SaaS

Pricing Your (SaaS) Product for Government

Pricing strategy is one of the most under-appreciated elements of a SaaS business. Many SaaS companies struggle with how to price their product. It’s a particularly tricky element in the govtech space given the unique and burdensome process of public…

The Business of GovTech: Switching Costs

The biggest barrier for govtech is not procurement, it’s the cost associated with adopting new products. Switching costs include both monetary value and time associated with adopting new software. Vendors and agencies tend to focus strictly on the monetary…

The Business of Govtech: Getting to $100mm in Revenue

Is it possible to build a $100mm revenue business in govtech? Here’s an easy way to think about getting to $100mm in ARR:

• 1 customer pays $100mm annually
• 10 customers pay $10mm each…

Guide for Govtech Growth: Walmart

If you want to build a great govtech company, you needn’t look further than Walmart. Yes, that Walmart.

Government Doesn’t Have a Tech Problem — Tech Doesn’t Understand Government

Things people say about government technology:

Government websites suck.

I can’t believe they use (insert legacy vendor), what a piece of shit…

Microeconomics of Govtech

The purpose of any business is to make money. The path to profitability can take many forms, yet no matter the path, the inevitability of every business is either make money or die. Regardless if you’re a bootstrapped company growing organically or a VC-backed company spending to…

Can Good Sales People Sell Bad Products?

The very best salespeople can sell anything. When I was young, I distinctly remember my dad saying, “The best salespeople can sell ice to an eskimo.” I still believe that to be true. Give a great salesperson a great product and magical things happen. The…

Government Value Stack

Government agencies will pay good money for software that improves the efficiency of their critical workflows. Sounds obvious, and it should be. Like every other entity, government agencies are looking for ways to improve service delivery. Improve customer relations. Produce better…