[ghein]

Every state is different in terms of regulations and local governments can vary in terms of processes, especially with the size of the jurisdiction.

In my experience cities have just as many procurement problems as state/federal but with far less money to spend. You may have success with a Dropbox/Hootsuite approach of selling to non-traditional users under certain price limits. It just makes it so much harder when it's your only market.

As to plentiful discretionary funds... everyone's definition of this is different. Another challenge I've faced with local governments is that their speed to spend is similar to state & feds. Smaller sales with a sales velocity the same as if not slower than the feds is another challenge.

But if you've got people to make fast decisions and spend enough so that the unit economics makes sense you have my heartiest congratulations.

[adrianratnapala]

> Every state is different in terms of regulations and local governments ...

But still it is no accident that ncd's analysis works at the local government level: there are tens of thousands of those governments so variation means there will be some viable customers around.