Centralization, consolidation reshapes government IT landscape
I wasn’t able to sit in on Steve Charles’ panel at the recent immixGroup Government IT Sales Summit, but I got him on the phone the next day to talk about the contracting landscape.
Charles, a founder of immixGroup, has kept his focus on how manufacturers, software publishers and cloud service providers are reaching the market. He considers them the top of the IT food chain because they create intellectual property, i.e., the commercial products the government is trying to buy.
What he sees is centralization and consolidation of both what IT is being bought and how it is being bought by the government.
This is changing the relationship between the OEMs and the channel as well as between the channel and big integrators and how they work together and what each needs from the other.