SEATTLE, May 18, 2017 /PRNewswire/ -- Onvia (NASDAQ: ONVI), the leading provider of sales intelligence and acceleration technologies for business-to-government (B2G), today released the results from its 3rd annual survey of government contractor sales expectations. A total of 424 companies who sell to federal, state, local and education agencies participated in this year's study. Their responses indicate how contractors expect to perform over the next 12 months compared with their self-reported performance over the last 12 months. The combined results were used to calculate the 2017 Onvia Government Contractor Confidence Index (GCCI), which set a new record high score at 135.8, up 5% from 2016.

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The 2017 Onvia Government Contractor Confidence Index (GCCI)

Emerging from an uncertain election year, companies selling to the public sector reported increased confidence in their expectations for sales growth in 2017-18.

Each year Onvia's B2G market research team uses the survey results to construct the Onvia GCCI, a single, balanced, composite metric that describes the overall confidence that government contractors have in their ability to grow their public sector sales over the next 12 months. The GCCI is based on a 0-200 scale where 0 means "extremely low confidence," 100 means neutral (neither higher nor lower) and 200 means "extremely strong confidence."

The GCCI score for 2017 is 135.8, up 5% from 2016's score of 129.4. Scores above 100.0 generally point to an expanding market for contractors.

"The 2017 GCCI provides a view into why government vendors are feeling optimistic about their prospects for increased sales," said Paul Irby, B2G Market Analyst. "The 5% increase in this year's score was driven most notably by 21% improvement in expectations for overall agency spending and 8% improvement in the outlook for funding in specific departments."

The GCCI is constructed using four survey questions about public sector sales growth and the impact of agency budgets on their sales. The index components include:
  • Next 12 months: Expected change in sales
  • Next 12 months: Outlook for overall agency budgets
  • Next 12 months: Outlook for individual agency department budgets
  • Last 12 months: Reported change in sales

Expanding Agency Budgets and an Improving Economy Support Increased Go-to-Market Investment

The 2017 results show a vendor community that is expecting to grow their public sector sales revenues over the next 12 months. Comments supporting this positive outlook tended to focus on increasing public sector sales and marketing investment as a result of expanding agency budgets and the effects of an improving economy. Participating vendors shared the following perspectives:
  • "We are aggressively marketing our services to additional agencies."
  • "We are pursuing government work that we did not focus on previously."
  • "We have increased our sales staff for this segment of the market."
  • "We are always improving our outreach to government entities and hopeful that this continues to pay off in term of sales."
  • "While there is certainly uncertainty in the air, overall there is a sense of confidence in the economy that I believe will translate into more tax revenue and larger budgets."
  • "Agencies are increasing spending in some areas, and in other areas there is increased outsourcing to reduce cost where budgets are constrained."

Business leaders in sales, marketing, business development and sales operations who are tasked with planning and executing on their public sector strategy will find the results of this year's survey to be an indispensable source of vendor sentiment on the government marketplace.

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