Command of the Message
What are our 3 value drivers?
Reduce risk, increase efficiency, & digitally transform the business.
What is a capability of the VG?
Real-time GPS,Routing/Dispatch, Maintenance Schedule/Alerts, Fuel/Idling Reports,Tachograph remote downloads, Driver Vehicle Walkarounds
Digital Documents, Free Wifi Hotspot, Compatible with any iOS/Android device
Dash cams help improve what major area of a fleet's operation?
Safety.
What is an example of an asset a customer might want to track aside from vehicles?
Trailer, generator, container, equipment, dumpster, etc.
What is one of our main competitors?
Geotab, Verizon, Motive, Omnitracs/Smart Drive, Lytx, Tenna, or Netradyne
What is the last piece of the mantra?
Proof points.
What does ELD stand for?
Electronic Logging Device
What types of cameras does Samsara offer?
Forward facing, dual facing, and multicam.
How long is the battery life of an AT11?
4 years (AT12/13 is 6 years)
When do we compete against Verizon & Motive?
Telematics, asset tracking, and dash cameras.
A prospect says, "We're spending too much time on manual processes." Which value driver is this most likely tied to?
Increase efficiency
A prospect says, "We waste time calling drivers to find out where they are." What Vehicle Gateway benefit would you discuss?
Real-time GPS visibility.
A prospect says, "Our drivers get blamed for accidents that aren't their fault." Which dash cam benefit should you discuss?
Exoneration.
A prospect says, "We have a lot of generators that get lost or stolen on sites." What product would best fit?
Asset Tag (AT11/12/13)
What is a weakness of Motive?
Tiered pricing for additional features
Released camera and asset tracking a year ago
Breadcrumb GPS tracking
Product and app malfunctions
Uses Bluetooth for ELD
Multi-year contacts with a default 30-day auto renewal clause
No site visibility solution
Off-shore customer support
What should you do after a prospect mentions a challenge?
Ask follow-up questions to understand the impact.
How does the VG connect to a vehicle?
OBD-II
How many camera feeds can a customer connect?
6 total (2 dual facing & 4 auxillary)
What is one value piece of the powered asset gateway (AG53)?
Boost utilization, increase uptime, compliance, prevent cargo spoilage/theft.
What should you do if a prospect mentions a competitor?
Ask discovery questions
What should you avoid doing too early in a conversation?
Jumping straight into product features.
What is one of our key differentiators for VGs?
Reliable, easy to use, constantly innovating, no expensive proprietary tablets required + no hardware cost
What is one of our key differentiators for cameras?
The most intelligent AI (10 trillion data points per year), driver centric, or ease of use.
What is one of our differentiators for asset tracking?
Many options depending on your needs, multiple capabilities, battery life longer than competitors, durability/resilience
What is a contract related pain many Verizon customers face?
Net new contract for each additional purchase and has a default 60-day auto renewal clause, which is designed to deter cancellation