Identify Agencies with a Clear Need for Your Solution
Not all agencies have the same technology needs. To increase your chances of securing a sponsor, conduct market research to identify agencies that would benefit most from your SaaS solution. Look for agencies that:
- Have a mission-aligned need for your product
- Are already using similar commercial solutions
- Have demonstrated interest in cloud adoption and digital transformation
Using resources like the Federal Procurement Data System (FPDS) and government contracting databases can help you pinpoint agencies that are investing in solutions like yours.
Leverage Existing Relationships and Industry Networks
If you already have relationships with federal employees, contractors, or industry groups, tap into those connections to explore sponsorship opportunities. Networking within organizations such as ACT-IAC, the Armed Forces Communications and Electronics Association (AFCEA), and the General Services Administration (GSA) can provide insights and connections to agencies actively looking for new technology solutions.
Partner with a Prime Contractor or System Integrator
Many government agencies procure technology through large system integrators and prime contractors. Partnering with an established contractor that already serves federal agencies can help you navigate the sponsorship process. These partners can introduce your solution to agencies and potentially incorporate it into existing contracts.
Consider the Joint Authorization Board (JAB) Route
If securing an individual agency sponsor proves challenging, consider applying through the Joint Authorization Board (JAB) process. The JAB, which consists of representatives from the Department of Homeland Security (DHS), General Services Administration (GSA), and Department of Defense (DoD), offers a path to FedRAMP authorization that does not require an agency sponsor upfront. However, this path is highly competitive and generally reserved for solutions with broad government-wide demand.
Demonstrate a Strong Business Case
When approaching agencies for sponsorship, be prepared to clearly articulate the value of your solution. Government buyers are risk-averse and need assurance that your SaaS product provides:
- Operational efficiency and cost savings
- Security and compliance alignment with federal standards
- Proven success with commercial or state/local government clients
Creating case studies, security white papers, and total cost of ownership (TCO) analyses can help strengthen your pitch to potential sponsors.
