This year’s federal buying season will be quite different from all others in recent memory. After years of doing more with less, federal agencies finally have access to additional funding to begin the process of modernizing their legacy IT infrastructure. From the Department of Defense’s massive budget increase to the funding available via the Modernizing Government Technology Act (MGT Act), this year’s buying season will be fast-paced.
But where are federal agencies going to spend those dollars?
Private sector technology partners looking to take advantage of this rare opportunity have got to be on the ball. This type of situation – especially with the funding from the MGT Act – necessitates an almost immediate ability to connect engagement to demand. In other words, to make the most of the opportunity, federal marketing and sales organizations need an instant understanding of the challenges agencies are facing and which agencies are grappling with the challenges that their solutions can solve.
A recent study by Government Technology Insider found that 30 percent of civilian agencies are struggling with IT modernization and digital transformation. Their legacy IT infrastructure and an aging workforce impact their ability to deliver mission-critical services to citizens and constituents in a way that meets the demands and expectations. In comparison, nearly twice as many readers from the Department of Defense engaged in content related to cybersecurity challenges and solutions than civilian agencies.
Gaining insight into the specific interests and challenges that government agencies are facing in the lead up to this year’s federal buying season helps marketers understand the federal IT buyer’s journey. Not only are marketers able to deliver valuable information to prospects at the right time in the decision making cycle, but they can also empower the sales organization with clear intelligence on the conversations that will resonate with each agency.
