Civic Navigate is partnership strategy and operations for early- and mid-stage govtech companies. We help you co-sell with the software vendors, SIs, and resellers already inside the account, and make the results measurable.
Your sellers cannot reach the people who decide. Your partners can.
Work the account with the vendors and SIs already inside it. Partners introduce you to decision makers, your solution can ride on budget and contracts that already exist, and the customer hears a consistent story from several trusted sources. Civic Navigate builds that motion with you.
Each partner type needs a different offer, different economics, and a different way of working. We design for all four.
Co-sell breaks down when each side works from different assumptions. We give you the working documents, and the sequence to use them in, so you and your partners pursue the same account for the same reasons and the agency ends up better served.
| Role | Who they are | Who has the relationship | Next step |
|---|---|---|---|
| Budget owner | [Name, title] | [Incumbent vendor or SI contact] | [Introduction request] |
| Executive sponsor | [Name, title] | [Partner executive] | [Briefing or joint meeting] |
| Technical evaluator | [Name, title] | [Partner solution architect] | [Integration demo] |
| Procurement lead | [Name, title] | [Reseller or contract holder] | [Confirm contract path] |
Days 1 to 30
Identify the incumbent vendors, SIs, and contract vehicles in your target accounts, and shortlist the two or three partners worth pursuing.
Templates: customer surround map, funding and contract path checklist
Days 31 to 60
Agree what you offer together, who leads, and how deals and credit are handled, then brief the partner's sellers.
Templates: joint value proposition, co-sell agreement
Days 61 to 90
Run joint account plans in the first accounts, get introductions to decision makers, and review the pipeline together every week.
Templates: joint account plan, executive sponsor outreach kit
After day 90
Add partners and accounts, move to quarterly reviews, and report mutual customer outcomes back to the agency.
Templates: partner QBR pack, mutual customer success plan
Start with a workshop, add advisory, or put a fractional partner leader in the seat. The same operators do the work in every format.
For leaders who have a team and a partner motion but need a sharper operating model.
Monthly retainer
A clear view of which partners to prioritize, and which states, counties, and cities to pursue with them.
The structure that lets partners sell without custom handling on every deal.
For companies deciding how to get onto the contracts government buyers already use.
Project or retainer
Decide whether to sell direct, through a reseller, or both, then make the relationship produce pipeline.
How your target buyers actually purchase, and the shortest path to being buyable.
For teams whose partner numbers Sales and Finance do not trust yet.
Project or monthly retainer
The systems layer behind partner-led growth, built in the CRM and PRM you already use.
Hands-on ownership of partner reporting and process when you do not have the headcount.
For companies without a dedicated head of partnerships, or standing up a new partner motion.
Monthly retainer
A senior partner leader in the seat, accountable for the motion and the results.
A fast way to start, or to settle one question before you commit to more.
Fixed scope
The same five steps on every engagement, from a four-week workshop to a year-long retainer.
We audit your partner motion, team, and pipeline against the goals you are measured on.
We map the partners, contract vehicles, and buyer paths for the states and segments you target.
We design the program, partner terms, and operating system, then roll them out with your team in working sessions.
We train your team and your partners so the model holds after we step back.
Each quarter we check the model against what is moving pipeline, and adjust.
We help early- and mid-stage govtech companies build partner programs and partner operations for state and local sales. That covers strategy, reseller and contract vehicle decisions, SI and ISV co-sell, and the reporting that makes partner revenue visible.
State and local buying is spread across many separate buyers and shared contract vehicles. For a young company, partners are often how you get onto those vehicles and in front of the right people.
Yes. We have hands-on experience working with government resellers, including Carahsoft. We help you decide whether a reseller fits, structure the relationship, and turn it into pipeline.
Resellers and distributors, ISVs and technology partners, systems integrators, and strategic partners. Most companies need a mix, and we help you sequence it.
Early- to mid-stage govtech companies. If you have a product in market and a plan to sell to state and local government through partners, we should talk.
Working an account jointly with a partner already inside it. That means shared account plans, introductions to decision makers, and agreed rules for who leads, how deals are registered, and how credit is shared.
Because a complementary product makes their offer stronger for the same customer, and it does not compete for their budget. We help you build the joint value proposition and the terms that make partnering easy for their sellers.
Working documents for each stage of a partner relationship, tailored to your product and partners, plus a sequenced roadmap for using them. Your team and your partners work from the same plan.
Most start with a discovery call, then a scoped proposal, then a kickoff. Advisory and fractional work run on monthly retainers. Workshops and builds are scoped as projects.
A 30-minute call to understand your stage, the states you are targeting, and where partners fit.