Our Approach
Downstream problems have upstream causes.
Did the demo go well? Great! Now the deal is yours to lose.
Every deal is riskier for the buyer than it is for the seller.
If you lose a sale, oh well, on to the next one. If their implementation goes sideways, they just wasted money and their job could be on the line.
Decision-makers have to cash in their political “chips” when they bring on any new technology. The larger the bureaucracy, the higher the stakes. The political investment can be a harder sell than the financial investment.
Not to mention, you’re dealing with a built-in headwind: Why change anything at all when all you need to do to get your pension is avoid getting fired for cause?
Many systemic business problems are actually sales problems.
Long implementation times? That could be a sign that knowledge transfer to Customer Success is lacking, forcing them to start from scratch learning the customer’s needs and stakeholders.
Cash flow problems? These challenges can stem from missed forecasts, which in itself can stem from poor discovery or lack of multithreading early on in the sales process.
High churn? A lack of discipline sticking to an Ideal Customer Profile can lead to Sales bringing in bad long-term customers.
There are plenty of Band-Aid solutions to these problems, but to truly solve them, you need to solve them at the source.
GovTech salespeople are risk managers, not pitchmen.
Focus on the buyer to optimize the buyer journey.
Make no mistake: Our mission is to help you supercharge growth.
That said, we don’t do this through spreadsheet engineering. We believe that prioritizing the buyer’s needs will always be the shortest path to a supercharged buyer journey.
Respect the fact that every deal is riskier for the buyer and then you can build in processes to de-risk the purchase.
Respect the fact that your buyers’ job isn’t to buy software and then you can build in processes to support them through a stressful and unfamiliar situation.
Respect the fact that the buyer wants to achieve an outcome by working with you, and then you can build processes that make them feel like their success with you is inevitable.
GovTech companies who don’t optimize their sales process will lose to those who do.
About Jeremy
Jeremy Shackett
Owner/Founder, Kinetic GovTech
Jeremy Shackett has spent his career empowering digital transformation in government through a solutions-centric sales approach.
Deep down, Jeremy is an urban planner at heart. At age eight, he bankrupted his first city in SimCity 2000 by taking out too many municipal bonds. He refined his skills at the University of Illinois at Urbana-Champaign, where he earned a Bachelor of Arts in Urban Planning.
He has spent his entire career leveling up revenue teams in GovTech. At Bang the Table, he was one of the United States’ first employees and helped crack the code to sustainable revenue growth, leading to back-to-back years of 130%+ quota attainment and a successful exit to Granicus in 2021. At Camino, his work to streamline their permit system sales process resulted in a win rate increase from zero to 31% in 12 months.
Jeremy approaches his sales with a healthy appetite for curiosity and innovation, always comfortable with digging deeper into a customer’s needs or rebuilding his own sales process if it will make a difference. He believes that doing right by customers is always in the long term interest of the business.