Page 115 - Security Today, March 2018

So, should you sell to the government? Well, that’s a question you’re going to have to answer for yourself. However, if the answer is yes, and you’re ready to wade into that sea of red tape, here are three key tips that will help make your voyage a little smoother.
1. PREPARE FOR THE LONG GAME - If your business model centers on making a quick buck and a hasty retreat, selling to the government might not be the best option for you. The scale of government is much bigger than what you may be used to. And in addition to the extended timeline there’s the dedicated time you’ll have to devote to learning the government language and making your government arm successful. It may be in your best interest to create a full-time dedicated position to take on this task. Commitment up front leads to success in the long game.
2. KNOW WHERE TO TURN FOR HELP -
Companies in an ideal position to enter the government market often have a reliable resource where they can turn for assistance. As mentioned previously, there is a sea of red tape, not to mention the hundreds of government agencies and commissions to choose from.
Programs such as ScanSource Networking and Security’s Government Gateway are designed to help you offer complete solutions for the government market. With a strong focus on federal, SLED, and healthcare opportunities, Government Gateway helps you to open more doors and close more deals within the government market through government-focused business development resources, while also distributing hundreds of end-user leads to Government Gateway partners every month.
3. ENSURE THE PRODUCTS YOU SELL MEET, OR EXCEED, GOVERNMENT STANDARDS - The government has pretty strict processes for setting their standards and aren’t too keen on the idea of “close enough.” The last thing you want to do after nearing the end of a long sales process is find out your solution doesn’t meet standards and be forced to start all over again.
We talked to Andre Greco, Director of Sales & Marketing, Surveillance Solutions, for Panasonic North America, who told us that meeting the standards is just the beginning.
“In addition to meeting government standards,” he says, “government end users look for surveillance solutions that offer multiple price points to deliver the best in surveillance and technologies.” That certainly makes sense. After all, who doesn’t like options? He continues, “Panasonic offers full end-to-end multi- platform hardware and software solutions that are pre-engineered to work together and we are also well integrated with the industry’s leading third party VMS providers often found in government installations.”
When asked which Panasonic cameras are best suited for government applications, Mr. Greco pointed to the mobile network camera series WV-SBV131M (Full HD) and WV-SBV111M (HD), noting that they are purpose built for transportation applications such as buses, train cars and other public service and transportation vehicles.
“These cameras offer flexible mounting options and are ruggedized for mounting on vehicle exteriors. As such, they can withstand the rigors of harsh climates and extreme weather conditions and are compliant United States Department of Defense Military Standards MIL- STD-810G for use in harsh environments.”
In the final analysis, the decision to enter into the government market is not one to be made lightly. There is opportunity for success and growth, if you are dedicated, deliberate, and (above all else) patient in your approach. Just know, when you’re ready to make the jump, your partners have your back.
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