Marketing
How James helps technology companies focused on the federal and SLED (state, local and education) markets.
Drawing on his years at a state university’s cybersecurity institute, James applies account-based marketing across every person in a public sector buying decision, including channels and resellers. For over twenty years he has interviewed technology leaders from federal, state and local government, higher education and K-12. Today the public sector wants trusted partners for its biggest challenges, from cyber threats and agentic AI to post-quantum cryptography, risk management and delivering digital services to citizens and students.
Strategic growth support
Market intelligence
Where agencies are buying products like yours, what they bought before, and whether the government market is right for your company.
Budget analysis
Development and operations funding mapped to your offerings, so you chase money Congress has actually approved, not forecasts.
Department playbook
A detailed guide to one department: its budget, decision-makers, audits, procurements and a run of opportunities to pursue.
Research
Interviews and analysis on what your public sector buyers need and how they decide.
Content creation
Stories that explain why you, and how you help government solve its biggest problems, in words the buyer understands.
Branding audits
How your team sees your company compared with how government customers see it, and what to change.
Lead generation
Account-based marketing, traditional and social, that gets your sales team in front of the right people.
Business development
From teaming agreements to positioning your solution with the decision-makers on a procurement’s review board.
Channel development
Building the partner and reseller programs that carry your product onto government contracts.
Marketing events
Digital and in-person events that produce leads and leave a lasting impression on your target market.
Talking with Public Sector
Government, education, and industry forums and podcast with the Public Sector Technology Exchange.
Strategic support
An experienced partner for your sales and marketing leaders as you grow in the public sector.
A regular day that changed everything
Turning points rarely announce themselves. One Tuesday morning my boss asked me to join him in the conference room, where the company president was waiting.
“James, we have a problem. We’re running a marketing campaign, and it’s not going well. Sales says the leads are poor, and marketing says sales isn’t following up.” With the campaign in jeopardy, I was asked to fix it by applying business development metrics and getting sales and marketing working together.
I fell in love with the work and became a marketing strategist. Today I combine market intelligence, business development and marketing.
Growing in the public sector?
Talk with James about your solution and working with your sales and marketing teams.
Email James