How to target multiple keywords per location on single domain

Interested in getting some feedback on the best way to organize a site that needs to target multiple keywords for each of the company's locations.

Quick background:

• The company provides political journalism and software for lobbyists, government officials, and others who need to track and follow legislation in certain states
• They have bureaus (offices) in three separate states
• They have a number of different products and solutions but not all are available in each state
• They currently have thin websites for each product and market but all their content is duplicate and all links and authority are being driven to their "main" website, so we're looking to consolidate everything to one so that they can have a single site to promote and maintain
• There a number of keywords related to each product and solution that we need to rank for in each state

Building a page for each location is obvious:

clientdomain.com/location-1
clientdomain.com/location-2
clientdomain.com/location-3

But what's the best approach to organize the content if there are numerous pages related to each location? Specifically, when do you draw the line between what pages are shared by each location and should appear across the entire website and those that require unique content by location? What's the best way to tie the shared sitewide pages with the location based variations?

For example, they have a piece of software for tracking campaigns, and there are numerous keyword rich feature pages that accompany the software, but it varies slightly by location and is only available in 2 of the 3 states.

What I have in mind is to first create the main pages for the product and its features:

clientdomain.com/products/campaign-tracking
clientdomain.com/products/campaign-tracking/feature-1
clientdomain.com/products/campaign-tracking/feature-2

Then duplicate the above process for each state where the service is provided:

clientdomain.com/location-1/campaign-tracking
clientdomain.com/location-1/campaign-tracking/feature-1
clientdomain.com/location-1/campaign-tracking/feature-2

Etc.

Then we would link to the location pages from the main product pages (e.g., "Available in the following markets...")

I think I'm just getting hung up on when to draw the line between what pages actually require location specific versions. They also have different ownership, history, staff, etc. for each location that needs accounted for.

How would you approach this?