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GeoPro Solution Sales Tip Sheet
The first 2 steps in ANY solutions sale include :
1. Developing Social Rapport With Your Prospect and;
2. Establishing Your Opening & Purpose Statement
These two steps should be carried out for ALL client interactions
and can be reviewed in the Orion Platform Solution Sales Tip Sheet.
For GeoPro, this tip sheet starts with step 3.
Instructions:
Step 3 Establish Credibility:
Step 4 InvestigatingNeeds:
OPIS questions should be asked during this step. OPIS stands
for Operation, Problem, Impact and Solution.
Operations:
How do you manage data currently?
What software packages are you presently using to
manage your data and obtain answers to your problems?
What vendors do you generally work with in support of
your data management efforts?
Problem:
How do departments currently find and access the data or
information they need?
Can you describe how your current data management
could be better?
Are GIS software experts or license costs a bottleneck to
deliver answers across the organization?
Do data silos occur and if so why do they happen?
Impact:
How could better data management help you to increase
revenues and/or lower costs ?
Would your department be more successful with a different
data management capability?
Are you losing time/money due to excessive time trying to
share data across your organization?
Solution:
What would success look like to you in effectively
managing your strategic planning?
Would other departments or users be better served with
access to spatial information and related answers?
What’s missing from your current solution?
If you were to prioritize your issues/goals what would that
priority look like?
Since 1996 Intermap Technologies has provided software,
services, and solutions helping governments and commercial
enterprises solve their geospatial challenges in over 35 countries
world-wide
Intermap has processed more 3D elevation data than any other
company in the world
Intermap has established National Spatial Data Infrastructures
(NSDI) to multiple country governments, drastically improving their
ability to manage geospatial and location-based intelligence from a
central location without the need for heavy GIS software
Intermap uses GeoPro to serve data and analytics to its 3DBI
SaaS products
A few customers and partners include :
Alcatel-Lucent Motorola
Land & Survey Sabah Newmont
Ericsson PBS&J
Marathon Oil Dewberry
Microsoft Vodafone
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Step 5 Presenting Solutions:
Steps 7 & 8
The last 2 steps in ANY solutions sale include :
7. Obtaining Commitment
8. Reassurance
These two steps should be carried out for ALL client interactions
and can be reviewed in the Orion Platform Solution Sales Tip
Sheet.
Step 6 Addressing Concerns:
Identify the root issue for an objection
Trust (Can GeoPro do this? How hard is app development?)
Show AdPro, RiskPro, 360 Report as examples of using GeoPro
Offer to employ GeoPro with customer data to showcase
Need (must identify a compelling problem)
Data administration and serving, shortcomings in existing GIS
servers and workflow
Can we extend the capability of existing GIS licenses?
Produce answers beyond or in place of data access
Urgency
Eliminate some GIS license costs, reduce cost of new apps and web
portals, improve data access speed
Answer questions for the entire organization.
Money - Discover which money issue you are dealing with
Negotiation tactics, bluffing,
Value – revisit need, impact, identify compelling problem
Competition – differences in solution
Budget – work to resolve timing
Money as an excuse for one of the other issues
GeoPro Solution Sales Tip Sheet
What if you could….
Empower your entire organization to easily share geospatial
data with others?
Centrally manage all your of spatial data to reduce the costs
of data storage and enhance the security of data?
Seamlessly integrate the geospatial information from existing
GIS servers and databases to be easy-to-use and intuitive for
all end users?
Exploit the power of high performance computing to serve
large amounts of spatial information to both web and desktop
applications?
Create powerful web maps for non-GIS end users to use to
make more informed spatial related decisions.
Then… Demonstrate GeoPro
• Describe how you can connect all of the most common
formats without the need to translate or reformat
information.
• Demonstrate how you can process data within GeoPro
(reproject, cache, etc.)
• Show how you can visualize your data within the map
viewer as well as create powerful web maps from your
layers.
• Highlight how the share activity allows you to share all
your data, maps, and associated analytics via services.
• Speak to the administration functionality that allows you
to control data and services access for users and groups
Field EngineeringDelivery of software or software/hardware bundled appliance.Installation and integration of software or bundled appliance into existing infrastructure.Testing of GeoPro within customers environment to maximize performance and identify potential issues.Services and TrainingOnsite or remote training on using GeoPro software within customers environment.Remote operation of GeoPro within customers environment.Upgrades to the GeoPro software.Customer SupportLevel 1 customer support (basic customer issues)Level 2 customer support (advanced troubleshooting)Level 3 customer support (direct engineering support)