North American UPS Markets - Government Sector

SUMMARY

Abstract

Increasing Complexity of Procurement Process Challenges UPS Vendors

Due to an increasingly complex product procurement process, it has become mandatory for all uninterruptible power supply (UPS) system vendors catering to the North American government sector to be pre-qualified before they can sell. Government organizations have started following commercially accepted best practices and implementing measures such as multiple award schedules and government-wide acquisition contracts to streamline the procurement process. This is compelling vendors to form good relationships with multiple gatekeepers such as prime contractors and General Service Administration (GSA), an in-house purchasing group. Since this can be a tedious and time-consuming task, some vendors are trying to gain wider access to government organizations by forming partnerships with value-added resellers (VARs) that focus on selling only to the government sector. Some others are entering agreements with GSA to cater to this sector directly.

This Frost & Sullivan research service on the North American government sector UPS market is part of a niche UPS market study series offering valuable insights into specific vertical markets. It examines the two broad application segments within the government sector: IT network applications and mission-critical applications. It provides revenue forecasts by power range and application as well as forecasts on applications and technologies that are likely to impact future demand for UPS systems.

Increased Spending on Internal Security Drives UPS Demand

Following the 9/11 disaster in 2001 and the grave threats to internal safety within North America, upgrading security systems across the country has become a top priority for the federal government. In 2003, the bulk of the $52 billion annual IT budget was devoted to safeguarding computer systems and networks from potential terrorist attacks and setting up of various critical security systems.

Due to the government's growing dependence on IT systems, the need for quality UPS systems is rising. "Opportunities for UPS system vendors in this sector look bright with increased spending on IT and IT-related components by the federal, state, and local governments," note the analysts of this research service. "State expenditure on IT is expected to grow by 8 percent annually between 2004 and 2009 to reach around $64 billion."

Increase in the Value Offering a Key Differentiator

Backup power systems have attained a commodity status, particularly in the lower capacity ratings, due to various factors such as negligible technology improvements, low product differentiation, and increasing competition. Vendors need to focus on expanding the value offering to differentiate their products. "With competition being high and margins taking a hit, backup power supply vendors must look at offering post-sales service and other complementary products that can compensate for a slow repurchase cycle," remark the analysts.

Streamlined service channels can be a strong competitive factor in the government sector given that prime contractors and procurement agencies tend to favor vendors that offer quick response and repair time. Vendors would do well to invest in developing a well-structured service organization that would earn the confidence of key decision makers and ensure repeat sales.

TABLE OF CONTENTS

Table of Contents

• 1. Executive Summary
  • 1. Market Overview
    • 1. Introduction
    • 2. Product Definition
  • 2. Major Research Findings
    • 1. Competitive Structure
    • 2. Opportunities and Forecast
• 2. Government UPS Market
  • 1. Market Overview
    • 1. Introduction
    • 2. Product Definitions
    • 3. Procurement in the Government Sector
    • 4. Market Engineering Analysis
    • 5. Challenges
    • 6. Drivers
      • a. Defense R&D Spending Boosts Unit Shipments
      • b. Increased Government Spend on Internal Security
      • c. Renewal Cycle for UPS Systems Triggered by Technology Upgrades
      • d. E government Initiatives Promote Power Quality Reassurance
    • 7. Restraints
      • a. Price Pressure Restrains Revenue Growth
      • b. Lack of Product Awareness Reduces Sales Opportunities
      • c. Budgetary Deficits Sets UPS Sales Back
  • 2. Forecast and Trends
    • 1. Revenue Forecast
    • 2. Market Sizing by Power Range
    • 3. Market Sizing by End User Application Markets
  • 3. IT Network End User Market
    • 1. Market Overview
    • 2. Revenue Forecasts
  • 4. Mission Critical End User Market
    • 1. Market Overview
    • 2. Revenue Forecasts
  • 5. Competitive Analysis
    • 1. Competitive Structure
    • 2. Market Share Analysis
• 3. Frost & Sullivan Awards
  • 1. Introduction
    • 1. Customer Development Leadership Award
    • 2. Customer Segment Penetration
• 4. Definitions
  • 1. Terms and Definitions
    • 1. Abbreviations
    • 2. Glossary of Terms
• 5. Decision Support Database
  • 1. DSD
    • 1. Major Aerospace & Defense Companies
    • 2. Military Expenditure in Equipment Procurement
    • 3. Total Military Expenditure