Collaboration in Selling to Government


Government a Special Market

Reteaco Inc. sold services based on my FindIt search engine to various agencies in the U.S. and Canadian governments back in the late 1980s. Our experience: Selling to government was a lengthy process of dealing with information gatherers, influencers, decision makers, and purchasers. Approvals had to pass through successive stages. There was more teaching than selling: Here's this [back then] new concept of your department's data compiled into our format so that you can make your data easy to find and widely available on CD-ROMs. [The Internet was only a quiet DARPA project in those days, largely unknown by the public.]


The selling process was also one of building long term relationships. Trust matters. Reliability of the product and on-time delivery really matter.


Have things changed during the last thirty years in selling to government? Certainly a lot of the motivations have to be the same. "Make Numero Uno [the department head] look good." "Maintain credibility in public eyes." And somehow I doubt the process has got much faster.


Selling to government is demanding. Marpex Inc. believes the need for its offerings is keenly felt in government. Therefore we seek collaboration with a cybersecurity firm that has established its credibility with U.S. government agencies. We have technology. You have experience, contacts, and staying power in a long sale. Can we work together?


Tailored Products for Government

The prototype for Extreme Encryption enabled secure exchange of information among 100 persons. Every communication pair had its own passwords. A fired staffer could be readily dropped from the roster and quickly locked out of the system. Mole defense was featured: a malevolent group member could compromise only his own communications. The user experience was simplified by providing a flash drive to plug in so there was never a need to memorize passwords. Teams could be addressed as well as individuals. And so forth.


The point: The prototype is merely an example of what can be done. By the nature of its design, Extreme Encryption can be tailored to serve a broad spectrum of security needs, communication needs, archiving needs, research needs. For example, does a government want the ultimate in security? The answer is one time keys (that's keys, not pads). Key sets can be distributed securely. A key may be activated by the time interval in which the communication is sent, or by a list specific to the sender / receiver pair.


We would like to equip a collaborating firm to master the underlying Extreme Encryption technology. Our role: provide documentation, source code, teaching, mentoring, creativity, but all the time working ourselves out of these roles. Everyone benefits when you can listen to government needs, and become proficient in assembling products tailored to serve your customers.


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