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FedRAMP Conversation Starters: How to Uncover More FedRAMP Opportunities

FedRAMP Conversation Starters: How to Uncover More FedRAMP Opportunities


These days, more and more organizations are demanding FedRAMP cloud solutions. Although FedRAMP began as a program to standardize cloud security for federal government agencies and their contractors, the benefits of FedRAMP extend much further than that. Market trends show that many of the organizations building their cloud on FedRAMP-enabled platforms in 2022 are:

  • Contractors that do not currently work with the government but aspire to land government contracts in the future
  • Customers who need to meet compliance standards that have reciprocity with FedRAMP (including FIPS 140-2, DoD SRG, ITAR, CJIS, DFARS, IRS-1075 Encryption Standards, and more)
  • Security minded organizations who recognize that FedRAMP is the gold standard in cloud security
  • State and local government agencies with compliance standards that are similar to FedRAMP

DataBank’s FedRAMP cloud platform is very appealing to many of these organizations due to our high-touch support, flexibility, scalability, and compliance expertise. As more organizations look for high-touch solutions like DataBank’s, they are turning to their trusted advisors for guidance. These organizations are going to buy FedRAMP cloud one way or another. Here is how you can make sure they buy through you:

Conversation Starters

High Touch Support: Many organizations have tried to build a FedRAMP compliant environment through the public cloud or another cloud service provider (CSP), but ran into issues due to a lack of support. The public cloud and many other CSPs only give their customers the building blocks to create a FedRAMP compliant environment, but leave most of the legwork to the customer. DataBank takes the opposite approach. We learn as much as possible about a customer’s needs, strengths, and areas of risk to design a solution that integrates seamlessly with their operations.

To determine if a lack of support and guidance is a pain point for your prospect, ask the following:

  • Have you tried to build a FedRAMP environment before? If yes, what challenges did you encounter?
  • Have you delayed implementing a FedRAMP solution because you were not sure where to start?
  • Do you have the inhouse expertise to build a FedRAMP environment yourself?
  • Would high-touch support from cloud solutions engineers and an implementation roadmap help you with your cloud journey?

FedRAMP Reciprocity: Some organizations may not need to meet FedRAMP compliance, but need to meet other government compliance standards, such as FIPS 140-2, DoD SRG, ITAR, CJIS, DFARS, or IRS-1075 Encryption Standards. FedRAMP has reciprocity with these and other government compliance standards, and DataBank is equipped to build platforms to meet all these compliances and more.

To uncover FedRAMP reciprocity opportunities, ask the following:

  • Do you need to meet any other federal government compliance standards?
  • Do you need to meet any state or local government compliance standards?
  • Would you be interested in taking compliance management off your hands entirely?

Increased Security: Some customers value hearing that their cloud provider also sells compliant solutions to the government. It checks the box that they are working with a security minded company that will keep their data safe. When speaking with security-minded customers, mentioning that DataBank offers a FedRAMP compliant platform can be a major plus.

To determine if your prospect is a good fit for DataBank, ask the following:

  • Is cloud security a concern? If yes, does it help to know that DataBank has been FedRAMP certified since 2014 and builds secure cloud platforms for the federal government?
  • Did you know that DataBank is capable of building DoD Impact Level 6 (IL6) FedRAMP compliant platforms to accommodate DoD Classified data?

FedRAMP Toolkit

To learn more FedRAMP conversation starters, get DataBank’s exclusive FedRAMP battlecard for partners, and get email templates designed to help you uncover FedRAMP opportunities, reach out to your Channel Director for the full FedRAMP toolkit today!

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