GeoPro

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GeoPro™ Training

2 © 2014 Intermap Technologies. All rights reserved.

GeoPro Agenda

Sales Process & Use Case

Product Demonstration

GeoPro Insights

Professional Services

Q & A

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Application Layer

Middleware Layer

3DBI Is Built On A Common Platform

© 2014 Intermap Technologies. All rights reserved.

Data Layer

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GeoPro Sales Cycle


Step 1: Build Rapport

Step 2: Opening and Purpose

Step 3: Establish Credibility

Step 4: Investigate Needs

Step 5: Present Solutions

Step 6: Address Concerns

Step 7: Obtain Commitment

Step 8: Reassure

Let’s discuss…

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GeoPro Case Study



Step 1: Building Rapport

Find something in common

Show you like them

Be real


Step 2: Opening & Purpose

Who are you

Why you are there

Earn the right to ask questions


Step 3: Establishing Credibility

A few sentences about you and your company

Describe the customers you serve

An example of how you have served a customer with GeoPro


Step 4: Investigating Needs

Ask OPIS questions like:(Operation, Problem, Impact, Solution)

- What if you could:

Empower your entire organization to easily share and serve all your spatial data to non-GIS users?

Seamlessly integrate location intelligence from existing GIS servers and databases to be easy-to-use and intuitive for all end users?

Create powerful web maps for all any user, allowing them to make more informed spatial related decisions?


Step 5: Present Solution

Present Benefits To Their Needs

Demonstrate GeoPro’s Uniqueness

Use P.A.R. in presenting


Step 6: Address Concerns

Listen and acknowledge their concern

Confirm your understanding

Handle the objection

Get agreement that you have handled their objection


Step 7: Obtain Commitment

Summarize the benefits in the proposal

Ask for the order

Be confident


Step 8: Reassure

Follow-up as promised

Resolve issues

Sell Deeper

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GeoProProduct

Demonstration


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GeoProProduct Insights



The GeoPro Sales Cycle

60 DaySales Cycle

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GeoPro Drivers

80% of all commercial enterprise information

has a spatial component

51% of Global companies use web- based mapping

services

Only 5% of employees have the access and required

skill to manage

Most GIS servers on the market today are expensive and need technical expertise to manage



The Problems GeoPro Solves

Managing and integrating enterprise data

Sharing information across your organization

Enabling end users to use spatial information

Processing and serving large amounts of data to the web

Publishing information to end users

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GeoPro Features


Data IntegrationData adapters capable of integrating all of the most common data

Information SharingServe large amounts of spatial information to end users of web and desktop applications

Ease of UseIntuitive user interface assessable via any device with a web browser

High Volume PerformanceCompletely scalable to support as many users and as much data as desired

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GeoPro Benefits


Smarter Decisions via IntegrationConnected datasets are combined to produce unique insights that cannot be obtained from stand-alone data

Greater Accessibility to InformationGeoPro interface is easy and accessible to any user within your organization via any device

Power Your Web ApplicationsServe data and analytics to your web applications at the click of a button

Proven ArchitectureUsed throughout enterprise industries for over 5 years with 99.999% uptime

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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 Investigating Needs: 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 MotorolaLand & Survey Sabah NewmontEricsson PBS&JMarathon Oil DewberryMicrosoft 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 workflowCan we extend the capability of existing GIS licenses?Produce answers beyond or in place of data access

UrgencyEliminate some GIS license costs, reduce cost of new apps and web

portals, improve data access speedAnswer questions for the entire organization.

Money - Discover which money issue you are dealing withNegotiation tactics, bluffing,

Value – revisit need, impact, identify compelling problemCompetition – differences in solutionBudget – work to resolve timingMoney 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

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GeoProProfessional

Services


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GeoPro™ Professional Services


Field Opportunities: •Geospatial Audit•Installation & Integration

Services and Training: •Onsite Training•Remote Operation

Customer Support: •Silver, Gold, Platinum•Build Unique Applications

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GeoPro: How Can It Help?

ESRI

Oracle

Intergraph

Application

Web Portal

Application

Enterprise

Government Agency

GIS Department

GeoPro Users

Web Portal


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GeoProPricing


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GeoPro Channel Partner Pricing



GeoPro Sales Incentive!

Every GeoPro sale receives….

1. $20K off Perpetual License

2. Plus Receive 4% MDF!

……to the end of Q3!

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Thank You!


Questions & Answers

GeoPro

Software

intermap technologies

needs step

credibility step

purpose step

rapport step

commitment step

spatial data

geopro benefits