OnBase & Esri - Sales Opportunity Checklist
Typical Steps in a Successful Sales Cycle
• Review organization websites to see if there is any usage of GIS on public-facing websites and for which solutions (example: find land parcels and related data)
• Determine possible procurement process/vehicle (RFP process? GSA? State contract?)
• Identify GIS Office or Coordinator
• Determine what type of GIS platform they are using (example: Esri, Open source, etc.)
• Determine which departments are using GIS applications
• Determine whether they have document management connected to their GIS solutions
• If they do, how are they connecting documents to GIS data (example: static link, URL)?
• If Esri, determine version they are using
• If Esri, determine if they are using Server or Desktop, or both
• Determine if they are using CAD, asset management, permitting, licensing, or facilities management solutions
• If OnBase user, determine what version of OnBase they are using
• If OnBase user, determine which departments are using OnBase
• Sales qualify lead – budget, if purchase within 12 months, then:
- Review IT, GIS and Agency strategic plans to determine planned projects, outcomes and measures for GIS, OnBase and technology projects to align sales effort with their plans and needs
- Meet with representatives of departments – GIS, IT, OnBase Admin (if applicable) to discuss challenges and business needs and how OnBase can help (this is not a software demonstration generally), leave behind case studies and collateral
- Plan and custom Software Demonstration as applicable, with some sample documents
- If RFP, provide RFP template questions
• Sales qualify lead – budget, if purchase more than 12 months away, then:
- Provide names and contacts to Vertical Marketing Manager for nurture and to add to webinar invitations
- Use marketing collateral to keep in touch
- Determine timeline and planning cycles to influence sale
