Beyond Sales: How Industry Can Truly Support Government Missions

Presented by Omnissa & Carahsoft

Original broadcast date February 18, 2025

Chris Betz, CTO for Federal at Omnissa, dives into the importance of industry partners adopting a strategic, value-driven approach when working with government agencies. Rather than focusing on aggressive sales tactics, he emphasizes that successful industry partners serve as trusted advisors who align with government objectives and drive meaningful outcomes. Betz notes that challenges such as bureaucratic red tape and leadership turnover often hinder digital transformation efforts, making continuity and accountability critical. He advocates for industry to play a proactive role in ensuring smooth transitions, maintaining project momentum, and fostering long-term success in government initiatives.

Key Takeaways:

1. Industry partners should prioritize being strategic advisors who drive real value rather than pushing products that may not deliver meaningful outcomes.
   
   
2. Frequent changes in key leadership positions disrupt transformation efforts, requiring better transition management to maintain momentum.
   
   
3. By maintaining accountability and supporting long-term objectives, industry can help government agencies navigate bureaucratic challenges and sustain progress in digital transformation.