Challenge
FedTrax was working with a small, successful software company with a flagship cybersecurity product with a near universal market in the Federal space. The company had grown successfully and developed a healthy depth of government clients. They were looking to make a quantum leap in sales and win contracts to be the solution of record on larger government programs, typically run by the largest Federal Systems Integrators (FSI). The challenge is, these programs are few in number, take several years of capture to gel into wins, and are highly competitive. The key for technology solution providers is to get themselves onto the winning FSI team. If not, multiple years of business development effort go down the drain.
Action
The client company was already on a competitive FSI team that had an advantage of working in the early stages of a major service Proof of Concept (POC). The government now wanted to issue a new multi-billion dollar contract to expand that concept across the entire service. There were 4 major FSI teams that were vying for this highly visible work.
FedTrax worked to establish Federal teaming partnerships with 2 of the remaining 3 FSI teams, non-exclusive, to be part of their total solution on the enterprise contract. This increased the client company’s odds of success from 1 in 4 to 3 in 4, a 200% increase in probability for this flexible and shrewd government partner.
Result
A highly competitive contracting process resulted in a winner-take-all award for one of the FedTrax FSI teaming partners, replete with protests from the losers (typical on large Federal contracts). FedTrax worked with the victorious prime contract partner after their win to ensure visibility for the FedTrax client’s software during the transition period from award to actual work, resulting in a high 7 figure, subcontract annual subscription purchase order for the client that was the largest in company history by a wide margin, including option years on the contract for up to 9 additional years. Game changer.