A two-year pursuit
A global toll-road operator took two years to say yes. Once they did, I ran the rollout end to end.
2 yearsFrom first conversation to signature
750+Unit rollout
120+Device orders in a single week
End to endContract, API, database, ordering, invoicing
The problem
A large, global operator with a long buying cycle, already working with another reseller. A rollout of this size needed more than devices: moving the account over, API access, somewhere to keep the data, and a way to order and bill at scale.
What I did
- Kept the pursuit going for two years until the operator signed.
- Moved the account over from its previous reseller.
- Negotiated the Geotab API plan and stood up the customer's database.
- Built the ordering and consolidated-invoicing flow myself.
- Triaged devices at serial level once they were in the field: separating units that never communicated from ones sending heartbeats but no trips, diagnosing vehicles whose VIN wasn't being read, and binding VINs by hand.
The result
A rollout of more than 750 units on recurring subscriptions, with more than 120 device orders in a single week as it scaled.