Gurtam Operator

1. Company
Foundation
First
customers
● 50 units
● 3 regular clients
● Tracking
● Sales: 1
● Support: 1
● Accounting: 1
● Installations: 1
What we have1
O C T O B E R
2009 What we did
● Wialon B3 0909 Release
● 1С setup
● Business-processes:
not yet set
● Teltonika hardware has
been test-operated.
2
Results
● First trial customers
● First switches from competitive systems
● New solutions missing
3

2. Active growth
phase
J A N U A R Y
2010
● 200 units
● 8 regular clients
● Sales: 1 + 1
● Implementation: 1
● Support: 1
● Accounting: 1
● Installations: 1
● Procurement:1
What we have1
● Tracking
● CAN for trucks
● Power supply protection
● Insufficient funds/understaffing

3. What we did
● Wialon report system
improvements
● Sell-off time
● Corporate wiki-docs also
describing functions of the
departments
● Google documents and
tables are used as worktools
● Installers accomplished
training courses on FLS and
flowmeters installations
● Start of cooperation with
Technoton
2
Active growth
phase
Results
● Profound growth of the client
community
● Intensive company growth
● First international freight carriers as
customers
3
● Growth takes longer than expected
● Tried to implement FLS sensors (trial)
2010
J A N U A R Y

4. Market crisis
F E B R U A R Y
2011
● 400 units
● 30 regular clients
● Sales: 2
● Support: 1
● Accounting: 1
● Installations: 2
● Procurement: 1
● Legal adviser: 1
What we have1
● Tracking
● CAN for trucks
● Power supply protection
● Currency deficit

5. What we did
● Wialon new server
architecture was
implemented.
● Getting ready for SDK as the
next important step.
● Customer retention and cost
minimization.
● Ruptela hardware has been
test-operated.
● Focused on high-quality
performance of hardrware
2 Results
● Survived on the market
● Managed to secure customers
● Several employees left
● Emphasis on stable an;d high-
quality work of hardware (battery
protection, remote configuration)
3
2011
Market crisis
F E B R U A R Y

6. ● 17-30 euro
● Ruptela, CAP, BTS
● How to use FMS 2.0 in
CAN
● SMS chat with a driver
● Roaming update
● High-quality reverse geocoding
● Data integration with ERP
Environment1
● 1000 units
● 104 regular clients
● 9 employees*
● Tracking
● CAN for trucks
● Power supply protection
● Temperature sensors
● Low-performing installations
department
● Non-competitive services
What we have2
J A N U A R Y
2012
Shift
in strategy
reorganizaton
Sales:2
Installations: 1
Support: 1
Technical & Development: 2
Accounting: 1
Procurement/Warehousing: 1
Legal adviser: 1*

7. What we did
● Improved cartography.
● Regular business meetings
● Potential customers
● Personal tracking project
implementation
● Integration with ERP systems and
SDK-based web-applications
● CRM utilization
● Accounting system hardware and
SIM cards
● The first car
● BCE hardware
● EMT telecommunications
3 Results
● Fast reaction to mounting and
installations
● High-quality diagnostics
● More frequent updates for customers
(EMT)
● More data from CAN + new hardware
manufacturer (BCE)
● Efficient address point data
● New customer-oriented principles
● New proactive and robust team
● First dealers
● SDK-based solutions
● Order on the asset-level
● Guidelines on work-management
processes between installers and
support specialists
● VIP-clien lost
● Engagement in individual developments
4
Shift in
strategy,
reorganizaton
2012
J A N U A R Y

8. ● 10-15 euro
● Ruptela, CAP, Beltranssat
(BTS)
● CAN for cars
● Driver cards reading
● Remove tacho-files
downloading
● Wialon routing based on
AETR
Environment1
● 1750 units
● 120 regular clients
● 11 employees*
● Highly competitive offer for
international transportations & ERP
integration services
● Lack of effective web-site
What we have2
F E B R U A R Y
2013
Active growth
& development
phase I
Sales Dept.: 2
Installations: 1
Support: 2
Technical & Development: 2
Developers: 1
Accounting: 2
Procurement/Warehousing: 1*

9. What we did
● SDK module was modified
● GPS Tag was released
● Wialon Chat, AETR, Disposition
● Iternal documentation for Support
Dept.
● Collection calling
● Automated documents flow
● Comprehensive skype-chats
● High-quality tools for installers
● Improved connection schemes
● Elaborated materials for Sales Dept.
● Purchased another car
3 Results
● Several massive conversions from
competitors
● Expansion of customer geographies
● A new Sales Department
● First steps in marketing (online, offline)
● Optimization of the Installation
Department
● Failed to secure the resources to
remake the website
● Failed to expand the dealers' network
● Wialon Chat, ESTR, Disposition
● Made available more services for data
acquisition of Wialon in ERP
● Simplified work with vehicles under
warranty
● VIP-client was lost
4
Active growth
& development
phase I
F E B R U A R Y
2013

10. ● 7-9 euro
● BTS, Ruptela
● Apps for international freight
forwarders
● Remote tacho-files download
● Wialon routing on ECTP base
Environment1
● 4050 units
● 440 regular clients
● 13 employees*
● High-quality and powerful solution
for FLS
● Unregulated process of planning
What we have2
J A N U A R Y
2014
Active growth
& development
phase II
Sales:3
Installations: 2
Support: 2
Technical & Development: 1
Developers: 1
Accounting: 2
Workflow management:1
Procurement/Warehousing:1
*

11. What we did
● Eco Driving release
● Integration with third-party
logistics
● Weekly newsletters, video
tutorials and FAQ
● Omnicomm (fuel level sensor)
● Kilometrazhnik app, OTR app
● Developed а native ERP/CRM
● Purchased a corporate car
● Moved to a new office
● Separate stable server for all of our web-
development works
3 Results
● FAQ
● Emergence of marketing
● More active communication with
customers
● Quality fuel solutions
● First customers from construction
sector
● First customers from logistics sector
● New office
● The absense of relevant solution to
remote DDD-file tacho download
● Kilometraznik apps
● ОТР
● New FLS
4
Active growth
& development
phase II
J A N U A R Y
2014

12. ● 4-5 euro
● BTS, Ruptela
● Remote tacho-files
download
Environment1
● 6550 units
● 641 regular clients
● 21 employees*
● Construction equipment
performance analysis and control
solutions
● Tyre pressure control system
● Third-party logistics solutions
compatible with Wialon
● CAN-bus AdBlue level and axle load
● Unsatisfactory organizational
management and techsupport level
What we have22015
"Cleaning
up the chaos"
phase
J A N U A R Y
Sales: 4
Installations: 3
Support: 3
Technical & Development: 3
Developers: 2
Accounting: 3
Workflow management: 1
Procurement/Warehousing: 1
Marketing: 1
*

13. What we did
● Wialon Mobile Client, WiaTag,
Locator, LBS-detector, Tacho
Manager and Tacho View
apps
● Industry exhibitions
● Internet marketing activity
● Techsupport improvement
● Units Viewer app, Retranslator
● Fuel flow meter
● Redmine
● Reorganized Support Dep.
● Increased business development
dept.
● Website update
3 Results
● Big dealer converted (Еurotorg)
● New R&D department
● High ammount of diagnostics
● Still lacking an ideal solution for remote DDD-
file download
● Units Viewer
● Retranslator
● Fuel consuption flow sensors
4
"Cleaning
up the chaos"
phase
J A N U A R Y
2015

14. ● 5-7 euro
● BTS
● Online data from Сarrier
refrigerators
● Wialon routing based on
AETR, traffic jams, road
construction and
restrictions
● Registration of loadings
and load clusters
● Mobile office
Environment1
● 10450 units
● 690 regular clients
● 25 employees*
● Axle load sensors
● Fuel flow sensors
● GPS Watchlock
● Tesis system to track stationary
assets
● Jamming detection tool
● High accounts receivable
● Lack of Sales Department
performance evaluation
● Lack of analyst
What we have2
F E B R U A R Y
2016
New market
need
identification
Sales Dept.:4+1 administrator
Installations: 3 +1 logistics
Support:4
Implementation:1
Technical & Development:4
Developers:2
Accounting:2
Workflow management:1
Debtor indebtedness management:1
Procurement/Warehousing:1
Marketing:1*

15. What we did
● Wialon Logistics release
● Active warm calling and
interviewing of current
customers
● New approach to interaction
with potential leads
● Starcom Systems
● Gosafe
● Autosat
● Satelite Solutions
● NiceRF
● DDD-files remote download from
VDO and Stoneridge tachographs
● Working on debtor indebtedness.
● Purchased a corporate car for sales
representatives and customer support
3 Results
● Remote DDD-file download from
VDO and Stoneridge
● Wireless temperature and door
sensors
● Radio-extender Nicerf for
RS485/232
4
2016
New market
need
identification
F E B R U A R Y

16. W O R K F L O W
Customer Accounting Сashier
Customer Sales CRM ERP Warehouse
Сustomer
service
department
Vip or trial
customer
ERP
Customer Support 1 level
Support
ERP
Tasks &
projects
Installers’
Tasks
Sorter Masters Result Сustomer
Support
Tasks
Sorter 2 level
Support
Outcome Сustomer
Old
Customer
New
solutons
New
Customer
Development
Technical Software-
related
Ideas

17. Incoming
calls
Sale
(1 grade)
Сold
calling
CRM
Warm
customer
s
CP
Demo
Booklet
Sale
(2 grade) Filter
Demands
Guidance
Presentation
sales
CRM Meeting/
Presentation
Agreement
Sales/Test Units
Bill
Sale
(2 grade)
Сall
Support
Demands
Guidance
Presentation
Coordinator/
Administrator
Cashier Bill
P O T E N T I O N A L C U S T O M E R S ( L E V E L 1 )

18. C U R R E N T C U S T O M E R S
CP
Demo
Booklet
Sale
(3 grade)
How's the progress?
New vehicles?
sales:
* New functionality
* New devices
* Accumulators
* protective housing
Conversion UnitsBillCall
Meeting
Cashier Bill
Incoming
calls
Sales
(3 grade)
Demands
Guidance
Presentation
CP
Demo
booklet
Conversion UnitsBill
Meeting
cashier Bill
( L E V E L 2 )
CP
Demo
booklet
VIP Sales
(3 grade)
How's the progress?
New vehicles?
sales:
* New functionality
* New devices
* Accumulators
* protective housing
Conversion unitsBillCall Meeting cashier Bill

19. Change agents and ideas
● GMT - General
management theory
(https://dotu.ru/)
● Sense of duty
● Responsibility
● Punctuality
● Christopher Meyer - the
Live organization
● Golldratt - The Purpose
(TOS)
● ALTSHULLER - In Pursuit
of an Idea (TRIZ)
● Scrum (Agile) ● Adizes - Management
of Corporation
LifeCycle (PAEI)
● Stephens Howard,
Cox Jeff - How to sell
the Wheel
2012 2013 2014 2015 2016