Sales | Government Sales Insider

DOD has a new CIO—Here’s what he needs to know

April 25, 2018 by Lloyd McCoy Jr. Leave a comment

Lloyd McCoy Jr.

By Lloyd McCoy, DOD manager

The Department of Defense recently announced its new chief information officer, Dana Deasy, who already has a tall order to fill.

When Deasy formally takes over in May he will have three main priorities as it relates to cyber: cloud and cloud security, overseeing U.S. Cyber Command’s (CYBERCOM) promotion to a Unified Combatant Command and upgrading the DOD cyber workforce.

The private sector cyber community could have a key role to play here. But first, here’s what you need to know about what faces Deasy:

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Filed under Market Intelligence, Sales Tagged with CYBERCOM, Dana Deasy, Department of Defense, Joint Enterprise Defense Infrastructure, milCloud 2.0

What you need to know about selling cyber

April 3, 2018 by Amanda Stone Leave a comment

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.

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Filed under Channel Management, Sales Tagged with cybersecurity, RSA security, sales channel

Omnibus signed into law–now what?

March 27, 2018 by Chris Wiedemann Leave a comment

federal budget, fiscal year, procurement By Chris Wiedemann, consultant

Despite some last-minute dramatics, President Trump signed a $1.3 trillion omnibus appropriations bill into law last Friday, fully funding the government for the rest of fiscal year 2018.

Of course, with any bill this size (over 2,200 pages in total), it takes a while to fully digest the implications for our customers and industry.

That said, it’s never too early to pull out some early highlights – to wit:

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Filed under Public Policy, Sales Tagged with Federal budget, IT modernization, Omnibus, Overseas Contingency Operations

Blockchain is all the rage and now government is interested

March 22, 2018 by Tomas O'Keefe Leave a comment

Tom O'Keefe blockchain By Tom O’Keefe, consultant

Everyone’s piling on blockchain as the hip buzzword of the year. Companies that have inserted blockchain in their name have seen their stock prices rise, and simply mentioning that blockchain is part of your technology can be a surefire way to secure investment from venture capital firms.

And now, the federal government is getting in on blockchain, with a recent NIST draft publication highlighting where and when blockchain could be valuable. And federal agencies are paying attention.

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Filed under Market Intelligence, Sales Tagged with blockchain, cryptocurrency, Department of Commerce, Department of Defense, Department of Homeland Security, NIST, Security

Everything you need to know about Army’s cyber strategy

March 20, 2018 by Stephanie Meloni Leave a comment

cybersecurity, DOD, Army By Stephanie Meloni, consultant

With more than $8 billion requested in cyber-specific funding across the Department of Defense for FY19, cyber is top of mind for DOD leadership. It’s no secret the Army has struggled with protecting and strengthening its networks, and there are numerous modernization programs in the works that fall outside of higher-profile items like WIN-T for the tactical network.

One overarching program that will be vital to the Army’s cyber operations will Defensive Cyber Operations (DCO). This is a relatively new office that was stood up in early 2017 at the Army’s Program Executive Office for Enterprise Information Systems (PEO EIS).

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Filed under Market Intelligence, Sales Tagged with Army, cybersecurity, Defense Cyber Operations, Department of Defense, Malware

Cloud ramps up at DOD—Here’s what you need to know

February 27, 2018 by Stephanie Meloni Leave a comment

cloud, DOD By Stephanie Meloni, consultant, and Mark Wisinger, senior analyst

The Department of Defense is committed to speeding up cloud adoption in 2018 and beyond, and many DOD agencies are exploring their own capabilities and plans as they embark on their journey to the commercial cloud.

But with so many moving parts, it’s hard to follow how cloud will actually take shape at the department. We recently peeled back the layers of DOD’s cloud strategy in a webinar so that companies know how to talk to their defense clients about their biggest challenges and potential solutions.

Here’s a preview of what we covered in the webinar:

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