Softdocs growth playbook

Rebuild the government page around proof and buying: a strip of named agencies (Topeka, the Kansas State Board of Nursing, Las Vegas law enforcement), the Kansas service numbers, one short story per department section (HR, finance and procurement, public safety, licenses and permits), a "buy through your contract" block, and a demo form that asks for the agency type and routes straight to the SLG AE. Remove the 2024 framing. The GTM Engineer then tracks government-domain visits and form fills from this page as its own funnel stage.

Public-sector buyers look for peers like them before they talk to sales, and procurement wants to know the purchase path. Putting the evidence on the page the AE sends prospects to makes every outbound touch and every RFP response stronger.

[ ] Hero leads with one named agency result
[ ] Remove "CIOs in 2024" framing
[ ] Proof strip: Topeka, Kansas State Board of Nursing, Las Vegas law enforcement
[ ] Support response, resolution, NPS, renewal and uptime numbers
[ ] One agency example per department section
[ ] "Buy through your contract" block with every vehicle that covers government
[ ] Demo form asks agency type and routes to the SLG AE
[ ] Government funnel stage in HubSpot and Salesforce

• Agencies may not allow named references

  Ask each for approval; use "a Kansas state board" where they decline.

• Higher-ed proof dominates elsewhere

  Keep the government page free of school examples so it reads as built for agencies.

• HiringState and Local Government (SLG) Account Executive (remote US, posted October 20, 2026, $100,000-$295,000): "State and Local Government is an important growth market for Softdocs". The AE must "Create opportunities before the RFP", keep "at least 4x qualified pipeline coverage", sell to "CIOs, CFOs, City Managers, County Administrators ... Clerks", use "cooperative purchasing and contract vehicles", and build relationships with "consultants, procurement organizations, associations"; "Success in this role requires more than responding to RFPs."Source
• HiringGTM Engineer (Marketing, remote US, posted October 8, 2026, $110,000-$145,000): owns "the strategy, systems, integrations, and data infrastructure behind our go-to-market motion", sits in marketing with "our SDR function, marketing operations, and content teams", and "is measured in quantity of leads and quality of subsequent pipeline". The role uses Clay, Outreach, Apollo and Zapier to automate outbound, will "identify and act upon web traffic, ad interactions, and third-party intent data", build attribution "from first touch to closed revenue", and needs HubSpot and Salesforce experience.Source
• Your websiteGovernment solutions page (checked November 4, 2026): sections for Human Resources, Finance and Procurement, Public Safety and Licenses and Permits, and copy that still says "the top government CIO priorities" are a challenge "for CIOs in 2024". The page names no government customer, shows no quote, result or case study, and ends with "Book a demo today!"; it says agencies "from boards of nursing to highway patrols" use Softdocs, and "From state police to tribal nation governments to county HR departments, we've helped more than 1,000 customers".Source
• Your websiteSitemap (373 URLs, read November 4, 2026): 42 case studies, of which one is a government story (Kansas State Board of Nursing); the rest are colleges, universities and school districts. 120 webinar pages, 65 blog posts. The only state page is /solutions/government/kansas. No pricing page and no live chat on the site.Source
• Your websiteKansas government page: "32 Minutes is the average support case response time", "1 Day is the average support case resolution time", "69 Customer NPS", uptime "99.9995%", "600 Million documents secured", "97% of our customers renew"; services on "a fixed fee basis"; NIST 800-53, CJIS and SOC 2 Type I and II; "we've migrated hundreds of customers off" ImageNow/Perceptive Content, OnBase and Laserfiche, "including many Kansas agencies". None of these numbers appear on the main government page.Source
• Your websiteKansas State Board of Nursing case study: about 75,000 licensees managed by "a staff of just 27 people", "100% fee-funded"; its previous web form vendor "was also acquired by a foreign company and discontinued U.S. service entirely", and a legislative post-audit expected to take a few weeks "ran for two and a half months".Source
• Your websiteCity of Topeka press release (March 12, 2024): Softdocs across "eight departments, including legal, prosecution, municipal courts, water, housing and neighborhood development, accounts payable, human resources, and payroll", migrating "up to 1.5 million documents"; Topeka chose it partly for "integration with Tyler Technologies ERP". Other government news: Las Vegas law enforcement, a South Carolina statewide term contract, and a Terralogic records-digitization partnership.Source
• Your websitePartners page, "Purchasing Partners": OMNIA/NCPA, Carahsoft, NERCOMP, State of South Carolina, Humble ISD/CTPA, Texas DIR, Texas EPIC 6, CollegeBuys and CES (New Mexico). The EdgeMarket award (announced January 7, 2026; "supports members across 23 states") and BCNET are not on the list; the EdgeMarket and Terralogic releases ask interested buyers to email [email protected].Source

Publish one page that answers "can we buy Softdocs without an RFP?": a filter by state and organization type, each vehicle with what it covers, the contract number and a request-a-quote button that goes to the right AE. Add EdgeMarket and BCNET. Link it from the government, K-12 and higher-ed pages and from every proposal.

Cooperative contracts shorten government buying from months to weeks, and a buyer who knows the path exists is more likely to start.

• Contract terms change

  Show the last-checked date on each vehicle.

• Your websitePartners page, "Purchasing Partners": OMNIA/NCPA, Carahsoft, NERCOMP, State of South Carolina, Humble ISD/CTPA, Texas DIR, Texas EPIC 6, CollegeBuys and CES (New Mexico). The EdgeMarket award (announced January 7, 2026; "supports members across 23 states") and BCNET are not on the list; the EdgeMarket and Terralogic releases ask interested buyers to email [email protected].Source
• HiringState and Local Government (SLG) Account Executive (remote US, posted October 20, 2026, $100,000-$295,000): "State and Local Government is an important growth market for Softdocs". The AE must "Create opportunities before the RFP", keep "at least 4x qualified pipeline coverage", sell to "CIOs, CFOs, City Managers, County Administrators ... Clerks", use "cooperative purchasing and contract vehicles", and build relationships with "consultants, procurement organizations, associations"; "Success in this role requires more than responding to RFPs."Source
• Your websiteCity of Topeka press release (March 12, 2024): Softdocs across "eight departments, including legal, prosecution, municipal courts, water, housing and neighborhood development, accounts payable, human resources, and payroll", migrating "up to 1.5 million documents"; Topeka chose it partly for "integration with Tyler Technologies ERP". Other government news: Las Vegas law enforcement, a South Carolina statewide term contract, and a Terralogic records-digitization partnership.Source

Swap the featured card for the 2027 roadmap webinar or the updated deadline post, correct the WCAG post's intro, fix the typo, and add a "last reviewed" date to every compliance article.

Accuracy on compliance topics is part of the product's credibility with IT, legal and accessibility officers.

• Rules change again

  Link to the official rule and keep the review date current.

• Your websiteHomepage: the featured blog card says any college or university "seeking to further their WCAG 2.2 compliance before the April 2026 deadline for the ADA Title II update needs to act now", while Softdocs' own newer ADA blog post gives compliance dates of April 26, 2027 and April 26, 2028, and a December 8 webinar is titled "Deadline to Done: Your 2027 Roadmap to ADA Compliance". The homepage also has the typo "Wether moving to the cloud".Source
• Your websiteTrust and compliance: TX-RAMP Level 2 certification (March 2024), SOC 2 Type I and II, NIST 800-53 and CJIS alignment, WCAG 2.2 AA; a trust center at /trust. Blog posts cover state professional licensing boards, tribal nations (Cherokee Nation and Osage casinos), public assistance programs and government retirement applications.Source

Enrich each form fill in Clay (organization type, population or enrollment, current document system if public), assign it to the right segment owner, and send the AE the pages the visitor read. Government submissions get a call or email within one hour. Track speed to first touch and meeting rate by segment.

Public-sector inquiries are rare and valuable; answering fast with context wins the meeting before a competitor does.

• Enrichment data is thin for small agencies

  Fall back to public census or enrollment figures.

• HiringGTM Engineer (Marketing, remote US, posted October 8, 2026, $110,000-$145,000): owns "the strategy, systems, integrations, and data infrastructure behind our go-to-market motion", sits in marketing with "our SDR function, marketing operations, and content teams", and "is measured in quantity of leads and quality of subsequent pipeline". The role uses Clay, Outreach, Apollo and Zapier to automate outbound, will "identify and act upon web traffic, ad interactions, and third-party intent data", build attribution "from first touch to closed revenue", and needs HubSpot and Salesforce experience.Source
• HiringState and Local Government (SLG) Account Executive (remote US, posted October 20, 2026, $100,000-$295,000): "State and Local Government is an important growth market for Softdocs". The AE must "Create opportunities before the RFP", keep "at least 4x qualified pipeline coverage", sell to "CIOs, CFOs, City Managers, County Administrators ... Clerks", use "cooperative purchasing and contract vehicles", and build relationships with "consultants, procurement organizations, associations"; "Success in this role requires more than responding to RFPs."Source
• Your websiteSitemap (373 URLs, read November 4, 2026): 42 case studies, of which one is a government story (Kansas State Board of Nursing); the rest are colleges, universities and school districts. 120 webinar pages, 65 blog posts. The only state page is /solutions/government/kansas. No pricing page and no live chat on the site.Source

Bundle the security summary, accessibility conformance report, CJIS statement, sample order form, insurance certificate and W-9 into one pack, requested from the trust page with a short form. The request itself is a buying signal sent to the AE.

Saving procurement and IT a week of questions shortens the cycle, and the request tells sales who is evaluating.

• Sensitive documents shared too widely

  Keep detailed reports behind an NDA; share summaries.

• Your websiteTrust and compliance: TX-RAMP Level 2 certification (March 2024), SOC 2 Type I and II, NIST 800-53 and CJIS alignment, WCAG 2.2 AA; a trust center at /trust. Blog posts cover state professional licensing boards, tribal nations (Cherokee Nation and Osage casinos), public assistance programs and government retirement applications.Source
• Your websiteKansas government page: "32 Minutes is the average support case response time", "1 Day is the average support case resolution time", "69 Customer NPS", uptime "99.9995%", "600 Million documents secured", "97% of our customers renew"; services on "a fixed fee basis"; NIST 800-53, CJIS and SOC 2 Type I and II; "we've migrated hundreds of customers off" ImageNow/Perceptive Content, OnBase and Laserfiche, "including many Kansas agencies". None of these numbers appear on the main government page.Source
• HiringState and Local Government (SLG) Account Executive (remote US, posted October 20, 2026, $100,000-$295,000): "State and Local Government is an important growth market for Softdocs". The AE must "Create opportunities before the RFP", keep "at least 4x qualified pipeline coverage", sell to "CIOs, CFOs, City Managers, County Administrators ... Clerks", use "cooperative purchasing and contract vehicles", and build relationships with "consultants, procurement organizations, associations"; "Success in this role requires more than responding to RFPs."Source

List every tag and script, its owner and what it feeds; remove the unused ones, delay non-essential tags until after load, and record which tools feed attribution. Re-run PageSpeed after each change.

A clean stack makes attribution trustworthy and keeps the site fast as new intent tools are added.

• Breaking conversion tracking

  Test every form in preview before publishing.

• Google PageSpeedGoogle PageSpeed (November 4, 2026), softdocs.com homepage: real Chrome visitors pass Core Web Vitals (75th percentile LCP 1.04s, INP 57 ms, CLS 0.02). The phone lab test scores 52 (desktop 86) with 867 ms of blocking time; Google Tag Manager blocks the main thread for about 948 ms and 372 KB of JavaScript is unused.Source
• HiringGTM Engineer (Marketing, remote US, posted October 8, 2026, $110,000-$145,000): owns "the strategy, systems, integrations, and data infrastructure behind our go-to-market motion", sits in marketing with "our SDR function, marketing operations, and content teams", and "is measured in quantity of leads and quality of subsequent pipeline". The role uses Clay, Outreach, Apollo and Zapier to automate outbound, will "identify and act upon web traffic, ad interactions, and third-party intent data", build attribution "from first touch to closed revenue", and needs HubSpot and Salesforce experience.Source

Build a Clay workflow that watches public agendas, budget books and bid portals in the AE's territory for those terms, scores each mention (budget line, renewal, new project), and creates a Salesforce task with the source link. The AE reaches out with the document in hand.

Reaching a city while it is still writing requirements is how vendors shape an RFP instead of answering it.

• Noisy matches

  Score by context and review weekly.

• Some portals block automated readers

  Use official data feeds and email alerts where offered.

• HiringState and Local Government (SLG) Account Executive (remote US, posted October 20, 2026, $100,000-$295,000): "State and Local Government is an important growth market for Softdocs". The AE must "Create opportunities before the RFP", keep "at least 4x qualified pipeline coverage", sell to "CIOs, CFOs, City Managers, County Administrators ... Clerks", use "cooperative purchasing and contract vehicles", and build relationships with "consultants, procurement organizations, associations"; "Success in this role requires more than responding to RFPs."Source
• HiringGTM Engineer (Marketing, remote US, posted October 8, 2026, $110,000-$145,000): owns "the strategy, systems, integrations, and data infrastructure behind our go-to-market motion", sits in marketing with "our SDR function, marketing operations, and content teams", and "is measured in quantity of leads and quality of subsequent pipeline". The role uses Clay, Outreach, Apollo and Zapier to automate outbound, will "identify and act upon web traffic, ad interactions, and third-party intent data", build attribution "from first touch to closed revenue", and needs HubSpot and Salesforce experience.Source
• Your websiteMigration page: "More than 100 organizations have migrated from legacy document management applications like ImageNow, OnBase, and Banner Document Management"; reasons given include "Expensive, Buggy Upgrades", "Unresponsive Support" and "No Focus on the Public Sector". Webinars include "Top 3 Reasons to Migrate from Hyland to Softdocs" and "Making the Case to Migrate from Hyland".Source
• Competitor researchRivals' own homepages: Laserfiche, "the leading provider of AI-powered document management and process automation", says it was "named a Leader in the 2026 Gartner Magic Quadrant for Document Management" and is "#1 in the Document Management category on G2" with a 4.7 average; Hyland now sells "content intelligence and automation" for "the content-powered agentic enterprise"; Formstack markets forms to government.See the research Source

Document what the Topeka integration does (lookups, indexing, invoice and HR document links), publish an integration page with a short demo, and add pages for other ERP and permitting systems cities use once integrations are confirmed. Tag government case studies by ERP.

City IT teams start from their ERP; a page that says "works with ours" removes the first objection and ranks for "[ERP] document management" searches.

• Overclaiming an integration

  Publish only what product confirms.

• Your websiteCity of Topeka press release (March 12, 2024): Softdocs across "eight departments, including legal, prosecution, municipal courts, water, housing and neighborhood development, accounts payable, human resources, and payroll", migrating "up to 1.5 million documents"; Topeka chose it partly for "integration with Tyler Technologies ERP". Other government news: Las Vegas law enforcement, a South Carolina statewide term contract, and a Terralogic records-digitization partnership.Source
• Your websiteIntegrations page lists Ellucian, Anthology, Jenzabar, Microsoft, Oracle PeopleSoft, Salesforce, Workday, Slate, Harris School Solutions, Infinite Campus, PowerSchool, Frontline, NetSuite, Infor and SAP, with case studies only for education customers. No government ERP or permitting system (such as Tyler) is listed, and no URL in the sitemap mentions Tyler.Source
• HiringState and Local Government (SLG) Account Executive (remote US, posted October 20, 2026, $100,000-$295,000): "State and Local Government is an important growth market for Softdocs". The AE must "Create opportunities before the RFP", keep "at least 4x qualified pipeline coverage", sell to "CIOs, CFOs, City Managers, County Administrators ... Clerks", use "cooperative purchasing and contract vehicles", and build relationships with "consultants, procurement organizations, associations"; "Success in this role requires more than responding to RFPs."Source

Pick one story per department section on the government page (HR, finance and procurement, public safety, licenses and permits, clerk records), interview the customer, and publish each with numbers, a quote and a webinar. Tag them by state, department and ERP.

Agencies trust peers of similar size and function, and each story becomes an outreach hook to similar agencies.

• Agencies need long approvals

  Start approvals first and write in parallel.

• Your websiteSitemap (373 URLs, read November 4, 2026): 42 case studies, of which one is a government story (Kansas State Board of Nursing); the rest are colleges, universities and school districts. 120 webinar pages, 65 blog posts. The only state page is /solutions/government/kansas. No pricing page and no live chat on the site.Source
• Your websiteCity of Topeka press release (March 12, 2024): Softdocs across "eight departments, including legal, prosecution, municipal courts, water, housing and neighborhood development, accounts payable, human resources, and payroll", migrating "up to 1.5 million documents"; Topeka chose it partly for "integration with Tyler Technologies ERP". Other government news: Las Vegas law enforcement, a South Carolina statewide term contract, and a Terralogic records-digitization partnership.Source
• Your websiteKansas State Board of Nursing case study: about 75,000 licensees managed by "a staff of just 27 people", "100% fee-funded"; its previous web form vendor "was also acquired by a foreign company and discontinued U.S. service entirely", and a legislative post-audit expected to take a few weeks "ran for two and a half months".Source
• Your websiteGovernment solutions page (checked November 4, 2026): sections for Human Resources, Finance and Procurement, Public Safety and Licenses and Permits, and copy that still says "the top government CIO priorities" are a challenge "for CIOs in 2024". The page names no government customer, shows no quote, result or case study, and ends with "Book a demo today!"; it says agencies "from boards of nursing to highway patrols" use Softdocs, and "From state police to tribal nation governments to county HR departments, we've helped more than 1,000 customers".Source

Build a target list of licensing boards, write a one-page "how a 27-person board runs 75,000 licensees" brief, run a webinar with the Kansas board, and sequence board directors and operations leads. Offer a peer call with the Kansas team.

Licensing boards are similar enough that one strong peer story travels across states, and they are often fee-funded with their own budgets.

• Board purchasing rules differ

  Check each state's contract vehicles first.

• Your websiteKansas State Board of Nursing case study: about 75,000 licensees managed by "a staff of just 27 people", "100% fee-funded"; its previous web form vendor "was also acquired by a foreign company and discontinued U.S. service entirely", and a legislative post-audit expected to take a few weeks "ran for two and a half months".Source
• Your websiteTrust and compliance: TX-RAMP Level 2 certification (March 2024), SOC 2 Type I and II, NIST 800-53 and CJIS alignment, WCAG 2.2 AA; a trust center at /trust. Blog posts cover state professional licensing boards, tribal nations (Cherokee Nation and Osage casinos), public assistance programs and government retirement applications.Source
• Your websiteGovernment solutions page (checked November 4, 2026): sections for Human Resources, Finance and Procurement, Public Safety and Licenses and Permits, and copy that still says "the top government CIO priorities" are a challenge "for CIOs in 2024". The page names no government customer, shows no quote, result or case study, and ends with "Book a demo today!"; it says agencies "from boards of nursing to highway patrols" use Softdocs, and "From state police to tribal nation governments to county HR departments, we've helped more than 1,000 customers".Source
• HiringState and Local Government (SLG) Account Executive (remote US, posted October 20, 2026, $100,000-$295,000): "State and Local Government is an important growth market for Softdocs". The AE must "Create opportunities before the RFP", keep "at least 4x qualified pipeline coverage", sell to "CIOs, CFOs, City Managers, County Administrators ... Clerks", use "cooperative purchasing and contract vehicles", and build relationships with "consultants, procurement organizations, associations"; "Success in this role requires more than responding to RFPs."Source

Map education customers to their city and county. Ask champions for an introduction to their local government counterpart, invite those officials to Bridge Local and site visits, and offer a joint briefing. Prioritise towns covered by a contract vehicle Softdocs already holds.

A warm local reference cuts trust-building time for a government AE building a new territory.

• Champions feel used

  Ask once, with a thank-you and a clear value for them.

• Your websiteAbout page: "1,000 Customers across education and government", "6m Active users", "600m Documents secured". Softdocs named a VP of Sales "for Product-Led Growth" in August 2025; the leadership team has an SVP of Marketing.Source
• Your websiteBridge Local 2026, regional user days in Augusta, Topeka, Bristol, Elon, Philadelphia, Chicago and Atlanta, mostly hosted at colleges; "open to current Softdocs customers and organizations actively evaluating the Etrieve platform". The events page lists education conferences such as UNC Cause, MECA/UMBUG and NEACRAO.Source
• HiringState and Local Government (SLG) Account Executive (remote US, posted October 20, 2026, $100,000-$295,000): "State and Local Government is an important growth market for Softdocs". The AE must "Create opportunities before the RFP", keep "at least 4x qualified pipeline coverage", sell to "CIOs, CFOs, City Managers, County Administrators ... Clerks", use "cooperative purchasing and contract vehicles", and build relationships with "consultants, procurement organizations, associations"; "Success in this role requires more than responding to RFPs."Source
• Your websitePartners page, "Purchasing Partners": OMNIA/NCPA, Carahsoft, NERCOMP, State of South Carolina, Humble ISD/CTPA, Texas DIR, Texas EPIC 6, CollegeBuys and CES (New Mexico). The EdgeMarket award (announced January 7, 2026; "supports members across 23 states") and BCNET are not on the list; the EdgeMarket and Terralogic releases ask interested buyers to email [email protected].Source

Pick three association types where Softdocs' buyers gather (municipal clerks, government finance officers, state county associations), sponsor or speak with a customer at one meeting each quarter, and offer members a records or forms assessment.

Associations give credibility and concentrated access to the exact titles the AE is told to reach.

• Events with few buyers

  Ask for attendee lists before committing.

• HiringState and Local Government (SLG) Account Executive (remote US, posted October 20, 2026, $100,000-$295,000): "State and Local Government is an important growth market for Softdocs". The AE must "Create opportunities before the RFP", keep "at least 4x qualified pipeline coverage", sell to "CIOs, CFOs, City Managers, County Administrators ... Clerks", use "cooperative purchasing and contract vehicles", and build relationships with "consultants, procurement organizations, associations"; "Success in this role requires more than responding to RFPs."Source
• Your websiteBridge Local 2026, regional user days in Augusta, Topeka, Bristol, Elon, Philadelphia, Chicago and Atlanta, mostly hosted at colleges; "open to current Softdocs customers and organizations actively evaluating the Etrieve platform". The events page lists education conferences such as UNC Cause, MECA/UMBUG and NEACRAO.Source
• Your websiteGovernment solutions page (checked November 4, 2026): sections for Human Resources, Finance and Procurement, Public Safety and Licenses and Permits, and copy that still says "the top government CIO priorities" are a challenge "for CIOs in 2024". The page names no government customer, shows no quote, result or case study, and ends with "Book a demo today!"; it says agencies "from boards of nursing to highway patrols" use Softdocs, and "From state police to tribal nation governments to county HR departments, we've helped more than 1,000 customers".Source

Package a government migration offer: a free inventory of the current system, a fixed-fee migration quote, a timeline from the Topeka 1.5-million-document move, and a webinar for government. The GTM Engineer builds a list of agencies known to run those systems from public procurement records.

Agencies on aging on-premises systems face upgrade and support costs; a fixed-fee, proven path makes switching feel safe.

• Comparisons that age

  Date claims and keep them factual.

• Your websiteMigration page: "More than 100 organizations have migrated from legacy document management applications like ImageNow, OnBase, and Banner Document Management"; reasons given include "Expensive, Buggy Upgrades", "Unresponsive Support" and "No Focus on the Public Sector". Webinars include "Top 3 Reasons to Migrate from Hyland to Softdocs" and "Making the Case to Migrate from Hyland".Source
• Your websiteKansas government page: "32 Minutes is the average support case response time", "1 Day is the average support case resolution time", "69 Customer NPS", uptime "99.9995%", "600 Million documents secured", "97% of our customers renew"; services on "a fixed fee basis"; NIST 800-53, CJIS and SOC 2 Type I and II; "we've migrated hundreds of customers off" ImageNow/Perceptive Content, OnBase and Laserfiche, "including many Kansas agencies". None of these numbers appear on the main government page.Source
• Your websiteCity of Topeka press release (March 12, 2024): Softdocs across "eight departments, including legal, prosecution, municipal courts, water, housing and neighborhood development, accounts payable, human resources, and payroll", migrating "up to 1.5 million documents"; Topeka chose it partly for "integration with Tyler Technologies ERP". Other government news: Las Vegas law enforcement, a South Carolina statewide term contract, and a Terralogic records-digitization partnership.Source
• News coverageAurora Capital Partners, a Los Angeles private equity firm with $6 billion under management, acquired Softdocs on October 5, 2026 to "accelerate the development of new capabilities and expand the Company's reach". On October 29, 2026 Softdocs named a former Hyland EVP and Chief Product Officer as Chief Product and Technology Officer to "advance the AI strategy"; the Chief Product and Strategy Officer also came from Hyland and Lexmark.Source
• HiringGTM Engineer (Marketing, remote US, posted October 8, 2026, $110,000-$145,000): owns "the strategy, systems, integrations, and data infrastructure behind our go-to-market motion", sits in marketing with "our SDR function, marketing operations, and content teams", and "is measured in quantity of leads and quality of subsequent pipeline". The role uses Clay, Outreach, Apollo and Zapier to automate outbound, will "identify and act upon web traffic, ad interactions, and third-party intent data", build attribution "from first touch to closed revenue", and needs HubSpot and Salesforce experience.Source

Publish fair comparison pages for local government, schools and colleges: focus on the public sector, unlimited e-signatures without envelope fees, fixed-fee services, support numbers and migration. Cite sources and dates.

Comparison searches are late-stage, and clear pages shape how AI assistants describe Softdocs.

• Claims go stale

  Show last-reviewed dates.

• Competitor researchRivals' own homepages: Laserfiche, "the leading provider of AI-powered document management and process automation", says it was "named a Leader in the 2026 Gartner Magic Quadrant for Document Management" and is "#1 in the Document Management category on G2" with a 4.7 average; Hyland now sells "content intelligence and automation" for "the content-powered agentic enterprise"; Formstack markets forms to government.See the research Source
• Your websiteGovernment page capabilities: "Unlimited eForms", "No-Code Workflow" and "Unlimited eSignatures ... without any tedious per-signature or envelope costs"; homepage claims customers "replace online forms products, expensive e-signature products, and more".Source
• Your websiteKansas government page: "32 Minutes is the average support case response time", "1 Day is the average support case resolution time", "69 Customer NPS", uptime "99.9995%", "600 Million documents secured", "97% of our customers renew"; services on "a fixed fee basis"; NIST 800-53, CJIS and SOC 2 Type I and II; "we've migrated hundreds of customers off" ImageNow/Perceptive Content, OnBase and Laserfiche, "including many Kansas agencies". None of these numbers appear on the main government page.Source
• Your websiteMigration page: "More than 100 organizations have migrated from legacy document management applications like ImageNow, OnBase, and Banner Document Management"; reasons given include "Expensive, Buggy Upgrades", "Unresponsive Support" and "No Focus on the Public Sector". Webinars include "Top 3 Reasons to Migrate from Hyland to Softdocs" and "Making the Case to Migrate from Hyland".Source

Build a calculator: documents signed per year, current price per envelope or seat, and the forms tools replaced, with an estimated yearly saving. Pass the answer to the demo form.

Budget owners respond to a number, and envelope fees grow with every new digital process.

• Rivals discount

  Show the saving as a range.

• Your websiteGovernment page capabilities: "Unlimited eForms", "No-Code Workflow" and "Unlimited eSignatures ... without any tedious per-signature or envelope costs"; homepage claims customers "replace online forms products, expensive e-signature products, and more".Source
• Your websiteSitemap (373 URLs, read November 4, 2026): 42 case studies, of which one is a government story (Kansas State Board of Nursing); the rest are colleges, universities and school districts. 120 webinar pages, 65 blog posts. The only state page is /solutions/government/kansas. No pricing page and no live chat on the site.Source
• HiringState and Local Government (SLG) Account Executive (remote US, posted October 20, 2026, $100,000-$295,000): "State and Local Government is an important growth market for Softdocs". The AE must "Create opportunities before the RFP", keep "at least 4x qualified pipeline coverage", sell to "CIOs, CFOs, City Managers, County Administrators ... Clerks", use "cooperative purchasing and contract vehicles", and build relationships with "consultants, procurement organizations, associations"; "Success in this role requires more than responding to RFPs."Source

At go-live, the consultant records the next three departments that could use Etrieve. Customer success follows up at 90 days with a short department-specific demo and a peer example. Track departments per customer as a health and growth measure.

Expansion into new departments is cheaper than a new logo and deepens retention.

• Pressure on new customers

  Wait until the first department is stable.

• HiringAlso open (posted October 20, 2026): a Business Solutions Consultant to "provide a superior client onboarding experience" for Etrieve and own "functional business analysis" (experience in K-12 and/or higher education asked for), and a Client Support Technician.Source
• Your websiteAbout page: "1,000 Customers across education and government", "6m Active users", "600m Documents secured". Softdocs named a VP of Sales "for Product-Led Growth" in August 2025; the leadership team has an SVP of Marketing.Source
• Your websiteCity of Topeka press release (March 12, 2024): Softdocs across "eight departments, including legal, prosecution, municipal courts, water, housing and neighborhood development, accounts payable, human resources, and payroll", migrating "up to 1.5 million documents"; Topeka chose it partly for "integration with Tyler Technologies ERP". Other government news: Las Vegas law enforcement, a South Carolina statewide term contract, and a Terralogic records-digitization partnership.Source

Transcribe the top 30 by views, publish each as a written how-to with the customer's steps and results, cut 60-second clips for LinkedIn, and link each to the matching solution page. The GTM Engineer tracks which ones source pipeline.

Written versions make existing content findable and give SDRs a specific asset per process.

• Customer approval for reuse

  Check the original release terms.

• Your websiteSitemap (373 URLs, read November 4, 2026): 42 case studies, of which one is a government story (Kansas State Board of Nursing); the rest are colleges, universities and school districts. 120 webinar pages, 65 blog posts. The only state page is /solutions/government/kansas. No pricing page and no live chat on the site.Source
• HiringGTM Engineer (Marketing, remote US, posted October 8, 2026, $110,000-$145,000): owns "the strategy, systems, integrations, and data infrastructure behind our go-to-market motion", sits in marketing with "our SDR function, marketing operations, and content teams", and "is measured in quantity of leads and quality of subsequent pipeline". The role uses Clay, Outreach, Apollo and Zapier to automate outbound, will "identify and act upon web traffic, ad interactions, and third-party intent data", build attribution "from first touch to closed revenue", and needs HubSpot and Salesforce experience.Source

Create a joint offer (scan the backlog, run day-forward workflows in Etrieve), share account lists, and have Terralogic refer scanning prospects to the SLG AE. Track joint pipeline.

A scanning project is a funded, concrete starting point that leads naturally into software.

• Channel conflict

  Clear account ownership rules.

• Your websiteTerralogic partnership: Terralogic's scanning operations convert archived paper records while Softdocs runs "day-forward digital workflows"; use cases include records "managed by county and district clerks", vital records such as birth, death and marriage certificates, and law enforcement case and inmate files.Source
• HiringState and Local Government (SLG) Account Executive (remote US, posted October 20, 2026, $100,000-$295,000): "State and Local Government is an important growth market for Softdocs". The AE must "Create opportunities before the RFP", keep "at least 4x qualified pipeline coverage", sell to "CIOs, CFOs, City Managers, County Administrators ... Clerks", use "cooperative purchasing and contract vehicles", and build relationships with "consultants, procurement organizations, associations"; "Success in this role requires more than responding to RFPs."Source
• Your websitePartners page, "Purchasing Partners": OMNIA/NCPA, Carahsoft, NERCOMP, State of South Carolina, Humble ISD/CTPA, Texas DIR, Texas EPIC 6, CollegeBuys and CES (New Mexico). The EdgeMarket award (announced January 7, 2026; "supports members across 23 states") and BCNET are not on the list; the EdgeMarket and Terralogic releases ask interested buyers to email [email protected].Source

Build two or three pre-trained document packs for government (permit applications, vital records requests, public safety forms) on the existing intelligent document processing, with ready workflows. Launch with two design-partner agencies.

A packaged AI use case is easier to buy and explain than a general capability, and it differentiates against "agentic" pitches from larger rivals.

• Accuracy concerns

  Keep human review in each workflow.

• News coverageAurora Capital Partners, a Los Angeles private equity firm with $6 billion under management, acquired Softdocs on October 5, 2026 to "accelerate the development of new capabilities and expand the Company's reach". On October 29, 2026 Softdocs named a former Hyland EVP and Chief Product Officer as Chief Product and Technology Officer to "advance the AI strategy"; the Chief Product and Strategy Officer also came from Hyland and Lexmark.Source
• Competitor researchRivals' own homepages: Laserfiche, "the leading provider of AI-powered document management and process automation", says it was "named a Leader in the 2026 Gartner Magic Quadrant for Document Management" and is "#1 in the Document Management category on G2" with a 4.7 average; Hyland now sells "content intelligence and automation" for "the content-powered agentic enterprise"; Formstack markets forms to government.See the research Source
• Your websiteTerralogic partnership: Terralogic's scanning operations convert archived paper records while Softdocs runs "day-forward digital workflows"; use cases include records "managed by county and district clerks", vital records such as birth, death and marriage certificates, and law enforcement case and inmate files.Source
• Your websiteGovernment solutions page (checked November 4, 2026): sections for Human Resources, Finance and Procurement, Public Safety and Licenses and Permits, and copy that still says "the top government CIO priorities" are a challenge "for CIOs in 2024". The page names no government customer, shows no quote, result or case study, and ends with "Book a demo today!"; it says agencies "from boards of nursing to highway patrols" use Softdocs, and "From state police to tribal nation governments to county HR departments, we've helped more than 1,000 customers".Source

Design a one-department starter (one process, forms, workflow and signatures, fixed-fee setup) sized to typical small-purchase limits and sold through existing contract vehicles. Track how many grow into multi-department deals.

A small first purchase avoids a long procurement and turns into expansion once value is visible.

• Splitting purchases to avoid bidding

  Size the package honestly to one department and follow each buyer's rules.

• HiringState and Local Government (SLG) Account Executive (remote US, posted October 20, 2026, $100,000-$295,000): "State and Local Government is an important growth market for Softdocs". The AE must "Create opportunities before the RFP", keep "at least 4x qualified pipeline coverage", sell to "CIOs, CFOs, City Managers, County Administrators ... Clerks", use "cooperative purchasing and contract vehicles", and build relationships with "consultants, procurement organizations, associations"; "Success in this role requires more than responding to RFPs."Source
• Your websiteKansas government page: "32 Minutes is the average support case response time", "1 Day is the average support case resolution time", "69 Customer NPS", uptime "99.9995%", "600 Million documents secured", "97% of our customers renew"; services on "a fixed fee basis"; NIST 800-53, CJIS and SOC 2 Type I and II; "we've migrated hundreds of customers off" ImageNow/Perceptive Content, OnBase and Laserfiche, "including many Kansas agencies". None of these numbers appear on the main government page.Source
• Your websitePartners page, "Purchasing Partners": OMNIA/NCPA, Carahsoft, NERCOMP, State of South Carolina, Humble ISD/CTPA, Texas DIR, Texas EPIC 6, CollegeBuys and CES (New Mexico). The EdgeMarket award (announced January 7, 2026; "supports members across 23 states") and BCNET are not on the list; the EdgeMarket and Terralogic releases ask interested buyers to email [email protected].Source
• Your websiteCity of Topeka press release (March 12, 2024): Softdocs across "eight departments, including legal, prosecution, municipal courts, water, housing and neighborhood development, accounts payable, human resources, and payroll", migrating "up to 1.5 million documents"; Topeka chose it partly for "integration with Tyler Technologies ERP". Other government news: Las Vegas law enforcement, a South Carolina statewide term contract, and a Terralogic records-digitization partnership.Source

Publish an aggregate yearly report: approval times by process, share of digital forms, top processes digitized, by segment and organization size, with a self-assessment that scores an agency against peers. Gate the detailed version.

Original data earns press, links and AI citations, and the self-assessment becomes a lead source.

• Customer data concerns

  Use anonymized aggregates and suppress small groups.

• Your websiteAbout page: "1,000 Customers across education and government", "6m Active users", "600m Documents secured". Softdocs named a VP of Sales "for Product-Led Growth" in August 2025; the leadership team has an SVP of Marketing.Source
• Your websiteKansas government page: "32 Minutes is the average support case response time", "1 Day is the average support case resolution time", "69 Customer NPS", uptime "99.9995%", "600 Million documents secured", "97% of our customers renew"; services on "a fixed fee basis"; NIST 800-53, CJIS and SOC 2 Type I and II; "we've migrated hundreds of customers off" ImageNow/Perceptive Content, OnBase and Laserfiche, "including many Kansas agencies". None of these numbers appear on the main government page.Source
• HiringGTM Engineer (Marketing, remote US, posted October 8, 2026, $110,000-$145,000): owns "the strategy, systems, integrations, and data infrastructure behind our go-to-market motion", sits in marketing with "our SDR function, marketing operations, and content teams", and "is measured in quantity of leads and quality of subsequent pipeline". The role uses Clay, Outreach, Apollo and Zapier to automate outbound, will "identify and act upon web traffic, ad interactions, and third-party intent data", build attribution "from first touch to closed revenue", and needs HubSpot and Salesforce experience.Source

Build a short tribal government page with the existing story, attend one tribal technology or gaming conference, and sequence tribal IT and HR leaders.

A segment few rivals address directly, with sovereign procurement and real document volume.

• Sovereignty and data concerns

  Lead with data location and control.

• Your websiteTrust and compliance: TX-RAMP Level 2 certification (March 2024), SOC 2 Type I and II, NIST 800-53 and CJIS alignment, WCAG 2.2 AA; a trust center at /trust. Blog posts cover state professional licensing boards, tribal nations (Cherokee Nation and Osage casinos), public assistance programs and government retirement applications.Source
• Your websiteGovernment solutions page (checked November 4, 2026): sections for Human Resources, Finance and Procurement, Public Safety and Licenses and Permits, and copy that still says "the top government CIO priorities" are a challenge "for CIOs in 2024". The page names no government customer, shows no quote, result or case study, and ends with "Book a demo today!"; it says agencies "from boards of nursing to highway patrols" use Softdocs, and "From state police to tribal nation governments to county HR departments, we've helped more than 1,000 customers".Source
• HiringState and Local Government (SLG) Account Executive (remote US, posted October 20, 2026, $100,000-$295,000): "State and Local Government is an important growth market for Softdocs". The AE must "Create opportunities before the RFP", keep "at least 4x qualified pipeline coverage", sell to "CIOs, CFOs, City Managers, County Administrators ... Clerks", use "cooperative purchasing and contract vehicles", and build relationships with "consultants, procurement organizations, associations"; "Success in this role requires more than responding to RFPs."Source

Publish a short FAQ for customers and prospects: support model and numbers, roadmap commitments, contract terms, data location and the investment plan. Give AEs and customer success the same answers.

Clear answers protect renewals and stop competitors from filling the silence.

• Promising too much

  Commit only to what is decided.

• News coverageAurora Capital Partners, a Los Angeles private equity firm with $6 billion under management, acquired Softdocs on October 5, 2026 to "accelerate the development of new capabilities and expand the Company's reach". On October 29, 2026 Softdocs named a former Hyland EVP and Chief Product Officer as Chief Product and Technology Officer to "advance the AI strategy"; the Chief Product and Strategy Officer also came from Hyland and Lexmark.Source
• Your websiteKansas government page: "32 Minutes is the average support case response time", "1 Day is the average support case resolution time", "69 Customer NPS", uptime "99.9995%", "600 Million documents secured", "97% of our customers renew"; services on "a fixed fee basis"; NIST 800-53, CJIS and SOC 2 Type I and II; "we've migrated hundreds of customers off" ImageNow/Perceptive Content, OnBase and Laserfiche, "including many Kansas agencies". None of these numbers appear on the main government page.Source

Offer a free check of an organization's public PDF and web forms against basic WCAG rules, with a short report and a conversion plan to accessible eForms. The GTM Engineer routes results by segment to the right AE.

A free, useful check gives smaller agencies a reason to talk now, well ahead of their date.

• Seen as legal advice

  Describe it as a basic check, not a compliance opinion.

• Your websiteHomepage: the featured blog card says any college or university "seeking to further their WCAG 2.2 compliance before the April 2026 deadline for the ADA Title II update needs to act now", while Softdocs' own newer ADA blog post gives compliance dates of April 26, 2027 and April 26, 2028, and a December 8 webinar is titled "Deadline to Done: Your 2027 Roadmap to ADA Compliance". The homepage also has the typo "Wether moving to the cloud".Source
• Your websiteTrust and compliance: TX-RAMP Level 2 certification (March 2024), SOC 2 Type I and II, NIST 800-53 and CJIS alignment, WCAG 2.2 AA; a trust center at /trust. Blog posts cover state professional licensing boards, tribal nations (Cherokee Nation and Osage casinos), public assistance programs and government retirement applications.Source
• HiringGTM Engineer (Marketing, remote US, posted October 8, 2026, $110,000-$145,000): owns "the strategy, systems, integrations, and data infrastructure behind our go-to-market motion", sits in marketing with "our SDR function, marketing operations, and content teams", and "is measured in quantity of leads and quality of subsequent pipeline". The role uses Clay, Outreach, Apollo and Zapier to automate outbound, will "identify and act upon web traffic, ad interactions, and third-party intent data", build attribution "from first touch to closed revenue", and needs HubSpot and Salesforce experience.Source