Traditional ABM was built for commercial markets. PSBM is purpose-built for cybersecurity vendors selling into government — SLED, Federal Civilian, and Defense — where procurement cycles are long, contacts aren't in any database, and the path to contract requires a completely different playbook.
State CIOs, county IT directors, school district technology leads. Procurement runs through state portals, cooperative vehicles (NASPO, OMNIA), and grant programs — SLCGP, TMF, and state cyber funds.
Agency CIOs, CISOs, and program offices across DHS, HHS, DOE, GSA, and more. Procurement flows through SAM.gov, GSA Schedule, BPAs, and IDIQs — often shaped by continuing resolutions and Zero Trust mandates from EO 14028.
Program managers, contracting officers, and branch CIOs across the military services, DISA, CYBERCOM, and the defense industrial base. Procurement uses DFARS, OTAs, DISA APL, and JWCC — with CMMC compliance as the entry requirement.
Standard ABM assumes predictable org charts, open contact directories, intent signals from web behavior, and a buying process a salesperson can navigate in a quarter. That's the commercial world.
In SLED, Federal Civilian, and Defense, none of those assumptions hold. Decision authority is distributed across committees, program offices, and oversight bodies. Contacts aren't in ZoomInfo. Buying signals aren't website visits — they're solicitations on SAM.gov, grant award notices, DISA APL updates, continuing resolution windows, and strategic plan language. And the path to contract runs through vehicles, compliance authorizations, and relationships that take months to build.
Running standard ABM into government accounts produces activity metrics. PSBM produces pipeline.
| Standard ABM | PSBM | |
|---|---|---|
| Account data | ZoomInfo / 6sense intent | Live government site + procurement intelligence |
| Contact discovery | Title-matched database | Leadership maps with tier ranking & email formats |
| Buying signals | Website visits, content downloads | SAM.gov solicitations, grant windows, DISA APL updates, strategic plan timelines |
| Outreach angle | Generic persona messaging | Personalized to agency priorities & funding windows |
| Procurement path | Not included | Mapped per account — GSA Schedule, coop vehicle, OTA, grant, or open RFP |
| Content | Vertical content reuse | Government-specific, compliance-aware, agency-cited |
PSBM isn't a point solution. It's a full campaign system — account selection, intelligence, outreach, and content — designed around how SLED, Federal Civilian, and Defense agencies actually buy cybersecurity.
We analyze your existing wins — closed contracts, active pilots, strong relationships — and score your full government addressable market by similarity across SLED, Federal Civilian, and Defense. AEs get a prioritized account list, not a spreadsheet dump.
Deep-dive research on every target account — leadership contacts, security stack gaps, procurement signals, compliance posture, and a pitch hook written specifically for your solution and that agency's priorities.
Multi-touch campaigns written for government buyers — not adapted from commercial templates. Every email and LinkedIn message references specific agency priorities, funding context, and compliance requirements.
Government-native content that earns credibility with public sector buyers — not repurposed commercial collateral. Built for the formats and forums that matter in each market segment.
PSBM combines a purpose-built AI research agent with senior public sector marketing practitioners. You get the speed of automation and the judgment of people who have run government campaigns before.
We start with your vendor context — solution category, key credentials, differentiators, and your current best-fit wins. This shapes every deliverable downstream.
The AI agent scores your full government target market — SLED, Federal Civilian, and Defense — for similarity to your wins. We surface the highest-priority accounts per AE and segment by agency type, market, and procurement readiness.
For each priority account, the agent runs a full seven-phase research sweep — leadership, security gaps, procurement signals, strategic plans — and delivers a structured intelligence package.
Our team writes and executes outreach sequences, LinkedIn warm-up strategies, and content assets — all grounded in the intelligence gathered. Every campaign is built around what that specific agency cares about right now.
We don't report on open rates. We report on meetings with Tier 1 contacts, solicitation responses, contract vehicle placements, and pipeline created — the outcomes that predict government awards.
PSBM works best when you have a defined solution category, at least one government win to anchor the similarity model, and a rep or team ready to follow up on what campaigns generate.
Solution categories we work with most: EDR, MDR, SIEM, Zero Trust, SWG, IAM, CASB, vulnerability management. If your product carries a compliance credential — FedRAMP Authorized, CMMC-aligned, StateRAMP Active, CJIS-compliant — we know how to make that land across all three markets.
See If You're a FitTell us your solution category, your best-fit wins, and your target markets — SLED, Federal Civilian, Defense, or all three. We'll show you what a PSBM campaign looks like for your specific situation.
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