All Quiet on the Second Front

35. Going to Market in the Public Sector

Dec 12, 2023

Nick Miller, AWS Marketplace Business Leader for the U.S. Federal Government, discusses challenges in bringing commercial innovation to the public sector. Topics include aligning with hyperscalers for procurement efficiency, strategic role of channel partnerships in federal sales, leaner procurement for startups, and mission-driven technology adoption for national security.

23:02

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Episode guests

Nick Miller

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Quick takeaways

Aligning with hyperscalers like AWS can accelerate market entry and scale for new ISVs.

Channel partnerships in the federal market reduce risk and cost of direct sales, aiding ISV's market penetration and scaling ability.

Deep dives

Aligning with hyperscalers to accelerate market entry

One key strategy for new ISVs entering the market is to align with hyperscalers like AWS. This alignment provides several benefits, such as co-selling opportunities and reduced procurement cycles. By understanding how prospective customers buy and aligning with the hyperscaler's go-to-market strategy, ISVs can accelerate their market entry and scale faster. The cloud marketplaces, including AWS, have been instrumental in driving innovation in this space, as mentioned in a recent Harvard Business article.

Introduction

3min

Aligning with Hyperscalers in Commercial Co-Selling

12min

Understanding the Public Sector Market and Providing Cutting-Edge Technology

2min

Evolution of Technology in National Security and Solving Societal Problems

3min

Technology in the Public Sector

3min

Season 2, Episode 35. In this episode, Tyler is joined by Nick Miller, AWS Marketplace Business Leader for the U.S. Federal Government. Together, they delve into challenges and opportunities in bringing commercial innovation to the public sector, and Nick shares sage advice for venture capitalists and non-traditional commercial ISVs entering defense, emphasizing alignment with hyper-scalers and streamlined procurement. Throughout the episode, Nick and Tyler reflect on the mission-driven nature of the public sector tech community and the unique challenges and opportunities within, including the strategic significance of partnerships, channels, and the power of collaboration.

What’s Happening on the Second Front: