New FedRAMP Initiatives Driving Cloud Adoption in DOD

FedRamp_SMStephanie Meloni_65x85by Stephanie Meloni, Senior Analyst

Matt Goodrich, the director of the Federal Risk and Authorization Management Program (FedRAMP) at GSA, recently published a blog outlining some big changes ahead in the mandated cloud security certification program. The changes center around accelerating authorization time so users can capitalize on the speed of building systems using cloud capabilities.

These technology enhancements will create a publicly available dashboard, demonstrating how agencies are using the cloud. Additionally, changes include finalizing requirements for high impact security systems so Cloud Services Providers (CSPs) can start working with data and applications at higher security classifications. All of these efforts are aimed at making FedRAMP scalable and increasing cloud adoption at government agencies. Read more of this post

Riding the Wave of IT Procurement Consolidation in DOD

dv131001Mark Wisingerby Mark Wisinger, Analyst

For the past few years, the term “consolidation” has become synonymous with data center consolidation — a major initiative across public sector. The federal government’s objective in data center consolidation is clear: minimize spending and do more with less.

While data center consolidation has taken limelight for some time now, procurement consolidation is becoming a widespread initiative as it focuses on efficient spending. Let’s take a look at how DOD’s procurement consolidation impacts the bottom line of technology companies that do business with the government, and how you can ride “the wave of IT procurement consolidation.” Read more of this post

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 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.

10 Dos and Don’ts of SLED Procurement

DoDontsSLED_RERachel Eckertby Rachel Eckert, Senior Analyst

For IT vendors trying to sell their products to the state, local, and education (SLED) market, contracting is a major hurdle (and headache). Navigating SLED procurement requires more than just reading strategic plans and responding to RFPs. To succeed in SLED, you need to understand the purchasing process inside out, who the key decision makers are, and ultimately who has buying power.

With each state, local, and education organization being unique, the procurement process is even more complex.  During our 2nd Annual Government IT Sales Summit — exactly 2 weeks ago — four SLED procurement experts shared their top Dos and Don’ts of SLED procurement during session, This Ain’t DC: Navigating SLED Procurement Reform.

Check out this list of top 10 dos and don’ts of SLED procurement:

  1. Do – Understand the reporting relationship and organization authority flow
  2. Do – Be a business partner to your government customer
  3. Do – Ask questions upfront in the procurement process
  4. Do – Build a relationship and trust with the government customer
  5. Do – Get all stakeholders involved early

Read more of this post

3 Joint Staff Takeaways from MILCOM 2015

Number 3 Fingers_CroppedMark Wisingerby Mark Wisinger, Analyst

Joint Staff J6 Director Lt. Gen. Mark Bowman recently spoke at MILCOM 2015 with DOD topics such as the Joint Information Environment (JIE), the Joint Regional Security Stack (JRSS), and interoperability top of mind. These reflections shed light on the Joint Staff’s IT priorities and challenges.

Here are the three main takeaways that COTS vendors and channel partners (large and small) will find of value:

  1. Common Architecture

At this juncture, Lt. Gen. Bowman believes the DOD’s JIE should be more advanced — progress is not moving fast enough. He indicated that there is a need for common architecture, especially an architecture than can be controlled by the Cyber Command (CYBERCOM) via the DOD Information Network Joint Force Headquarters (DODIN-JFHQ). Open and compatible architecture is a continuing challenge for the DOD at large. Ensure your product messaging emphasizes compatibility, as this is the key element the Joint Staff is looking for in COTS products. Read more of this post

Navigating Government’s Evolving Contractual Landscape

Contracts_TOTom O'Keefeby Tomas O’Keefe, Consultant

Government is raising the bar for competition, making management of contract vehicles more complicated through increased reporting requirements and consolidation of spend into large systems development vehicles. Competing in this environment is becoming more and more challenging for technology vendors with limited resources to balance between managing and growing their business. Identifying an optimal go-to-market strategy is critical for technology suppliers to expand their public sector footprint, but finding the best path forward isn’t always cut and dry.  With this in mind, how should technology companies proceed?

Read more of this post

SOCOM’s New Office to Become Lead on Sourcing Mobility and Cloud Solutions

SOCOM_MWMark Wisingerby 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

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