Slow Week in the Office? Watch On-Demand Sessions from the Government IT Sales Summit!

by Allan Rubin, Vice President, Marketing Allan Rubin 65x85

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

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.

Air Force Aiming to Transform IT Operations with Cybersecurity and Big Data Solutions

3D Wire PlaneStephanie Meloni_65x85by Stephanie Meloni, Senior Analyst

Air Force senior leadership came together at AFCEA NOVA’s recent Air Force IT Day to share their priorities for the near future. Two overarching themes became clear: IT related to data integration and analytics as well as cybersecurity are main focus areas for the Air Force in FY16. Additionally, the Air Force’s Task Force, Cyber Secure — established earlier this year to help the Air Force get ahead of cyber threats — has been a success story as the Air Force establishes its cyber terrain. Read more of this post

Data Analytics: The Next Big Thing in Government

Data Analystics_SMStephanie Meloni_65x85by Stephanie Meloni, Senior Analyst

Whether data sets are small, medium, or large — data analytics and management remain a hot topic among both federal and state and local IT communities. Agencies understand that if they can manage their data effectively, they can then begin leveraging data to advance their mission. Data management is often seen as the more challenging piece in the puzzle that’s difficult to get right.

Data governance — the process an agency uses to automate data collection and quality — can be especially challenging, particularly for offices struggling to break down data silos or are just scratching the surface with data management. Read more of this post

New Funding Tied to Obama’s Smart Cities Initiative

SmartCity_TOTom O'Keefeby Tomas O’Keefe, Consultant

On September 14th, President Obama announced his Smart Cities initiative that would dedicate over $160M in federal research and development funding to technology solutions designed to help communities “reduce traffic congestion, fight crime, foster economic growth, manage the effects of a changing climate, and improve delivery of city services.”

Most of this money will fund projects at the federal level, which will then trickle down to state, local, and education municipalities. Technology companies can piggyback on these projects by identifying states and localities primed for newer technology innovations. Read more of this post

3 Procurement Hotspots in DOD’s FY16 IT Budget Request

Hotspot DOD_LMLloyd McCoy Lloyd McCoy Jr., Consultant

The FY16 base DOD budget request of $534 billion represents a $38 billion increase over last year’s budget. When combined with overseas contingency spending, it is a notable 4% increase. While the 4% increase is certainly good news for the COTS community, take into consideration that FY16 will be the first budget year — in two years — susceptible to budgetary caps. In fact, to avoid sequestration (mandatory cuts triggered by spending exceeding the caps), DOD’s budget would have to be approximately $499 billion. Expect a Continuing Resolution (at least through December) until Congress can agree on a budget plan.

As the DOD struggles to offset fiscal limitations, IT will be seen as a game changer reflected by the Department’s investment in three core areas: Cybersecurity, Information Availability, and Operational Visibility. Read more of this post

FY16 Priorities for IRS, DHA, and DOS

Chris Wiedemann_65 x 85by Chris Wiedemann, Senior Analyst

AlthoughFY16 Priorities for IRS, DHA, and DOS September is right around the corner (and most of us are preparing ourselves for a few white-knuckle weeks), it’s important to remember that we’re slightly under two months away from another important date: October 1, the first day of government’s 2016 fiscal year. In case you didn’t know, the government will likely begin the year under a continuing resolution (CR) (assuming there isn’t another shutdown). The twelve appropriations bills that would make up the FY16 budget are nowhere close to being passed into law. Moreover, given other priorities facing Congress along with the House’s lengthy August recess, it seems unlikely we’ll see any new funding levels to start the fiscal year. This means you should prepare yourselves for FY16 by referring back to your customers’ FY15 requirements and initiatives.

While it’s helpful to refer to FY15 budget levels when planning your sales efforts, having a solid grasp on the FY16 funding requests is still important because it shows your customers’ future priorities. Although the government might not start the year off with the flexibility new appropriations would give them, operating under CRs is par for the course for federal IT managers these days. They are still able to achieve their missions, and in many cases, carry out new initiatives in the face of funding constraints.

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Demystifying Exhibit 53: 5 Things Every COTS Vendor Should Know

What You Should Know

Christopher Wiedemann_headshot-65 x 85by Chris Wiedemann, Senior Analyst

The FY16 budget request is in and it brought a valuable piece of information for COTS vendors, the Exhibit 53.

In case you didn’t know, the Exhibit 53 is the single source for next year’s IT budget across government, broken down at the program level. Programs are where the rubber hits the road in federal IT, so knowing which programs your customers are focusing on for the rest of FY15 and into FY16 is not just a good idea, it’s critical to your success as a COTS salesperson in the federal market.

Obviously, the FY16 numbers in this document aren’t set in stone. They’re based on requested values, so there’s no guarantee agency IT budgets will reflect these numbers. However, knowing what your customers are prioritizing is still useful information and there are 5 major takeaways I’d like to share with you from this year’s Exhibit 53:

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4 Initiatives Taking a Front Row Seat in Navy’s FY16 Budget

4 Initiatives Taking a Front Row Seat in Navy’s FY16 Navy Budget
Lloyd McCoy_65x85by Lloyd McCoy Jr., Consultant

The 2016 DOD Budget Request has arrived. If passed, it would be the biggest military base budget ever. So now what?

Before you hit the ground running, it’s important to remember that this is just a request. Congress and the administration still have to hash out any differences and agree on a budget. Also, while the possibility of sequestration is weighing heavy on everyone’s mind, I anticipate it will be kicked to the curb and both parties will settle on a compromise (not far off from the requested totals).
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