ChargerHelp!’s Regulatory-First GTM Strategy: Why Government Relations Was Their First Hire
When most startups make their first hire, they typically look for engineers or salespeople. But in a recent episode of Category Visionaries, ChargerHelp! founder Kameale Terry revealed a different approach that challenges conventional startup wisdom: she made government relations her first hire.
“In climate, you will get squashed by laws in climate tech. So you have to be prepared for that,” Kameale explains. This statement encapsulates a crucial insight about building in regulated industries – sometimes, shaping the regulatory environment is as important as building the product itself.
Strategic Leverage Through Industry Associations
Rather than immediately hiring an expensive lobbyist, ChargerHelp! took a more strategic approach. “We joined two core associations that already had lobbyists,” Kameale notes. “That way we didn’t have to have a direct expense of a lobbyist.” This decision allowed them to leverage existing industry relationships while managing costs effectively.
The strategy proved powerful. By working through established associations, ChargerHelp! could influence legislation without the overhead of maintaining a full lobbying operation. “Our initial strategy was to work alongside the industry that aligned with our same values and then utilize those larger organizations to help lobby on our behalf,” Kameale explains.
From Industry Player to Market Shaper
This regulatory-first approach yielded significant results. ChargerHelp! successfully co-sponsored California’s EV Charging Reliability Act and advocated for a 97% uptime requirement in federal funding guidelines. These victories weren’t just policy wins – they were market-creating moves that validated their business model and created demand for their solutions.
When investors questioned the unconventional choice of making government relations the first hire, Kameale recalls their reaction: “They say either you’re really smart or really dumb. I guess we’ll see.” The success of their legislative efforts has since validated the decision, with Kameale noting, “We passed one bill, another bill that’s going to get signed by the governor, and we did really well. So they’re proud that I made that decision.”
Creating Standards in an Emerging Industry
The regulatory strategy extended beyond legislation to industry standards. ChargerHelp! partnered with SAE International to create the first EVSE technician certification program, effectively standardizing a workforce that didn’t previously exist. This move from market participant to market shaper demonstrates how regulatory engagement can create competitive advantages.
The Data Advantage
With 18,000 field service interactions across 17 states, ChargerHelp! has built the largest dataset of its kind in the U.S. This data advantage isn’t just about improving their current offerings – it’s about influencing future regulations and standards. By understanding the technical complexities of charging station failures, they can shape policy discussions with practical insights.
A Model for Climate Tech Founders
ChargerHelp!’s approach offers valuable lessons for founders building in regulated industries:
- Regulatory engagement isn’t just about compliance – it can be a strategic tool for market creation
- Industry associations can provide leverage without the full cost of direct lobbying
- Early regulatory involvement can shape standards and create barriers to entry
- Data from operations can inform and influence regulatory discussions
For climate tech founders, the message is clear: in highly regulated industries, regulatory strategy isn’t an afterthought – it’s a core component of GTM strategy. As Kameale’s experience shows, the right regulatory moves early on can help create the market conditions needed for success.