We are in the early stages of awareness and understanding, and contractors are ahead

of government.

Convergence is about more than IT.

There are signi�cant disconnects between industry opportunity areas and government

adoption plans.

Convergence brings both opportunities and barriers to adoption.

Opportunity Areas for

“As A Service”

Contractors see “as a service” opportunities at a signi�cantly greater rate than government

says they plan to implement.

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Perceived barriers are signi�cantly slowing widespread adoption of converged solutions

and consumption-based approaches.

Barriers to XaaS Adoption

LACK

OF P

ROCU

REM

ENT G

UIDA

NCE

POORLY DEFINED REQUIREMENTS

SECURITY ISSUES/RISKS

BUDGET CONSTRAINTS

16%

31

%

36% 21%

60%

46%

45% 24%

“Declining agency budgets are driving re-evaluation

of how we acquire technology and services.”

federal it professional

Important Characteristics of Contractors Delivering

Converged SolutionsGovernment and contractors disagree

on the importance of a few key characteristics for contractors delivering

converged solutions.

Subject matter expertise

90%86%

CONTRACTORSGOVERNMENT

Secure solutions 92%84%

Cost competitive 89%84%

Understand customer mission

93%81%● significant difference

KEY FINDINGS

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although

70%

of government reports moderate to high impact, current use and

near-term plans re�ect signi�cantly lower levels of adoption.

41% COMMUNICATIONS

39% SOFTWARE

35% INFRASTRUCTURE

33% MONITORING

32% PLATFORM

29% TRAINING

19% OTHER

Federal “As A Service” Current Use

and Near-term Plans

The Impact of Convergence on Government Acquisition

Currently using or planning to implement in the next 12 months

platform

monitoring

infrastructure

software

communications

training

0 20 40 60 80 100

17% 35%

20% 43%

21% 64%

21% 58%

21% 41%

25% 56%

IMPACTOF CONVERGENCE

65% 68%Traditional technology vendors are now providing their products as services

Companies will have fewer opportunities to sell hardware and software separately from services as consumption-based acquisition models like cloud computing take hold in government.

It is important for a federal agency to work with a company that can deliver integrated services and technology

The lines between technology and services are beginning to blur when looking to buy IT or mission services

Federal agencies/my agency are behind the technology curve compared to the private sector

TREND 1

TREND 2

TREND 3

TREND 4

TREND 5

75% 85%

66% 79%

58% 80%

53% 67%

TO

P F I V E T R E N DS

TECHNOLOGY CONVERGENCE

Government’s perceptions of convergence differ from contractors’.

● government ● contractor