Engineering Team
Name of Dylan's employer before joining Woolpert
Year was Woolpert Founded
1911
2021 Team Sales Goal
$29.5M
# of customers for GMP, GCP, Workspace total (+-10)
475
The more clearly you are communicating, the _________
Communicating
The first engineer at Woolpert (Google related)
Chris Morabito
Name the CEO, COO, CFO, and CTO
Scott Cattran, Kirk McClurkin, Josh Heid, Keith Z.
Next position of hire for sales
Business Development Rep
What year did we become a Google partner?
**Bonus: What year did we become a Premier Partner?
2014, 2016
3-word term used for how you should open every call
Legitimate Purpose Statement
The name of the client for our largest Professional Services Deal
Name of the new HR policy around workplace location and vacation
Freedom to Work
Name the market and Sector we reside in internally
Geospatial - SBDS
Name of our very first maps customer
JDA (BCBS?)
3 word term for what your objectives of the call should be
Specific, Appropriate, Measurable
Name the 5 states that our CE's span
OH, CA, WA, CO, NH
Name of PE firm are we working with as seen in the quarterly update
MSD Capital
Professional Services Team Goal
**bonus: # of services deals closed last year
$1,000,000
2
Name the credentials we currently have (Industry Expertise, Product Expertise, Solution/Workload, Specialization)
Industry - Automotive, Retail
Product - GMP
Solution - Cloud Native Application Development
Specialization - LBS
These questions are a good way to promote dialogue, build rapport, and uncover interests in the discovery phase
Open-ended
# of engineers do we have on Dylan's team
11
Woolpert's 4 Core Values
Progressive, Supportive, Balanced, Focused
Name our biggest maps customer, cloud customer, and Workspace Customer based on 2021 ECV
Walgreens, McD's, IndigoAg
# of customers today spending $0 in Google services (last 6 months of 2020) (+-10)
**bonus - # of customers on support fees
125
Bonus: 11
___ are factual statements about the characteristics of a product
___ are valute statements of what the customer receives (what's in it for me?)
Features
Benefits