4 articles
Vertical GTMA practical guide to selling SaaS into government markets at the city, state, and federal levels. Covers procurement timelines, RFP requirements, cooperative purchasing vehicles, GSA Schedules, and security certifications including FedRAMP and StateRAMP.
Security & ComplianceFedRAMP and StateRAMP open federal and state/local government markets but require fundamentally different investment levels and timelines. This guide covers authorization levels, costs, timelines, and the decision criteria for which to pursue first.
Competitive StrategyHow compliance certifications — SOC 2, HIPAA, FedRAMP, ISO 27001 — create switching costs, disqualify competitors, and justify premium pricing in SaaS. Includes the math of compliance investment vs. defensibility payoff and benchmarks from healthcare, fintech, and government verticals.
Vertical GTMThe complete guide to selling SaaS to government: procurement vehicles, compliance requirements, sales cycle timelines, and the relationship-building strategy that converts years of pipeline into signed contracts.