aiko profile picture
aiko profile picture

aiko

Sr. Account Executive

Politicker
Executive
Valued Contributor
+7

Selling to SLED in SaaS

I'm looking to move over to the SLED space from commercial. Can you help me understand the difference between selling to the two different markets? 
If I'm working through partners, how are they invloved or influenced? 
What are the differences, versus commercial, of how you'll organize your book of business and how you'll prioritize your time? 

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6 comments

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CuriousFox
WR Officer
3
🦊
Check out the state contracts. Some are sole source, others will have several "approved vendors" that the local entities can choose from. It's all public info.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
Get on a procurement vehicle (ie contract vehicle). It will make your life MUCH easier.
GDO
Politicker
0
BDM
Yeah don’t make it harder than it should be
FinanceEngineer
Politicker
1
Sr Director, sales and partnerships
I sold into SLED at a previous role. The cycle is looooong. There are multiple layers of everything, and you either have to be on a contract or give a % to be on someone else’s contract. It’s easy to get paid Pilots and POCs done, but full buys take a while and generally need an RFP.
Natsochist
Good Citizen
0
Director of Product Sales
Anything in the public sector: you have much less control than you would in the commercial world.
- More laws govern buyers’ behavior, not to mention bureaucratic processes
- There are often mandatory no-contact periods during a formal solicitation
- You’re beholden to the wills of legislatures passing budgets (although not quite to the same degree as the US Federal space)

In commercial, there’s often someone that can move the deal along if you or an executive can reach them. There are plenty of scenarios in PubSec where that just isn’t possible, and it’s hard to accept that loss of control sometimes.
Beans
Big Shot
0
Enterprise Account Executive
Get ready to be bury buried in questionairres.

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