Federal Sales Playbook
Frequently Asked Questions
Size – The U.S. Federal Government is the largest technology custom in the world, with an IT budget for 2017 alone totaling over $100 billion, and seeing a consistently growing annual technology budget.
Stability & Growth – Our experience has shown a typical increase in repeat revenue upwards of 40% per year after entering the Federal space. Additionally, acceptance by one government agency increases the ability to reach other agencies.
Cost of Sales & Average Transaction Size – While transaction sizes can regularly be up to 10x the size of commercial transactions, the costs of sales was also less than 20% of the same commercial counterpart.
Sales Force Multiplier – Outsourcing provides a much larger coverage model with dozens of sales executives for much more complete coverage for less than the cost of one.
Representation by “A” Players – In addition to our depth of relationships across multiple agencies and Systems Integrators, all of GSS’ executives have closed substantial enterprise class deals. The ability to structure deals and close them quickly is one of our hallmarks.
Address Multiple Aspects of the Government Sales Process – Generally, most government groups won’t invest in all the necessary people to ensure success. At GSS, not only do we facilitate the sales process, we also provide marketing, research, and inside sales support, saving you hundreds of thousands of dollars.
Significant Cost Savings – While around 12 quota carrying personnel are recommended, many organizations attempt to start with one senior sales rep. Even when following this model, GSS represents a significant savings for organizations looking to enter the Federal market, which a much higher success rate.
Reseller or Fulfillment Shop – While GSS works well with these organizations, little to no demand creation is performed by resellers or fulfillment shops. GSS manages the entire sales cycle, including lead generation.
Systems Integrator – GSS works very closely with many SIs to provide the Government with a solution built around our client’s solutions. But, as a rule, SIs will not sell your product to the Government for you.
Summary – GSS is the largest and most experienced Government sales outsourcing organization, with nearly 15 years of experience helping technology companies like yours accelerate their sales and succeed in the Government space.
Advantages – GSS has the most experienced sales executives from the industry, all of which have the ability to secure more qualified meetings than anyone else. A fundamental tenet GSS has always obeyed is to provide genuine service to the government by providing information to the government, and thus they see us as a “trusted advisor”.
Performance – Our GSS Executives have generated over $600 million in revenue for our clients. Please contact us for specific examples, or see our Resources page.
When can I expect a closed deal – The Government is a very large place, and the pipeline for deals depends on our existing pipeline, contacts, and the current needs of the government, among other things. We have closed 7 figure deals in as little as 6 weeks, and had some multi-million dollars take as long as two years. It’s hard to assign a concrete number, but a generally accepted range is between 2 months to 2 years, with some concrete results or forecast in place by the 6 month mark.
How should I treat government deals – Think of government deals as something similar to large enterprise deals. They show much larger returns than your standard deal, but that also means that sometimes the deal takes longer to organize, and to close. But the size of the deal makes the investment of time and resources are well worth it due to the size of the deals.
Can I see a sample of closed deals – See our Resources section for a graph of sample deals, showing deal size in relation to the amount of time it took to close the deal. Click here to see our Sample Deals Graph