While researching our 2013 Keating Report on government budgets and spending, we got the views of Bill Cull, Vice President of Public Sector, at San Francisco–based Splunk.

Splunk software collects, indexes and harnesses the machine-generated big data coming from the websites, applications, servers, networks and mobile devices that power government, business and other organizations. The company’s software enables organizations to monitor, search, analyze, visualize and act on massive streams of real-time and historical machine data.

The company’s Splunk Enterprise platform collects, indexes, analyzes and secures machine-generated data from virtually any source, format or location in real time.

Here are the views of Bill Cull on the government market and IT trends in 2013.

Govpro: Do you expect a strong government IT market in 2013?

Bill Cull: The future of the fiscal landscape remains uncertain, and agencies are seeking efficiencies and cost savings wherever they can get them, which paves the way for a strong government market in 2013.

One of the most significant challenges agencies will face this year is the ability to make sense of the growing sea of big data in virtual and physical environments, without making irresponsible investments. Government needs the ability to apply every single piece of relevant data to their mission, all while decreasing IT costs. This will be a key driver behind what I believe will be a strong public sector market.

Govpro: Are governments in the market for any specific products, services or technologies in the IT arena?

BC: Big Data was arguably one of the more popular buzzwords in 2012, and this will be the year that government invests in strategic big data projects and technologies. Agencies will not be interested in products that have the term “big data” slapped onto the label. They will look for products that achieve measurable efficiencies and ROI, which also meet the needs of agency missions.

Similar to years past, security will continue to be a major priority for government. Agencies will seek continuous monitoring solutions that help achieve compliance mandates like the Federal Information Security Management Act (FISMA), as well as technologies that support creative risk scenario and pattern-based thinking using mathematics and statistical analysis.

Govpro: Do you have any advice for contractors and other vendors for boosting sales of IT solutions to government?

BC: It’s important to be honest about your capabilities and product offerings. Agencies need to be able to trust that you can do the job you say you will.

Selling to government also requires the ability to identify a problem that you can solve, and to solve it in the most cost-efficient way possible. Budgets are tight and agencies aren’t interested if you are not part of the solution. Splunk’s approach to this allows agencies to test out a free version of our software then decide how small or big they’d like to scale their use.

Govpro: How do you see 2013 shaping up? Do you see your company selling more or fewer IT solutions to federal, state and local government agencies in 2013?

BC: Our ability to help create efficiencies and uncover the value of government’s big data will allow us to help even more agencies solve mission-critical challenges in 2013. Last year, we signed new contracts with customers like the U.S. Department of Education and expanded the work we’ve done with other agencies, like the U.S. Department of Energy.

We also recently announced a strategic alliance with Carahsoft, a reseller partner that will help us further infiltrate the government market alongside other reseller partners, like Northrop Grumman, Lockheed Martin and SAIC.

Thank you, Bill Cull, for the information.

The 2013 Keating Report on government budgets and spending will be in the January 2013 Government Product News, and will be posted soon at Govpro.com. Go here to view the mid-year 2012 Keating Report and here to view the 2012 Keating Report.

Go here to view a video that describes Splunk Enterprise 5.