Fueling Growth with Consolidated Intelligence

Fragmented Sources of GovCon Information

Arlo Solutions is a team of cybersecurity experts, program managers, and strategic communicators who know how to move fast, think smart, and deliver real results, primarily mission-critical cybersecurity and intelligence work for the federal government.

But they faced a need to change the way that they found and evaluated opportunities. Instead of piecing together research from scattered sources, they needed one place to look up federal opportunities, agency priorities, competitor history, and pricing trends. They needed to develop proposals built on actual data instead of educated guesses.

That was where Deltek and GovWin IQ came in. 

“Arlo first implemented GovWin IQ in February 2021,” said Jenna Young, Director of Strategic Growth for Arlo Solutions. “At that time, our company was growing, but still a relatively small business. Our annual revenue was about $5 million a year. So, after onboarding GovWin IQ, we really wasted no time in putting the platform to work. Our team dove into GovWin’s deep well of government market intelligence, using it to gather critical insights into our potential customers to analyze price strategies, and to identify both established and emerging competitors.”

The practical impact was that Arlo Solutions stopped chasing opportunities that weren't a good fit and focused on identifying the ones they could win, in turn lifting their win rates. By knowing what an agency has bought before, who they've worked with, and what they tend to pay, Arlo was were able to walk into a pursuit with a real advantage. And when they were looking for additional support, they could call on GovWin’s market analysts to hunt down those research questions on their behalf, keeping their pursuits moving without pulling their team off strategy. The results paid off. 

“By the close of the 2022 fiscal year, just under two years after implementation, our revenue had soared to nearly $17 million a year,” Young said. “And now we're up to nearly $40 million a year. That transformation was driven largely in part by our ability to submit better informed, more competitive proposals, leveraging the data and intelligence that GovWin had provided.”

Winning More with Smarter Proposals

How Arlo Solutions Built Competitive Federal Proposals Using Historical Data, Unique Insights

Federal proposals live and die on specificity. A generic response to an RFP rarely wins. Agencies can tell when a GovCon vendor hasn't done their homework and their research stopped at what AI can surface from public sources. 

Arlo Solutions uses GovWin IQ before the RFP even drops. By then, they've already looked at the incumbent, pulled historical procurement data, reviewed past statements of work, used FOIA-released proposal data (when available) to understand what made a winning submission. With access to validated, contextualized, and enriched procurement data maintained by market analysts, Arlo Solutions can act with confidence when solicitations come out rather than starting from scratch.

“We use GovWin to analyze and to be able to pull previous contracts information on RFPs,” said Sarah Bednarz, Vice President of Business Operations for Arlo Solutions. “We're able to pull all that intelligence to really drive where our strategy should go.”

That prep work and strategic focus show up directly in proposal quality. The team knows which evaluation criteria to address head-on, where the incumbent is vulnerable, and what their target agency has struggled with in the past.

Growing with Data-Driven Decisions

BD, Capture, Pricing and Executive Teams are Aligned Around the Same Intelligence

One underappreciated problem in federal contracting: different teams often operate off different information. BD is chasing one set of opportunities, pricing is working off assumptions, and leadership is making bid decisions without full context. That disconnect costs money and time.

Arlo solved this by making GovWin IQ a shared resource across the whole company. Capture managers, BD leads, proposal writers, pricing analysts, and executives all use it, each for different things. Capture managers use it to prioritize. Pricing analysts build their models from it. Leadership uses it to make bid/no-bid calls. Everyone is working from the same data from signal to pursuit, which allows them to be aligned on every pursuit and prevents them from spending B&P budget on leads they’d never win. They've integrated that into Deltek Costpoint and their CRM so the intelligence feeds directly into their operations. 

“It's important to connect your ERP to your business development solution because it becomes a one-stop shop when you're not having to go between systems,” said Young.“ The more times you have to enter data, the more chance you have for errors.”

The practical effect is that Arlo can focus its resources on the opportunities most worth pursuing and has the infrastructure to keep doing that as they continue to grow.

Scaling ERP and Migrating to the Cloud

Arlo Solutions Achieved FedRAMP Compliance and Supported DFARS, CMMC Requirements

To modernize their ERP infrastructure to keep up with their growth trajectory, Arlo Solutions worked with Infotek Consulting, a Deltek partner, to modernize their Costpoint environment and move it to Deltek's GovCon Cloud Moderate (GCCM).

“When we invested in Costpoint, what we really wanted to do was have a system that could grow with us,” Bednarz said.

The cloud migration went beyond a simple technical upgrade. It positioned Arlo for contracts that require stricter security standards. GCCM is FedRAMP-aligned, which means Arlo now has the compliance posture to meet DFARS and CMMC requirements. For a company actively growing into higher-value federal work, that’s significant. Contracts that were previously out of reach because of security requirements are now potentially on the table.

Now, budgeting, procurement, subcontractor management, and BI reporting are all running properly, which gives finance and project teams real-time visibility into how projects are performing. It all adds up to support a more efficient, more intelligent system to support Arlo Solutions’ growth.