Year-End Tip: Ask, “Is the Right Amount of Money in the Right Account?”

Steve Headshot 65 x 85by Steve Charles, Co-founder and Executive Vice President

During typical years, the feds spend about a third of the budget in the last quarter. While sales for complex deals and engagements are off, sales for easy to buy commercial items are staying strong. So, what can you do to be successful this September? Make sure to ask one of my favorite closing questions: “Is the right amount of money in the right account?”

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DCMA RFI Offers Enterprise Opportunities

Rick Antonucci_65x85by Rick Antonucci, Analyst

The Defense Contract Management Agency (DCMA) released an RFI for Legacy System Modernization earlier this month with a quickly approaching August 4th response date. The RFI seeks to obtain modernization of the Mechanization of Contract Administration Services (MOCAS) system. The system, which dates back to the 1950s, is an enterprise solution that provides contract management and disbursement and management of funds. It is 65% owned by DCMA and 35% owned by the Defense Finance and Accounting Service (DFAS).

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Want to Help Government Agencies with Their Big Data Strategy?

Stephanie Headshot 65x85 by Stephanie Meloni, Senior Analyst

After years of hearing buzz about Big Data, could it be that the government is actually starting to implement its use? According to a recent survey conducted by IDC Government Insights, the answer is yes. The survey gives insight into how government is using its data – along with what industry can do to help agencies improve upon their current Big Data Strategy and processes. It places most federal agencies at about the mid-point of the maturity cycle for Big Data adoption, which means that those agencies have a defined Big Data strategy and are generating repeatable results. These agencies have made a business case for the use of Big Data, but are still figuring out how to use big data technologies and data consistently. Being only halfway through to optimization also means that these agencies have a ways to go in order to overcome inefficiencies in process.

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Five Creative Ways to Reach the Federal Government

Brian Chidester_65x85by Brian Chidester, Manager, Strategic Accounts & Content Marketing

One common trend we have expounded upon in length recently is the shrinking number of touchpoints with both C-level and end-user government personnel, due in large part to the reduction in travel to conferences and events. Understanding where these “govies” go for information is one great way to ensure that you are reaching them and that your message is being seen or heard.

BlogPost_MainPageImageFollowing a review of the 2014 Federal Media & Marketing Study, which highlighted key trends for where and how
Federal government employees consume content and information, some interesting information came out of it. For one, statistics from the report noted that print is not dead in the Federal market. While circulations have decreased in the past decade, publications including Government Executive and Federal Times are still being heavily read. In fact, nearly half of all surveyed read both of these publications. Additionally, with 80% of “govies” utilizing their mobile device for information, this can be a unique way to reach them like never before.

Here are five other creative ways to reach the Federal government audience in places they are engaging within.

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3 Challenges Lead to Many Opportunities at DHS

Tomas OKeefe_65x85by Tomas O’Keefe, Senior Analyst

The Department of Homeland Security released its second Quadrennial Homeland Security Review (QHSR) on June 18, 2014. The QHSR outlines the broad strategic goals of the department over the next four years and is key for technology vendors to be aware of when having conversations with high-level DHS officials. You won’t find information on the next incoming wave of DHS requirements per se, but you’ll find the objectives that are going to inform the types of technology the department is going to look for over the next four years and beyond.

The department has updated its five homeland security missions that were articulated in the first QSHR, and for 2014 they are:

  • Prevent Terrorism and Enhance Security
  • Secure and Manage Our Borders
  • Enforce and Administer Our Immigration Laws
  • Safeguard and Secure Cyberspace
  • Strengthen National Preparedness and Resilience

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Data Services Opportunity at the FAA

Mohamad Elbarasse_headshot_7-23-2013_For WordPressby Mohamad ElbarasseAnalyst

The FAA released an RFI for data services under the Aeronautical Communication Services (ACS) contract on June 10. The solicitation calls out services supporting the exchange of data between various FAA systems and facilities. Responses are due on July 10, 2014.

The contract would support the transfer of data products to and from the following networks and systems:

  • National Airspace Data Interchange Network (NADIN)
  • Tower Data Link Services (TDLS)
  • Traffic Flow Management System (TFMS)
  • Advanced Technologies and Oceanic Procedures (ATOP)
  •  Dynamic Oceanic Tracking System (DOTS)
  • Meteorological Data Collection and Reporting System (MDCRS)

The prospective vendor would be required to comply with the International Civil Aviation Organization (ICAO) Standards and Recommended Practices, International Air Transport Association (IATA) Addressing Standards, FAA Procedures, and the Federal Communications Commission (FCC) requirements as needed.

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The $6B Health IT Market: Exploring Opportunities Beyond EHRs

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

Health IT in the federal government represents a $6 billion market.

Let that number sink in. It may seem high, but recent guidance from the Food and Drug Administration (FDA) and the Office of the National Coordinator for Health IT (ONC) indicate that “health IT” as a concept means much more than just EHRs. According to the report, there are three broad categories of health IT:

  • Administrative health IT functions: This includes billing and claims processing, practice and inventory management, and scheduling.
  • Health management IT functions: This category includes health information and data exchange, data capture and encounter documentation, electronic access to clinical results, clinical decision support, knowledge management, and patient identification.
  • Medical device health IT functions: Examples include computer aided detection/diagnostic software, radiation treatment planning, and robotic surgical planning and control software – in other words, devices actively used in medical treatments.

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A New Event for Government Sales and Marketing Professionals

Photo of Allan RubinWe’ve been hearing it quite a bit from our manufacturer clients and channel partners recently: it’s tough out there. Companies that sell technology to the government have faced one challenge after another. Most of us survived Sequestration, continuing resolutions, and the shutdown — often with some scars to show for it — and we hope those are in the rear-view mirror for good.

Uncle Sam is still spending a lot of money on technology products and services, but that growth curve has flattened, and budget pressures have increased competition for every order. Add to that the significant shifts we’ve seen in technology requirements, acquisition methods, the movement towards lowest-price technically acceptable (LPTA) procurements, difficulty in meeting face-to-face with customers…and the increased pressure you’ve probably seen from your corporate office to exceed revenue goals while cutting back on personnel, marketing, and other resources. There’s a long list of reasons for those in our industry to lose sleep.Print

Luckily, it’s not all doom and gloom. Pockets of technology, like cyber security, remain strong with growing demand. The state and local market is heating up. While some agencies and programs face budget cuts, others are expected to invest more heavily in IT products and services. There are reasons to be optimistic, but you have to know where to look … and what to look for.

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Marketing Tips for Recruiting Public Sector Channel Partners

Brian Chidester_65x85by Brian Chidester, Manager, Strategic Accounts & Content Marketing

Channel partners can grow a manufacturer’s sales and spread its message about products or services. But to have an effective channel partner program, manufacturers must recruit the right channel partners to achieve their goals.

Brian Public Sector Blog

As a technology manufacturer, you may know what you require in a channel partner. But how do you find the right partners for your program?

Like most marketing activities, you need a list of potential prospects. There are two primary ways to get there: generate your own list from research and recruitment activities, or obtain an existing list from someone else.

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2015 NDAA could transition JIE from Concept to Concrete Reality

Lloyd McCoy_65x85by Lloyd McCoy Jr., Consultant

lloyd - may 9 6If you’ve sat through our briefings or articles, you’ve no doubt heard us emphasize that the JIE is not a program of record.  It doesn’t have a budget or a program manager and remains a concept focused on interoperability and a shared security architecture.  Sure, recent funded activities like Joint Regional Security Stack (JRSS) and Multi Protocol Label Switching (MPLS) which are aimed at increasing bandwidth and consolidating security architecture are being publicly framed by those involved as being in the spirit of the JIE.  However, there remains no authoritative framework defining whether this or that program is part of the JIE.

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