$57.6M in pipeline within 2 years for CentralSquare
Public Sector GovTech
Building GovTech and Public Sector Pipeline That Survives the Procurement Cycle
Industry Expertise & Results
GovTech and public sector sales don’t move on a vendor’s timeline — they move on budget cycles, procurement rules, and committee sign-off. memoryBlue builds sales development programs for government-facing software and services vendors around that reality, from public-safety platforms to federal acquisition software, with reps trained to reach the specific compliance, IT, and public safety personas who actually hold budget in government buying committees.
The Category Problem
Selling into government is a different discipline than selling into commercial accounts, and it shows up the same way across public sector vendors memoryBlue has worked with
Sales cycles run long by design. CentralSquare needed to show ROI within a 12–18-month cycle; Tyler Technologies engagement has run six years. A program built for a 90-day commercial sprint doesn’t survive contact with a government budget cycle.
The buying committee isn’t one person. A single deal can touch a Chief of Police, a Division Chief, a CIO, a Head of Compliance, and a Head of Contracts — each with a different reason to say no.
Procurement rules, not product fit, often decide timing. Contract vehicles, RFP cycles, and budget/regulation alignment can stall a technically-won deal for months.
How memoryBlue Helps
- Programs built for the long cycleCentralSquare ran a 33-month partnership generating 988 outbound SQLs and $57.6M in pipeline — built to compound over the years, not close in a quarter. Tyler Technologies program has run for six years.
- Outreach mapped to the real committeeTyler Technologies outreach reached Chief of Police, Division Chief, Captains, Lieutenant, and CIO personas directly. Unison and Deep Water Point outreach targeted Head of Compliance, Head of Contracts, CEO, and CFO — the actual signers on a federal acquisition deal.
- Scaling with proof, not before itAvenu Insights & Analytics (acquired by Neumo) scaled from 1 SDR to 4 after early results proved out — 1,200+ SQLs and an 8.9/10 lead score.
- A hiring bench built into the programCentralSquare hired all 9 memoryBlue SDRs directly onto its internal team. Tyler Technologies, Versaterm, RapidSOS, and CallyO have each hired memoryBlue reps onto their own teams as programs matured.
- Works for early-stage GovTech, tooCallyO built its outbound program while still an 11–50-person company and hit a 9.96/10 lead score — proof that early-stage GovTech vendors get the same rigor as established contractors.
Our clients expect big results...
and we deliver.
Gary Bourton
CEO
QiO Technologies
“Amazing Day-to-Day Team Support”
Manjit Dhillon
European SDR/Inside Sales Leader
Vertex Inc.
“Great Comms and Very Proactive to Work With”
Claire Spahr
Senior Manager, Product Marketing
PDI Technologies
“Outstanding Communication and Client Responsiveness”
Jess DiBella
Commercial Account Manager
MarketCast
“They’re Always Thinking Outside the Box”
Brandon Howard
Sr. Global License Compliance Representative
Autodesk
“Highly Skilled Team, Immediate Revenue Impact”
Mark Jones
VP of Market Growth, North American Emerging Markets
Actionstep
“Great Team — Adept at Quick Ramp”
Ed Derse, Sr.
Sales Manager & Consultant
Kairos Data Communication
“memoryBlue Delivered!”
Scott Gainey
CMO
Nile
“Excellent 1 Year+ memoryBlue Experience”
Todd While
VP, Sales & Business Development
Apcela
“Third Time Is a Charm… Again!”
Matt Kreig
Graphiant
“Multiple Time Customer”
Key Priorities
What Prospects Are Actually Asking For
Government-facing vendors tend to ask about the same handful of things up front: whether memoryBlue understands procurement vehicles and RFP-driven buying, whether reps can hold a conversation with a compliance or contracts officer instead of just an IT buyer, and how a program adjusts when a deal goes quiet for months waiting on a budget cycle rather than an active rejection. "Qualified meetings," "pipeline," and "hired the rep directly" show up here just as often as in memoryBlue commercial verticals — the buying process looks different, but the outcome measured is the same.
FAQs
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How does memoryBlue handle sales cycles that run 12–18 months or longer?
Programs are structured around the buyer’s cycle, not a fixed quarterly quota. CentralSquare engagement ran 33 months, and Tyler Technologies has run six years — both built to compound pipeline over time rather than force a close date the procurement process doesn’t support.
Does memoryBlue sell only to federal agencies, or also state and local government and public safety?
All three. Avenu Insights & Analytics (now acquired by Neumo) reached more than 4,500 state and local government entities; Unison and Deep Water Point are federal acquisition-focused; CentralSquare, Tyler Technologies, and Versaterm all serve public safety and local government administration directly.
Can memoryBlue reps navigate a government buying committee, not just reach one IT contact?
Yes. Tyler Technologies outreach reached Chief of Police, Division Chief, Captains, Lieutenant, and CIO personas in parallel. Unison and Deep Water Point outreach was built around Head of Compliance, Head of Contracts, CEO, and CFO — the specific roles that sign off on a federal deal.
Does memoryBlue work with early-stage GovTech and public safety startups, or only established contractors?
Both. CallyO built its outbound program from scratch while still an 11–50-person company and hit a 9.96/10 lead score before being acquired by Motorola. memoryBlue has also run long-term programs for established public sector software providers like CentralSquare and Tyler Technologies.
Can we hire memoryBlue SDRs directly onto our own team once a program proves out?
Yes — this happens often in GovTech specifically. CentralSquare hired all 9 memoryBlue SDRs directly onto its internal team, and Tyler Technologies, Versaterm, RapidSOS, and CallyO have each hired reps onto their own teams as their programs matured.
Is memoryBlue only used for software sales into government, or also for RFP-driven GovCon business development?
Both. Deep Water Point & Associates and Unison are government procurement and federal acquisition businesses, not software vendors — their programs were built around RFP-driven outreach to compliance and contracts personas, distinct from a product-led sales motion.
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