Rolling out a new FedRAMP feature? If agencies don’t hear about it, they won’t buy it. Getting a significant change request (SCR) approved is only half the battle. Effectively marketing it is what turns compliance work into business growth.
Many significant changes do not effectively change the service offerings of a cloud system. However, when new services or features are introduced, Cloud Service Providers (CSPs) often seek to upsell or promote these enhancements to customers. Therein lies the challenge: How do you effectively communicate new services offerings to Federal Agencies participating in FedRAMP?
Communication of an approved SCR is key if you want to promote this new capability and there are two specific areas of communication that CSP rarely utilize that can have a positive overall impact when rolling out new capabilities.
Turn Your FedRAMP Marketplace Profile into a Sales Magnet
Your FedRAMP Marketplace listing isn’t just a compliance checkpoint: It’s your storefront for federal buyers. Every agency researching cloud services starts there. If you’re not highlighting your latest capabilities, you’re missing out on potential opportunities.
Much of the listing is automated based on milestones of the authorization process, leveraging Agencies, and dependent cloud services. However, the CSP controls the information that is in the system description. In this space, you can highlight updates for new services added within the last 90 days or additional services that may be authorized within the cloud systems.
Not all CSPs take advantage of the Authorized Services section of the CSP System Description as it is noted that it is more applicable to microservice providers and IaaS providers, but this section can be an effective tool as it is generally the first place Agencies go to research general information about a cloud service. Listing all authorized services and capabilities upfront makes it easier for agencies to discover newly approved offerings. All changes to the CSPs system description on the FedRAMP Marketplace can be submitted to [email protected].
Press Release: Make Your FedRAMP Win Newsworthy
A FedRAMP authorization is a game-changer, yet many CSPs fail to capitalize on the momentum. A well-crafted press release and social campaign can turn your compliance win into real market traction. Don’t just get authorized—get noticed.
Learn more: Understanding FedRAMP Certification Cost: A Breakdown of Expenses and Tips to Reduce Them
In the case of a new authorization, FedRAMP has always been willing to review the press release and confirm alignment to the FedRAMP Branding Guidance. In this scenario, a CSP would gain preapproval of all statements containing the FedRAMP brand prior to public release by sending the proposed communications to the FedRAMP PMO through [email protected].
This approach is not just limited to new authorizations and CSPs rarely use this process for new services. By creating a campaign and getting preapproval of all communications, CSPs can highlight changes to the systems that introduce new technologies and capabilities.
When followed up with an effective marketing and social campaign, CSPs can begin to see impact of these changes which could in turn lead to additional authorizations or services sold to existing customers.
To maximize visibility, CSPs should update their FedRAMP Marketplace listing at least every quarter and coordinate a press release strategy whenever new services are approved. By proactively communicating these changes, CSPs can strengthen agency adoption and position themselves for expanded FedRAMP authorizations.
Talk to us about achieving FedRAMP ATO and maximizing your presence on the FedRAMP Marketplace.
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