FORTUNE INSTITUTE OF INTERNATIONAL

BUSINESS
SESSION (2018-20)

Assessment 1
Individual Project on GIS (Geographic Information System)

Submitted To: - Submitted By: -

Peeyush Mittal Vikram Rathore 178
ABOUT
A geographical information system (GIS) is a computer system to capture, store, verify, and
visualize data related to positions on the earth's surface. By relating seemingly unrelated
data, GIS can help people and organizations better understand spatial patterns and
relationships.

GIS technology is a crucial part of the spatial data infrastructure, which the white house
defines as "the technology, policies, standards, human resources and related activities
necessary to acquire, process, distribute, use, maintain and preserve spatial data."

Products of GIS
 Core Products. ArcGIS Apps. ArcGIS Desktop.
 Apps. APP BUILDERS.
 Content. Data and Location Services.
 Developer Tools. ArcGIS API for JavaScript.
 ArcGIS Pro Extensions. ArcGIS 3D Analyst.
 ArcMap Extensions. ArcGIS 3D Analyst.
 ArcGIS Enterprise Servers and Extensions. ArcGIS 3D Analyst.
 Solutions. ArcGIS for AutoCAD.

Territory Management & Optimization

The tools available for territory management and optimization include

 TERRALIGN
 REGIOGRAPH
 ALIGNSTAR
 PROALIGN

1. TERRALIGN - TERRALIGN E-MAP is a web-based tool that allows users to

manually move geography and / or accounts through a map interface and see the
possible impact of new alignments. With the ability to analyze territories by
expanding and moving maps, adding roads, boundaries or other reference layers and
accessing customer data, sales managers can reallocate accounts and / or geography
between territories and print maps and reports, all from a browser and eliminates the
hassles of assigning all postal codes and accounts by hand.
TERRALIGN e-map seems to be aimed directly at companies with many feet on the
street. TERRALIGN does not disclose its prices publicly.

2. REGIOGRAPH - Geomarketing, manufacturer of RegioGraph, provides integrated

solutions that include software, digital maps, market data and consulting services.
 With RegioGraph, we can do customer and market analysis and optimize sales
territory and sales force.

We can import our own customer and prospect data into this system and give we a
visual map of our location pins and other data points we have provided, such as
billing. RegioGraph plans, optimizes, divides, expands and automatically evaluates
its external sales force structure based on the criteria we specify, for example,
turnover and accessibility in driving time.

It seems like a complicated program, but they say it is designed to be easily used by
businesspeople with no experience in geo marketing.

3. ALIGNSTAR - AlignStar is a software tool designed for companies that need to

manage, optimize, analyze, align or realign territories. It combines features used in
the design of territories together with a database, mapping technology (GIS), reports,
thematic analysis, driving time information, territory diagnosis, analysis and cutting-
edge optimization algorithms.

AlignStar is designed for sales managers with a direct sales force, distributors and /
or resellers. Therefore, it can be used to optimize multiple sales forces or distribution
channels. It can also accommodate regions of fixed sales, protected areas and
exceptions to individual accounts such as national accounts, house accounts or field
specialists.

In addition, the company now offers AlignStar Online. However, it does not appear
to be a true web-based application. Instead, it facilitates the possibility for remote
users to review the "headquarters" data that are found (and require the purchase) of
one of the AlignStar editions.
The price of AlignStar starts at $ 2,295.

4. PROALIGN - ProAlign software combines databases, maps, reports and graphs, as

well as optimization algorithms to help we make territorial decisions that will
improve sales productivity. ProAlign Web provides secure access to authorized sales
management to create, view and propose online changes to territory alignments
through a web browser. Its remote access facilitates collaboration, which in turn can
reduce weeks of the development process of complex sales territories.

ProAlign comes with a complete set of data that we need for the balance of sales
territory, including limits for states, counties, zip codes, MSA, as well as roads,
highways and city streets. There are custom data sets available. With ProAlign we
can start by analyzing our existing data, which may include the hierarchy of our
current sales organization, our sales representatives, customers, potential customers
and existing territories. Then, a geocoding process verifies address errors and
corrects and updates the database.
Then, the data is superimposed on a map and aggregated in graphs and tables to
facilitate analysis. Then it is time to add additional data points, such as current
 revenue, expected revenue and potential customer numbers. The result is a series of
maps, graphs and reports that provide a "land layout." This first step is invaluable,
unfair or illogical territories emerge and supersaturated or neglected areas.

GIS for Managing & Design Sales Territories for Hindustan

Unilever
1. Analyze sales performance by district / region / territory –
 Use charts, graphs, or bullets to analyze sales performance.
 Analyze sales at the level that makes sense to the Sales Manager.
 Use examples from the Toolbox or create your own graphics.
 Analyze sales performance vs. business plan.
 Analyze sales performance against the competition.

2. Identify the territories of "opportunity" (high potential / low yield) and develop
improvement plans –
Identify those territories that have a low yield and have great potential to increase
market share and sales. Identify intermediate artists (Grow the Business) and high-
performance territories (customer retention). In here the company Hindustan
Unilever can implement GIS for capturing, storing, manipulating, analyzing,
managing and presenting spatial or geographical data.

3. Set quarterly objectives of the business plan -

For each product promoted, select 1-2 Key Performance Indicators to measure
quarterly. Examples: sales dollars, sales volume, change of market share, or capture
of new customers.

4. Set monthly and / or quarterly district / regional / territorial sales goals –

After implementing GIS for getting the territories and regional data for improvement
plan, the next objective should be to set target goals accordingly to the area through
the insights received from GIS software and further work on it.

5. Develop sales strategies and tactics for each customer segment –

Customers depend upon area wise also, therefore sales strategies should further be
improved or developed for different customer segment varying on the area and
region and through the insights and statistics from GIS applications and software.

6. Develop a quarterly territorial action plan –

Steps should include in developing –
 Defining the problem.
  Collect and analyze data through GIS.
 Clarify the problem by prioritizing it.
 Implement the solution.
 Monitor and evaluate.

7. Identify national key accounts and develop key account plans –

Key Account defines the complete relationship between business and the customers
to whom it is selling. Describe the individual approach of sellers to their customers
to create a lasting business relationship.

In the case of B2B sales, we are dealing with multiple people, it is good to record the
relevant facts about decision makers within the account with which we are dealing.
We must have access to all this account information to interact with our customers
effectively and systematically and grow the key accounts in long-term profitable
relationships.

Finally, after this process is completed, develop top 2 key accounts and defining
them to maintain complete relationship between business and customers.

GIS with Other related software available in the Market

The top 10 competitors in ESRI'S(GIS) competitive set are

 Intergraph, with $600M revenue

 Autodesk, with $2.7B revenue
 Onshape, with $10M revenue
 PTC, with $1.8B revenue
 Siemens, with $103.5B revenue
 Dassault Systems, with $4.1B revenue
 SolidWorks, with $636M revenue
 ANSYS, with $1.3B revenue
 Bentley and Bentley Systems, with $700M revenue.
 Graphisoft, with $35M revenue.
Together they have raised more than 348.6 million among their estimated 423.2K
employees.