I recently ended my tenure at a small GPS Fleet Management & Tracking Technology company and accepted an exciting opportunity to become VP of Sales at another one. The industry is populated with a lot of very small players, few with much market share or name recognition. At the same time, the concept of "GPS tracking" is becoming mainstream in all walks of life -- vehicles and other assets, loved ones, employees, pets, to name a few. However, the space I have been focused on has primarily involved vehicle fleets.
In m first month with my new organization, Orion Security LSP, I have learned a great deal about the obstacles I faced in the industry prior to being here. Many potential customers said to me that they had a hard time seeing the return on investment concept. The reason is, most providers have some sort of web-based user interface (some good, some not so good) where the customer can log on and see their vehicles and some basic associated location information. They can also obtain a variety of canned reports that they must "pull" from the available data. What often results is a busy manager becoming overwhelmed with piles of data that don't mean that much to him or her and an overwhelming feeling that obtaining it and trying to understand it can become another full time job. They therefore tend to shy away from the project and the technology becomes nothing more than an occasional "we can see where our vehicles are". It is no wonder that in those cases the business owner/manager looks at the hardware and monthly service costs and questions the value proposition.
The reason I came to Orion is because they take a completely different approach. They spend a lot of time up front gathering information from the client -- what are their issues/problems that they hope to solve?, what do they expect the information to provide to them?, what is the most efficient way to deliver useable information to the appropriate people?, etc. Orion then goes to work developing custom tailored reporting solutions that are prepared FOR the client that are "pushed" across to them in a seamless manner so they can operationalize them into the running of their daily business. This drives maximum ROI in terms of cost savings, incremental revenue from increase productivity, and reduced risk from driver compliance programs. It is not unusual to see $200-$300 in cost reduction per vehicle per month and dramatic increases in revenue per vehicle per month from the routing optimization efforts.
The bottom line is that clients already have their plates full in this economy just running their own businesses -- they don't need another job running their GPS technology systems. Orion solves that issue every time.
In m first month with my new organization, Orion Security LSP, I have learned a great deal about the obstacles I faced in the industry prior to being here. Many potential customers said to me that they had a hard time seeing the return on investment concept. The reason is, most providers have some sort of web-based user interface (some good, some not so good) where the customer can log on and see their vehicles and some basic associated location information. They can also obtain a variety of canned reports that they must "pull" from the available data. What often results is a busy manager becoming overwhelmed with piles of data that don't mean that much to him or her and an overwhelming feeling that obtaining it and trying to understand it can become another full time job. They therefore tend to shy away from the project and the technology becomes nothing more than an occasional "we can see where our vehicles are". It is no wonder that in those cases the business owner/manager looks at the hardware and monthly service costs and questions the value proposition.
The reason I came to Orion is because they take a completely different approach. They spend a lot of time up front gathering information from the client -- what are their issues/problems that they hope to solve?, what do they expect the information to provide to them?, what is the most efficient way to deliver useable information to the appropriate people?, etc. Orion then goes to work developing custom tailored reporting solutions that are prepared FOR the client that are "pushed" across to them in a seamless manner so they can operationalize them into the running of their daily business. This drives maximum ROI in terms of cost savings, incremental revenue from increase productivity, and reduced risk from driver compliance programs. It is not unusual to see $200-$300 in cost reduction per vehicle per month and dramatic increases in revenue per vehicle per month from the routing optimization efforts.
The bottom line is that clients already have their plates full in this economy just running their own businesses -- they don't need another job running their GPS technology systems. Orion solves that issue every time.
