about a 12mth sales cycle including both DoD & USAF. Started out w/ interest in driving a digital transformation initiative, was worried about our ability to handle their scale, so I got creative and offered to build them a website they had been wanting (not entirely in our scope at the time, but we had the resources to do so) to show our containerization capabilities on the back end, that led to another small (30K) website project, which led to them trusting our abilities, and brining us on for the larger transformation project.
Very important folks involved, very fun process, led to the creation of a new division directly focused on digital efforts within the fed gov.
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