Larry Allen, Author at Edge360 Online

Uncategorized by Larry Allen July 23, 2015

Gearing Up for Federal Buying Season: Hottest IT Areas

Most IT solution providers that sell into the government are already heads down in planning and prepping for the federal buying season. This year’s federal buying season is shaping up to be on of the best in recent memory, and is certainly…

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Cyber and Cloud Remain Fed Priorities – How Can You Succeed?

Cyber security and the transition to cloud solutions remain the top two federal information technology priorities. With over two-thirds of the federal IT budget spent maintaining legacy systems, it means that these priorities can dominate your customers spending on “new” solutions. Yet,…

Uncategorized by Larry Allen January 13, 2015

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Contractors Increasingly Look to Diversification for Stability and Growth

Say the name “General Dynamics” to anyone in the government market and images of tanks, warheads, and other military hardware come to mind. Now, though, General Dynamics is seeking to replicate its success in areas such as logistics management and healthcare provision…

Security by Larry Allen December 2, 2014

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A Christmas Gift from Congress: Appropriations Bills

While it is still too early to say for certain, there is a good chance Congress may actually pass most of the stalled FY’15 appropriations measures before Christmas. This would give almost all agencies (except for perhaps the Department of Homeland Security)…

Security by Larry Allen November 18, 2014

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Q1 Federal Outlook – Work Now Brings Benefits Later

We recently participated in a conference call with a client trying to sell a new offering into the federal market. The list of “hot prospects” was short and significant, near-term projects were similarly situated. Senior executives from some of the company wondered…

Security by Larry Allen October 24, 2014

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How You Sell Into Federal Government Is As Important As What You Sell

You have the best solution. You are offering the best great value. Your customer adores you. This sale is a done deal, right? Nope. Not, if they need to use a contract method that you don’t have or don’t qualify for. To succeed in government…