FY19 brought good news for the IT vendor community selling to the federal government. Approximately 50 percent of federal agencies had been funded by the start of the fiscal year and the money is flowing. Many agencies saw an increase in their IT budgets and will be buying COTS software and hardware to help them advance IT imperatives. The unfunded agencies remain in continuing resolution, which hopefully will be resolved soon.
At the immixGroup Government IT Sales Summit last month, several key themes surfaced as over 700 suppliers, partners, systems integrators and government employees gathered to hear more about the latest trends in federal IT — despite an early snow storm that made travel difficult. Throughout the day and across the information-packed sessions, the key themes of modernization, optimization and meaningful use of data were repeated over and over.
This means that vendors selling solutions such as hyperconverged infrastructure, cloud computing, software-defined networking, BI and analytics tools, network visibility products and identity access management solutions can find opportunity if they look in the right places.
Another message was delivered with consistency – that understanding customer needs prior to engaging and approaching the customer early in the cycle will improve chances of a successful sale. As always, the importance of the role of relationship development couldn’t have been more emphasized – and immixGroup’s Government IT Sales Summit was a perfect breeding ground for those developing relationships.
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Full recordings of all 12 sessions from the 2018 Government IT Sales Summit are available on demand and you can view them here.
By Tim Larkins
Director, Market Intelligence
immixGroup, An Arrow Company
Last modified: May 3, 2019