I won $30M ARR in GovTech deals.
Most teams still struggle with step one: knowing their real customer.
Hard truth:
Many GovTech teams have strong products
But their GTM feels loud, slow, random
They spray emails
They chase every RFP
They hope something hits
In long public sector cycles, hope breaks you.
Here is how I simplify GTM for GovTech and public sector SaaS in 5 clear steps 👇
1) I define a sharp ICP
- Not “state and local”
- Not “any agency with budget”
I ask very simple questions:
- Which agency type feels the pain today?
- Who owns the program or workflow?
- What does success mean in their words?
2) I turn features into outcomes
Most decks talk about:
- AI
- dashboards
- automation
Agency leaders care about:
- faster case closure
- lower risk on audits
- fewer late nights for staff
I write the value in their language
Plain, clear, no buzzwords (my rule: a 10-year-old can read it)
3) I map the buyer path
Gov deals follow a pattern:
- early discovery
- demo and pilot
- security review
- legal and procurement
4) I trust data, not my ego 📊
I track small, boring things:
- who replies to cold outreach
- which message wins meetings
- where deals die in the funnel
5) I stay present between cycles 🤝
Gov buyers move on:
- budget windows
- elections
- staff turnover
I do slow, steady work:
- helpful follow up
- short check-ins
- share one useful resource, not a pitch
I play the long game
I think in years, not weeks
The truth is:
You do not need a bigger tech stack
You need a simple plan you repeat again and again
If you want help you can use right away, I made a short guide:
“5 Steps to Simplify Your GTM Strategy”
Connect with me on LinkedIn, comment “5 steps” and I will send it to you 🚀
