Enterprise Class Solution EvaluationHow to Conduct a Successful GPS & Telematics Solution Evaluation Process (SEP)
Fleetistics deploys fleet tracking and management solutions across many industries. We have been implementing fleet solutions for over 16 years. In our industry the terms “pilot” or “trial” are thrown in as part the sales process and represent a general feature review of a GPS tracker. While Fleetistics feels that it is important to experience a real world test in your environment, it is more important to be armed with the tools and the expertise to understand the data and how it can be used to change a customers processes to drive ROI. The goal is to significantly increase the probability of success of the GPS and telematics program long-term and reduce the risk associated with understanding what the data offers.
Solution Evaluation Process (SEP)
To accomplish this thorough evaluation process, Fleetistics developed the SEP. During a SEP we consult with customers in order to thoroughly understand defined issues and identify ROI opportunities. Fleetistics considers a wide variety of technology, including 3rd party partners, to deploy a variety of technologies and services to solve customer issues. This process require interaction and commitment above that required for a simple pilot.
During this SEP our prospects are assigned a business analyst to guide and lead the process, work with the customer at all levels and train parties. We define specific goals needed to achieve the customers definition of success which are unique to each prospect. We start by understanding challenges, processes, measure fleet performance to create baseline data and lead change management. With good data management we can implement change and process improvements.
By working as a team (management, employees and Fleetistics) we will achieve success. By the end of the SEP process Fleetistics will provide solutions to the outlined goals, train personnel in the process and set our prospect up for a successful implementation. Once this implementation is complete we continue to work with our clients to provide support for the existing goals as well as introduce new ways of achieving ROI year after year…essentially making our solutions FUTURE PROOF.
Measure. Lead. Succeed.
Who is suited for a SEP?
SEPs are designed and available to enterprise class fleets ranging from 100 to 10,000+ vehicles, This process is the most thorough and complete evaluation process in the industry. It is intended to provide full disclosure as to the value of the data, value added services such as training, customization of the system and the opportunity for integration. The process involves a significant amount of consulting, knowledge transfer and training and is as significant of an investment for Fleetistics as the customer.
Customers that complete the SEP process are about 80% trained and have the knowledge to change their organization in significant ways using the fleet management data. Because of the commitment by both parties, an NDA and special agreement is required and an investment will be made at the end of the process should the solution meet the customers needs. The investment, deliverables and other factors are negotiated prior to the SEP so the natural conclusion to the SEP becomes deployment if the goals are met.
Generally, enterprise class fleets preparing to make a major investment appreciate the SEP process and are willing to commit the time and resources needed.
The SEP takes about 75 days from installation to final evaluation and requires, in some cases a limited financial investment; all require time and man-hours. A timeline is outlined prior to starting by the business analyst and agreed to by the customer. Regular meetings are required to review the project progress and access to vehicles and field personnel is required to study operations, processes and implement change after the 30 day mark. Customers must be willing to commit the time and upper management must be informed of progress on an ongoing basis.
As a result of this redeployment and the savings associated with not having to add new staff in the over utilized work group we are able to claim a six month payback on our Phase 1 investment even before we made the investment!Anonymous