Accelerating Your Government Business Success
Our Mission
Gov-Sales accelerates your public sector revenue growth through proven strategies and four decades of government market expertise. We help technology companies crack the code on complex government sales cycles, optimize go-to-market strategies, and transform underperforming channels into revenue engines. Our battle-tested approach turns government market complexity into your competitive advantage.
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 process, methodologies, 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.
About Gov-Sales
For more than 3 decades, I've led public sector organizations at major software, DevSecOps and AI companies, including Sterling Software, Oracle, Red Hat, DLT Solutions and GiLab. More recently, I've worked with early-stage AI/MI companies and with companies utilizing Agentic AI tools. This experience has revealed a common challenge: leaders often struggle to build effective public sector organizations due to their lack of experience in this specialized area. Today's explosive growth of AI can make this much easier, but also even more daunting. Entering the Public Sector Market isn't for the faint of heart, or the a commercial entrepreneur with little or no government experience.
Today's industry leaders typically come from technical or commercial backgrounds, with limited public sector experience. They often build their organization with highly successful commercial leaders—experts in Fortune 500. However, these commercial leaders often lack a foundational understanding of government organizations, regulations and procurement processes. They generally haven't worked within public sector teams which possess extensive experience, knowledge and robust infrastructure for selling to government markets .
Gov-Sales consultants 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 experience multiple false starts and the resulting churn, the cycling through sales teams and leaders while trying to understand their lack of success. These false starts and the resulting churn harm your corporate brand and reputation both in the public sector market as well as the commercial market.
How we started:
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 early stage AI company. Together, we restructured a significant portion of that business. After one long day, we decided that the explosive growth of the AI industry and the extensive capabilities AI brings to light, it was time to start our own business, one we knew the industry needed. Matthew and I shared the vision, experience and drive and Gov-Sales was born. Matthew left this world before his time, but it was his not-so-subtle nudges and drive that motivated me to begin the journey.
Keith Barnes
Board Member Emeritus & Co-Founder
