Discovery opened a $3.4B a new go-to-market vertical for a client
Case Study
Author: Drake Stimson | 5 minute read
The Opportunity
Public sector work was happening without rules or qualifications.
- A $3.4B addressable vertical
- No major player holds it
- Customers saw many brands, not one
- No government-ready designation
The Approach
- Catalogued the federal, state and local segments and who buys in each.
- Mapped three routes to market: end users, prime contractors and cooperatives.
- Built customer journey requirements for defence, federal, state and local buyers.
- Set the certification, bonding and compliance load each tier demands.
- Designed a government designation and a phased playbook rollout.
The Outcome
$34M a Point
Value of each share point
$3.4B
Vertical with no leader
Meet The Team
Drake Stimson
