurity and IoT.

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What you clicked on the most in 2016

tim larkins small pic. 67x84top5blogs_123016By Tim Larkins, Market Intelligence director

The Government Sales Insider blog that you’re now reading was just named one of the 50 Must-Read Federal IT Blogs of 2016 by FedTech magazine. It’s an honor to be named among other great sources of information and insight like “Ask the CIO” and “The Spec Blog.”

The award made us reflect on our most read posts of 2016, which is always a great lesson on what’s top of mind for the government IT community. What you clicked and shared the most varied from defense to civilian-focused posts, but two persistent themes were money and procurement trends. Any posts focused on how government organizations are spending their IT budgets and managing their IT portfolios were widely read.

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Baseball, Beaches, Budget

tim larkins small pic. 67x84BaseballBeachBudget_051116By Tim Larkins, Market Intelligence Director

If you’re fixed on baseball and beach weather, you need to switch gears. Pennant races and temperatures aren’t the only things that start to heat up come spring.
April, May, and June are prime budget planning months for federal agencies.

As you read this, program managers are working tirelessly to spend their FY16 money, to budget for the spending of their FY17 money, and make requests for FY18 money.

Which means it’s time to fire up conversations around requirements, unsolicited proposals, and unfunded requests. Getting an early foot in the door in the budget planning process is key to selling technology to the government, and ensuring that technology requirements align to your solutions is the best way to secure business down the road.

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