A webinar recap: what’s happening in Federal sales
Wow. Just watched a fantastic webinar (available on demand, btw) with our public sector A team: Ron Cooke (Managing Director), Beau Vrbas (Delivery Manager), Luke Rutigliano (AE) and special guest, Johanna Prieto who heads up our Global Customer Experience across all industries.
The topic? Federal Playbook strategy cycles for 2025 and how to stay ahead. Given the strong registration and attendance numbers, clearly, we hit on something everyone in federal sales has been thinking about. And given our expertise in public sector, there is NO better group to talk about some of these hot topics:
Federal spending is stable—but smarter.
Despite tighter scrutiny, there’s still $774 billion in federal procurement dollars out there. But agencies are now laser-focused on smarter spending. Smaller players who position themselves around governance, compliance, and agency-specific priorities have a real opportunity to grab market share from traditional giants.
Relationships today equal revenue tomorrow.
If you’re only jumping into the federal game when you spot an RFP, you’re already late. The real winners are those who invest upfront—building trust, aligning closely with agency missions, and staying present even during quiet periods. Deals may take 12-24 months, but patient relationship-building always pays off big-time.
Commercial messaging won’t cut it.
Seems like a no-brainer but a good reminder: commercial success rarely translates directly into federal sales. If you’re shifting into federal, you’ve got to rethink everything from your messaging (hint: protecting warfighters resonates a lot more than boosting quarterly revenues) to your partnership strategy. Align early, partner strategically, and tailor your narrative to the federal mindset.
Partners open doors faster.
Federal dollars flow through integrators and primes, which means smaller players win more when they team smartly. Partnerships aren’t optional—they’re essential. Find integrators who can navigate procurement complexity and position your solutions within the agency’s framework. Those partnerships turn roadblocks into fast lanes.
The bottom line.
If you couldn’t join the webinar live, or even if you did, there’s plenty more insight to be had. Catch it on-demand here.
And if you need a partner who knows how to sell into federal, MemoryBlue has highly specialized expertise in this area with reps dedicated exclusively to this segment. Be sure to check out this solution brief we put together highlighting a few of the ways we differentiate from other sales outsourcing partners.
