[mshaler]

I personally executed several first-time transactions with multiple government agencies (mostly IC) while our start-up was still less than 100 people. It's not fundamentally different from typical enterprise sales, just involving different tactical obstacles.

The follow-on transactions, however, were much more challenging as the Beltway Bandits (prime contractors) dramatically increased the friction for us to be able to expand our footprint. We still succeeded, mostly because our technology was superior and we had the right agency (not contractor) advocacy.