GTEC ‘front door’ to govern­ment part­ner­ships: Eclip­sys co-founder

Ottawa Business Journal - - PROCUREMENT - BY CRAIG LORD

GTEC is an over­looked op­por­tu­nity for some com­pa­nies, ex­ec­u­tives say.

From the win­dows of his Kanata of­fice, Jack Gu­las has a fine view of the Peace Tower. For the co-founder and part­ner of Eclip­sys So­lu­tions, it’s a re­minder that some­times the best busi­ness part­ners are those clos­est to home.

An­other re­minder – and for his com­pa­nies, an im­por­tant op­por­tu­nity – is the up­com­ing Govern­ment Tech­nol­ogy Ex­hi­bi­tion and Con­fer­ence (GTEC), an an­nual chance for the fed­eral govern­ment to shop around the show­room floor to find busi­nesses that can help de­liver on promised ser­vices.

Mr. Gu­las is a mem­ber of the board of gover­nors for GTEC, and Eclip­sys, an IT ser­vice provider fo­cused on the Or­a­cle suite of prod­ucts, has set up at the ex­hi­bi­tion for the past seven years. The ex­hi­bi­tion has been a reg­u­lar pri­or­ity for the com­pany be­cause of the re­turns it sees on mak­ing pub­lic sec­tor con­nec­tions.

“It cre­ates one front door, as op­posed to go­ing through 50 doors,” Mr. Gu­las says, adding the com­plex na­ture of the fed­eral govern­ment some­times makes it dif­fi­cult to find, se­cure and de­liver on con­tracts.

GTEC, he ex­plains, is the one time the fed­eral govern­ment will come to you with ex­actly what it’s look­ing for.

Mr. Gu­las says the tim­ing of the fall ex­hi­bi­tion and con­fer­ence lines up well with govern­ment spend­ing pat­terns. Af­ter the slow days of sum­mer, busi­ness picks back up, with de­part­ments look­ing to de­liver by bud­get time in early spring.

“We gain a lot of in­sight at GTEC ... in the busiest sales pe­riod of the year for the fed­eral govern­ment,” he says.

The con­fer­ence is also a chance to take the pulse of the feds. Changes in govern­ment or shifts in geopo­lit­i­cal fo­cus can af­fect what kinds of ser­vices de­part­ments are seek­ing.

One year on from the elec­tion of the Trudeau govern­ment, Mr. Gu­las has no­ticed a shift in tone.

“I think in the last govern­ment, it was a lit­tle more, save money, look in­wards, and a lit­tle more re­straint,” he says. “This govern­ment has given us the im­pres­sion that it’s a lit­tle more in growth mode.”

The dif­fer­ence, he ex­plains, could be that govern­ment looks for more mo­bile and cloud-fo­cused ser­vices as op­posed to of­fer­ings aimed more at op­ti­miza­tion and con­sol­i­da­tion that were com­mon in the pre­vi­ous regime.

Eclip­sys is not the only rea­son Mr. Gu­las has a keen eye on GTEC. In May,


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