Debt ceiling deal impacts IT budgets

What federal IT contractors need to know about the legislation

By Grier Eagan, Senior Market Intelligence Analyst

With the expected passing of the debt ceiling legislation, which locks in federal civilian spending until January 2025, contractors who sell IT to the government face a shifting landscape. While the Federal Civilian FY24 IT budget will cap at $56.4 billion, identical to the budget passed in FY22, opportunities still exist for those nimble enough to adapt.

Despite this cap representing a $6.9 billion decrease from the IT budget originally requested for FY24, IT vendors should take solace in the fact that the FY25 budget will see a marginal 1 percent increase. However, considering the current annual inflation rate of 4.93 percent as per the Consumer Price Index, this means that the federal civilian government will have approximately 4 percent less buying power under the FY25 budget than the FY24 budget.

Read more of this post

Selling cyber now means understanding FITARA

Feds update FITARA metrics to include agency performance in critical cyber needs.

By Tara Franzonello, Program Development Manager

The U.S. House of Representatives Committee on Oversight and Reform (COR) released its 15th  Federal Information Technology Acquisition Reform Act (FITARA) scorecard in December 2022. This latest scorecard introduced a new category for cyber security. 

Agencies’ protests against enacting this key IT legislation have high visibility from agency chief information officers (CIOs) to the General Accounting Office (GAO) to Congress. Technology vendors have an advantage over their competition if they can help agency customers show progress in measured categories. This is now particularly important for FITARA because agency self-assessment for compliance happens every spring.

Why FITARA matters for federal cyber security sales

Read more of this post

FedRAMP and StateRAMP continue to align on cyber security

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

Important Considerations in an M&A

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

Win the Chance to Bid

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

Nur Rahman honored on the 2021 CRN Rising Female Stars List

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.

Read more of this post

Strong Relationships: Foundation of Successful Business

By Rita Walston, senior director, marketing programs

Social media has made it possible to connect with potential customers and partners from afar — without TSA close encounters, battling beltway traffic or even picking up the phone. The sales profession has changed immeasurably over the last decade or two, but one thing has not – the value of face-to-face communication in building and strengthening relationships.

As we count down the days until the 5th Annual Government IT Sales Summit, it reminds me why we started it in the first place – to bring our partners and suppliers together in a place where they can make the connections to grow their government business and turn potential into results.

In our industry, events have endured pendulum swings —  for instance, the demise and resurrection of AFITC— but one factor ensures that events will always play a role in business: the irreplaceable value of face-to-face communication. There is nothing quite like it.

Read more of this post

What you need to know about selling cyber

By Amanda Stone, cybersecurity channel development representative

As cybersecurity salespeople, we never lack reminders that the cyber landscape is a truly unsettling place. Each new headline-stealing breach exposes another example of how vulnerable we are. Feeding the exponential growth of cybersecurity threats are the number of avenues hackers can use to obtain our consumer data, the number of rewards for its theft and the relative lack of deterrents.

I recently had the privilege of chatting with Faraz Siraj, regional vice president of Americas’ Channels, Distribution and Alliances for RSA Security, about best practices for cyber sales reps working for various VARs and distributors.

Read more of this post

President signs online marketplaces bill—now what?

 By Jeff Ellinpgovernment procurementort, division counsel, and Steve Charles, co-founder

The FY18 National Defense Authorization Act (NDAA), signed by President Trump earlier this

month, not only authorizes appropriations for the Department of Defense and military services, but it also includes a provision that will change the way the private sector sells many commercial products to the federal government. It could have a dramatic effect on future supplier go-to-market plans.

As the General Services Administration develops its plan to implement this legislation, the time is now for OEMs to speak up about how they want to see this part of their public sector channel evolve. The next opportunity will be Jan. 9 at GSA’s first public meeting on this issue. But first, a little bit on the impact of this change.

Read more of this post

Are commercial online marketplaces in the government’s future?

By Steve Charles, immixGroup co-founder

Proposed legislation out of the House Armed Services Committee would give the Department of Defense and other federal agencies the ability to buy commercial items (COTS) via online marketplaces without contracting officers having to determine price reasonableness before ordering. To make sure prices paid are competitive at the time, the marketplaces would provide all kinds of data to the government, including posted prices for similar, competitive items on the system at the time of sale. Suppliers would be able to update pricing in real-time.

DOD has long complained about GSA Schedule contracts, as well as GSA’s online marketplace, GSA Advantage, arguing that it’s not a real marketplace.  Product catalogs are not current, pricing is not maintained in real-time and many of the contractors lack strategic relationships with the manufacturers of the products represented.  Agencies put in orders on GSA Advantage, only to learn two weeks later that those ordered items are not actually available. Even people at GSA have told me that it’s much more reliable and cheaper for them to leverage the micro-purchase rules and use commercial shopping sites.

Read more of this post

%d bloggers like this: