AT&T executive Stacy Schwartz spoke with ExecutiveBiz recently, covering the future of federal sales.
“I think it’s going to get tougher for contractors as competition continues to increase. However, this forces contractors to get better at what you do from a sales perspective; you have to demonstrate efficiency and return on investment constantly. You have to demonstrate from a sales perspective that your technology enhances the performance of a particular agency, in terms of achieving their mission objectives. Those are challenges that may feel more acute over time. I do think there are new technologies coming on to the forefront and certainly I hope that as budget cycles and cost concerns come about that that doesn’t stifle innovation. The federal government, in a lot of respects, has led certain aspects of innovation within the market. One driving force is cloud computing. I think the federal government has identified cloud computing as a way to realize enormous cost savings and efficiencies in its IT infrastructure. From our perspective, we were very pleased to see that the government announced a new online storefront for cloud computing services – Apps.gov. We were proud that AT&T was one of the vendors selected and is eligible to provide cloud-based services and products to federal agencies through this new award.”