Strategic GTM Solutions
Strategic GTM Solutions
We are a leading management consulting firm specialising in creating/ improving go-to-market strategies for tech firms partnering with state and local governments. Our team of experts provide tailored solutions to help organisations optimise their sales and marketing efforts, enabling them to effectively reach and engage their target audience. Backed by decades of experience, with a focus on data-driven insights and industry best practices, we empower our clients to engage with the $139 billion SLED market. Delivering sustainable growth and competitive advantage.
SLED GTM Accelerators
Common missteps when building a SLED sales practice
1. Co-operative Purchasing Agreements (or “Contract Vehicles”)
a. The SLED market utilizes existing contract and co-operative purchase agreements to quickly and competitively procure technology solutions and services.
i. We identify contract vehicles with the greatest impact and deliver a plan to get your solutions on them faster .
2. Market appropriate messaging
a. Messaging to government is different than messaging to commercial entities. A commercial enterprise may be excited to hear how a new solution will increase their profits or grow the top line faster. Government agencies don’t exist to make a profit, they exist to service their constituents. Their interest lies in delivering citizen services, derisking projects, ensuring that the solution they choose improves their employee and citizen interactions.
i. We examine your current messaging and provide actionable insight to ensure your message resonates in this market.
3. Partners
a. Most government procurements are made through competitive offers. In many states there are an established number of value-added resellers with previous qualifications in the state. These resellers have a competitive advantage over others as they have delivered successful solutions to other agencies in the state.
i. We review your current partner cadre and provide introductions to partners that service the market.
4. Conferences
a. Most companies know the conferences specific to their vertical. Government has their own set of conferences that are tailored specific to their market. It’s important to know which conferences will give the best value for the time and resources invested.
i. We review your solutions, identify market fit and provide a list of conferences your buyers attend for education and research.
5. Government Consultant (or “Lobbyist”
a. Looking to “go big” in a specific state? A resource often overlooked by companies new to the market are government consultants. These are companies or individuals with a physical presence in a given state, often comprised of people with former senior leadership roles in the state. Picking the right lobbyist increases awareness of your brand and likely fast-tracks your time to market. Picking the wrong lobbyist may extend your time to market and potentially tarnish your brand.
i. We advise on the selection process providing our insight on which firms will the deliver the most impact on your goals.
Interested in learning how we can accelerate your growth in the SLED market? Call us @ 301.206.2200 or email info@strategicgtmsolutions.com
