Our whitepaper features fascinating insights on overcoming B2G’s biggest challenges, how to effectively market your product, and the elements of a winning federal sales program. See how gaining an in-depth understanding of access, knowledge, and management of the inner circle can provide applicable tools and commercial practices to best launch your business into the federal realm.
GSS Service Offerings
An outline of our service offerings, including a basic pricing model. This includes out complete Outsourced Federal Sales solution, our comprehensive Market Intelligence Report, and our Marketing & Research subscription package. Each service is described in depth, complete with deliverables, and the basic set of tasks that we accomplish for all our clients. All of these services can be tailored to suit the individual needs of each client.
About GSS – For Clients
In this document, we explain our company and our services in a client facing capacity; directed at tech professionals, and IT organizations. This explains what GSS can do for you, and how our different service offerings can be tailored to meet your individual needs as a company.
12-Week Marketing Plan
Our sample Activity Forecast Document, or AFD, is an actual AFD for a former client. However, this is still only a sample, and the amount, value, and types of deals will vary from client to client. This was designed to be a glimpse at the sort of deals that we work with on a regular basis. All identifying or sensitive information has been redacted to protect the privacy of our client, and their forecasted deals.
About GSS – For Government
This document is similar to the “About GSS” document above, directed towards our IT industry clients. However, this document is written for Government officials. It is designed to explain what it is we do for those in the federal marketplace that are unaware of our services, and why we are different than your average government consulting firm, or systems integrator.
Corporate Resume – 2018
Our corporate resume showcases a number of our core competencies, accomplishments, deals closed, and a list of industries that we keep an especially close eye on. This is not a comprehensive list, but it meant to act as a one-sheet rundown of some of our proven successes, and what we’re looking towards in the future.
We hear from companies all the time that have attempted to set up their own federal sales division and have been met with some difficulty. This document shows you why outsourcing is not only a good idea, but a cost-effective solution that will take a great deal of stress off of your own operations at the same time.
10 Reasons to Outsource
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.