FedRAMP 20x GTM: How to Market “Continuous Validation” Without Selling Snake Oil

10:00 am
-
10:30 am
CT

FedRAMP 20x is triggering a wave of “it’s easier now!” messaging — and it’s going to backfire.

20x doesn’t magically reduce effort; it moves the burden upstream from documentation theatre into engineering reality: continuous signals, continuous change visibility, continuous vulnerability response. That shift changes what buyers need to hear, what proof they’ll ask for, and how your marketing and sales motions should work.

In this session, I’ll break down how we’re positioning FedRAMP 20x at 38North Security to create demand without overpromising: the narrative, the content architecture, the ABM approach, and the practical GTM assets that convert “confused & stalled” teams into discovery calls.

You’ll leave with messaging frameworks, a content blueprint, and a simple way to build credibility in a market that’s drowning in hot takes.

Session Agenda

  • A clear “Rev 5 vs 20x” narrative that doesn’t oversimplify (“less paperwork ≠ less work” + how to say it without scaring buyers off).
  • A practical message map: what leaders care about vs what practitioners care about (and how to bridge them).
  • A content system that creates conversion: “Start Here” → deep dives → proof assets → consult CTA (not just blogs for vibes).
  • An ABM play you can copy: segmentation + 6-touch journey structure + outreach pairing that warms accounts without burning lists.
  • What proof looks like in 20x (and what marketers should stop claiming until product/ops can actually deliver it).

Speakers

Ingrid Velasquez-Woodley

Senior Director of Revenue Strategy

38North Security

Ingrid Velasquez-Woodley

Senior Director of Revenue Strategy

38North Security

Ingrid Velasquez-Woodley is Senior Director of Revenue Strategy at 38North Security. She oversees the company’s go-to-market architecture, revenue operations, partnerships, and practice growth—building repeatable systems that turn deep technical capability into scalable revenue. At 38North, she has helped drive the Practice Lead operating model, supported the launch of Compliance Engineering as a distinct offering, and contributed to the productization of LaunchPad as a compliance accelerator. She also leads thought leadership efforts that translate evolving frameworks like FedRAMP 20x into practical guidance for cloud providers navigating continuous validation.

About this Session's Track

GovCon & Public Sector

Discover the nuances of selling into government and public sector organizations, including contract vehicles, compliance best practices, and public‑sector positioning.