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From Nation’s Capital, Opexus Looks to Grow State, Local Business

The company rebranded and moved to Washington, D.C., last year to be closer to federal customers. But, as its CEO explains, non-federal markets remain important to the firm’s growth.

Nighttime long exposure aerial view of Washington. D.C.
Opexus might have moved to Washington, D.C., last year as part of its rebranding, but the company hasn’t lost sight of state and local government technology markets.

In fact, nearly a year and a half after that shift, Opexus CEO Howard Langsam highlights its efforts to win even more state and local business — and to do so in a way that capitalizes on customer demand for neatly packaged gov tech products.

Opexus was called AINS until early 2023, when the company adopted its new name, a play on “operational excellence.” Founded in 1988, the firm moved from Gaithersburg, Md., to a new space in the national capital.

The company sells products including classroom and on-site training courses, cloud-hosted case management tools, IT consulting and development offerings, and workers’ compensation case tracking. It serves more than 50 state, local, and provincial clients in seven states and Canada, Langsam said.

The relocation brought Opexus closer to its federal customers and the federal workforce, he said — but state and local governments and its non-federal markets remain important parts of the company’s plans for growth.

“It’s a significant priority for us,” said Langsam, who arrived in January 2022 after helping sales for Granicus. “We are investing approximately one-third of our go-to-market resources in the state and local markets, with account executives located strategically across the country.”

And the differences between selling to the federal and state markets could prove beneficial.

That’s because, as Langsam said, it’s “hard to go from one [federal] agency to the next and convince them that they are the same as the others. States are not like that” because they are more likely to imitate what’s been successful in other states. “It’s a franchise model. You can do it 50 times over.”

The rebrand also gave the company a fresh chance to emphasize that its sells its technology as a suite, giving clients access to wide-ranging tools that can perform a variety of tasks for different types of users, an ongoing trend in the gov tech industry.

“Opexus consolidated the company’s product suite under a unified brand, making it easier for customers to identify and access the comprehensive range of government process management software solutions,” Langsam said.
Thad Rueter writes about the business of government technology. He covered local and state governments for newspapers in the Chicago area and Florida, as well as e-commerce, digital payments and related topics for various publications. He lives in Wisconsin.