Improve sales performance with mapping software Page 1 of 25 MOVING FROM MAPPOINT A Quick Guide to Switching to New Mapping Software
Improve sales performance with mapping software Page 1 of 25
MOVING FROM MAPPOINT A Quick Guide to Switching to New Mapping Software
Improve sales performance with mapping software Page 2 of 25
Table of Contents
1. Introduction
2. Benefits of Cloud Based Mapping Software
3. How to Transfer Your Data From MapPoint to eSpatial
4. Mapping Your Sales Data
5. Assessing Regional Sales Performance
6. Create And Manage Your Territories
7. Visualizing Your Market Coverage and Competitor Analysis
8. Mapping Your Customers and Prospects
9. Creating Optimal Routes For Your Sales Team
10. Combining Datasets and Visualization Methods
11. Working as a Team: Sharing and Collaborating
12. Moving From MapPoint: Some Personal Experiences
13. Moving to MapPoint Checklist
14. Why Not Try It Out For Yourself?
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Introduction
“Businesses and individuals still using Microsoft’s MapPoint and Streets &
Trips need to start thinking about alternatives.”
- Blair Hanley Frank, Geek Wire
If you’re reading this, you may be aware that MapPoint was discontinued
at the end of 2014. The software is no longer available and there will be
no more updates. Many sales professionals have relied on MapPoint for
important data analysis, so this development has made users very
anxious.
The main problem with the discontinuation of MapPoint is the fact that
the geographic information within the MapPoint software is becoming
more and more out-of-date – the existing software will become obsolete.
Data analysis runs with MapPoint will continually decrease in reliability
and support will be discontinued.
Don't fret; it's not all bad news. There are many alternatives to MapPoint
and many of them offer even greater functionality and features. Most of
the alternative mapping solutions - such as eSpatial - let you trial their
software before you make any decision on purchase.
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Benefits of cloud-based mapping software Modern cloud-based mapping software is no longer physically confined to
specific desktops and can be accessed almost anywhere. This is a big
change that provides many benefits to sales professionals:
• Ease of Access: Maps can be accessed anywhere with an internet
connection, across multiple devices including PCs, Macs, iOS devices
and Android devices.
• Ease of Use: No installation or special plug-ins are required. All you
need is an up-to-date internet browser.
• Sharing and Collaboration: Maps can be shared and embedded
online, and collaboration features allow teams to work remotely to
produce and analyze maps together.
• Instant Updates: Online mapping software is continuously and
seamlessly updated with regular improvements and added
functionality.
• Security: Using cloud-based software means that your data and
visualizations can be saved and backed up in real-time, ensuring
peace of mind. Furthermore, advanced firewalls and protocols can
protect your data from external threats.
• Lower cost of ownership: No need for IT support, backups,
installations, patches, data transfer, etc.
• Real-time support: eSpatial assigns a Customer Success
Representative who provides customized training along with real-
time, live chat support.
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How to Transfer Your Data From MapPoint to
eSpatial
If you have been using MapPoint for a while it is likely you have a
significant amount of data. Luckily there are only three simple steps you
need to take to move your data from MapPoint to an alternative such as
eSpatial.
Step 1 – Download from MapPoint
Data can be exported for complete, individual datasets (including
territories) for the entire map; or for all data points for all datasets in a
selected area or freeform shape.
To export the data for an individual dataset or territory, select the
required dataset in the Legend and then select Export to Excel on the
Data menu.
To export the data for a selection area, first create a selection area
around the data points you wish to export. Right-click in the selection
area and select Export to Excel from the popup menu.
The resulting Excel workbook consists of a summary worksheet plus one
worksheet for each dataset. The summary worksheet lists each dataset
complete with the number of data points exported and internal
hyperlinks to the individual worksheets:
**Note: If you have manually added in pushpins that were not in the original dataset you
will need to use a Pushpin Tool to export the Geocodes
Step 2 – Ensure your data is arranged correctly
It is unlikely that this will be an issue but it is a good idea to check your
dataset is formatted correctly. There are 4 simple rules:
1. Address, City, County, State and ZIP should all be in separate
columns
2. Each column has a unique header
3. Each Column has only one type of data (e.g. Numerical, Text)
4. The file must be in a standard spreadsheet format, CSV, XLS or
XLSX format
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Step 3 – Upload your data to eSpatial
This is quite a simple process. Your data most likely falls under three
categories;
1. Spreadsheet file containing addresses
2. Spreadsheet file containing X and Y coordinates
3. Spreadsheet file containing geographic region names
Simply log in to your eSpatial account and select upload new data:
eSpatial will automatically recognize location fields but you can manually
adjust them if required
Click "Complete". Your data will be instantly viewable on the map.
If you would like to see a step by step tutorial video, simply click here.
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Mapping Your Sales Data
What You Already Do
With MapPoint you have probably mapped your regional sales data using
features like push pins, heat maps and color-coded data. This enables you
to make sense of large quantities of data and gain valuable visual insights.
It’s fair to assume that mapping your sales data has become increasingly
important to you.
What Now?
MapPoint’s data will no longer be updated. Considering maps are
dynamic, you’re going to need a mapping software solution that can keep
up with constant changes. eSpatial’s mapping software is based on
Google Maps so you can be confident your maps are always up-to-date.
You can also map your sales data in the usual way and benefit from up-to-
date census data, but with added features.
Here's How You Can Map Your Sales Data With eSpatial
• Map leads and customers to visualize and diagnose areas that are not
converting
• Produce sales figures on heat maps
• Prioritize territories based on sales performance
• Manage and realign sales territories
• Assign leads based on proximity to sales reps, using radius maps
• Optimize routing for your sales teams with up-to-date geographic
data
What’s New?
While some of these features are familiar, there are many added features
that MapPoint did not have. The ability to safely share and update
interactive maps keeps sales managers and field teams connected and
makes communication easy. You can also compare and contrast datasets
and mapping visualizations in useful new ways. MapPoint was only
available on Windows desktops and laptops. Cloud based software is
available anywhere and from multiple devices and operating systems.
Here’s what eSpatial Customers Say
“eSpatial is a game-changer in terms of helping
our sales reps visualize and target their
territories!”
-- Mark Hagen, Marketing Operations Director,
Perfection Learning.
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Assessing Regional Sales Performance
What You Already Do
Effective sales management involves regular monitoring of regional sales
performance. MapPoint provides territory and heat mapping features
that enable sales professionals to analyze regional data. The
discontinuation of MapPoint means that these functions will eventually
become obsolete.
If you previously mapped regional sales data using MapPoint, you will
have produced something like this:
This is a MapPoint map that outlines sales performance by state using
different shades of green to denote the level of sales that are being
observed in each state.
Here's How It's Done with eSpatial
Modern mapping software solutions such as eSpatial offer the same
features as MapPoint but with significant improvements. The same heat
maps developed with MapPoint, such as the one shown above, can be
built with ease:
Regional Heat Map:
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Standard Heat Map:
Check out this interactive Sales Density Heatmap that outlines sales
density across the US with green pins outlining the client, point of contact
and other relevant information. You’ll find that it's much clearer and
more comprehensive than a typical MapPoint heatmap.
Enhancing Your Sales Performance Analysis
MapPoint was helpful for sales professionals, but sophisticated mapping
software such as eSpatial has taken geographic data analysis further.
eSpatial can segment and filter data, isolate key sales areas and relate
them to other relevant data. For example, you can develop a regional
heat map outlining the sales performance by state and use a filtering tool
to isolate sales above or below certain criteria. You can then layer and
filter similar data from the previous year. This results in a visual
representation of sales performance by region over a two-year period.
Match the sales value color ranges to your existing target structure for
instant recognition of high and low performing areas. While similar maps
can be produced using MapPoint, they can be unclear and difficult to
digest:
Here’s what eSpatial Customers Say
“It’s the whole visual thing. It’s simple. It’s cost
effective… it just works! We’ve used all sorts of
products in the past from a sales standpoint, but
nothing that does it quite as visually as this.
That’s what makes the difference.”
- Graham Oliver, Managing Director, Door Entry IP
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Create And Manage Your Territories
What you already do
There are two ways you can create territories in MapPoint;
1. Manually combining geographic elements such as states, zip
codes and counties into territories.
2. Uploading a spreadsheet containing your territories for automatic
and instant creation.
Here’s how it’s done with eSpatial
eSpatial lets you create a territory map by stitching together existing
geographic boundaries or by uploading a spreadsheet of your pre-defined
territories. This means that if you want to import existing territories from
MapPoint, you simply have to export an excel file and bring it into your
new eSpatial account.
Once created, the territories can be given unique names and used as
basemaps on which you can place other market-relevant data. Results
can also be reported on at a territory level.
Overlay other data: Once a territory has been created, it can be used –
and re-used – as a canvas on which to plot other data. This can be the
starting point for an in-depth, focused and fresh market analysis.
Hierarchies of territories: eSpatial provides the capability to create
hierarchical territories whereby entire countries can be divided into
national, regional and local territories. This allows territories to be
matched to the reporting structure present in many organizations.
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Link data to territories: Territory mapping software allows you to link key
data to your territory map. For instance, it can link census information
about population density, educational levels, age, etc. When such
demographic data is used in conjunction with your own business data, it
can be a powerful motivating tool, inspiring better planning and faster
decision-making. It can also be used with your latest market, lead or sales
information to create up-to-date balanced territories.
Create balanced territories: When linked to data, territory maps can
provide an instant picture of the division of work across territories. For
example, the number/value of customers per salesperson’s territory can
be highlighted. You can even rebalance territories so that workloads are
spread in a more equitable way.
Adjust when necessary: Markets change constantly – and so do
territories. eSpatial makes editing customized territories easy by
automatically updating maps linked to new data.
Worldwide mapping: eSpatial is not limited to the U.S., therefore eSpatial
can support the expansion of your business into new territories.
Communication and information sharing: Many companies print out wall
sized maps illustrating their territories. With eSpatial this is easy to do
and you can also share live interactive versions of these maps.
Benefits of territory management
Visualizing your territory sales data is essential for effective territory
management. Mapping software enables you to manage your territories
by allowing you to:
• Create territories based on your existing customer base and target market
• Visualize the extent of your coverage and overlay data about customers, prospects, teams and other resources
• Share maps remotely to communicate effectively with your sales teams
• Quickly divide a large target area into more manageable assigned regions
• Analyze your territory performance
• Create territory hierarchy to reflect your organization’s structure
• Allocate sales teams more effectively with balanced territories and earning potential
• Improve sales team efficiency, resulting in greater profits
• Create and control your own territories without external consultants
• Improve decisions about market expansions
• Manage franchises, publish locations and illustrate availability
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Visualizing Your market Coverage and Competitor
Analysis
What you already do
Using mapping software to visualize your market coverage can help you
gain an accurate perspective by visualizing density of customers, leads
and prospects. This ultimately enables you to run a more effective sales
team.
If you have been using MapPoint to analyze your market coverage and
competitors, you have likely used the Territory Wizard to define markets
and the Data Mapping Wizard to make shaded maps or circle maps.
Here's How It's Done with eSpatial
Solutions such as eSpatial have features similar to MapPoint which allow
you to recreate your old maps, but with more advanced visualization and
analysis capabilities.
Radius Mapping
Radius maps take two sets of data and let you focus on their spatial
relationship. Your company may want to investigate issues such as:
• How many customers are within 5 miles of your business?
• Are there any significant coverage gaps in your network?
• Which areas are most lucrative for expansion?
• What significant trends or patterns can we capitalize on?
• How can I minimize transport costs?
This feature can be used to gain an accurate perspective of market
coverage by visualizing density of clients and customers. In turn, this lets
you devise a more organized sales strategy and run a more effective sales
team.
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Heat Mapping
Identify gaps in the market by using heat maps. Heat maps use color
schemes to allow you to not only identify high performing zones, but also
those lucrative untapped markets. You can upload your data and set
conditions according to a specified color scheme. This visualization allows
you to gain crucial sales insights, and provides guidance on how you can
adjust your sales approach and strategy.
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Mapping Your Customers and Prospects
What you already do
You may already use MapPoint to create radius maps. This involves
focusing on the spatial relationship between two sets of data. Although
this feature has traditionally been available on MapPoint, modern
mapping software like eSpatial makes radius mapping easier than ever.
Here's how you do it with eSpatial
Sales managers who want to keep their sales team productive can make
use of a “Within Distance Report” and radius map. This report is
composed of a dataset of prospects and of existing customers. Once
these data sets are combined, you can create a radius map where your
field sales operatives are the center point.
While MapPoint requires users to save these maps as a file in order to
share information with stakeholders, modern cloud-based mapping
software is far less restrictive. Maps can be shared through links and the
embedding feature. Field sales operatives can look at the radius map
remotely to find the nearest existing customer and pay them a courtesy
call.
Here’s what eSpatial customers say
How do you know it's right for your business?
To try out a cloud-based radius map with your customer and prospect
data, visit www.espatial.com and sign up for a free trial
“It (MapPoint) was a really great software, but
they stopped updating it. I would upload maybe
5000 points with MapPoint and it might only
plot 3500 of them. eSpatial is giving me 99%
success. That’s the No.1 reason right there. I
would say that if you’re looking for the most up-
to-date software out there – and the most up-to-
date maps…eSpatial is second to none.”
-- David Klarich, Senior Marketing Specialist at USI Building
Solutions.
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Optimized Routing for Sales Teams
What You Already Do
Although you may have produced some useful routing maps using
MapPoint, this functionality will gradually deteriorate as the geographic
data in the software becomes outdated. You may be concerned about
being able to continue generating route maps in the future. Modern
cloud based alternatives on the market will keep this data up-to-date so
that you can continue creating optimal routes for your sales team
members.
Here's How It's Done with eSpatial
Route Maps can be accessed on the road from multiple devices and can
be used as dynamic, shareable and collaborative maps. An itinerary
including turn by turn directions can also be exported and printed for
offline use.
Optimize Your Time and Stay Connected:
• When plans change en route for sales team members, they can
use this type of Route Map to find the nearest available
customer.
• Information on a Route Map can also inform field sales team of
when a client is available on a proposed day.
• Validate mileage reports from your field sales team.
• Client records and tips on reaching hard-to-find locations can be
updated by multiple users.
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What are the key advantages of route optimization with cloud-based
mapping software?
• Cloud-based mapping software route maps are regularly updated
to provide accurate up-to-date directions.
• Maps can be accessed from any device with an internet
connection (PCs, Macs, iPads, iPhones and other smartphones).
• Route optimization is built into eSpatial and works with existing
data. No additional third-party software is required to generate
routes.
• Routes can be shared by sending an email with a webpage link.
eSpatial allows private and public sharing of maps.
• Route plans can be changed or updated on the go. Maps will
update to generate alternative or new routes.
• Create routes across multiple layers of data. Upload a list of
hotels/airports/etc. to use in conjunction with your accounts
when creating routes.
• Optimized routes can be printed as hard copies or sent to mobile
devices and opened using the Google Maps app.
What eSpatial Customers Say
How do you know if this is right for your business?
1. Sign up for a free trial and try create route maps
2. Watch this video, which outlines eSpatial route optimization and its
benefits
3. Organize a product demonstration for yourself or your team by
contacting [email protected]
“Maps change…we needed something that was
always up to date. That’s what led us to eSpatial."
- - Kaitlin Lounsbury NCA.
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Combining Datasets and Visualization Methods
What You Already Do
MapPoint provided useful supplementary content such as census data
that enhanced the quality of analysis run by sales professionals.
Unfortunately, as there will be no more updates to the software, the
accompanying data will stop receiving updates. Modern cloud-based
mapping software providers like eSpatial can keep census data up-to-
date, allowing for more accurate, reliable analysis.
Here's How It's Done with eSpatial
While MapPoint allowed you to develop different visualizations using
various features, sophisticated mapping software such as eSpatial allows
you to combine data and incorporate the collective data into one
visualization. For example, eSpatial’s “Aggregate by Value” combines
data and presents it through a combination of a map, table and chart.
This enables sales managers to quickly manage large amounts of data and
easily track how sales executives, products and campaigns are performing
across regions.
With eSpatial, a sales manager can combine data on prospects, leads and
opportunities in order to develop a quick overview of their distribution
and value across regions. This can be done using Aggregate by Value:
• Pins can be color coded to identify the different types of target:
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• The value of each status is aggregated in a table and also
represented visually in the bar chart:
• Finally, all of these elements can be combined to provide a
comprehensive visual representation of a combination of customer
data.
Click here to interact with the Leads, Prospects and Opportunities map through your web browser.
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Working as a Team: Sharing and Collaborating
MapPoint is stored on your local disk, so opportunities for sharing and
collaboration are limited. This means that multiple users cannot interact
and edit maps all at once from different locations. Sales teams are not
always in the same location so it can get very tricky trying to work off
individual computers especially when the team is on the road.
Moving to a cloud based solution creates new opportunities for your
business to discover the power of collaboration and sharing. Some of the
benefits of this include:
• Sharing sensitive data securely to specific team members
• Supporting strategic decision making in important meetings
• Sharing key information quickly and professionally
• Improving performance of teams through interaction and working
towards a common goal
Collaboration Features
We all know the importance of teamwork regarding a successful sales
force. Some studies have shown that 70% of interactive data visualization
adopters improved collaboration and knowledge sharing1. Being able to
share and collaborate is a critical factor of this. There are 5 essential
mapping features for successful collaboration within your sales team:
1 This was found through research from Aberdeen Group: White, D. (2013)
Visualization. Set Your Analytics Users Free.
1. Sharing Maps Within Your Team – Easily share maps, directions,
charts, reports and tables directly to specific team members. The
maps will be viewable on multiple devices such as laptops, tablets
and smartphones. Cloud-based mapping solutions make sharing
as simple as copy and paste.
2. Multiple User Support - Team members of a nationwide sales
team can add their own data – latest sales or leads to a dataset
on a daily basis, thus creating a complete, up-to-date picture of
the whole market. This type of map is therefore a great way of
disseminating up-to-date, mission-critical information to a wide
audience.
3. Export in Multiple Formats – Sometimes you need to create a
professional, visually aided report or presentation. The ability to
export maps and charts to PDF or JPEG is essential to creating
reports that stand out.
4. Embedded Maps – These are great for telling a business story on
a webpage. Interactive maps can be added to websites, posts and
blogs which help to highlight locations to customers or show the
scope of your operation for whatever purpose.
5. Printing Maps - There are times when only printed maps will do.
You might, for example, want to print maps to include in a paper
presentation. Or you may want to print maps and post them on
your office wall to motivate a sales team. Whatever the reason, a
printed map can be a great resource. Key to this are the printing
options that are offered; the mapping solution must provide
small (A) to XL (E) printing options along with the ability to print
accompanying charts and table all in a convenient and compact
manner.
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So what are the advantages of these collaboration features?
• Cross functional departments can interact with their data. • Software privileges control what data is viewable for specific
team members. • Multiple exporting options mean that you can share precisely
what you need. • High quality print-outs of maps, tables and charts can be easily
created.
What eSpatial Customers Have Said About Sharing &
Collaboration
Why not try out a cloud based mapping software that offers all of these
benefits and collaboration features? Start your free trial with eSpatial
today.
“With the click of a button I can see information
related to any location, at any time. More than 50
of our top leaders now use eSpatial maps for
instant analysis of their territories”
- Mike Stengel, VP, PSAV Presentation Services
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Moving From MapPoint: Some Personal
Experiences Since Microsoft announced its plans to discontinue MapPoint last
summer, many users have been switching their mapping software to
eSpatial. We spoke to two users about why they switched to eSpatial’s
cloud-based solution.
David Klarich, Senior Marketing Specialist at USI building
solutions
David uses mapping software to prospect for new business. His company
needs to know the location of the next upcoming building project.
“We’re in the new construction industry,” explains David, “We track
permits to see where a lot of the work is going. We use mapping software
when our leadership team is looking for ways to jump start sales….Where
do you want to focus on this month. Let’s really try and hit this area.”
So why stop using MapPoint?
“It was a really great software, but they stopped updating it. I would
upload maybe 5000 points with MapPoint and it might only plot 3500 of
them. eSpatial is giving me 99% success. That’s the No.1 reason right
there. I would say that if you’re looking for the most up-to-date software
out there – and the most up-to-date maps…eSpatial is second to none.”
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Jill Rodriguez, Executive Vice
President at RMG
Former MapPoint user Jill Rodriguez delivers innovative advertising and
loyalty solutions to the Canadian retail sector. She combines mapping and
census software to create heat maps of demographic data with store
locations layered over top. She recalls her experience with MapPoint, and
explains why she switched to eSpatial.
“MapPoint was anything but user-friendly” says Jill. “It was the least
intuitive program I had ever used. Every time we used a map, we had to
call up and get help. “
Looking to replace MapPoint, Jill spent 2 days testing mapping programs.
“All the free ones won’t pull in FSAs. All the high end ones are
literally…we’re talking $15-20K, since for them you also need to use lats
and longs [Latitude and Longitude positions], which means you then have
to buy another piece of software, in order to convert all your addresses.”
Finally, Jill came upon eSpatial.
“eSpatial is the only multi-layer mapping program I found that would
accept my store addresses, instead of Lats and Longs, I am able to
continue to utilize my census software to pull the necessary FSAs and
upload them onto eSpatial. By combining both data sets I can create our
base maps. And then eSpatial allows me to take it one step further by
allowing dynamic overlaying of customer stores and the ability to pull
combined store lists right from the map.”
Jill is now using less software to get the same results that she got when
using MapPoint. This has also brought more flexibility, in terms of styling
maps and distributing them. She even describes the response from one of
her colleagues as having gone “map-happy” since RMG implemented
eSpatial.
Jill has also seen the advantages of switching from desktop-based
mapping software to online mapping software.
“With desktop based software, you have to print out a piece of paper and
take it with you…You can take an eSpatial map, put it on an iPad. You can
fix it, you can lock it and you can send it to your reps. The reps go in the
field with their iPads and they just punch in the addresses of the people
they want “
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Moving to MapPoint Checklist Feature MapPoint eSpatial
General
Web based software
Search addresses and geocode
Route mapping, territory mapping and management, radius mapping, heat mapping, pushpin/address/post code mapping
Easy, secure saving or sharing of maps online
GIS-related features and flexibility used to define and present data and map layers
Operates across multiple platforms – Mac, PC, iPad, iPhone, etc
Geographic Data
Up-to-date Census Tract boundaries, ZCTA (ZIP Code Tabulation Areas) Codes, Census data and demographics
Street data that includes Guam and other U.S. territories
Worldwide data support
Create & Optimize Routes
Print Routes
Forward route maps to drivers’ smart phones or tablets with notes on jobs & turn-by-turn audio directions
Worldwide routing support
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Feature MapPoint eSpatial
Territory maps
Redraw territories while aggregating the value of opportunities within each territory
Use drawing tool to customize areas to export data for regions or territories
Create custom territory boundary layers
Additional Map Analysis tools
Bubble Maps
Aggregate by value
Filters
Map/database filtering
Control visibility of map/layer filters
Maps & Styles
Ability to turn map layers on and off
Ability to customize any aspect of the map and map styles
Support
Ongoing support for the mapping product and for customer questions
Named Customer Success Rep assigned to each paid account
Live Chat Support
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Why Not Try It Out For Yourself?
MapPoint has now been discontinued and will no longer be receiving
support or updates from Microsoft. Thankfully, powerful cloud-based
mapping solutions like eSpatial can meet all your mapping needs.
Switching from MapPoint is easy – you can even experience eSpatial for
yourself with our free trial.
Start your free trial today at www.espatial.com