• Spanning the Software Divide—CapEx to OpEx

    | Nov 17, 2016 | Cloud Computing

    The long-predicted shift from traditional, new license sales to cloud-based, Everything-as-a-Service (XaaS) procurement is gaining momentum. At the same time, agencies have pressing requirements to improve their enterprise computing asset management, as required by the Federal Information Technology Acquisition Reform Act (FITARA). Many are exploring ways to leverage shared services across organizational and departmental boundaries. The result is a critical cash-flow divide for many partners and manufacturers. Successful companies are pivoting their sales culture and business management strategies from CapEx to OpEx. Panelists discuss this important trend and the new compensation models needed to incent recurring revenue sales.


    • Steve Charles, Co-Founder, immixGroup
    • John Austin, Director, Strategic Partnerships, Global ECS Cloud, Arrow Electronics
    • Daniel Corbin, Chief Technology Advisor for C4, U.S. Marine Corps
    • Bryna Dash, Director, Federal Cloud Software and Services, IBM
    • Richard Young, Chief Information Officer, Foreign Agriculture Service, USDA




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