The Truth About Federal Year-End Money

Rita Walston - headshotcontinuing resolution, install base, federal government, budgetBy Rita Walston, senior director, marketing programs

The federal government spends upwards of $90 billion every year on IT. By June, a surprising amount of the budget remains unspent and unobligated. And every year around this time, technology vendors hope to cash in on the year-end money the federal government must spend by the end of the fiscal year — September 30.

Is there anything that sales and marketing can do this late in the fiscal year to help bring in additional revenue?

Yes, says a panel of former government executives who debated this topic at the immixGroup Government IT Sales Summit last November — especially if your company has already done a good job building relationships with the customer and positioning your product or service.

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3 marketing tips for selling to government in 2018

By Rita Walston, senior director, marketing programs

Marketing to the federal buyer is all about knowing the right timing, methods and rules. The key to this is knowing where each opportunity is in the procurement cycle, who the primary influencers are in each phase and what information is most useful to each group.

At this year’s Government IT Sales Summit, we gathered former top-level federal IT decision-makers to give us answers. During a session moderated by Lou Anne Brossman, founder and president of the Government Marketing University, panelists shed light on how to connect with government agency officials; how to plan and execute marketing campaigns when budgets are tight; how federal buyers consume marketing information before, during and after procurement; and how continuing resolutions, the “new norm” in Washington, impact the federal IT community.

Here are just a few of the tips gleaned from the discussion. To hear more from this session, listen to the on-demand recording:

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6 ways to transition to the new administration

Allan Rubin 65x85transitionBy Allan Rubin, vice president of marketing for Arrow ECS North America

The election is over, but uncertainty about the future of Washington still looms. Despite high-level picks already announced by the new President-elect, no one really knows the makeup of the future administration.

This creates some big questions for the IT industry: Who will stay and who will go in government, and how do technology companies navigate the transition? It’s tricky, but there’s a lot of opportunity (and risk) for us during this brief window. It’s a question your executives at corporate are probably asking you about already.

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Will You Be Able to Tame the Transition?

Allan Rubin 65x85summit-white-houseBy Allan Rubin, Vice President of Marketing, Arrow Enterprise Computing Solutions

A new administration always brings change in Washington. But how will a Trump or Clinton White House affect the government IT market? We won’t know for sure until a few months in, maybe even a year.

That’s exactly why immixGroup’s upcoming Government IT Sales Summit includes a session on Taming the Transition: Marketing & Sales Tactics for a Year of Turnover. I’ll be moderating a panel of speakers with years of experience in government marketing and navigating presidential transitions.

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Are You Ready for This Year’s Government IT Sales Summit?

Rita Walston Headshot_63 x 85SummitVideo Promo

By Rita Walston, Senior Director, Public Sector Channel Marketing

Selling IT to the public sector has never been more challenging. So much is in flux—we’ve got new revenue streams created by XaaS; an incoming administration with a new agenda and staff; evolving procurement policies; and fast-moving, disruptive technology.

With so much at stake, we designed our 3rd annual signature event—the Government IT Sales Summit—to help lead attendees across these new Bridges of Growth. The Summit will give solution providers, IT manufacturers, systems integrators, and value-added resellers the tools and resources necessary for bridging the gaps to growth.

This year’s Summit will be held Thursday, November 17 in Reston, Virginia from 7 a.m. to 6 p.m.

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The Secret to Navigating Government IT

Chris Wiedemann_65 x 85US Capitol-Cheat SheetBy Chris Wiedemann, Consultant

Not much in business is harder to navigate than the federal government. Figuring out how to sell a single IT product into this massive universe of agencies and departments that spends trillions of dollars a year can be daunting.

That’s why every spring we go through the painstaking process of putting together our meaty Federal IT Cheat Sheet. It’s chock full of information on where agencies are spending the bulk of their budget, including what each program does, their tech requirements, and the large contractors working on them. It’s a useful planning tool for veterans of the government IT space, as well as newcomers.

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3 Ways the Government’s Event Rules May Be Changing

Allan Rubin 65x85GovEvents_052516By Allan Rubin, Vice President of Marketing

Federal IT professionals in the DC area have no excuse for going hungry. Are breakfast muffins, rubber chicken lunches, and mini crab cakes served on toothpicks all staples in your diet? You can find them at a sponsored federal IT event, trade show, or conference pretty much any day of the week. Maybe even a glass of cheap Pinot if you’re lucky.

Like most IT companies that do business with the government, immixGroup has a busy calendar of marketing events. That’s why we’re closely watching a proposed rule that could change our (and your) event marketing plans.

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