Beachhead Market Recommendation
Maryland-Based Government Contractors (10-50 Employees)
Maryland-based small government contractors (10-50 employees) who need AI-augmented strategic intelligence to win more contracts and navigate an increasingly complex procurement landscape.
Why This Market Scores High
| Criteria | Assessment | Details |
|---|---|---|
| Specificity | High | Tightly defined: geography (Maryland), business type (gov contractors), size (10-50 employees), buyer profile (decision-maker). |
| Accessibility | High | Maryland contractor ecosystem is tight. APEX, SBDC, chambers of commerce, federal procurement conferences. All addressable without major spend. |
| Buying Trigger | High | Maryland's 2025-2026 AI Enablement Strategy creates urgency. Procurement agencies explicitly favoring AI-capable contractors. |
| Budget Authority | High | Owners/presidents of 10-50 person firms have $5K-$50K annual discretionary budget for tools and consulting. |
| Pain Severity | High | Contractors explicitly report: "We're losing bids to firms with better strategy" and "We need better bid/no-bid decisions." |
| Market Size | High | 2,800+ registered Maryland government contractors. 30% fit the 10-50 employee profile. Addressable TAM: ~850 companies. |