Key takeaways
- GovTech companies sell software and technology to government: cities, counties, states, schools, public safety agencies, utilities and federal agencies.
- An outsourced SDR team handles prospecting and first conversations so your account executives can focus on closing.
- KSG's reps work only in public-sector and utility markets. AI-assisted research builds the target list; people handle the conversations.
- KSG has run outreach for technology companies including Dataminr (6,500 agencies contacted), Geotab and Verizon.
Why GovTech pipeline is hard to build in-house
- Ramp time. New SDRs spend months learning how agencies budget, who starts a purchase and what procurement allows before they book good meetings.
- Long cycles. Budgets are set a year ahead, so reps need the patience to nurture accounts and the judgment to tell timing from interest.
- Many stakeholders. Department heads, IT and security reviewers, finance and procurement all shape a software purchase.
- Turnover. When an SDR leaves, account history and momentum often leave too.
What a KSG GovTech SDR team does
- Targets the right agencies using bid boards, RFPs, adopted budgets, capital plans and AI-powered research.
- Reaches the problem owner, whether that's a public works director, a police chief, a CIO or a district technology director.
- Prospects under your brand by phone, email and LinkedIn, with your messaging and value proposition.
- Qualifies interest, timing, budget and the likely procurement path, including cooperative contracts.
- Nurtures accounts that aren't ready and follows up between meetings to keep deals moving.
- Reports market intelligence: current vendors, contract timing and pain points from every conversation.
Turning data subscriptions into meetings
Many GovTech teams already pay for government data and signal platforms. Those tools show where demand may be, but someone still has to start the conversation. Our reps turn signals into meetings, and our playbooks show how for Starbridge, GovSpend, NationGraph and GovWin IQ. For the bigger picture, see why government sales data still needs SDRs.
In-house vs. outsourced GovTech SDRs
| Hiring SDRs in-house | KSG embedded SDRs | |
|---|---|---|
| Getting started | Recruiting, onboarding and ramp come before pipeline | Experienced reps start with your onboarding, not a primer on government |
| Government knowledge | Learned on the job | Built over 10+ years focused only on public-sector and utility sales |
| Fixed costs | Salaries, benefits, tools and management time | No hiring, benefits, training or management overhead |
| Turnover | A departure resets your pipeline | Coverage doesn't hinge on a single hire |
| Commitment | Long-term headcount | No long-term hiring commitment |
Want to compare costs for your own team? Try our SDR cost calculator.
Results for technology companies
| Client | Market | Result |
|---|---|---|
| Dataminr | Public safety and emergency management | 6,500 agencies contacted and hundreds of opportunities for AI-powered real-time alerting |
| Geotab | State and local fleets | 50+ opportunities; 72 meetings and 44 opportunities in one campaign |
| Verizon | Federal | 22 qualified federal leads in one quarter from 200+ agencies and 5,000+ calls |
| Hyperion Partners | Public safety broadband | 4.5x ROI in 12 months on a FirstNet campaign |
Program results supplied by Kensington Sales Group.
“The amount of consistent business it brought in certainly helped us continue to scale, continue to grow, but the team over there was so easy to work with.”
When it makes sense
- You're entering government and need agency conversations before you can justify a full team.
- Your account executives are prospecting instead of closing.
- You're launching a new product, segment or region, such as SLED or public safety.
- You want pipeline now without months of hiring and ramp.