Smart city tech often fails to gain traction because it targets diffuse benefits like 'less traffic.' Successful government sales require aligning with the only two metrics that consistently get mayors re-elected: reducing crime and paving roads.
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GovTech sales cycles are notoriously long. Flock overcame this by appealing directly to a police chief's primary performance metric: solving crime. A tool that saves time is a "cost-saver" delegated elsewhere. A tool that directly solves crime is a "revenue-generator" that the chief buys immediately.
In China, mayors and governors are promoted based on their ability to meet national priorities. As AI safety becomes a central government goal, these local leaders are now incentivized to create experimental zones and novel regulatory approaches, driving bottom-up policy innovation that can later be adopted nationally.
Treat government programs as experiments. Define success metrics upfront and set a firm deadline. If the program fails to achieve its stated goals by that date, it should be automatically disbanded rather than being given more funding. This enforces accountability.
A major software vendor pitched a $50M deal directly to the DOE Chief of Staff, assuming top-level access was a shortcut. The pitch failed because they hadn't validated the need or built internal champions. High-level meetings are useless without foundational sales work proving a real problem exists for the organization.
In the public sector, the goal is not to outcompete rivals but to improve service delivery. A government CPO's version of competitive research involves talking to counterparts in other states, partnering with civic tech organizations, and learning from innovative vendors to understand best practices.
In siloed government environments, pushing for change fails. The effective strategy is to involve agency leaders directly in the process. By presenting data, establishing a common goal (serving the citizen), and giving them a voice in what gets built, they transition from roadblocks to champions.
Metropolis couldn't sell its SaaS solution to incumbent parking operators because their business model relied on inefficient labor. These companies operate like staffing agencies on a cost-plus model, creating a fundamental disincentive to adopt tech that would reduce their core revenue stream.
With Waymo's data showing a dramatic potential to reduce traffic deaths, the primary barrier to adoption is shifting from technology to politics. A neurosurgeon argues that moneyed interests and city councils are creating regulatory capture, blocking a proven public health intervention and framing a safety story as a risk story.
In government, digital services are often viewed as IT projects delivered by contractors. A CPO's primary challenge is instilling a culture of product thinking: focusing on customer value, business outcomes, user research, and KPIs, often starting from a point of zero.
San Francisco's mayor is shifting the city's relationship with tech companies from passive tax collection to active partnership. He demands they engage with and support public schools, arts, and transit, framing it as a prerequisite for being "open for business," not an optional act of charity.
