Positively impacting our client's revenue outcomes in the State & Local, Federal, Higher Education, and Healthcare markets.
Learn MoreWe make the complex simple
The GTM Group provides Go-To-Market services for companies focused on doing business within the State & Local, Federal, Higher Education, and Healthcare markets.
Our process
01
Assess
02
Identify
03
Understand
04
Meet
05
Opportunity Identification
06
Advocate
Our National Practices
Federal
Keith Johnson
Managing Partner, Practice Leader
Before joining The GTM Group, Keith was Vice President and General Manager for Spire Global, which is a privately held global satellite and data analytics company. Keith’s contribution was instrumental in supporting the company to go public. He has more than 41 years of successful sales management and sales experience at the executive level with a specialization in government markets.
Healthcare
James Bailey
Practice Leader
James Bailey is a healthcare executive with more than 30 years of experience leading strategic growth, financial transformation, and operational performance. His expertise spans managed care, value-based care, mergers and acquisitions, payer strategy, financial planning, and healthcare operations. James partners with organizations to deliver actionable strategies that drive measurable results and sustainable success.
Higher Education
Mark Geddis
Partner, Practice Leader
Our State and Local Practices
Florida
GTM Florida operates within one of the most target-rich environments for government and public sector sales in the country. The practice brings together deep experience in government relations, enterprise sales, and business development to help clients access and engage key decision-makers across the state.
Leveraging established C-suite and senior leadership relationships, GTM facilitates high-quality opportunities across Florida’s state agencies, 67 counties, school districts, and more than 400 municipalities.
• Direct access to executive leadership across state and local government
• Strong relationships in key sectors including energy, infrastructure, and higher education
• Proven ability to generate qualified meetings that accelerate pipeline and revenue
California
Joe Panora
Practice Leader
Joe Panora had 35 years of state public service with fourteen (14) years serving in the Correctional Safety/Public Safety Law Enforcement as IT Director/Chief Information Officer (CIO). Joe Panora was appointed by Governor Schwarzenegger and Governor Brown to serve as Director of the Enterprise Information Services (EIS) for the Department of Corrections and Rehabilitation, since January 2008. During his career, Joe has also served for the following departments: Caltrans, Franchise Tax Board, Employment Development Department, State Controller’s Office and California Youth Authority. Joe retired from state service as the Director of EIS for CDCR in December 2014.
Texas
Bill Rogers
Practice Leader
Bill Rogers is the Founder of Focal Point Government Advisors and a highly experienced State and Local Government relations executive with more than 45 years of experience across the U.S. public sector. Drawing on senior leadership roles with First Data, IBM, CGI, and BearingPoint, Bill leverages deep relationships across government and the technology vendor community to provide strategic government relations and advisory expertise to technology, systems integration, and consulting firms throughout Texas. A longtime Austin resident and University of Texas graduate, Bill brings a deep understanding of the Texas government landscape and a longstanding commitment to the public sector.
New York
Carmella Carnevale
Practice Leader
Carmella is a seasoned executive with deep experience across state and local government, technology, and the private sector. She previously served as Deputy Director of Customer Service and Marketing for the New York State Office for Technology, where she led enterprise-wide customer engagement and service initiatives. Carmella has also held key roles at Microsoft and MCI, supporting government clients through strategic planning, technology implementation, and large-scale network development. Known for building strong executive relationships and driving customer satisfaction, she has consistently exceeded performance goals and earned multiple industry awards.
Talent Acquisition
Mike Cohen
Practice Leader
Mike has nearly 30 years of Recruiting experience with 20 years in the Enterprise Technology GTM field. After 15 years in Technology, Mike spent the 2010s recruiting for Wall Street- Investment Banks and Investment Managers. This included six years as a Recruiting Manager for HSBC US where he led recruiting teams for the investment bank, private bank, and asset manager. In 2020, Mike returned to recruiting for technology and financial technologies firms with heavy focus on public sector GTM roles recruiting within Data Architecture and Analytics, AI/ML/IOT, and Cyber Security
Northeast
Rick Lynch
Practice Leader
Rick started his career working for the City of Boston and the President's Office of the Boston Public School Committee, David Finnegan. Soon after, he entered the private sector, working many years in the hardware and software SLED vertical (State Local Education), some of the companies included, Wang Lab, Sun, Oracle, Informatica, Symantec. Rick placed the first computer system used in the Massachusetts Governor's office of then, Governor Michael Dukakis who later ran for President using the "Massachusetts Miracle" which took the state reeling from the collapse of its traditional manufacturing base and turned Massachusetts into a booming high-technology economic model for the rest of the country, paving the way for other state officials in Massachusetts to embrace technology.