Who we sell to

Veteran and small-shop capture — not Shipley teams with six seats

• Owner-operators drowning in SAM tabs who still need Monday’s plan
• Vets standing up a firm who need certs + a first honest bid path
• Small BD shops that can’t justify HigherGov / GovWin list prices yet

If they already live in GovWin IQ with a full capture cell, we are the secondary tool — say that out loud.

The pressure

Forty SAM tabs. Still no plan for Monday.

We sell relief from that mess — not “AI-powered insights.” Name the mess first. Then show the workspace.

• Free day-one: certs, guides, Academy — they can start without a card
• Paid: cut the firehose, coach the bid, then award intel when they are ready

Plans

Four rungs. Match the rung to the mess.

Annual launch: Basic $390 · Pro $1,490 · Pro+AI $2,490. List is higher — sell launch while it lasts.

Anchors

Price the room honestly

• HigherGov Starter ~$500/yr — we sit under that on Basic
• GovTribe Launch from ~$1,500/yr — Pro launch sits with that band
• GovWin IQ — enterprise; we win when the buyer needs day-zero coaching + honesty, not the whole market graph

Public compare page (ok to send): scan.fedm8.com/compare.html

Demo path · 12 minutes

Show the week, not the feature matrix

1. Home — mission hub: Get Certified / Guides / Academy
2. Bid Coach — default “First bid (short)”
3. Opportunities — one saved search + alert (Basic)
4. Award Intel — awardee concentration for their NAICS (Pro)
5. FedM8 AI — one grounded review; blank beats a lie (Pro+AI)

What we never say

Honesty is the sales weapon

• No fabricated win/loss — USAspending publishes awardees, not losers
• No “guaranteed pWin” or FedRAMP stickers we don’t have
• No “full SLED ingest” — deep-links yes; bulk fiction no
• Consulting invoices stay off the website — don’t promise them there

If AI has no cite, it stays blank. That is a feature — teach it on the call.

Objections

Short answers

URLs · memorize these

Where everything lives

Working together

The Hub board is the sales ops floor

• Categories = lanes (Sales is seeded — add more if you need them)
• Task lists = the tiles (e.g. “Q3 outbound,” “Demo follow-ups”)
• Tasks = checkboxes inside a list — never their own tiles
• Assign a list to a person or a team (people chips stack above team tiles)

After this deck: open the board, create a Sales task list for your week, assign it.

Talk track · 30 seconds

Say this, then shut up and listen

“FedM8 Scan is the workspace for shops that are drowning in SAM but aren’t ready to buy an enterprise database. Free gets you certified and oriented. Basic cuts the firehose. Pro shows who actually won. Pro+AI reviews the notice with cites — or blanks. We don’t invent losers.”

Close

Practice, then ship the week on the board

1. Pair up — one sells, one plays the tired owner
2. Run the 12-minute demo path once each
3. On the Hub board: one Sales task list with this week’s follow-ups
4. Send compare + features-by-tier only when they ask for homework

Open Hub board Compare (public)