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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Government & Industry Talk Cyber, Mobility & Big Data

Lloyd McCoy_65x85by Lloyd McCoy Jr., Consultant

Yesterday industry and government met during the Security Through Innovation Summit in Washington D.C. This forum brought together several hundred government and industry technology leaders to discuss technology verticals such as big data, virtualization, and cybersecurity. In addition to keynote speeches, breakout sessions allowed for a more intimate discussion of various technology developments. The FY 2015 budget was recently published and so the timing of this venue could not have been better. It proved valuable for fostering interaction with top federal C-level executives to gain insights into their priorities for the remainder of this fiscal year and the next.

Here are the top five things you should know.
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