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OpenGov Sales

To power more effective and accountable government by becoming the unified cloud platform that transforms how all public sector agencies operate

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To power more effective and accountable government by becoming the unified cloud platform that transforms how all public sector agencies operate

Strengths

  • PRODUCT: Comprehensive cloud-native SaaS platform for government
  • MARKET: Established presence with 1,200+ public agencies as clients
  • RETENTION: 98% customer retention rate showing strong product-market fit
  • EXPERTISE: Deep domain knowledge in government operations/regulations
  • LEADERSHIP: Strong management team with public sector experience

Weaknesses

  • SALES CYCLE: Long government procurement cycles (6-18 months typical)
  • INTEGRATION: Legacy system migration challenges slow implementation
  • TALENT: Difficulty recruiting specialized govt tech sales talent
  • AWARENESS: Limited brand recognition outside core customer base
  • COMPLEXITY: Product sophistication creates adoption hurdles

Opportunities

  • EXPANSION: $28B TAM in government software modernization
  • FEDERAL: Untapped federal market represents significant growth vector
  • COMPLIANCE: Increasing regulatory mandates driving software adoption
  • FUNDING: $1T+ infrastructure bill allocations for digital transformation
  • PARTNERSHIPS: Strategic ISV/integrator alliances to accelerate growth

Threats

  • COMPETITION: Increasing vertical SaaS players targeting govt sector
  • BUDGETS: Government funding constraints and unpredictable cycles
  • SECURITY: Heightened cybersecurity concerns slowing cloud adoption
  • REGULATION: Evolving compliance requirements demand rapid adaptation
  • TALENT: Tech talent shortage creating resource constraints

Key Priorities

  • SOLUTIONS: Build integrated solutions addressing full agency workflows
  • PARTNERS: Expand partner ecosystem to accelerate market penetration
  • ADOPTION: Develop streamlined implementation methodology
  • VISIBILITY: Increase market awareness through strategic marketing
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To power more effective and accountable government by becoming the unified cloud platform that transforms how all public sector agencies operate

SOLVE END-TO-END

Deliver complete solutions for government's biggest challenges

  • INTEGRATION: Launch 3 pre-built workflow solutions connecting procurement, budgeting and reporting by Q3
  • TEMPLATES: Develop 10 agency-specific implementation templates reducing setup time by 40%
  • PACKAGING: Create and launch 4 vertical-specific solution bundles with fixed-scope implementation
  • CERTIFICATION: Train and certify 85% of customer-facing staff on full solution capabilities
MULTIPLY IMPACT

Build force-multiplying partner network driving 40% of revenue

  • RECRUITMENT: Sign 15 new implementation partners specialized in key vertical segments
  • ENABLEMENT: Launch partner certification program with 90% completion rate by Q3
  • CO-SELLING: Generate $12M in partner-influenced pipeline across enterprise accounts
  • INTEGRATION: Complete 5 strategic ISV integrations with complementary government platforms
ACCELERATE VALUE

Cut time-to-value by 50% across all deployment scenarios

  • METHODOLOGY: Implement standardized rapid deployment methodology reducing time by 35%
  • AUTOMATION: Deploy automatic configuration tools for 8 most complex implementation steps
  • COPILOT: Launch implementation assistant AI tool to guide agencies through setup
  • TRAINING: Create microlearning program achieving 85% agency admin certification in 30 days
DOMINATE MINDSHARE

Become the recognized leader in government cloud solutions

  • THOUGHT LEADERSHIP: Publish government innovation index with coverage in 25+ publications
  • EVENTS: Host 4 regional government innovation summits with 200+ qualified attendees each
  • COMMUNITY: Grow digital community of practice to 5,000 active government practitioners
  • ADVOCACY: Activate 50 customer champions generating 150+ referrals and testimonials
METRICS
  • ARR: $180M (28% YoY growth)
  • NET DOLLAR RETENTION: 112%
  • NEW LOGOS: 150 government agencies
VALUES
  • PASSION: Committed to transforming government through innovation
  • INTEGRITY: Honesty and transparency in all interactions with public sector clients
  • IMPACT: Focused on delivering measurable improvements in government operations
  • COLLABORATION: Working as partners with agencies to drive successful outcomes
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Align the learnings

OpenGov Sales Retrospective

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To power more effective and accountable government by becoming the unified cloud platform that transforms how all public sector agencies operate

What Went Well

  • GROWTH: ARR increased 28% YoY, exceeding market expectations by 4pts
  • EXPANSION: Net dollar retention rate reached 110%, showing strong upsell
  • ACQUISITION: Successfully integrated recent procurement platform purchase
  • PRODUCT: On-time delivery of budgeting module enhancement roadmap items
  • PARTNERSHIPS: Doubled the number of active implementation partners

Not So Well

  • SALES: Enterprise deal cycles exceeded forecasts by 35% average duration
  • MARGINS: Implementation costs ran 18% over budget on complex deployments
  • HIRING: Missed sales headcount targets by 15% in key growth territories
  • COMPETITION: Lost 4 strategic deals to emerging vertical SaaS competitor
  • CHURN: Small agency segment experienced higher than expected turnover

Learnings

  • QUALIFICATION: Need stronger deal qualification process for enterprise
  • ENABLEMENT: Sales team requires deeper technical implementation training
  • PACKAGING: Current product bundles not optimized for rapid time-to-value
  • SEGMENTATION: Small agency needs differ substantially from enterprise
  • ACCELERATION: Proof of concept approach needs standardization to scale

Action Items

  • METHODOLOGY: Create implementation accelerators for fastest-growing modules
  • ENABLEMENT: Launch advanced technical certification program for sales team
  • BUNDLING: Develop simplified product packages for each agency segment
  • SPECIALIZATION: Build vertical-specific sales teams for key sectors
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To power more effective and accountable government by becoming the unified cloud platform that transforms how all public sector agencies operate

Strengths

  • DATA: Access to vast government datasets for AI model training
  • PLATFORM: Cloud architecture enables rapid AI feature deployment
  • COMPLIANCE: AI governance framework aligned with govt requirements
  • WORKFLOWS: Deep understanding of processes ideal for AI automation
  • TALENT: Core AI engineering capabilities established

Weaknesses

  • RESOURCES: Limited AI/ML specialized staff compared to competitors
  • LEGACY: Older product components not optimized for AI integration
  • ADOPTION: Client resistance to AI-driven decision automation
  • PRIORITIZATION: Competing strategic initiatives dilute AI focus
  • MATURITY: AI capabilities still emerging, not fully productized

Opportunities

  • AUTOMATION: AI can reduce manual processes by 60% in key workflows
  • INSIGHTS: Predictive analytics for budget forecasting and planning
  • EXPERIENCE: AI assistants to simplify complex government processes
  • PERSONALIZATION: Tailored UX based on role and usage patterns
  • INTEGRATION: AI-powered data connectors to legacy systems

Threats

  • COMPETITION: Enterprise tech giants investing heavily in govt AI
  • REGULATION: Stringent AI oversight in public sector applications
  • TRUST: Government skepticism about AI decision-making reliability
  • EXPECTATIONS: Rapidly rising client demands for AI capabilities
  • TALENT: Fierce competition for specialized AI engineering talent

Key Priorities

  • COPILOT: Develop AI assistant for government financial operations
  • AUTOMATION: Create AI workflow automations for highest-value tasks
  • INSIGHTS: Launch predictive analytics dashboard for key metrics
  • ADOPTION: Implement AI change management program for clients