Follow The Money- How Govtech Founders Should Think About Grants
How to use grant funding to get in the door without building your whole revenue model on money that expires
Rachel’s Substack
Govtech Ventures Substack
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Latest posts
The Best Govtech Customers Generate More than ARR
Revenue is the least interesting thing a good customer gives you.
Why Most GovTech Companies Shouldn't Raise Venture Capital
The question that decides it is not market size. It's whether the business compounds and scales beyond the people running it.
The Right Way to Prioritize Your Product Roadmap
When each one of your government customers asks for something different, just for them
Video Replacing Your Boring Sales Collateral
Take one static piece of marketing material (PDF, Deck) you already send and rebuild it as a video that gets you into the room and moves the deal forward even when it's passed between departments
Why "Efficiency" is the Wrong GovTech Pitch
Most government leaders aren't trying to maximize efficiency. They're trying to minimize trade-offs.
The Most Important Customer Discovery Insight Isn't From Your Buyers
Spoiler: it's from the potential customers who told you no
Video As an Asset When You Can't Be There in Person with Government Customers
You can't be in every room at once. Short-form video won't replace a handshake, but it buys you the access and reputation needed to get (in partnership with Descript)
Pt. 2 Govtech Hiring: Who to Overpay For, Who to Train with Aaron Kutz of Direct Recruiters
The govtech talent market splits into roles you'll overpay for and hires that are available but cost you in ramp time. Knowing which is which shapes who you hire first and how you write the job post.
Pt. 1 Who to Hire First in Govtech (and Who to Wait On) with Aaron Kutz of Direct Recruiters
We break down what the early team should actually look like, why customer success belongs much earlier than most founders think, and which two roles founders tend to hire too soon.