State Government Capture Campaign
- Challenge: A UK-based connected vehicle data client needed assistance with developing a strategy to encourage more cities, metropolitan planning organizations (MPO), and state departments of transportation (DOT) to purchase our client’s vehicle data.
- Our Solution: GTC 360° Advisors worked very closely with our client’s public sector sales team, marketing team, and SDR team to create targeted outreach campaigns focused on multiple state DOT offices and third-party validators. We also focused on key transportation-related grant programs, with an eye towards identifying and recommending grant funding (both formula and competitive) from which to fund purchases of our client’s vehicle data. We created a multi-touch point process by which specific team members would engage with customer targets depending on the maturity stage of a particular funding stream.
- Results: We successfully obtained a $7.5 million state-wide contract on behalf of our client with the Texas Department of Transportation (TxDOT), the third largest DOT in the country. Our team also partnered with multiple cities, MPOs, and DOTs to insert purchases of its vehicle data inside grant proposal budgets for several grant programs pre-submission, and now those grants are being awarded and several more on the way with pending budgets pre-baked for our client. In addition, we deepened relationships with the eligible entities (cities, MPOs, and DOTs), which have resulted in direct purchases of our client’s vehicle data for additional applications.
