How to sell technology to the government
Learn how to sell your technology to the government
![1.0 Dev-Bur-Ops](/_next/image?url=https%3A%2F%2Fcdn.sanity.io%2Fimages%2Fxxwed9s7%2Fproduction%2F0bfc11c392f02b4468cfb0ec3cdd1c9b3402d5ba-720x405.png%3Fw%3D1000&w=1080&q=75)
1.0 Dev-Bur-Ops
"I talked to <someone who wears a uniform> and they love it!". Great, you solved a small potion of your problem.
![2.0 The Valley of Death](/_next/image?url=https%3A%2F%2Fcdn.sanity.io%2Fimages%2Fxxwed9s7%2Fproduction%2F9c8a647ba9cfb1294335117188649e3ed3732994-2068x1598.png%3Fw%3D1000&w=1080&q=75)
2.0 The Valley of Death
Where is this valley, and why is it full of dead unicorns?
![3.0 The Government Archipelagos](/_next/image?url=https%3A%2F%2Fcdn.sanity.io%2Fimages%2Fxxwed9s7%2Fproduction%2Fb8d0c2a1788f301cbd9991fad9971a125d4cf49f-3334x2576.jpg%3Fw%3D1000&w=1080&q=75)
3.0 The Government Archipelagos
Ever wonder how the COCOMs, Services, and operational Commands work together? Yeah, so does everyone else.
![4.0 The DoD R&D Ecosystem](/_next/image?url=https%3A%2F%2Fcdn.sanity.io%2Fimages%2Fxxwed9s7%2Fproduction%2F093b553920c5234a15d86381159107e787e64d53-4048x3128.jpg%3Fw%3D1000&w=1080&q=75)
4.0 The DoD R&D Ecosystem
There are many players in the DoD R&D ecosystem, and many dynamics that come with them.
![5.0 Understanding Your (Real) Customer](/_next/image?url=https%3A%2F%2Fcdn.sanity.io%2Fimages%2Fxxwed9s7%2Fproduction%2Ff62c5196b2ae1a9d597b139982290286f8cbdcd5-4048x3128.jpg%3Fw%3D1000&w=1080&q=75)
5.0 Understanding Your (Real) Customer
If you knew who they were, you probably wouldn't be reading this.
![6.0 Building Runway](/_next/image?url=https%3A%2F%2Fcdn.sanity.io%2Fimages%2Fxxwed9s7%2Fproduction%2Fbc740ad07461de758d7f1528a04735da5b147c88-6248x4913.jpg%3Fw%3D1000&w=1080&q=75)
6.0 Building Runway
Jumping the valley takes time, and money, let's look for some of the latter so you can buy the former.
![7.0 Where Does Program Funding Come From?](/_next/image?url=https%3A%2F%2Fcdn.sanity.io%2Fimages%2Fxxwed9s7%2Fproduction%2F45b4b0b198681423b2fa326ba81c45e6289f93b3-1188x918.jpg%3Fw%3D1000&w=1080&q=75)
7.0 Where Does Program Funding Come From?
A budget is a terrible thing to waste, unless it's on your contract, and then it's great.
![8.0 Shortcuts in GovCon](/_next/image?url=https%3A%2F%2Fcdn.sanity.io%2Fimages%2Fxxwed9s7%2Fproduction%2Ff1b6841a97242a810e08c2cf1139076d8981930a-6248x4913.jpg%3Fw%3D1000&w=1080&q=75)
8.0 Shortcuts in GovCon
There are some short cuts, tl;dr: they cost money
![9.0 You Can't Have Money Without a Contract](/_next/image?url=https%3A%2F%2Fcdn.sanity.io%2Fimages%2Fxxwed9s7%2Fproduction%2F50e0035c85b0e0eaccf363a6fbbd8c936471107d-2200x1700.jpg%3Fw%3D1000&w=1080&q=75)
9.0 You Can't Have Money Without a Contract
Long live the Contracting Officer, they bestow the grace of green.
![10.0 Collect Them Merit Badges](/_next/image?url=https%3A%2F%2Fcdn.sanity.io%2Fimages%2Fxxwed9s7%2Fproduction%2Fbf6d8e83b1a0e42d12d795429a427810bb0cd990-3300x2550.jpg%3Fw%3D1000&w=1080&q=75)
10.0 Collect Them Merit Badges
There are two options: collect them, or find another industry, but you don't have to collect them all at once.
![11.0 Let's Talk About Sales](/_next/image?url=https%3A%2F%2Fcdn.sanity.io%2Fimages%2Fxxwed9s7%2Fproduction%2F73158fb3e2c67dc865404f9ac8b553cec73fe19f-2200x1700.jpg%3Fw%3D1000&w=1080&q=75)
11.0 Let's Talk About Sales
It's just sales, all the way down. Cut out the jargon and terms of art and it's just sales.
![12.0 The Unwritten Truth About Conferences](/_next/image?url=https%3A%2F%2Fcdn.sanity.io%2Fimages%2Fxxwed9s7%2Fproduction%2F5faceeadd4b02df47044f5ac8dd64064f4250b0f-6248x4913.jpg%3Fw%3D1000&w=1080&q=75)
12.0 The Unwritten Truth About Conferences
Have you ever gone to a GovCon conference and left feeling a few dollars poorer and no closer to your next big contract? You're not alone.
![13.0 Simple Go to Market Strategy](/_next/image?url=https%3A%2F%2Fcdn.sanity.io%2Fimages%2Fxxwed9s7%2Fproduction%2F70e5dbf6c6380e1e8e213a929f8b8697881a8f64-2524x1156.png%3Fw%3D1000&w=1080&q=75)
13.0 Simple Go to Market Strategy
Figuring out who you're selling to can be simple, but very hard.
![14.0 The SOF-To-Service Transition Model](/_next/image?url=https%3A%2F%2Fcdn.sanity.io%2Fimages%2Fxxwed9s7%2Fproduction%2F1703464ca845a7b525073b67db5444d4a4995866-5709x4420.jpg%3Fw%3D1000&w=1080&q=75)
14.0 The SOF-To-Service Transition Model
![Bonus Chapter: Spotting A Unicorn](/_next/image?url=https%3A%2F%2Fcdn.sanity.io%2Fimages%2Fxxwed9s7%2Fproduction%2Fca152b049374e2cb02ac97d8dab1a3cb9ee3855d-3420x1926.png%3Fw%3D1000&w=1080&q=75)
Bonus Chapter: Spotting A Unicorn
If you're a VC and trying to spot a winning unicorn, we have some thoughts.