How to Prioritize High-Value Government Accounts by Territory: A Step-by-Step Guide for SLED Sales Teams

How to Prioritize High-Value Accounts by Geography

When it’s time to focus your outreach, geography matters. But not all districts are created equal, and not all state rules make it easy.

Some have major contracts expiring this year. Others require competitive bidding by law. Some are flush with grant funding. And some? Not worth the time. At least, not this quarter.

Kevin, NationGraph’s new AI assistant, helps you make those calls fast.

Instead of sifting through scattered datasets, you can now ask plain-language questions and get back a ranked, sourced list of the best-fit accounts in your target geography.

Let’s break down how.

The Problem: Geography Is Only Half the Story

A rep might know they’re focusing on Texas and Florida this quarter. But without visibility into:

• Which districts are actively spending
• What contracts are coming up
• Where procurement rules open the door
• And which initiatives are gaining momentum

…it’s easy to waste time in the wrong places.

Kevin fixes that by connecting where to go with why it matters.

The Prompt: Where Should I Focus?

Say you’re planning a Q3 pipeline in Texas and Florida. Try asking Kevin:

“Which school districts in Texas and Florida have large tech contracts expiring this year and require competitive bidding?”

Kevin responds with a geo-filtered list of school districts, ordered by:

• Contract value and timing
• State-specific bidding rules
• Funding signals from grants or legislation

All backed by links to the original documents—so you can immediately vet the account and take action.

The Output: Smart Geo Targeting

Here’s what a Kevin-generated list might look like:

• District: Hillsborough County Public Schools (FL)
• Opportunity: $950K SIS contract expires Nov 2025
• Procurement Note: Florida requires competitive bidding for contracts over $50K
• Signal: RFP expected in Q4; modernization referenced in March meeting minutes
• Suggested Action: Begin outreach in Q3; lead with modernization alignment
• District: Austin ISD (TX)
• Opportunity: $600K cybersecurity platform contract ending this year
• Signal: Board minutes flagged gaps in response readiness
• Suggested Action: Target CISO or IT Director with security audit CTA

These aren’t just names on a list. They’re prioritized accounts tied to public buying signals—making your outreach smarter and more likely to land.

Build Smarter Territories

Kevin takes what used to be a week-long research sprint and compresses it into a conversation.

You can even expand your prompt to include:

“Which districts in the Midwest have strategic plans that prioritize digital equity and are receiving federal modernization funding?”

Or:

“Give me a ranked list of school districts in California with over $500K in tech spend and board references to cybersecurity gaps.”

Every result is anchored in real evidence—so you can segment and go with precision.

🎥 See It in Action

Want to watch Kevin generate a geo-targeted list of top public-sector accounts?

In this short video, we walk through the exact prompt, the results, and how to use Kevin to prioritize your territory with confidence.

Ready to explore your own use cases?

Start chatting with Kevin in your NationGraph workspace or book a walkthrough with our team.