Your First 100 Customers
A GTM Playbook for GovTech and LegalTech Founders
The four decisions that determine whether your early GTM compounds or collapses - built specifically for founders selling into government agencies and law firms.
The Wrong Playbook Is Costing You a Year
Most SaaS founders trying to land their first 100 customers follow a playbook built for products with a free trial and a credit card checkout. If you're selling into government agencies or law firms, that playbook will waste a year of your life.
The motion is different. The buyer is different. The timeline is different. And the four decisions that determine whether your early GTM compounds or collapses are different too.
ICP Precision
Four layers, not one - named and operational
Offer Framing
Lead with procurement reality, not your platform
Outbound Motion
50 beachhead accounts worked with discipline
Revenue KPIs
Measure what actually predicts a closed deal
What You'll Get
Six concrete frameworks - no fluff, no theory.
How to lock your ICP to four layers - entity type, size band, geography, and technology posture
Why government and legal buyers buy against risk and political defensibility - not features
How cooperative purchasing vehicles (NASPO, Sourcewell, GSA, TIPS, OMNIA) function as trust signals
The beachhead list structure: 50 accounts, precision outreach, continuous refresh
How to sequence outbound for buyers who are in court, in budget meetings, and not checking LinkedIn at 7am
The five pipeline metrics that actually predict revenue in GovTech and LegalTech
Download the Playbook
Free. No pitch. Just the framework.