Win more state and local deals through the partners buyers already trust.
Partnership strategy for govtech companies selling to state and local government. We help you co-sell with the vendors and SIs already in the account.
Incumbents hold the budgets. Make them your route in.
- The budget is spoken for
- Limited dollars and the contract vehicles sit with established vendors and SIs.
- Your sellers cannot reach the decision makers
- Those relationships belong to the incumbents.
- You complement them
- That gives them a reason to bring you into the account.
Co-sell and surround the customer
Partner with the vendors and SIs already in the account, so decision makers hear about you from people they trust.
Partners we work with
- Resellers and distributors
- Contract vehicles and buyer relationships. Hands-on experience with resellers like Carahsoft.
- ISVs and technology partners
- Integrations, marketplaces, and bundled offers.
- Systems integrators
- Delivery partners who often shape the buy.
- Strategic partners
- Platforms and alliances that open doors.
Level up how you partner
Three steps from a first conversation to a partnership that scales.
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Step 1
Speak the language
Sound like you belong in the room.
Partner language guideIncumbent briefs, $300 to $750 each
Ask about step 1 -
Step 2
Come armed with a give and get
Bring a pitch, not just an intro.
Partner pitch builderOptional recorded review
Ask about step 2 -
Step 3
Scale with operating templates
Run it the way incumbents do.
Co-sell and account plan templatesAttribution and review templates
Ask about step 3
Partner-readiness scorecard
Eight statements. Two minutes.
Free
Services
Hands-on help, from strategy to operations.
- Advisory
- Partner strategy and program design for state and local.Monthly retainer
- Resellers and contract vehicles
- Choose how to get onto the contracts buyers already use.Project or retainer
- Partner operations
- Attribution, deal registration, and reporting you can trust.Project or monthly retainer
- Fractional leadership
- A senior partner leader in the seat.Monthly retainer
- Diagnostics and workshops
- A fast, fixed-scope way to start.Fixed scope
How we work
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Assess
Audit your motion, team, and pipeline.
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Map
Map partners, contract vehicles, and buyer paths.
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Build
Design the program, terms, and operating system.
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Enable
Train your team and your partners.
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Review
Check quarterly and adjust.
Questions we hear most
What does Civic Navigate do?
We help early- and mid-stage govtech companies co-sell with the vendors and SIs already inside state and local accounts.
Why state and local?
Buying is spread across many separate buyers and shared contract vehicles. Partners are often how a young company gets onto them.
Do you work with resellers like Carahsoft?
Yes. We have hands-on experience with government resellers, including Carahsoft.
Who is the best fit?
Early- to mid-stage govtech companies with a product in market and a plan to sell through partners.
How do engagements work?
A discovery call, a scoped proposal, then a kickoff. Retainers for advisory and fractional work, projects for the rest.
Talk through your partner motion
A 30-minute call on your stage, your target states, and where partners fit.