Verra Mobility: Government Solutions Contracts & Economics
Former Senior Sales Executive at Verra Mobility
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Verra Mobility: Government Solutions Contracts & Economics(May 21, 2025)
Former Senior Sales Executive at Verra Mobility
Interview Transcript
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How did you think about market share? Is it city by city, or is it the number of cameras in the US managed or overseen? How do you define the market and look at it when trying to sell into accounts and assess market share?
Well, you look at the Total Addressable Market (TAM) as the country. The Serviceable Available Market (SAM) is the part of the country that's legislatively enabled to do what you want to do. In the United States, unlike Europe, there's a patchwork of regulations where you can do some things in some states and other things in others. You have a sense of where you can operate and then decide where you want to focus. An entire state might be authorized, but you probably don't target the smallest city or town for speed or red light cameras. You consider the size of the state, the city, the number of intersections, or school zones if it's school enforced. This helps you form a good idea of the TAM. The market share is determined by the number of cameras. It's a small and competitive industry, so you know all the opportunities and programs in a state, including how many cameras they have.
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I see you can find a lot of data on the programs out there. Going back to when you were trying to win contracts, what typically helped ATS win those contracts?
A couple of factors contributed. One was experience; the company had extensive experience in various locations, which was helpful. There were some minor technological differentiators that also helped. Additionally, we had a better team. We were more effective at selling, more persuasive, and likable to customers. Customer references were a significant part of our strategy. Our customers were our voice in the market, whereas their customers were dissatisfied. That was a big differentiator for us.
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How did Redflex and Conduent try to compete with you?
Price consultants sometimes hire lobbyists or others to try and sway public opinion. Price was probably the biggest way they would do that.
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