An Editor's Q&A with Dave Blackledge, director of government business at DriveCam Inc.

Dave Blackledge brings more than 30 years of experience working with government agencies to DriveCam in his role as director of government business. Dave spent some time this month with the editors of DriveCam's e-newsletter discussing the unique needs of government customers and the upcoming FedFleet Workshop 2007.

Editor: Tell me about yourself and your role at DriveCam.

DB: I have direct responsibility for Federal business contracts nationally and also work across teams at DriveCam, providing oversight on State and Local government programs and contracts. I have 30 years of experience in this marketplace and understand the unique needs of government customers. Federal, State and Local agencies are comfortable working with DriveCam because we are literate and experienced in their environment and know how to work effectively with procurement officials and successfully manage transactions.

Editor: Who are some of the customers you work with? What are their unique needs and how are these similar to or different from commercial customers?

DB: Our oldest and largest Federal customer is the U.S. Marine Corps, Marine Corps Installations West. One aspect of government business that differs from commercial business and is important to recognize is the number of functional groups charged with protecting the agency and its stakeholders. Often, there are many governmental departments involved in the decision-making process, each responsible for ensuring investments are going to help his/her agency and benefit constituents. Multiple parties need to be involved in the decision-making process and they want to be clear on how their respective departments will be impacted. Because initiatives are funded with taxpayer money, there also is a procurement layer not always present on the commercial side. Understandably, government agencies want to feel comfortable they are making the right decision and allocating funds appropriately.

Editor: DriveCam has been awarded GSA and CMAS schedule contracts. What is the significance of these awards? What does this mean for your customers?

DB: These contracts from the U.S. General Services Administration and California Department of General Services [the department that awarded DriveCam a California Multiple Award Schedule contract] underscore our success and service in the marketplace. Both require several client references and involve a formal scoring system that demonstrates we have a large, installed, happy client base. The GSA and CMAS also make it easier for government agencies to do business with DriveCam by providing them a standard contract vehicle for many types of purchases across procurement plans. Again, it goes back to our experience in the marketplace and understanding of our government customers' needs. We make it easy for them to do business with DriveCam.

Editor: Tell me about FedFleet Workshop 2007. Who will be there?

DB: FedFleet 2007 is an annual event that will take place July 24-27 in Orlando, Florida, and will present an opportunity for more than 1,000 federal, state and local government fleet managers, local vehicle coordinators and private industry partners to view and discuss the latest in vehicle fleet management and safety. DriveCam will be present at booth #417 and we will showcase our new cellular offering. Additionally, Del Lisk, vice president of safety services at DriveCam, will be presenting "Monitoring Driver Performance," on Thursday, July 26, at 9:30 a.m.

Editor: What haven't I asked you that you would like to tell me specific to DriveCam and your work with government customers?

DB: We have deployed the DriveCam solution on all types of vehicles around the world, including all types of government vehicles such as tactical equipment and specialty vehicles.

Editor: Please tell our readers something about yourself that they are unlikely to know or may be surprised to learn about you.

DB: I am a good gardener and can grow anything from a seed. I also play golf pretty well when I have time to do so. I have three children who are recently graduated, or are soon to graduate, and I am looking forward to being an empty nester.