Overview

Red Hat is a world leader in open-source software and open hybrid cloud solutions. The company sought to expand its brand and relationships throughout Massachusetts state government, with the goal of increasing procurement opportunities. The first step toward targeted gains in business development was for Red Hat’s products and capabilities to become widely recognized throughout the voluminous layers of IT and technology infrastructure personnel and decision-makers spread across state government.

Our work

Our team identified all key decision-makers and developed an introduction strategy that allowed Red Hat to share its knowledge and experience in other states with Secretaries, Commissioners, CIOs, and IT personnel throughout key state agencies.  These meetings and information-sharing sessions included the Massachusetts Executive Office of Technology Services and Security, as well as numerous state agencies and the Massachusetts Cyber Center.

Results

As a result, Red Hat went from virtually no marketable relationships in state government to being invited to share the stage with the state’s Technology Secretary as leading experts on Cybersecurity at the highly touted Massachusetts Cybersecurity Forum.  Additionally, these overall development efforts have also led to Red Hat’s first direct Massachusetts procurement and being consulted on potential system solutions by mid-level IT staff in major state agencies.