5 Steps to Create a Successful Federal GTM Strategy

At Marion Square, we rely on market research to point our clients in the right direction for funding, with the ultimate goal of creating a healthy and solid pipeline.  Each year, the Federal Government releases their budget request for the following fiscal year in March (FY25’s budget requests were just released this past March) – while there is still some time before it gets passed, it’s important to review the budget to identify where agencies are planning on spending their money to create a successful Federal Go To Market.

  1. A good place to start, especially as an innovative technology company, is reviewing the research, development, test and evaluation (RDT&E) budget requests.  For example, the Department of Defense (DoD) has requested $143.2B in RDT&E for FY25, with a plan to fund $167.5B for procurement. 

  2. Innovation grants should be your friend – for example, the Small Business Innovation Research Program (SBIR) receives billions of dollars each year to fund unique research and innovation projects that can address a key need at an agency.  Learn more about the SBIR Program here: https://www.marion-square.com/blog/why-is-sbir-important-for-your-organization

  3. Next, you’ll want to identify your list of target agencies and begin researching the funded initiatives in the agency’s budget request to confirm there is a need for the technology, funds available, and the agency is a good target.

  4. Identify key contacts at the agency – now is the time to get in front of the agency or group funding the initiative you’re interested in.

  5. Identify potential partners – Partners are key in a successful GTM.  As we always tell our clients, the government does not purchase a technology, they purchase a solution.  These solutions are then put together by system integrators (SI’s) that bring together the best technologies for the solution. 

Creating a successful Federal GTM strategy is very research based and doesn’t stop at the five items listed above, but this is a great starting point.  If you’re interested in learning more about how to create a successful Federal GTM strategy, send us an email at info@marion-square.com and we’ll set up a 30-minute introduction meeting and consultation. 

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Growing Your Government Business

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Government Industry Days - A Front Row Seat to New Opportunities