Increasing Government Sales in the New Year - (Archived)

By Allan Rubin, Guest Contributor
Vice President of Marketing,

Despite a strong September for many government contractors, there’s no denying the market outlook for IT companies appears uncertain. New realities for the contracting community include slim chances of a full budget bill passing anytime soon; the likelihood of more continuing resolutions that limit spending on new programs; a distracted Congress; and budgets that continue to decline.

Uncle Sam is continuing to invest in technology products and services, but we’ve seen shifts in how government customers buy. Budget pressures have increased competition for every order. Changing technology requirements and acquisition methods have shifted the government’s focus to “lowest-price technically acceptable” (LPTA) procurements. On top of it all, travel bans and ethical concerns have made it increasingly difficult for many contractors to even meet face-to-face with customers.

Throw in the pressure from corporate headquarters to exceed revenue goals with fewer resources, and you’ve got a laundry list of reasons for those in the contracting industry to lose sleep. As immixGroup’s Senior Market Intelligence Analyst Tom O’Keefe put it, “the days of seven percent overall IT budget growth are done.”

Luckily, it’s not all doom and gloom. Even with cuts, federal IT spending is projected to reach $73.7 billion this year according to the OMB Exhibit 53. immixGroup expects that number to top $120 billion when embedded IT and intelligence community spending are factored in. And the state and local market is heating up, with IT spending climbing to $95 billion in FY2015.

While some agencies and programs face budget cuts, others are expected to invest more heavily in IT products and services. Pockets of technology, like cybersecurity, big data, mobility, and cloud remain strong with growing demand. There are reasons to be optimistic, but you have to know where to look … and what to look for.

With so much market uncertainty, immixGroup will host an event to help the government IT sales and marketing community make sense of this changing market and help technology companies grow their businesses in a flat federal market. The Government IT Sales Summit is not another government conference targeting government audiences and discussing high-level policies and long-term trends, but one that focuses specifically on the business needs of IT companies selling into the public sector. The focus is on helping government IT service providers increase government sales in the new year.

Taking place on November 20 at the McLean Hilton, the Summit offers a full day of market intelligence and networking for IT companies targeting federal, state, and local agencies. It will deliver the relationships, tools, and insights needed to win more business and better serve government customers.

Highlights of this information-packed event include:

It’s a great opportunity to uncover sales leads, re-connect with old friends, establish new business relationships, identify potential partners, learn about new technologies, and prepare yourself (and your team) for a productive year ahead. That’s not bad for a day’s work.

HURRY: registration closes tomorrow, November 18, 2014 at Midnight. Reserve your seat now at


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