Federal IT Needs a Culture Shift

Tom O'Keefe

By Tom O’Keefe, Consultant

At many of the events I’ve been attending around the beltway lately, a common theme in federal IT keeps coming up – culture as an impediment to change. Many of the CXOs I hear speaking all mention that to modernize outdated federal systems, the culture within an agency and around its technology has got to change.

That’s not to say that agencies are dismissive of their workforce, or that they don’t value their employees – on the contrary, many leaders recognize that their teams are the most valuable resource they have. But to transform federal IT, to unlock the value of data and to fully embrace the move to the cloud, agency IT leaders know they need to drag their workforce kicking and screaming into the 21st century.

At AFCEA Bethesda’s Law Enforcement and Public Safety Technology Forum, Sonny Bhagowalia, Deputy Assistant Commissioner, Office of Information Technology at Customs and Border Protection, highlighted the five things that federal IT leaders need to take into consideration: Read more of this post

Data Centricity: The Heart of Federal IT

Tom O'Keefe

By Tom O’Keefe, Consultant

If there’s been a common theme I’ve been hearing lately, it’s data centricity.

It’s a fundamental shift in federal IT that’s been building for a few years that could have broad implications for the types of technology investments agencies will look to make in the future. Federal agencies are beginning to realize that not only is data their core asset, they know they need to make start making investments in the stewardship and utilization of that data. It’s not enough to just have data or protect data, that data needs to be operationalized and transformed from data to knowledge to action – and support the execution of the mission.

At an AFCEA Bethesda breakfast I attended in March, speakers from the Departments of Defense and Homeland Security affirmed the increasing understanding within their agency of the value of the data they capture throughout the course of their operations. It’s fair to note here that agencies have been talking about making better use of their data for years, but much like we’ve seen the slow and steady progression to cloud adoption, I believe we’re seeing a steady progression toward realizing the importance of data and turning it into actionable intelligence to enable the mission. 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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Truths and Lies About Year-End Funding

Chris Wiedemann

By Chris Wiedemann, consultant

The end of another government fiscal year means another September, with all the craziness and excitement that it brings. As we’ve noted before, the government doles out an average of 40 percent of its annual IT expenditure in the final month of the fiscal year. In fact, given the relatively late arrival of this year’s appropriations, we might see that share go up this year. The conditions are ripe for a hectic four-week period, where we should all expect long hours to make sure every order gets filled.

You’ll also want to make sure you’re keeping an eye on the phones, no matter when they ring — September is the month for blue birds, but you need to be responsive to land those last-minute deals and capture year-end money. Steve Charles, one of immixGroup’s co-founders, has a great video running down other best practices for the end of the government fiscal year you might want to review.

All that said, I do want to address a common misconception about year-end money: in most cases, customers aren’t going to identify any new requirements for FY18. One of the most common requests our market intelligence team gets is to help reps “find” year-end deals — but the realities of the government buying cycle make it impossible to accurately track which customers have the right combination of unfulfilled requirements and unspent budget. Don’t add to the stress of the month by chasing new deals – instead, keep the following tips in mind:

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5 Ways to Lead a Team to Profits

Steve Headshot 65 x 85IES-Sales ImageBy Steve Charles, immixGroup Co-Founder

Ask anyone who’s run a company or a large division about their management style, and you’ll likely walk away with some new strategies for getting people to do what you want them to do.

immixGroup leader Art Richer and I were recently interviewed by Sales Initiative magazine, the largest sales-focused publication in the UK, about our management styles. In a month, we’ll be honored, along with immixGroup co-founder Jeff Copeland, with a lifetime achievement award from the Institute for Excellence in Sales.

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