Inside guide to growing your public sector sales
May 9, 2017 Leave a comment
By Chris Wiedemann, consultant
Last Friday, as the rain pounded the Washington, D.C. region, my colleague, Tom O’Keefe, and I huddled in a recording studio to chat with Mark Amtower on federal IT trends for his Amtower Off-Center show.
The 45-minute segment was posted here yesterday. Here are highlights of what we think the IT industry needs to know now that there’s a budget in place for the rest of the year.
December 30, 2016 Leave a comment
By 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.
March 3, 2016 Leave a comment
by Mark Wisinger, Analyst
One of the lesser-known “Big Five” intelligence agencies, the National Geospatial-Intelligence Agency (NGA), has been making large strides that mean new opportunities for technology companies. NGA consolidated its CIO and IT services offices under Douglas McGovern’s leadership. NGA’s deputy director, Susan Gordon, has instructed McGovern to be less risk-adverse. Now the newly consolidated office is focused on exploring technologies like mobility that were previously considered too risky. Expect NGA’s investment strategy to continue embracing cutting edge IT. Read more of this post
December 23, 2015 Leave a comment
by Allan Rubin, Vice President, Marketing 
immixGroup’s 2nd Annual Government IT Sales Summit is done, but thanks to the magic of Al Gore and Tim Berners-Lee, it lives on forever on the Web (well maybe not forever).
This year’s event attracted nearly 1,000 sales, marketing, channel, and business executives from the public sector IT community who all came with one purpose: to get real-world perspectives and actionable information that helps them increase their government sales.
Since many of you tried but failed to be in two places at once, we’ve got a treat for you: video and audio recordings of all 19 sessions (as well as downloadable presentations) are now available on demand at immixgroup.com/summit2015.
Sessions explore everything from the newest technology developments in Big Data, Cybersecurity, and The Internet of Things to the latest government IT priorities and what they mean for technology companies that sell their products to the government. Watch the keynote address by Walter Isaacson (highly recommended), panel discussions led by government IT leaders, and the 11th Annual DOD and Civilian Budget Briefings (our most popular sessions by far)— anytime, anywhere.
If you’ve got some extra time to kill over the holidays, grab a notepad and check out some of the videos. They’ll help you start strong in January.
October 28, 2015 Leave a comment
by Kevin Shaker, Analyst, Market Intelligence
The Internet of Things (IoT) is more than just a buzzword, it’s a full-blown reality. IoT is essentially the composition of multiple electronics, sensors, software, and device endpoints that communicate with each other by exchanging data and signals. Think of the IoT as a robust network of working and moving parts that change their habits and functions based on information between sensors. The Internet of Things is transforming the way business processes are conducted from security and surveillance to telemedicine and healthcare (just to name a few). Read more of this post
October 1, 2015 Leave a comment
by Mark Wisinger, Analyst
Recent changes at SOCOM (Special Operations Command) reflect the organization’s increasing need for mobility and cloud solutions. In case you didn’t know, SOCOM’s acquisition structure is similar to that of the Service branches: the Program Executive Offices (PEOs) are responsible for IT procurement and program management. SOCOM’s PEO C4 handles acquisition for IT products through its program portfolio.
At the 2015 Special Operations Forces Industry Conference, SOCOM unveiled a new division office under PEO C4 called, Next Generation Infrastructure. This new office is responsible for identifying cutting-edge commercial off-the-shelf solutions for networking, in the areas of network security and storage. This includes technologies such as mobility, mobility networking, identity management, and the cloud. SOCOM has always prioritized infrastructure and telecommunications as the cornerstone to maintaining connectivity with warfighters in the field. Read more of this post
September 3, 2015 Leave a comment
by Kevin Shaker, Analyst, Market Intelligence
The Environmental Protection Agency (EPA) has both the budget and mission in place to make mobility their next big priority, creating ample opportunities for IT mobile solution providers to help them advance this initiative. The agency’s Strategic Plan outlines a need to increase mobile solutions through FY18. Additionally, the EPA’s FY16 budget request is $45M more than FY15 enacted levels, making the agency a great place to get your solution baked into their IT framework.
The EPA’s Office of the Chief Information Officer (OCIO) originally planned to provide all agency employees mobile access by the end of FY15, yet there is still much work to be done as indicated in the EPA’s Technology Infrastructure Modernization (TIM) Exhibit 300. TIM is the infrastructure piece of the EPA’s IT architecture. In the past TIM centered around data center consolidation, but since the data centers have been merged that are filtering into the EPA’s National Computing Center, the investment is now in virtualization and enterprise mobility. In FY16, the EPA will administer an agency-wide refresh, giving IT vendors the opportunity to sell mobile and infrastructure solutions for TIM’s IT framework. Read more of this post
July 16, 2015 Leave a comment
by Kevin Shaker, Analyst, Market Intelligence
For more 
than 5 years the broad mission statement within government IT has remained constant: save money and time while increasing efficiency. As part of DISA’s reorganization they’re still in the process of investing in networking and infrastructure solutions that will save future IT dollars.
Here are 3 things COTS vendors need to know about DISA’s new plan and its future impact on infrastructure purchases:
1.) Efficiency is Key in Creating an Improved JIE
Last month DISA released a 5-year IT agenda aimed at cutting costs and reworking the network infrastructure, aligning with their goal of creating a pure Joint Information Environment (JIE). The plan calls for the integration of multiple encrypted network enclaves into a hyper-converged infrastructure. This means that if you’re a vendor offering consolidation, network administration, or virtualization products, you will want to reach out to DISA IT personnel with messaging on how your product can eliminate redundancies within the Pentagon’s information system framework, the IT infrastructure backbone of DOD.
Read more of this post
June 1, 2015 Leave a comment
Tomas O’Keefe, Consultant, Market Intelligence
Interoperability
was the buzz word at AFCEA Bethesda’s Law Enforcement IT Day. Government speakers gave first-hand accounts of the challenges they’re experiencing and where they could use some industry support. Interoperability is a persistent challenge for government, as agencies struggle to work with each other and properly share information across different devices in different environments. The law enforcement and public safety community are increasingly struggling in their information sharing efforts with State and Local municipalities and the COTS community can offer support to our government end users.
There are three main areas of concern among federal law enforcement and public safety groups when it comes to interoperability with their state and local partners.
January 20, 2015 Leave a comment
Building on last week’s blog post, focusing on DISA’s major reorganization where I gave an overview of the new offices and divisions and their responsibilities. Today I’ll provide an update on how they see their role in major technology areas such as cloud and mobility playing out over this calendar year.
Government Sales Insider 