October 2023

A typical public sector journey is five to 20 touch points. If you’re sending three emails, if you’re doing three touchpoints, if you’re just doing a few little things, it’s not going to work, right? So, you have to understand that this is a longer game because they have longer buying cycles, multiple decision makers involved.

If you have a pipeline shortage, I’m sure you know what your numbers are and I don’t know what your buying cycles are, or if you have another quarter to deliver those leads or convert them. Typically what you would see is public sector customers do not convert as they do in the commercial sector. Let me show you what I mean.