Deltek, We Hardly Knew Ye: New Deltek at Insight 2011




As our long-standing readers might recall, over the past several years, we have regularly reported on Deltek (NASDAQ: PROJ), praising the company’s focus and steadfastly defended turfs, especially the realm of United States (US) government contracting (a.k.a. GovCon). Deltek has been a software provider that does the job as promised (and more), but the company and its products have never been associated with “cool” and “exciting.” Indeed, how many enterprise software pundits would associate Deltek with notions of “cloud,” “social media,” “subscription-based business,” “community/ecosystem,” etc.?

Well, what difference a year can make! Insight 2011, Deltek’s annual user conference, showed a very different looking Deltek than the company I saw a year ago (let alone a decade ago). Conference attendees could see in the opening video that Deltek has recently changed its identity and tagline to reflect a new Deltek with a mission to help client organizations “Know More and Do More.” The video conveyed the message that this is a time of transformation for the vendor, which has significantly grown and lately expanded its capabilities and its solutions to help customers know more and, therefore, do more.

The past year was highlighted by three major additions (in nine months, no less) to Deltek: Maconomy, INPUT, and FedSources (the most recent acquisition). All three of these acquisitions were the culmination of a few years of planning and hard work. It all began in July 2010, immediately after Deltek Insight 2010, when the vendor acquired Maconomy, a software company based in Copenhagen, Denmark, that delivers solutions for professional services firms around the world.

Maconomy Extends Deltek’s Reach

During his keynote presentation, Kevin Parker, Deltek’s chief executive officer (CEO) and president, said that when he and his team first got to know Maconomy’s team, it was like meeting a long-lost relative for the first time:

We share a common DNA. We both have a unique focus on our customers and a unique passion for serving professional service companies around the globe. It was exciting for us to find a team that is as dedicated and committed to providing purpose-built solutions as we are—solutions that were designed from the ground up to deliver the unique capabilities that have always been part of our mission here at Deltek.

In other words, it was immediately clear to both companies that they could do much more together as one truly global team. The acquisition of Maconomy, with more than 200 team members and 600 customers across 60 countries, instantly expanded Deltek’s global reach (which, prior to the merger, according to Parker meant “a London office with six employees and a dog”) and provided it with a much broader footprint in Europe. Maconomy has also greatly accelerated Deltek’s forays into new adjacent markets, including offering solutions for consulting firms, creative marketing communications agencies (which agencies have particular needs), and accounting and legal firms. Since the acquisition, Deltek has announced a number of new wins that speaks to the momentum of the Deltek Maconomy solution in the marketplace today. What all these companies share in common is the project-centric nature of their work. For more information on Deltek’s acquisition of Maconomy, see TEC’s previous article.

The combination of Deltek and Maconomy has also accelerated the reach of the Deltek Vision product into new geographies, and expanded its team globally. Hugo Dorph, former CEO of Maconomy, has meanwhile become the general manager and executive vice president (EVP) of Deltek’s Professional Services. With new offices in Oslo, Copenhagen, Amsterdam, Stockholm, and Brussels, Deltek Vision’s team has continued to grow to meet its customers’ global needs. And Maconomy has since extended its North America reach, which previously consisted of “a Boston office with six employees and a dog.” Parker was proud to say that Deltek is now selling in more markets and geographies than at any time in its history.

Acquiring Intelligence Sources

The dust hadn’t quite settled from the Maconomy acquisition when Deltek took another important step just 90 days later by adding INPUT to its solution set. INPUT enjoys a great reputation in the world of government contracting, whereby more than 2,200 member companies rely on INPUT for the latest and most comprehensive government procurement and market information.
 
This acquisition is a strong complement to the GovWin network that Deltek launched last year and showcased at Insight 2010. Last year, the main story was about GovWin’s unique capabilities as a site for government contractors to team up and find and manage government business. Its Web scraping and human research capabilities have been referred to as an online dating service for the government contracting community. For more information, see TEC’s Deltek Insight 2010 report.

Since then, the GovWin network has grown from more than 10,000 members to 30,000 members, with more joining all the time. By coupling INPUT’s opportunity identification and market intelligence with GovWin’s proposal, teaming (joint ventures), and supplier management capabilities, Deltek has created a compelling solution for business development professionals. Together with its proven project and financial management capabilities, Deltek delivers the only solution for managing the entire government contracting business life cycle.

Deltek and INPUT are quite complementary businesses—nearly half of INPUT’s 2,200 customers were already customers of Deltek, but in different parts of their organization. While Deltek’s historical strength was selling solutions to finance and project management professionals, INPUT’s customers are largely in business development positions. By building a bridge between these two islands of information via government contractors, Deltek expects to further drive its customers’ business success. Through the acquisition of INPUT, Deltek now counts 98 of the top 100 government contractors as customers.

The most recent addition was in April 2011, when Deltek acquired INPUT’s biggest competitor, FedSources. Like INPUT, FedSources provides deep market intelligence, up-to-date opportunity information, and value-added consulting services to government contractors (e.g., help with becoming compliant with the stringent General Services Administration [GSA] and Veteran Affairs [VA] schedules or with the dreaded Section 300 requirements). In fact, many customers subscribe to both intelligence sources to get a complete view of the US government contracting marketplace.

By combining FedSources with INPUT, Deltek has created the largest government opportunity database of its kind in the world. It is a database that contains an incredible 11,000 federal opportunities valued at over US$1 trillion. Just as lawyers subscribe to LexisNexis and Westlaw for comprehensive research of legal precedents backed by a huge database, anyone looking to win more government business need go to one place: Deltek.

Enter Deltek Information Services

Deltek recently organized GovWin, INPUT, and FedSources under one business unit called Deltek Information Solutions, run by Catherine Morales, formerly of LexisNexis and Reed Elsevier. Today, more than 17,000 companies and 70,000 individuals rely on INPUT, FedSources, and GovWin. Later this year, Deltek plans to combine all of these properties to launch one new database, network, and user interface (UI) that incorporates the best capabilities from each of them.

The power of the newly combined Deltek Information Solutions is truly remarkable, especially for the US GovCon community (it remains to be seen how this community can “travel,” given differing legislations and cultures in Canadian and overseas governments). But, the new division is a great fit for the architecture, engineering, and construction (AEC) world as well. The AEC industry currently ranks third in awarded US federal contracts, just behind the defense and IT industries.

Deltek’s new information solutions offering for its AEC customers identifies hundreds of GovCon opportunities, worth more than US$200 billion each year. It provides contact information for key government personnel so that AEC firms can research and understand their customer and the issues they face. The service also delivers competitive intelligence on companies in the AEC market to assist due diligence efforts in competitive and partnering situations.

Product Development Goes On

In addition to these well thought-out acquisitions, Deltek continued to increase its investments in new and enhanced products and technologies and is continuing to add to its portfolio of solutions. At Insight 2011, the vendor showcased new products across all of its major product lines and target markets.

Parker started with Deltek GCS Premier, a lower-end offering for government contracting customers. At Insight 2010, Deltek announced that it was committed to offering its customers flexibility in how they invest in Deltek’s solutions. In keeping with that commitment, at Insight 2011 Deltek announced the release of Deltek First, an on-demand edition of GCS for small and midsize government contractors.

Deltek First is a software-as-a-service (SaaS) solution that manages the entire business life cycle of a smaller government contractor. Built to surpass stringent government auditing standards, Deltek First is a compliance-ready solution that offers focused financial accounting, project management, and business development capabilities. Designed to help contractors get up and running quickly on a full-featured business management platform, Deltek First is accessible from a Web browser and requires no internal IT expertise or resources.

In addition, Deltek First offers low initial start-up costs and ensures short deployment times, and it is delivered via a secure, globally accessible environment. Given that GCS Premier has not been a trailblazing product, Deltek First is a great example of the vendor’s commitment to offer new flexible deployment and cost options.

As for Deltek Costpoint, the flagship offering to GovCon customers, in 2010 Deltek unveiled Deltek Costpoint 7, slated for release in late 2011. While Costpoint is a feature-rich product, Deltek realized that it needed to focus on the product’s ease of use. Over the years, as Costpoint grew and the vendor added more functionality, usability suffered.

With Costpoint 7, Deltek reportedly leveraged feedback from human factors experts to redesign the UI (using the AJAX and Adobe Flex tools) and match the navigation to how users actually do their jobs. Based on service-oriented architecture (SOA), which is a departure from the preceding client-server releases, Costpoint 7 is now code complete and will be delivered in a few short months.

Looking more broadly at the needs of Costpoint customers, Parker also talked about Costpoint Analytics. It is a well-known fact that those companies that know more about their business—and can make faster, better decisions on time-sensitive information—are in the best position to do more (i.e., succeed). Many organizations have large amounts of data spread across multiple repositories and business units, with no method of aggregating this data effectively. In this kind of siloed environment, they have to leverage multiple data sources to understand the overall health of their business, which can cause delays in making key decisions. Costpoint Analytics gives Deltek users access to critical metrics to track project performance and manage budgets, helping government contractors gauge the health of their business and make smarter decisions.

A Compass for Program Managers

Over the last year, Deltek has also been hard at work developing and refining solutions for its enterprise project management (EPM) users, many of whom are in the GovCon realm. In working closely with its customers, it became clear to Deltek that many program managers struggle because they lack a single centralized platform that integrates all the information required to successfully manage complex projects. Distributed project and program management tools also lead to inconsistent and untrustworthy data that further contributes to delays and cost overruns.

After more than a year in development (code-named, and previewed as, CAM Dashboard), Deltek has just released Deltek PM Compass, which is hoped to finally solve these program management challenges. PM Compass is hailed as the industry’s first project management platform designed and built specifically for program managers and project leaders. PM Compass will aggregate data from disparate sources and platforms, creating a “command center” where program managers go to monitor and manage projects.

By giving program managers one aggregated view into complex programs and the tools to manage them from one central location, PM Compass empowers government contractors to reduce unwanted surprises and ensure that programs are completed on time and on budget. PM Compass will also centralize all data on the performance of a program or project so that reports and presentations can be created quickly, helping to ensure that program managers stay focused on project success.

Goodies for Professional Services Customers

In the coming months, Deltek will be launching major new releases of Deltek Vision and Deltek Maconomy solutions to even better compete with Tenrox, BST, NetSuite OpenAir, FinancialForce.com, Microsoft Dynamics, etc. Deltek Vision 7 is the enterprise software solution built specifically for the architecture and engineering (A&E) firms. Deltek Vision is used by thousands of A&E firms in North America and around the world. While Vision is a good fit for large multinational and global enterprises, it is primarily used by smaller companies or divisions of larger firms. Because many of A&E firms are pursuing global growth plans, Vision 7 will contain an entirely new set of features that will help them manage their business more effectively both locally and globally.

Vision 7 will support its customers’ international growth aspirations by offering more language packs, the ability to manage statutory requirements, and improved localization capabilities. For example, Vision 7 will feature improved currency management so that companies can roll up financials from multiple countries and perform intercompany billing calculations. Vision 7 will enable A&E firms to pay multiple currencies from a single bank. In addition, it will also feature improved key performance indicators (KPIs) and metrics so that managers can understand business performance and make smarter decisions both at home and abroad.

Deltek has been working diligently on the next version of the Maconomy suite of solutions. As mentioned earlier, Maconomy has a distinct focus on the broader professional services space and is a good fit for accounting firms, creative marketing and advertising agencies, consulting companies, and law firms in the US and around the world (generally targeting larger companies than Deltek Vision does).

Maconomy 2.0 (formerly Maconomy XI), the product’s 14th release, makes major strides in usability and is designed to be configured to exactly how companies want to use it. Personalization is the key word here: Users can create role-based views within the application for the specific aspects of the business that they manage; people can set up personalized alerts and workflows tailored to their business processes. The Java-based product will also offer an Eclipse development environment for interoperability and plug-in applications.

What’s Next for Deltek?

The last 12 months are really the culmination of a five-year journey for Deltek, in which the company transcended its historical “debit and credit” project accounting focus. During these five years, Deltek grew from a US$120 million company with 600 employees to a company that is on track to post over US$350 million in revenue in 2011, with the help of its 1,600 employees worldwide. Parker set a goal five years ago for Deltek to expand internationally and better support its customers’ business across the globe. To that end, Deltek now counts more than 1.8 million users worldwide and has customers in more than 80 countries around the world. In the coming years, Deltek pledges to continue to grow and expand its international presence.

Having grown in size, capabilities, and reach, one wonders what might be next for Deltek. Parker professed that Deltek’s goal for the next five years is to become the industry standard for projects both at work and at home. How does Deltek intend to accomplish this ambition? By maintaining its focus on delivering new software solutions such as the aforementioned PM Compass, Deltek Maconomy 2.0, and Costpoint 7, to name but a few.

Going Social with Kona

But Deltek is also expanding its horizons by introducing solutions for beyond the workplace. Over the last few years the vendor has been tracking two forces from its vantage point as an industry expert in project-based software. First is the mainstreaming of social media—social media is influencing the lives of everyone, everywhere. The second trend is the ongoing struggle for individuals and project teams to collaborate, communicate, and execute on life and work projects despite more software solutions being available than ever before to attempt to solve this problem. Given its expertise, Deltek saw an opportunity to eliminate one of the largest barriers to project success at work and at home—through timely and effective team collaboration.

Deltek sees the need for a solution that addresses each of the contributors to the project and brings order to their lives. Deltek believes that empowering every team member will lead to more effective collaboration and drive successful projects. Everywhere means everywhere—inside the workplace and in our daily lives.

The upcoming product, called Deltek Kona, is expected to solve the project and team collaboration problem by offering a unique combination of social media capabilities, Web 2.0 technology, and Deltek’s 30 years of project management experience that empowers teams to be successful. Within Kona, Deltek has redefined “project” to be anything an individual or a group of people is trying to accomplish together in a team setting—either in a business setting or in their personal lives. Examples of Kona “life” projects might be collaborating on school projects, organizing family reunions, managing home improvement projects, planning a camping trip, or organizing a charitable fund-raiser.

Deltek’s goal with Ruby-on-Rails–based Kona is to break down the barriers to effective project and team collaboration and to pioneer a new concept called “Social Teamwork”—leveraging the connectivity power of the Internet to provide a framework for individuals and teams to track activities, capture expert knowledge, and effectively communicate, all in an effort to get things done together. Deltek strongly believes this novel solution will become a new standard for organizing and managing our lives at work and at home. We will have to wait for Kona to become generally available, perhaps some time next year. For now, Kona, based on early descriptions, resembles products such as Basecamp and Manymoon although early indications are that Kona is more.

Beyond Kona, Deltek is focused on its Cs (customer success and complete solutions) and Qs (quality and quantity) for the next few years. In finishing his keynote presentation, Parker stated that in the past, Deltek has helped customers manage their business and stay ahead of constant change. In the present, Deltek’s information solutions and enterprise applications unlock customers’ business potential and deliver more value for their business than ever before. In the future, Deltek will continue to work hard to be the global standard for managing successful projects and managing the businesses of companies that deliver projects for others.

Deltek Executives Speak Up

During our attendance of Deltek Insight, we had a chance to meet with several top executives at Deltek. What follows are some select questions by TEC and no-nonsense answers by Deltek.

TEC: Of all of your solutions within your GovCon, Professional Services, and Information Solutions divisions, what has been selling best of late and which of these do you expect to perform best in the future?
Deltek: Sales of these products vary quarter to quarter, and they all have a very bright future. Overall, every product that we have has a great future when you consider our huge base of existing customers to sell into, our geographic reach, and the global market opportunity that we are now in a position to harness. While some of our product sales are affected by external factors quarter to quarter, we expect all of our products to perform well in the future because each has a strong market opportunity ahead of them.

TEC: What are the particular capabilities of your products?
Deltek: We win in the marketplace because of the breadth and depth of our solutions combined with our knowledge of each particular industry that we sell into. From a depth perspective, the essential project or engagement capabilities that we offer are at the heart of our differentiation. Few other providers can offer solutions that let organizations analyze and manage project-based businesses and manage the projects that they need to deliver for their customers.

From a breadth perspective, let’s take a look at our offering for government contractors. We provide a complete offering that manages the entire government contracting business life cycle—something that no other company can offer. We offer the leads, task order management, and teaming opportunities through our GovWin network and Information Solutions capabilities. Moreover, we offer the customer relationship management (CRM) capabilities needed to turn a lead into a sale; enterprise resource planning (ERP) and human capital management (HCM) solutions to manage the human resources (HR) aspects and finances of the business; and project and resource management capabilities to profitably execute government projects. We also offer a similar full life cycle solution to customers in our professional services verticals.

When you combine the strength of our solutions with our acute understanding of best practices in the industries we serve, we can get our customers up and running quickly on our solutions and work with them to understand how the market is changing and evolving in an ongoing manner. That knowledge of the industry drives additional sales down the line as companies grow and need more licenses, and as we offer new solutions to drive their businesses forward.

TEC: What would be the sweet spot customer for your major product lines?
Deltek: Due to the nature of the industries we serve, Deltek has customers with as few as 25 employees, and customers that are some of the largest Global 2000 companies. However, with our sharp focus on industries, we have tight alignment between the solutions we sell and their target markets in the following way:

  • Deltek Vision is a great fit for A&E firms with 100–10,000 employees.
  • Deltek Maconomy is a world-class solution for professional services firms with 100–10,000 employees. Key target markets include accounting firms; advertising, public relations, and marketing communications agencies; management and IT consulting firms; legal services firms; and research organizations. 
  • A key standalone or add-on product for Maconomy and Vision is Deltek People Planner, a Microsoft.NET-based resource planning solution that delivers accurate achievable plans that consider and balance project budgets, internal, and external resource needs, time frames, and available capacity. Think of a sales and operations planning (S&OP) solution for professional organizations. 
  • Deltek First, which is our GCS Premier solution with additional capabilities for business development and project management delivered through the cloud, is perfect for small and midsize government contractors that are just getting into this space or are starting to outgrow generic accounting packages. Many of these companies need a full enterprise class system that is easy to use and requires few if any IT resources. 
  • Deltek Costpoint is used by large government contractors, including those that are project-based manufacturers. The Costpoint product family offers full capabilities for financial management, business development and capture management, HCM, business performance management (BPM), and governance, risk, and compliance (GRC). 
  • Deltek Information Solutions, which combine capabilities from INPUT, FedSources, and our traditional enterprise applications all delivered through our GovWin network, deliver unmatched capabilities for finding, winning, and managing government business. This solution set is a great fit for government contractors, obviously, but also for AEC firms looking to win federal, state, and local business. 
  • And finally, our Enterprise Project Management (EPM) offering is an integrated suite of project management software applications for government contractors and agencies that require a compliant solution for ANSI 748 requirements, program controls, and earned value management (EVM).

TEC: How has your competitive landscape changed?
Deltek: Our competitive landscape remains very favorable and has not changed appreciably over the last four or five years. There is still no twin of Deltek around the world, and no consistent group of competitors that we see on a regular basis. We tend to win because we are unique. When we work with a prospect in the industries we serve and do a good job outlining our value proposition, our win rate is very high. When we have lost deals in the past, it tended to be because we were not global enough, or not as well known as we could have been in certain geographies. That is changing with our acquisition of Maconomy and our expansion around the world.

TEC: How are your major system integrator (SI), independent software vendor (ISV), and other partnerships going?
Deltek: Growing the Deltek ecosystem was a strategy we embarked on three to four years ago, and we are pleased with where we stand right now. As our market position has grown, so has the attention from major SIs because they understand the market opportunity of aligning with Deltek.

On the ISV front, we are constantly evaluating the buy/build/partner decision. As part of that, we have embedded software in our applications that enhances what we can offer. This is particularly true in our strong portfolio of business intelligence (BI) applications.

As far as value-added resellers (VARs) go, we have close to 50 VARs working with us.

TEC: What percentage of your customers are SaaS/on-demand? Has that become the order qualifier or winner in your market?
Deltek: We don’t disclose specific numbers around the percentage of revenue from SaaS delivery models, but we can say with confidence that Deltek has embraced SaaS and our customers are responding favorably. In addition, we have seen great interest from customers in purchasing Deltek software on a term-license basis versus buying a lifetime supply of our software on day one, allowing them to save on the up-front costs of a perpetual license.

What’s interesting is that if you look at our offering in total, many of our solutions are offered through the cloud, and I think this might surprise some casual observers of Deltek. Enterprise applications such as Deltek First and GovWin CRM are SaaS-based, and our Information Solutions and GovWin.com teaming and task order management solutions have always been delivered on a SaaS platform.

We have purposely and steadily increased our on-demand offerings over the years to diversify our revenue streams and give our customers maximum flexibility in how they consume our software.

TEC: What is your strategy toward social and Enterprise 2.0 tools and role-based user experience? Could you elaborate a bit on your upcoming social project collaboration Kona product?
Deltek: Our strategy is to embrace the tools and trends that can help solve business problems for our customers. Clearly, social is one of those trends, and we are leveraging social techniques where they make sense. A great example is GovWin.com, which utilizes the power of the Web and social media to connect partners together to win and execute government contracts. This is an e-marketplace that is actually solving a business problem.

Regarding Kona, we are not in a position to say too much at this time, but suffice it to say, we think Kona will revolutionize how people manage projects and work on teams to accomplish goals—both at work and in their personal lives. We are leveraging the best of what is happening in the social landscape to bring organization and productivity to people's lives, at work and at home.

TEC: I’ve seen a mixed bag of technologies being released over the past years: IBM Cognos, Actuate, Microsoft’s BI stack, and QlikView. So what is your BI/BPM strategy?
Deltek: Our strategy is to offer BI capabilities across all of our various industry-specific solutions—Deltek Vision for A&E firms, Deltek Maconomy for Professional Services firms, Deltek First and GCS Premier for small government contractors, Deltek Costpoint for midsize to large government contractors, and our EPM solutions for government contractors. We take a best-of-breed approach to providing the tools needed to solve our customers’ performance management needs. Specifically, we deliberately work with multiple BI vendors, each identified because it can provide reporting, analysis, and dashboarding capabilities and meet our industry-specific requirements. Our BI applications are seamlessly integrated to our ERP applications and feature one common user experience, so our customers can easily move from one application to another and not even realize it.

TEC: What were the major highlights for Deltek in 2010, and what do you expect over the next year, regarding demand for your solutions across different territories and product lines and modules?
Deltek: Obviously, our year centered around our acquisitions. Our acquisitions over the last year were part of a deliberate strategy to quickly expand our capabilities both in the industries we serve and in the geographies where we operate.

Maconomy greatly expanded our reach into Europe and around the world, and gave us a portfolio of front-office, back-office, project management, and resource planning solutions for a new set of professional services industries for us, including accounting, legal, consulting, research, and public relations (PR) and marketing agencies. Since the acquisitions, we are winning deals in Europe that Deltek could not have won alone, and we are winning deals in the US that Maconomy could not have won alone.

Purchasing INPUT was a part of our strategy to extend and enhance our offerings to government contractors. INPUT, along with our recent acquisition of INPUT's largest competitor, FedSources, gives us an entirely new offering for our GovCon base in the front office. We have always had strong CRM capabilities, but INPUT and FedSources give us a database of over US$1 trillion worth of government opportunities, plus a whole book of research on trends in the GovCon space. Now, combine that database with our GovWin network that helps government contractors find teaming partners for the bids they are going after, and Deltek can now power the complete government contracting business lifecycle. No other company in the marketplace comes close to offering such a complete end-to-end solution for this industry.

TEC: What is your mobility strategy? Has mobility become a factor in your market segments?
Deltek: Mobility is absolutely a core part of our applications strategy across all of our market segments. We have recently released Mobile Time applications, so people on the road can access and update their timecards from their mobile devices. Parts of our applications need to be viewable via mobile devices—areas such as CRM, BI/BPM, resource scheduling, and project tracking tools—and these are the areas we are investing in to make sure that Deltek users can be productive wherever they are. The popularity of tablets along with smartphones has changed how our customers want to access information, and we are embracing this wholeheartedly.

TEC: What issues are still keeping you up at night?
Deltek: We have grown quite a bit over the last five to six years. We are getting closer to 2,000 employees today. In 2005, we had 600. It’s been a very exciting journey, but making sure that we are keeping up with the needs of our customers, and thinking expansively about our markets is something we are always focused on. A great example of that is our recent acquisition of INPUT. INPUT is not exactly a technology solution—it is all about information. INPUT is where those government contractors go for insight as to what contracts are up for bid, and what the bid status is. We’ve also created solutions that allow contractors to collaborate with each other.

The challenge in all of that is to listen very carefully to all of our customers and look back inside Deltek and try to figure out how we can innovate, create, and combine with other technologies to bring value to our customers. Their needs are very expansive. Their appetite for technology is very strong, and that keeps us moving forward.

TEC: Given your sizeable research and development (R&D) investment and hardly any major marketing investments, how do you ensure the business is sustainable in the long run?
Deltek: Well, we do invest very heavily in marketing where it makes sense. Our Insight User Conference was bigger and better than ever this year, and we spent a lot of time and effort developing and rolling out our new brand. Our brand recognition is very high in our core markets and our market opportunity is very large, and both of those positives have only been accelerated by our recent acquisitions. We are investing in fully educating our customers and the market on all the capabilities that we have, and those efforts combined with the needs of customers that drive them to Deltek should ensure that our market opportunity is sustainable in the long run.

TEC: Is there anything that you are at liberty to volunteer on the company’s future moves, i.e., new functional scope, verticals, etc.?
Deltek: Right now, our efforts over the next year are centered around propelling our new capabilities—some obtained through acquisition—to the market. In general, we will constantly be looking for ways to drive value and looking for those exciting integration points within our customer base and within the various technologies that we have. We’ll undoubtedly consider making some more acquisitions down the line, but they are all going to be very focused on bringing value to our customers.

Outside of our traditional focus, we are also working on some very unique social media solutions, like Kona.

Deltek was started by a father and son accounting team in Northern Virginia who were trying to meet the needs of some of their government contracting clients; it has been in business for 28 years. Its customer base is large and growing, and counts some of the world’s most impressive companies as customers. Companies such as SAIC, Boeing, Lockheed Martin, Grant Thornton, Hill & Knowlton, HOK, and others use Deltek every day. What started out as a family-run business has turned into a very important global competitor.

 
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