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.
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.
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
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.
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.
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.