PSF Edge™ Insights

As public sector markets adopt product-first language, acquisition artifacts often continue to reflect services-led assumptions. This case pattern examines how SI-oriented RFIs shape access, influence solution framing, and delay direct evaluation of product capability, even when commercial technology aligns closely with stated agency needs.

Enterprise adoption doesn’t always fail because of technology, procurement, or security. Sometimes it stalls because product roadmaps evolve in one place while customers are committed to operate in another.

Good products fail in government not because they lack value, but because they fail to survive enterprise adoption. This article explores how packaging, integration, funding, and operating assumptions quietly stall scale—even when users want the product.