Adapting Your Startup’s Product for Public Sector Innovation Calls

Abstract

Recently, GovTech has gained prominence as a novel approach to fostering government-driven innovation by leveraging technology startups, academia, and innovators to develop digital public services. Although it promises more agile, user-centric, and cost-effective solutions, limited research explores how academic-based startups navigate public procurement models. This paper addresses that gap by presenting three cases of an academic-based Brazilian startup engaging in the public procurement process introduced by the Legal Framework for Startups (Marco Legal das Startups). The company proposed solutions adapted from its principal product for three public agencies: Tribunal de Contas da União (TCU), Correios, and Copasa, focusing on remote oversight of construction projects and building maintenance management. The lessons learned underscore the importance of predictable project scope and costs, emphasizing that unclear requirements can undermine competitiveness. Moreover, strong teams and reputable track records significantly enhance success prospects while balancing technological maturity with innovation, which remains critical for meeting specific public sector needs. Additionally, positioning a product at the technological frontier only proves beneficial when addressing actual government challenges. Effective communication, including well-crafted video pitches and presentations, further ensures evaluators grasp the solution’s value. These insights aim to guide both aspiring and established academic entrepreneurs in bridging their research-based innovations with GovTech opportunities, ultimately strengthening collaboration between the public sector and academia.