Anyone have experience selling software to federal law enforcement?

A couple of experiences:

Not federal but a long time ago my partner and I tried to sell an RFID solution to a jail in NY. Something that I learned from that is that they actually don't care about saving money. If they save $100K this year, next year they will get $100K less from their sponsoring organization.

Another experience was working for a tiny company trying to sell to 3 letter federal agencies. In that instance, the process was so drawn out that the company went out of business before they could get any money from them. This also happened to another friend of mine. Nothing happens fast with the government.

Not federal law enforcement, but government and major corporations generally have preferred vendors who can help sell the product for some percentage off the top. In my experience this is a much less time consuming process than going through the process of getting set up as an official vendor.