Selling to Government: Navigating the B2G Landscape

Fireside Chat with Sean Sheppard

Government can be more than a regulator or source of grants, it can be a customer, strategic partner, and pathway to scale. Join Sean Sheppard for a practical conversation on how startups can navigate the intersection of the public and private sectors, identify B2G opportunities, and build the relationships and strategies needed to compete in this increasingly important market.

Key Takeaways:

• Understand the B2G opportunity: when and how government can become a viable customer, partner, or growth channel.
• Learn how government buying differs from B2B:including procurement, budget cycles, stakeholders, timelines, and decision-making.
• Identify the right entry points: from pilots and partnerships to contracts and public-private initiatives.
• Build relationships before the opportunity appears: understand who influences decisions and how founders can establish credibility early.
• Translate your value proposition for government buyers, connect your solution to public-sector priorities, outcomes, and measurable value.
• Navigate longer, more complex sales cycles without losing focus on your broader revenue strategy.
• Know when B2G is and isn't worth pursuing based on company stage, resources, market fit, and growth objectives.