Government Sector New Logo: $1.5M ARR Win

Closed $1.5M ARR new logo deal with 3-year contract. Successfully navigated FedRAMP compliance requirements. Account became reference customer for government sector. Deal included expansion opportunities for additional agencies.

A federal agency needed to modernize their identity and access management infrastructure to meet FedRAMP requirements. They were using legacy PKI solutions that were expensive to maintain and didn't support modern authentication methods like FIDO2. The procurement process was complex with multiple stakeholders and strict compliance requirements.

Qualified the opportunity using MEDDIC framework, identifying FedRAMP compliance as the primary driver. Built relationships with both technical (CISO, IT Director) and procurement stakeholders early in the process. Positioned our solution as FedRAMP-authorized and cost-effective compared to maintaining legacy systems. Created a detailed compliance mapping document showing how our solution met all FedRAMP requirements.

Led a 6-month sales cycle coordinating with SE, Legal, and Compliance teams. Conducted multiple technical deep-dives and proof-of-concept demonstrations. Navigated complex government procurement process including RFP response, security reviews, and contract negotiations. Provided detailed compliance documentation and participated in security audits. Built consensus across multiple departments through regular stakeholder meetings.

Government sales cycles are long but predictable. Building relationships early with both technical and procurement stakeholders is critical. Compliance documentation and security reviews are non-negotiable - invest time upfront.