Safeware generates new public sector revenue with Pavilion
Despite strong investments in sales and marketing, Safeware needed new ways to effectively reach the vast and fragmented public sector landscape, particularly for public entities looking to buy quickly.
“Our biggest challenge is getting the message out to everybody. No matter how hard you try, with all the different cities, counties, and towns, it's really hard to get to everybody,” says Rick Bond, Chief Revenue Officer. “Many of our customers are also looking to buy in a very short period of time, so being able to pre-position our cooperative contracts is critical.”
As a Pro Supplier, Safeware provided Pavilion with more information about their business so that agencies actively in the market for their solutions could easily find and engage with them through cooperative contracts.
The platform not only drove demand for their core emergency preparedness products, but also generated new opportunities for Safeware’s lesser-known products like patrol robots and stage trailers. Pavilion also unlocked leads within existing accounts by connecting Safeware with departments they hadn’t previously engaged.
Safeware increased its visibility on Pavilion by 3-4x, leading to over $1.2M in incremental revenue.
“Not only have we generated leads, we've generated recurring business with new customers,” said Rick. “For us, Pavilion has been very quantifiable and easy to measure the return on our investment. It's been a great success for us.”
