Resources

Our clients are always looking for new ways to get in front of potential Government customers and meeting new teaming partners. One of our primary recommendations is to participate in Government hosted Industry Days. Industry Days are typically held by a specific Program Management Office (PMO) soliciting and gathering vital information for an upcoming Request for Proposal (RFP).

In today’s session we want to discuss Open Source Intelligence market, how this market has changed with the introduction of social media and more recently AI, and some of the key areas Government is seeking assistance to help with their OSINT programs. We will also review the key resources that Carahsoft and Marion Square has to offer in this expanding market.

Webinar Recording from 3/26/24

According to market analysis the space is large, around $7B today, and is expected to grow at 28% CAGR annually thru 2030 when the market will be approximately $36B. Global Open Source Intelligence Market Size $36,241.2Mn 2030 (custommarketinsights.com) Law Enforcement followed by Government Intelligence Agencies and Defense Intelligence Agencies are by far the largest customers for OSINT technologies.

Prepare for PQE: M-23-18 (whitehouse.gov)- June 2023

• Ensure that requirements under:

o NSM-10-US becomes a leader in QIS while mitigating risks to systems vulnerable to Cryptographic Resistant Quantum Computer. )CRQC)

o M-23-02-provides guidance on transitioning to PQE

o NMM-2022-09- outlines Zero Trust Security principles

are made transparent in FY 25 Budget submissions.

You are going to hear more and more about Quantum in the coming months and years, more specifically mandates and orders regarding Quantum and Post Quantum Encryption. The latest estimates are that a viable Quantum Computer which can crack the current encryption algorithms (RSA, Elliptical Curve, Diffie Hellam) could be less than 10 years away and with transition times (from existing solutions to Post Quantum and Quantum solutions) estimated at between 5 and 7 years the Federal government is beginning to take notice of the risks Quantum Computers pose to national security.

Late last year, I had the opportunity to participate in an In-Q-Tel (IQT) webinar and present the concept and value of determining the Total Addressable Market (TAM) for Government to IQT portfolio companies. In the commercial space, the TAM is everyone/every organization that a company could potentially sell to, the TAM we at Marion Square have developed for Government, takes this to a more detailed level. Since Government agencies are strictly confined by their budget cycles and certification requirements (think FedRAMP) we believe organizations should take these items into consideration when developing their TAM.

As the 2023 year comes to an end, we wanted to round up the content we’ve curated throughout the year in an easy to review eBook. At Marion Square, we are continually researching new technology trends, opportunities and initiatives within the Government. We hope you find this useful as you're planning your Federal sales strategy for 2024!

Marion Square attended Carahsoft’s 3rd Annual Marketing Summit on November 1st, 2023. Co-Founder and CEO Harvey Morrison presented with Carahsoft’s Vice President, Mike Shrader to discuss best practices for both large and small vendors looking to sell to the Federal Government.

The overarching theme around a CR to keep in mind is that CR's reduce the amount of time an agency has to complete a solicitation. Instead of a 12 month window to conduct market research, identify contracting vehicles and approaches to procurement, meet with vendors, etc agencies timeframes are compressed. If the FY 24 budgets aren't approved until Dec (which is the current consensus) then agencies will only have 9 to 10 months to complete their work or risk loosing their funding at year end.

The FY 24 budget includes $210B for federal research and development (R&D), this is the largest ever investment for Federal R&D.

Artificial Intelligence R&D is a main focus area for FY 24 investment with several agencies requesting $1B to fund AI research projects and programs in areas such as:

• Facial recognition technology

• Drone systems

• Systems to analyze large amounts of data

• Cyber Security

• Post Quantum Cryptography is becoming a focus area with the release of May 22nd National Security Memo- initial standards are being released by NIST. Though the FY 2024 budget request sees several investments in advancing quantum computing R&D, contractors will begin to see funding and needs in cyber budgets for PQC transitions as early as FY 2025.

The US Government is signaling its future cyber priorities with a recently released OMB Memo M-23-18 "The Administrations Cyber Priorities for FY 25" M-23-18 (whitehouse.gov). The memo instructs Federal Agencies to prioritize budgeting/funding around the key initiatives specifically outlined within the memo. In reading the memo, one will notice that several of the priorities are a continuation of funded initiatives that are currently going through the budget approval process as part of the FY24 budget.

Over the last couple of months there has been quite a bit of news regarding the recently passed Fiscal Responsibility Act (FRA) which raised the US Government debt limit until Jan 1 2025. Vendors who sell to the US Government are wondering what effects this bill will have on Federal spending in the coming years and how best to plan and execute their Government go to market sales strategies.

At Marion Square, we continually research and analyze Federal Agency IT budgets and key spend priorities for our clients. This time of year, is especially busy because agencies have begun releasing and justifying their budget requests for FY24. This information provides organizations selling into Government with critical insights into key Government spending priorities and trends for the upcoming fiscal year, which is only 5 months away.

The Federal Government’s FY24 budge request includes record R&D requests, specifically for critical and emerging technologies (CET), artificial intelligence (AI), cyber, citizen experience, quantum and 5G.

The Administration has stated that the2024 budget request aims to tap into the strengths of cutting-edge technologies like digital identity and artificial intelligence (AI) while restructuring the security capabilities of software and cloud services used by the Federal Government.

Marion Square continues to highlight the importance of not only understanding the landscape regarding budgets, funded programs, and initiatives, but also the criticality of ensuring your message and go to market sales motions are "tuned" for a Government audience.

Artificial Intelligence/Machine Learning and Quantum Computing - Specifically Post Quantum Cryptography are two high priority emerging technologies the Federal Government is spending on.

Marion Square’s Co-Founders Harvey Morrison and Greg Imahara attended the recently completed AFWERX Innovation Conference held in San Antonio Texas. (2023 Innovation Industry Days (eventsquid.com))

The conference was attended by over 100 innovative technology companies that are interested in the AFWERX/SpaceWerx SBIR/STTR programs and key program offices inside of both AFWERX and SpaceWerx.

Organizations with innovative emerging technologies should have a strategy for working with the Federal Government. Government contracts are a great way to not only access non-dilutive funding to help with product development but saying you are working with the Federal Government provides credibility for your technology in commercial markets.

As the 2022 year comes to an end, we wanted to round up the content we’ve curated throughout the year in an easy to review eBook. At Marion Square, we are continually researching new technology trends, opportunities and initiatives within the Government. We hope you find this useful as you're planning your Federal sales strategy for 2023!

Emerging Technologies: Carahsoft’s 2nd Annual Marketing Summit

Working with clients we often times hear, "opportunities in our sales pipeline never seem to close". At Marion Square, we categorize Government sales opportunities along a spectrum. On one end of the spectrum are opportunities with an identified budget line item and a clear mandate to make a purchase, similar to the Government’s current Zero Trust Architecture (ZTA) mandate which agencies are budgeting for today. On the other end of the spectrum, you have sales opportunities that can best be described by the Government’s comments " we like your technology, it solves a problem, we really need it", but there is currently no line item budget or mandate for this technology.

As we begin a new Government fiscal year, we wanted to highlight a few key items for you to consider as you develop your FY 23 Government sales go to market strategy and objectives. A successful Government go to market sales strategy should start with a clear understanding of the funded initiatives and programs. Having this knowledge will ensure that you are deploying your resources and time on opportunities that will yield the greatest results.

As the Federal Governments fiscal year rapidly comes to a close (Sept. 30th), many companies are in the process of developing both their sales strategies and revenue forecasting models to support their government business for FY 2023. One of the items companies should account for when developing their strategies and models (especially around forecasting) is the Governments Continuing Resolution process or CR as it is more commonly referred to in Government circles.

If you have ever considered developing a Government market for your technology, now maybe the ideal time. With the chance of an economic recession increasing, (some would argue we are already in a recession) companies are hard at work developing strategies to overcome the potential loss in revenue and the effects this could have on their business growth and operations. A sales strategy that includes the US Government, which is the largest purchaser of software and IT services in the world with a budget for FY 2023 estimated to be $65B, may be an option for you to consider.

As the US economy begins to slow throughout the later half of 2022 and into 2023, organizations should consider developing a Government go to market strategy as a way to diversify their sales and reduce the risk of revenue shortfall.