Strong Relationships: Foundation of Successful Business

By Rita Walston, senior director, marketing programs

Social media has made it possible to connect with potential customers and partners from afar — without TSA close encounters, battling beltway traffic or even picking up the phone. The sales profession has changed immeasurably over the last decade or two, but one thing has not – the value of face-to-face communication in building and strengthening relationships.

As we count down the days until the 5th Annual Government IT Sales Summit, it reminds me why we started it in the first place – to bring our partners and suppliers together in a place where they can make the connections to grow their government business and turn potential into results.

In our industry, events have endured pendulum swings —  for instance, the demise and resurrection of AFITC— but one factor ensures that events will always play a role in business: the irreplaceable value of face-to-face communication. There is nothing quite like it.

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USSOCOM Fields Innovative Technology at SOFWERX

By Ryan Granato, analyst

Demand for new communications and network capabilities for both the Command and the operator are of the highest priority for USSOCOM these days and were oft-repeated themes during the recent Special Operations Forces Industry Conference. SOFIC has turned into the event where industry and government converge every year to showcase current capabilities and discuss mission-related technology challenges.

According to Jim Smith, USSOCOM’s acquisition executive, current communication requirements revolve around issues such as network visibility, assured communications and reduced digital signature to avoid detection in operating environments. Solutions that address IoT and edge computing complement the command’s need for a fully-connected and sensor-enabled operator. In doing business with USSOCOM, Smith emphasized the importance of utilizing SOFWERX.

USSOCOM typically fields new capabilities at a rate much higher than their counterparts. However, technology continues to advance at a rate that traditional government acquisition processes cannot keep pace with. In response, USSOCOM launched SOFWERX, a technology incubator of its own to increase government and industry collaboration through a variety of USSOCOM-hosted projects and events. Kelly Stratton-Feix, director of Acquisition Agility at SOFWERX, stated that the immediate priorities set forth for SOFWERX are shorter procurement cycles and increased support of small businesses.

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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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7 ways cybersecurity companies can help government right now

Lloyd McCoy Jr.By Lloyd McCoy, DOD manager

The public sector market for cybersecurity tools is only going to grow as federal agencies increasingly look to the commercial sector to help solve some of the most complex cybersecurity problems.

During immixGroup’s 4th annual Government IT Sales Summit, government and industry cyber leaders urged companies to help in a variety of ways, from having a better understanding of agency missions to obtaining FedRAMP authorization.

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Here’s what you’ll get out of this year’s Summit sessions

government, sales, ITBy Rita Walston, senior director of marketing

This year’s Government IT Sales Summit will be a full day of rich, actionable content on Nov. 16. We’ll cover everything from how the public sector is spending IT dollars in FY18 to the latest trends in cloud, cybersecurity and artificial intelligence. What makes this content come alive is our speakers, who hail from private industry and government.

We recently spoke to a few of them about their sessions. Here’s a teaser of what you’ll hear:

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The 3 DOD trends you need to know

Stephanie MeloniBy Stephanie Meloni, consultant, and Mark Wisinger, senior analyst

As we prepare for the Department of Defense FY18 budget briefing we’ll deliver at this year’s Government IT Sales Summit, we’ve been able to take a step back and look across the DOD to identify department-wide trends, initiatives and happenings.

Several are jumping out, driven by a fairly new administration and an updated National Defense Authorization Act.

Here are three trends to consider if you sell or want to sell technology to the DOD.

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Want to sell cloud? Here’s what you need to think about

Tom O'KeefeBy Tom O’Keefe, consultant

Cloud has been a topic of conversation for years now in cloudfederal circles without a great deal of meaningful movement. Government is still heavily reliant on legacy infrastructure stacks and is making slow but steady progress to shuttering those systems and moving the applications that rested on them into different types of cloud environments.

But the cloud market is largely defined by a few major players – the behemoth that is AWS, Microsoft Azure and subscription models for popular pieces of software like Microsoft Office, Adobe and Salesforce.

This can leave a reseller or technology OEM at somewhat of a loss as to how to proceed, so here are a few tips and tricks when thinking about cloud:

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