Challenge
FedTrax was working for a successful mid-tier government information technology supplier to the DoD and Intelligence Community (IC) whose revenue base was 100% systems integration work or product sales. The company had long before established its own Independent Research and Development (IRAD) group to create innovative solutions and develop market resilience to pave the way for the future. The challenge was that the IRAD group served to provide tools to the systems integration side of the business but had never generated revenue on its own. It was a cost center instead of a profit center. FedTrax was hired to change that.
Action
FedTrax worked with its customer over a period of time to extend its market presence and refine saleable solutions in the Federal innovation space to monetize research efforts. FedTrax explored and located published government requests or out-and-out developed from scratch multiple sales opportunities in the company pipeline, including:
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- * A cooperative research Broad Agency Agreement (BAA) with the Army Research Lab for an edge computing architecture
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- * A classified seedling research opportunity with the Defense Advanced Research Programs Agency (DARPA)
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- * An Other Transactional Authority (OTA) contract opportunity for prototypes and proofs of concept via a Navy consortium called the Information Warfare Research Project (IWRP)
FedTrax worked with the company IRAD team and Vice President of Business Development to define solutions, review and qualify Commercial-off-the-Shelf (COTS) software to integrate into a total solution (Navy), establish teaming arrangements, and generate winning proposals.
Result
FedTrax’s client was successful and received IRAD awards with these 3 new government clients, totaling several million dollars in project revenue over several years. This served to monetize the client IRAD group and gain diversified penetration into DoD customers that the company had never succeeded in before, converting the IRAD cost center into a profit center that paid for its innovative work.