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MARKETING TO government agencies traditionally has not been an activity for companies seeking quick returns - something that Jennifer Filipowski, exec VP-marketing at InterAct Public Safety Systems, is quick to point out.
"There is a hurry-up-and-wait scenario," she said. "You get a bunch of leads in and, once you're working that relationship or opportunity, you are waiting for the next budget cycle or chasing down a grant."
The Winston-Salem, N.C.-based company markets mobile data systems and computer-aided dispatch, emergency call-taking and mapping solutions to law enforcement agencies, fire departments and medical response teams.
It needs not only to get its technology products in front of public safety officials but also to keep the products there until the potential buyer is ready to purchase.
"You can't talk them into needing to replace their system," Filipowski said. "Building that relationship so, when they do start looking, your name comes to mind - that is the...