RE:RE:Blackberry Wins US Government ContractThis could be a very big thing as it accesses one of the biggest potential customers out there--Uncle Sam. BB will have paid hundreds of thousands to have the SecuVoice tested for certification. Next step is to hire a sales force headed by someone who has done nothing but government sales. There are literally ten thousand doors to knock on and that person has to know every one of them.
Would be interesting to know if BB SecuVoice is groundbreaking technology. It can be very hard to displace established relationships in gov't sales. Once a vendor has his product installed upgrades are largely automatic as government purchasing types aren't driven by the same forces that drive business to business sales.
It's nuts but gov't departments have budgets that they MUST spend. There is no incentive to bring things under budget at year-end. It's actually the opposite. Budget money must be ALL spent each year so as to activate the following year's near-automatic budget increase. Unspent money is the biggest mistake a purchasing manager can make.
They guy in charge of SecuVoice will know all this. Government sales is an art.