I am curious about how selling to SLED is different than selling to private companies.
Open to hearing the experiences of AEs who have done so.
Anyone in here sold SLED?
11
Whatcha wanna know?
Its a different beast. A lot of "run really fast and wait". Its easier to identify DM's and buying processes, but you often are dealing with RFPs. Getting on a contract vehicle can be REALLY important. Very lengthy sales cycles.
Its a different beast. A lot of "run really fast and wait". Its easier to identify DM's and buying processes, but you often are dealing with RFPs. Getting on a contract vehicle can be REALLY important. Very lengthy sales cycles.
So. Much. Waiting.
Government companies are process and budget driven. There may be formal bidding processes to abide by, and there will definitely be cycles depending on the FY and use or lose money. It’s not uncommon to get blind POs based on quotes from years ago. Understanding grant cycles and requirements (particularly in education) will be key.
What are you looking at now?
What are you looking at now?
Been selling SLED for a few years. It can be great because they tend to have budgets and it’s easy to set your own meetings. It also really sucks sometimes, deals that feel like a sure thing with all approvals needed can simply not close for 4 months for no good reason other than “government”. Good job security if you’re good at your job. Be sure to work for an executive who understands the ins and outs.
SLED!
Exactly what came to my mind!!
Rosebud!
My mind went there too!
Longish sales cycles. You’re basically rushing to get a rock bottom cost and a partner with women or minority backing for a leg up then you sit there with no news forever. Education is a bit better than state and local as far as hearing back
Nothing like generating a big quote for a sled org only to find out that it's for budget for a 2027 project.
Lmao exactly! Can’t tell you how many times when I first started out that I was excited only to learn shit was years out
I worked in EdTech for awhile, did quite well. A few things that others covered, and then some things that they didn't.
1. Long sales cycles - @Pachacuti 's 'run really fast and wait' is something I've never heard but so true.
2. DM identification is definitely easy, and the process is often standard (but long, see above)
3. RFPs are a huge part of life, and that can be frustrating.
4. Features can often be more important than benefits. If there is legislation or established requirements for what software can do, they need to be able to check that box with your solution.
5. The people are often super nice
6. Conferences are a lot of fun
1. Long sales cycles - @Pachacuti 's 'run really fast and wait' is something I've never heard but so true.
2. DM identification is definitely easy, and the process is often standard (but long, see above)
3. RFPs are a huge part of life, and that can be frustrating.
4. Features can often be more important than benefits. If there is legislation or established requirements for what software can do, they need to be able to check that box with your solution.
5. The people are often super nice
6. Conferences are a lot of fun
RFPs, 8 different approvals in a decision process, and complete and utter ineptitude. Other than that it's great
What is SLED short for?
I did for a little. It’s all about knowing your contracts that you can sell on or into. There are also $ amount limits for those before needing an RFP or additional approvals. Relationships with the decision maker to spec your product is the upper hand that you need!
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