Optimize strategies, and boost revenue with expert guidance.
Gov-Sales: Increase your government sales success
Optimize strategies, and boost revenue with expert guidance.
Accelerating Your Government Sales Success
Our Mission
Gov-Sales collaborates with our clients to develop go-to-market (GTM) strategies, elevate sales and channel performance. We help our clients navigate the complexities of selling into the government markets by providing strategic guidance, expert advice and hands-on mentoring.
Navigate the complexities of the government market
Government Channel Strategy
Navigating marketing in the government
Navigating marketing in the government
Establish and optimize channel partnerships, ensuring seamless integration into government-wide acquisition contracts-GWACs, and Other Transaction Authority-OTA
Navigating marketing in the government
Navigating marketing in the government
Navigating marketing in the government
Develop government-specific marketing and channels tactics to increase brand awareness in government markets and increase lead generation
Sales Strategy Development
Navigating marketing in the government
Sales Strategy Development
Develop and implement comprehensive sales strategies, including target market identification, value proposition development, and sales messaging
Sales Team Optimization
Sales Compensation Analysis
Sales Strategy Development
Conduct thorough assessments of sales and channel organizations, offering recommendations on sales methodologies, models, and staffing.
Sales Compensation Analysis
Sales Compensation Analysis
Sales Compensation Analysis
Decoding how to attract and incentivize your government sales team, reduce churn and expedite government business growth
Struggling to scale your government sales team?
Gov-Sales can provide expert, interim leadership to help you manage or build a high-performing team and accelerate your government sales success.
How Gov-Sales started
For over 30 years, I've led public sector organizations at major software firms, including Sterling Software, Oracle, and Red Hat. More recently, I've worked with early-stage companies like GitLab and Tamr. This experience has revealed a common challenge: early-stage leaders often struggle to build effective public sector organizations due to their lack of experience in this specialized area.
The leaders typically come from technical backgrounds, with limited sales and channels experience. They often hire highly successful commercial sales leaders—experts in selling to Fortune 500 companies—to establish their sales operations. However, these commercial leaders often lack a foundational understanding of government organizations and procurement processes. They generally haven't worked within large, established public sector teams like those at Oracle or Red Hat, which possess extensive experience and robust infrastructure for selling to government markets .
Gov-Sales consultants and advisors have both large enterprise and early-stage experience and provide a unique perspective on what's required for success in the government market. We have seen many companies, both early-stage and more mature, experience multiple false starts and the resulting churn, cycling through sales teams and leaders while trying to understand their lack of success.
Gov-Sales was conceived over several drinks and a few cigars. Matthew, a former customer and close friend, asked if I had ever thought about starting a consulting business. As a retired U.S. Marine Corps senior acquisition officer, Matthew helped the Department of the Navy acquire several multi-hundred million dollar agency-wide software agreements with companies like Microsoft, Red Hat, and Oracle. I was on the other side of the table on several of those enterprise license agreements. We worked many long hours negotiating and analyzing the data to support our positions. Though this process we became close friends. After retiring, Matthew worked at an early-stage company before joining me at an AI company. Together, we restructured a significant portion of that business. After one long day, we decided it was time to start the business we knew the industry needed. Matthew and I shared the vision, and Gov-Sales was born. Matthew left this world before his time, but it was his not-so-subtle nudges that motivated me to begin the journey.
We miss Matthew deeply. I’m grateful for his friendship, service, loyalty, and the knowledge he shared. Rest in peace, Marine.
Keith Barnes
Board Member Emeritus & Co-Founder
