Federal Practice · Engagement Plan
A go-to-market engineering engagement designed to automate the admin weighing down a lean team, so Scott spends more time in front of customers and generating revenue, not researching them.
01 · Today at Sensiba
The federal practice is positioned across the standards that matter, CMMC, FedRAMP, NIST, IRAP, but the team's time is being absorbed by GTM admin instead of customer conversations.
Scott leads readiness and assessment services across CMMC, FedRAMP, NIST and IRAP (post-Assurance Lab), alongside existing ISO and SOC practices.
CMMC is the nearest-term priority. FedRAMP is ~18 months out, the pipeline you build now is the one that pays out then.
Manual sourcing, list-building, and message-crafting are slowing down the people who should be closing federal opportunities.
02 · Goals at Sensiba
Get redundant research, list-building and message-crafting off Scott's plate so he's in front of customers, not behind a screen.
Build the ICP using real buying signals, companies hiring for CMMC, trust-center disclosures, press, partnerships, not generic firmographics.
Auto-drafted LinkedIn + email outreach sent from Scott, with an optional cold-call layer when the signal is hot.
03 · Why Not Your Average BDR
We work with security and advisory businesses that win by being specific, about the accounts, about the frameworks, about the upsell path. We automate the admin sellers dislike, source better data, and ship workflows so teams aren't bogged down.
Source higher-quality account and contact data so conversion rates start climbing before a single message goes out.
Automate the parts of selling that sellers dislike, list-building, research, message-drafting, follow-ups.
Most security & advisory teams care where to upsell frameworks and consulting. We make that whitespace visible and actionable.
04 · The Initial Plays
Each play is built around a buying signal, automates the admin, and lands in the channels Sensiba's buyers actually respond to.
Play 01
Signal
Sensiba's partner ecosystem + accounts in motion across CMMC / FedRAMP / NIST that look like ideal referrals.
What we automate
Identify where Sensiba can drive more referrals back to its partners, and where partners should be sending federal work to Sensiba.
Who it lands with
Partner managers, alliance leads, founder/CRO at partner firms.
Play 02
Signal
Existing Sensiba clients with framework gaps, SOC/ISO clients with no CMMC, ISO clients moving toward FedRAMP, etc.
What we automate
Curated, prescriptive list of upsell opportunities across CMMC, FedRAMP, NIST, IRAP and consulting, mapped to the right contact in each account.
Who it lands with
Existing client owners (CISO, Head of GRC, Compliance), Sensiba AEs.
Play 03
Signal
Job descriptions mentioning CMMC, security-analyst hires, trust-center updates, press mentions, upcoming events and Scott's travel calendar.
What we automate
Auto-drafted, signal-grounded LinkedIn + email outreach sent from Scott, with optional cold-calling support when the signal is hot.
Who it lands with
CISO, Head of Compliance, VP Eng, Sales/RevOps at high-signal accounts.
05 · Results
Results from comparable engagements with security & advisory businesses running the same playbook.
3–10%
LinkedIn reply rates
From signal-grounded outreach sent on behalf of the founder / practice lead.
60%
Less time spent on research
Sellers stop assembling lists and start running plays. Hours per week, back.
Benchmarks drawn from security & advisory clients running Partner Referral, Upsell Whitespace and Outbound Autopilot plays similar to what we'd run for Sensiba's federal practice.
06 · Engagement Model
Built so Sensiba owns the competency in 6–9 months, not so you depend on us forever.
Includes 5 hours of weekly collaboration , list building, signal monitoring, outbound automation, event & travel-based plays.
Goal: hand the competency back to Sensiba within 6–9 months.
Approve internally and we'll have Play 01 in-market within two weeks of kickoff.