Small government Target as a small municipal entity with limited staffing (2-10 employees) that may benefit from affordable, scalable IT and cloud services to modernize operations without large upfront costs.

Cloud and hosting Leverage existing AWS infrastructure and Microsoft IIS/ASP.NET footprint to propose integrated cloud hosting, secure backups, and managed services that align with current tech stack and minimize migration friction.

Municipal software Position BS&A Software and related municipal applications as essential for day-to-day governance tasks, financials, and civic services, offering bundled licenses, training, and support tailored to small towns.

Financial modesty With revenue in the low range, emphasize cost-effective solutions, pay-as-you-go models, and short procurement cycles to accelerate purchase decisions and ROI demonstrations.

Competitive landscape Note neighboring municipalities (e.g., Hillsdale, Coldwater) as potential reference accounts; use case studies and local success stories to build credibility and shorten sales cycles.