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> It was so strange to me to sit in meetings and talk about how we could make them so much more efficient and they would talk about having the problem solved in 5 or 10 year timelines.

Maybe their experiences or observations with "VC backed startup[s] that [sell] a SaaS product" has shown them again and again that you cannot trust those in any way to be even around for 2 years.

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Seems unlikely to me. The barrier to entry for startups selling to the government is so high because of the regulations to prevent corruption force such a long sales cycle.

Another thing that surprised me when it came to selling to the government is that it seemed like most employees had no idea how to purchase something, even if they had budget and authority.

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