Newly independent Privia forms partnership with Bloomberg Government
By Marjorie Censer,
Months after being acquired by a group of private investors, Herndon-based Privia, which sells software to help contractors manage the bid and proposal process, is teaming with the government news and data service Bloomberg Government.
Under the partnership, the two companies plan to hold joint events focused on the federal contracting industry — one of which was held last week, said Michelle Sullivan, Privia’s marketing director. She said the companies might eventually offer each others’ customers their own services.
Bloomberg Government is “capturing all of the data that’s out there and doing analysis for the vendors,” said Sullivan, adding that customers can put that information to use as they try to capture new business.
The deal is the latest among companies interested in pairing market analysis to the sale of products and services.
Herndon-based Deltek, which offers software geared to government contractors and professional services firms and partners with Privia in some instances, has also made the move to incorporate data and research into its offerings.
Deltek in recent years picked up government contracting analysis firms Input and FedSources to offer what Kevin Parker, Deltek’s president and chief executive, called a more “integrated solution.
“What customers are really looking for is line of sight around an entire business process,” he said. “I think they want very connected solutions to really allow ... seamless operations.”
Ray Wang, a principal analyst and chief executive at Constellation Research, said Privia’s partnership with Bloomberg should bolster the help it offers contractors trying to get proposals out the door.
Before submitting a proposal, companies “want to have the latest intelligence,” he said. “The Bloomberg deal basically is about helping to provide that insight as part of the sales and proposal process.”
Privia last year was acquired from SpringCM by a group of private investors that includes Open Prairie Ventures, Chicago Technology Partners and DL Investments.
The separation gave Privia “a greater focus on what we actually are good at — the capture and proposal process,” said Glenn Giles, Privia’s newly selected president and chief executive.
In late 2010, Privia relocated from Sterling to Herndon to add space and be closer to its customers as it looks to expand. In particular, the company is preparing to move into new segments of the industries it covers, boost its commercial work and provide more professional services training customers on how to implement Privia’s software.
The company, which can also provide some in-office personnel to customers going through the proposal process, expects to increase its employee count by about 15 to 20 percent by the end of the year, though it would not provide a staff count or revenue figures.