RatioGov Market Approach
Exchange Value Propositions
Commoditized
1) Opportunity identification
2) Opportunity tracking
3) Market intelligence
4) Competitor award history
Differentiated
Competitive Intelligence – Insights that go well beyond award histories and business intelligence not found anywhere else (e.g., competitor prime and sub relationships, incumbent team composition for key contracts, balance of trade between firms, contract mod history, etc.)
Tech sourcing – access to more than 2 million firms (including 800K currently with no federal government footprint); Regional Development Authorities; and Incubators / Accelerators
M&A Intelligence – By integrating tech sourcing, market intelligence, competitive intelligence and financial data, the Exchange streamlines the process of identifying acquisition candidates
Brokering Services – personalized services to help get to market faster and more effectively
Target Market Segments
There is a broad set of potential clients for the Exchange each requiring some level of tailored capabilities:
Large Established Integrator's
Background
Firms like Booz Allen and Lockheed Martin have well established BD departments and generally have opportunity identification and tracking well in hand (except when it comes to new markets or new / emerging offerings)
Differentiation is becoming increasingly important as the government has curtailed the use of LPTA procurement's
Likewise, better understanding the competitive landscape is increasingly important to identify competitor strengths and vulnerabilities
Most Likely Use Cases and Revenue Streams
Tech sourcing in support of upcoming bids - subscription fees and/or premium services)
M&A analysis - subscription fees for M&A module, premium services to assist in leveraging the Exchange, and / or success fees
Brokering services to identify potential teaming partners especially as incumbent work moves from full and open to set aside (i.e., 8(a)) – premium services and / or success fees
Start-Ups
Background
Federal market is generally a mystery to Start-Ups
Start-Ups lack the resources to focus on long-procurement cycles or even drive client intimacy
Federal procurement process is geared towards minimizing risk and often places a heavy emphasis on “past-performance” which disadvantages start-ups
Most Likely Use Cases and Revenue Streams
Opportunity identification and tracking for members – free service until we can apply AI to better match companies to opportunities (success fees are most likely revenue stream given cash strapped nature of start-ups)
Market intelligence – free service unless we can show we provide market intelligence above and beyond what is offered by GovWin, etc.
M&A analysis – as the number of potential acquirers who are Exchange members increase, we should be able to provide matchmaking services. Making “basic” access to the Exchange free for these large firms will be key to driving membership.
Brokering services to identify potential teaming partners (both large primes and firms representing accelerated sales channels to circumvent traditional procurement cycles), premium “matchmaker” services and / or success fees
Incubators / Accelerators
Background
Incubators and accelerators are excellent at helping start-ups mature their companies and provide general advisory services
However, these organizations ability to drive direct market impact for their members is limited and generally ad-hoc
Most Likely Use Cases and Revenue Streams
Opportunity identification and tracking for members – free service until we can apply AI to better match companies to opportunities
Market intelligence – free service unless we can show we provide market intelligence above and beyond what is offered by GovWin, etc.
M&A analysis – as the number of potential acquirers who are Exchange members increases, we should be able to provide matchmaking services. Making “basic” access to the Exchange free for these large firms will be key to driving membership.
Brokering services to identify potential teaming partners (both large primes and firms representing accelerated sales channels to circumvent traditional procurement cycles), premium “matchmaker” services and / or success fees
Note: Annual fee paid by Incubator / Accelerator for all levels of Exchange access is the preferred approach
OTA Consortia
Background
These organizations usually have a large number of members with little insight into the capabilities and solutions of the members (on the part of both the consortia leadership as well as individual companies)
Most Likely Use Cases and Revenue Streams
Consortia management to keep members informed and better create / position for new opportunities – with some additional functionality, the Exchange would be an ideal platform to manage consortia activities and drive deal flow more effectively
Tech sourcing (especially commercial tech sourcing) in support of upcoming bids - subscription fees and/or premium services). Note: Consortia either must “feature” commercial tech not currently being sold within Fed or requires matching funds from the consortia (unless the award is to a small business)
BD Support Firms
Background
BD firms assist clients with identifying opportunities, client access, matchmaking, capture and proposal support
These firms generally fall into two categories (capture / proposal support and matchmakers).
Most Likely Use Cases and Revenue Streams
Opportunity identification and tracking for clients – free service until we can apply AI to better match companies to opportunities transferring to premium subscription cost once additional capabilities come on line
Market intelligence – free service unless we can show we provide market intelligence above and beyond what is offered by GovWin, etc.
Tech sourcing in support of capture - subscription fees and/or premium services performed by Ratio Analysts
Brokering services to identify “vetted” teaming partners to either enhance Pwin or increase market access – premium service
Government Procurement Offices
Background
Government Contracting Officers spend a significant amount of time conducting market surveys (tech sourcing) to enhance competition and reduce cost, identify “best-value” solutions, reduce risk to the government and meet various contracting goals (e.g., small business goals, etc.)
Most Likely Use Cases and Revenue Streams
Tech sourcing in support of upcoming procurements
Market intelligence – free service unless we can show we provide market intelligence above and beyond what is offered by GovWin, etc.
Challenge support to address drive innovative solutions
Note: Providing the Exchange to the government for free would almost certainly drive market adoption across industry
9 views0 comments