Customer Cognition
Who is our biggest paying customer?
AMTRAK
What is CIP? (choose the correct 2 options)
A. Capital Improvement Projects
B. Capital Improvement Program
C. Capital Improvement Portfolio
D. Capital Improvement Plan
B & D: Capital Improvement Program/Plan
What do we mean when we say we are a SaaS company?
100% Cloud – Software delivered as a service through the cloud
What is the difference between TAM, SAM & SOM?
TAM or Total Available Market is the total market demand for a product or service.
SAM or Serviceable Available Market is the segment of the TAM targeted by your products and services which is within your geographical reach.
SOM or Serviceable Obtainable Market is the portion of SAM that you can capture
What is the difference between vertical construction & horizontal construction?
Discuss
How many state DOTs are there in the US, and how many are currently our clients?
50 State DOTs in the US
10 are our clients
What is the difference between Capital Programs and Capital Projects? Do we delve more in the Capital Program or Capital Project space?
A program is a collection of projects. We are in the Capital Program space!
In which niche does Aurigo’s Masterworks fall under?
A. Construction tech software
B. Capital owner software
Discuss Aurigo's plans in entering new markets and in which niche do GCs fall under.
Capital owner software
We are planning to enter the GC market which comes under Construction tech software.
What is Aurigo's Masterworks?
Suite of products from Aurigo that help public agencies manage their Capital programs right from the stage Plan, Build, to Operate and Monitor.
What is the difference between an Architect and Engineer?
Architects when we deal with vertical construction
Engineers when we deal with horizontal construction
Name all the DOTs who are currently Aurigo's customers.
1) Nevada Department of Transportation
2) Delaware Department of Transportation (DelDOT)
3) Iowa Department of Transportation
4) Massachusetts Department of Transportation (MDOT)
5) Utah Department of Transportation (UDOT)
6) Montana Department of Transportation
7) Wisconsin Department of Transportation
8) North Dakota Department of Transportation
9) Hawaii Department of Transportation
10) Ministry of Transportation, Ontario
What part of the construction life cycle do we cater to?
Planning
Design
Bidding
Construction
What is the difference between Aurigo Masterworks and Essentials?
Essentials is for Local government agencies spending under $100 million in annual infrastructure.
While Masterworks is for larger public agencies with much larger annual spendings and CIP
You are buying groceries online. Match Pain Relievers, Gain Creators and Products & Services of the below with respect to their value proposition components.
What is a "closeout" in construction?
Closeout marks the conclusion of the construction process, ensuring that all project requirements have been met. This phase involves final inspections, completion of remaining punch list items, securing warranties and necessary documentation, and finalizing payments to contractors and subcontractors
As a member of our marketing team, what are 5 ways you can understand our existing customers better?
1) Go through case studies
2) Watch customer story training on Mindtickle
3) Check for customer accounts on Salesforce
4) Read customer newsletters
5) Follow our Linkedin social posts and watch out for updates on our customers
What part of the construction lifecycle do we NOT help with?
Discuss!
At Aurigo, which framework do we use to map customer needs and talk about our products, explaining how we meet those needs?
Jobs-to-be-Done
What is our TAM at Aurigo?
TAM is Total Addressable Market.
1000+ public and private owners across the U.S. and Canada spend between $100 million and $5 billion annually on capital projects. We assume they will spend 1% of their CIP spend on capital planning, right of way, and PMIS software
What is Value Engineering?
Valuation engineering involves using substitute materials and methods that are less expensive while preserving the functionality and purpose of the project
What are the type of prospects/customers do we sell to? (Sub-industries)
DOTs
Cities & Counties
Public works
Waterworks
Rail & Transit
Ports & Harbor
Just as we look at Annual CIP for our capital planning product, what do we look at first when selling our Right of Way product to a public agency in the US?
Number of parcel acquisitions
Who is Aurigo’s new Essentials product built for? (Get your messaging right!)
Local and regional government agencies
CIPs of Essentials & Masterworks?
Essentials: Less than $100M in annual infrastructure
Masterworks: $100M - $5 B in annual infrastructure
What is Aurigo's Annual Recovering Revenue (ARR) as of 2024 and how much are we planning to achieve by 2028?
We are currently at the $45M - $50M ARR mark.
The goal is to reach $90M ARR by 2028!