Business-to-government

The opening versus the closing.

One of our common topics on the podcast is how government sales, the business-to-government, B2G sales, are different from business-to-business sales, the B2B sales.

A lot of times we call the B2B sales the commercial market or even the real world, as if the government market isn't real.

This isn't really happening.

Because there are so many people losing jobs and it certainly breaks my heart.

hello and welcome back to the indian startup show today we are tackling a massive opportunity most founders completely ignore the government is selling to the public sector really as complicated as people think to answer that we're joined by mithun pangal a tech veteran with over 25 years of experience building everything from software to 40-foot robots In this exciting episode, Mithun demystifies the B2G market.

He shares exactly how startups can find government opportunities, win tenders, and build credentials from scratch, and much, much more.

So please enjoy the show.

So you can't really tell because we are not, you know, astrologers who can know, OK, OK, whether it will work or not.

We should just simply give 100 percent and see whatever happens, happens.

Let's talk about B2G business then.

What does government as a market actually mean then?

So who are the customers?

You know, like there are the classical, let me say, two different stakeholders that they are acquiring access to space, governmental missions, institutional missions, for commercial applications or for scientific missions, like European Commission missions, EUSPA, European Space Agency, Ministry of Defense of European countries, my government, you know, so there are a lot of, let me see, B2G business.

Business opportunity, like selling access to space for satellite operators, like EUTESAT, ISPASAT, you know, like the classical satellite operator for telecommunications or for defense applications also.

And those guys, they pay, you know, so the full market, it's around $10 billion per year.

Of course, Funnel Clarity is a, uh, exclusive participant member of the IEPS Selling Essentials Marketplace.

It's a hand-selected, uh, group of a very small number of sales performance improvement, uh, vendors that we work with at the IEPS, that we bring to the B2B and B2G sales organizations that we work with.

Uh, John, uh, Tom, talk about some of the gap that John was referring to.

Yeah, I love those four things.

I left it out of this deck.

There is a B2G angle to LeadMeNot as well, business to government, because there was a public solicitation on a state government agency looking for gambling blocking software.

literally is what it was called and i read the rfp and i was like dude we got a we got a bid for this so we put in you know a bid and we'll know this month of who who got awarded by october 1st but like i'm wondering if the fact that we're lead be not into temptation right the faith angle will end up hurting us because it's a government-funded publicly funded like agency that is then funneling dollars into a software provider, right? So does that make sense?

Like,

Has that journey been difficult from being a generation and transmission distribution company to actually becoming a manufacturing company that is supporting the rest of the electricity distribution business?

So Tata Part traditionally has been a B2G company and a B2B company.

It had never done B2C business.

And in 2020, when we started looking at the opportunity that can we become a big B2C company? There were a lot of challenges because we've never been used to going and doing a retail supply of rooftop solar, creating the channel partners, creating the whole supply chain, creating the whole ecosystem of how do you become a pure play marketing company.

And where are you getting your customers from today? Where's Hippo? Who's Hippo working with or who's interested?

Yeah, so we've got, it's interesting because we have a B2G, B2B, B2C.

So, you know, we've done a lot of work with local authorities on trials and allowing them to get involved in the hydrogen world.

We're working with lots of different businesses.

Yes.

Is that an angle you want to go down more, more governments, more B2G? as well as B2B? Is that something that you guys have to be focusing on?

Yeah, something we are picking that leaf out of it and trying to adopt in other countries.

And here also, we have some of the ministries using our products.