PlanGrid Demo
1st Demo Screenshot
Item: Sheet Grid Overview
Value: Helps quickly and easily navigate the app and sheets. Sheet numbers and descriptions are automatically uploaded. Search and filter by specific trade or sheet number. Utilize tags and favorited sheets.
What area of software does PlanGrid fit?
What is Construction Productivity Software
PlanGrid is in the __________ pillar of construction software.
BIM
Project Management
Turnover
Collaboration & Productivity
As-built & BIM readiness
None of the above
What is Collaboration & Productivity
Who was the initial POC in the deal?
Who is the CFO
General Contractor - No Need
We've tried to use software in the past and failed. The field won't embrace it.
Statement: A few of my most recent customers felt the same way before their exposure to PlanGrid and it's easy-to-use, field-ready capabilities. We focus on improving efficiency specifically in the field; increasing the speed of revisions, enriching the depth of your data and even cutting into the the average amount of project budget you spend on rework!
Question: How might it impact your projects and ROI if everybody could access the latest information in real time?
2nd Demo Screenshot
Item: Tasks
Value: Completely customizable. Create and publish tasks so the entire team or specific professionals can refer.
Which of the following are reasons for poor productivity?
Difficulties distributing plans
Lack of accountability
Slow communication
All of the above
None of the above
What is All of the Above
Explanation: There are too many inefficiencies on the jobsite: difficulties distributing plans and information, lack of accountability and buy-in from the right people, and slow communication and decision making.
Which of the following is NOT a tactical differentiator for Plangrid?
Ease of use
All-in-one offering
Unlimited projects
Local presence
Offline Support
What is All-in-one offering
What was the construction team initially interested in?
What is Bid Management
Subcontractor - No Need
We have something internally that works.
Statement: We've had a few customers in your situation that have adopted PlanGrid despite having internal systems.
Question: What exactly are you using internally? Does it address those specific needs you may come across in the field on a daily basis?
3rd Demo Screenshot
Item: Calibration Tool
Value: Show raw estimates for specific amounts of material needed. Utilize sheet tags for richer data.
___________ software hasn't done enough to address the issues in the _________
Project Management, office
Mobile, office
Project Management, corporate level
RFI, office
Project Management, field
What is Project Management, field
Explanation: Project Management software, for example, has been around forever but hasn’t done anything to increase coordination and productivity in the field.
When competing against Procore, what are some of the risks?
All-in-one offering
Slow file sharing
PM software
PlanGrid copying
Massive discounting
What is All-in-one software
What is PM software
What is Massive Discounting
What (2) additional needs from the prospect led the BC rep to think about co-selling with the PG team?
What are RFIs
What are Change Orders
Subcontractor - Cost
The GC won't pay for this so why should we?
Statement: PlanGrid often pays for itself in labor savings and avoided rework alone! In my experience, I've worked with GCs that, prior to exploring PlanGrid, have had rework negatively impact their budget and schedule. My goal is to help you put something in place up during the precon phase to avoid these issues.
Question: Have you ever had rework that impacted your budget and schedule? How often version control issues the cause of this?
4th Demo Screenshot
Item: Sheet Compare
Value: Allows you to use an overlay, placing an older version on top of a newer version. Great for architects and clash detection.
PlanGrid sells project by project, even though our main goal is ___________.
Standardization
We want to standardize existing customers by expanding software deployment into their organization. This means increasing license and user count, becoming the end solution for all of their construction management needs.
When competing against Bluebeam, it's best to start the conversation with a _______ mindset.
Defeatist
Coexist
Fixed
Growth
What is Co-exist
Which (3) of the following was important when co-selling this deal to help drive urgency?
- RFI Functionality
- Purchasing only needed features
- Change management
- Working as-builts
- Pricing
- Discount to bundle PG & BC
What is Purchasing only needed features
What is Pricing
What is Discount to bundle PG & BC
General Contractor - Cost
There are cheaper alternatives. Why should we pay more for PlanGrid?
Statement: I completely understand! Typically my customers are focused on controlling costs, but also looking for a solution that can meet their project needs and perhaps even save them time and money in the process. Our users report saving at least 7 hours per week each!
Question: How might saving time, in this manner, affect your overall projects?
5th Demo Screenshot
Item: Markups/Annotations
Value: Create notes and drop icons wherever you need on the drawing. Publish markups to the project and give permissions to needed professionals.
PlanGrid can:
Prevent rework
Save time
Eliminate paper
Track subcontractor behavior
A/B test your field-team's productivity
What is Save Time
What is Eliminate paper
Procore charges a % base on the _______ price.
Procore sells primarily to GCs and offers unlimited licenses to attract subcontractors. T or F
Subcontractors using Procore from a GC can take their data with them. T or F
What is Revenue
What is True
What is False
According to Julian and Justin, what was the most crucial aspect of co-selling this deal?
What is Communication and game planning before meetings
Competitor - Procore
Procore offers me everything you just mentioned.
Statement: While certainly impressive, Procore's all-in-one software and unlimited user capability also limits the number of projects you can work on. As you win more work, Procore forces you to get more licenses. With PlanGrid, you only purchase what you need for the people of your company. We would never charge you for growing or punish you for winning more work.
Question: If I could improve on some of those aspects, would it be worth 20 minutes of your time?