GovTech CAC: When High Cost Signals the Right ICP
A practitioner’s guide to reading GovTech unit economics correctly — so you stop avoiding the segment that could make your company.
4 chapters · ~15 min read
Built on 25+ years in B2B sales
Who this is for?
If CAC anxiety is shaping your GTM, read this first.
If you sell public sector software and you're letting CAC anxiety drive your go-to-market decisions, this guide is for you.
LTV Math
The LTV math most GovTech founders aren't running.
Procurement as a Moat
Why procurement complexity is a competitive moat — not a cost problem.
ICP Validation
How to design a precision outbound test that validates your ICP in four weeks.
CAC Diagnosis
A decision framework for knowing when CAC is actually the problem.
Written from 25+ years of B2B sales experience, including deep expertise in GovTech and public sector software.
