Federal go-to-market for founders and investors.
A small advisory practice for AI and infrastructure companies building a federal motion, and for the funds that back them. Fractional partner leadership, board advisory, and portfolio-level work. By introduction or referral.
Stand up the federal partner motion before a company is ready to hire a full-time leader. Map the right primes, resellers, and SIs for the product. Build the partner program structure. Run partner calls alongside the founder or sales lead. Advise on the eventual full-time hire and hand off cleanly. The right fit is companies in the $5M to $50M ARR range with a federal opportunity that's outpacing their ability to staff against it.
Quarterly board attendance, monthly check-ins with the CEO, and on-call availability for federal partner and go-to-market questions. Most useful for AI and infrastructure companies where federal is one of several markets and the founder needs a federal-savvy voice in the room without the cost of a full board seat. Comfortable in a board-observer role or a formal advisor seat.
For funds with several portfolio companies pursuing federal: a retained relationship to make me available across the portfolio for federal go-to-market questions, partner introductions, and capture strategy. Reduces the cost of getting federal advice from one company at a time to one fund at a time. Currently working with a small number of funds in this format.
Mark Flournoy spent two decades in federal sales as an early federal seller at AWS, F5, and Red Hat, through significant federal growth phases at each. He served as a Contracting Officer's Technical Representative at DISA and spent 20 years in the United States Marine Corps.
He founded Fedmo, a federal market intelligence platform used by federal sellers and BD teams to map agency spending, partner ecosystems, and recompete pipelines using live USASpending and SEC EDGAR data.
He lives in Palm Springs, California, and works primarily on West Coast hours.
Advisory work is taken on by introduction or referral. If you've found this page, you likely have someone in common. Reach out with a sentence or two about your company and where federal sits in the plan.
mark@fedmo.com