Esper CEO reveals how to sell software to slow-moving government markets

Esper CEO reveals how to sell software to slow-moving government markets

3d ago
GTMnow ARMARM Gtm_strategy

The Gist

  • Esper digitizes paper-based policy workflows for governments, from NYPD procedures to nurse licensing
  • Maleka Momand shares 8 years of GovTech lessons: trust beats speed, services are moats
  • Enterprise SaaS still has defensible moats in AI era, especially in regulated markets

RevBots.ai View:

Government sales require patience and trust-building that most SaaS companies aren't wired for, but the payoff is sticky, high-LTV contracts.

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