Q & A with Clinton Strother
Director of Government Sales
Clinton Strother, Director of Government Sales, discusses the history that brought him to GPS Insight, what it’s like working in his department, and what makes GPS Insight different.
What are your main duties as director?
I manage a small team. My overall goal is to help my team create better relationships in the government space which turn into long-term customers of GPS Insight. I am also in the process of building out a government partnership program, and we are very excited about it.
What is different about working with government agencies?
Government agencies have unique procurement needs, which leads to a much longer sales cycle. We often have to look at government leads as long-term projects. We understand a government agency that is exploring telematics for the first time is looking to see if they can fit it into their next budget, which may be six to nine months out. Every situation is different, but it is typically a much longer sales cycle.
Why is government its own division?
Government has different needs and purchasing cycles, and we have to cater to the dynamics, bureaucracy, red tape, and nuances it presents.
What are the main goals of your department?
Our main goal is to help each government agency get the most out of the data that telematics can provide. We work hand-in-hand with each agency to help them plan, execute, and measure results. We don’t want to just sell them a device. We want them to understand all the data they will be receiving and how they can use it to improve fleet performance.
How does GPS Insight build relationships with government organizations?
We do our best to get out and meet agencies in person. One of the best ways to do this is at trade shows and conferences. This year we went to GFX (Government Fleet Expo & Conference) and NCSFA (National Conference for State Fleet Administrators), and next year we are going to attend APWA (American Public Works Association) shows as well as partner with PFA (Public Fleet Advisors).
How did you get into this role?
Actually, I started as a private fleet owner and operator. I had 30 Fed Ex vehicles, and through that I was introduced to telematics. Then, I went to the government sector and worked on a government portfolio of 30 contracts worth over 100 million dollars. I thought I could bring a combination of fleet experience and government knowledge that would uniquely position me for being a part of GPS Insight.
What do you like about working at GPS Insight?
GPS Insight doesn’t just care about selling. We care about helping government agencies plan, execute, and measure the results of using telematics for their fleets. As a fleet owner, I wish I could have worked with a company that helped me look at the data and make changes to my own fleet. That’s what we try to do for our customers here at GPS Insight—provide the right data to get measurable results.
Where do you live and what do you like to do?
I live in Northern Minnesota with my wife Amy and our two children – Quincy is six months and Thea is two and a half years old. We love being out together on Gull Lake, I golf, and we spend a lot of time with our family and friends. We hosted 36 adults and 15 children for Thanksgiving this year. Family mostly, but also friends, because it’s an open invitation to everyone.