www.spectrageospatial.com

MARKETING GUIDE

SELLING STRATEGIES

Basic questions to ask or to clarify with the customer target before elaborating the sales strategy

∙∙ Is the customer in GIS, in Survey or both?

∙∙ If GIS, what is their need in terms of accuracy today? Tomorrow?

∙∙ If Survey, is it an established business with existing GNSS equipment in place? Smart Antenna on the pole?

∙∙ Do they have or plan to use their own application? If not what is their application of choice?

∙∙ What is the technical level of the field crew?

∙∙ Do they know or have they already used MobileMapper 120, ProMark 120/220?

Selling strategy

∙∙ In the Spectra Geospatial portfolio the SP20 is intended to replace the former MobileMapper 120 and ProMark 120/220, so the obvious selling opportunity on these markets is replacement. It will be easy to target those customers and elaborate on SP20 as the new platform offering similar possibilities in a much more powerful way but with the same approach (handheld only, scalability,…).

∙∙ Of course the SP20 is introducing new and powerful capabilities which will make the solution valuable for new customers, new applications and new market segments. For example, compared to MM120, PM120/220, SP20 is capable of addressing construction and high accuracy GIS market segments.

SP20 CAN ADDRESS MAIN SALES ARGUMENTS TARGETED CUSTOMERS AND MARKETS

SURVEY

SP20 clearly breaks the lines:

∙∙ New form factor

∙∙ New workflow for logging and stakeout (using camera view)

Combined with high-end GNSS capabilities

∙∙ Emerging markets

∙∙ Early adopters

∙∙ Non-traditional geospatial users ready to move from traditional on-the-pole solutions

GISSP20 has virtually no accuracy limits, and guarantees good positioning performance even in difficult environments.

∙∙ GIS users requiring accuracy: High-end GIS (decimeter or even centimeter accuracy)

∙∙ Shaded environments: forestry, municipality (urban canyons),… to secure the quality of data logging

To summarize, the selling strategy can be presented as follows:

SP20 POSITIONING

SP20 is covering the entire gap between MM50 (<2 m accuracy data collector) and SP60 (High accuracy GNSS receiver). In the Spectra Geospatial portfolio, but also to some extent on the market, there has been a gap that no manufacturer has ever addressed properly.

SP20 is a hybrid product combining a high-end GNSS receiver and a controller in compact and lightweight form factor. In terms of performance it is scalable from meter to centimeter accuracy

Such flexibility makes it possible to cover a wide range of pricing, and is specially well adapted to GIS markets, where accuracy needs can vary depending on the application, the region or even the type of job. SP20 is the solution to meet this wide range of requirements and may be

upgraded permanently or temporarily to a different class of accuracy. Four different SKUs are available for sales at different price points. Upgrade options are also available to upgrade the SP20 afterwards if needed.

∙∙ SP20 centimeter, P/N: 114819-03

∙∙ SP20 decimeter (7/2), P/N: 114819-02

∙∙ SP20 sub-meter (30/30) , P/N: 114819-01

∙∙ SP20 meter, P/N: 114819-00

KEY FEATURES AND BENEFITS

SP20 is a ubiquitous product capable of addressing many types of applications, markets and customers. Being accuracy scalable, from meter to centimeter, the SP20 can advantageously be used in the following applications:

KEY FEATURES BENEFIT

SP20 FOR SURVEY

Handheld SurveyThis is a new way of approaching accurate logging, bringing more efficiency to field workers as the product has a simple integrated setup and is lightweight and compact.

New form factor and workflow

Image of innovator and early adopter.The use of the camera to secure data logging makes it very easy to achieve accurate logging.Increase efficiency in the field and make it possible to equip more crews.

Easier and cheaper

May be more suitable to price-sensitive customers.Also suitable in developing countries where a few centimeter accuracy is far enough for cadastral and even topo surveys.May also be a good solution for non-professionals as the overall Spectra Geospatial solution is very simple and straightforward, still doing the job!

SP20 FOR GIS

High-end GIS SP20 with its level of GNSS performance can guarantee the quality of the location information in any type of challenging environment.

Scalable Possibility to meet a wide range of needs. The SP20 can be upgraded on demand over time.

New workflowThe use of the camera to secure data logging makes it very easy to achieve accurate logging (survey grade) without introducing the burden of complex survey type solutions.

DEMONSTRATION

∙∙ Easy demonstration of the camera workflow in MobileMapperField simply using the trial mode available for free.

∙∙ Handstrap suitable for right and left-handed operators, very comfortable and efficient.

APPLICATION ARCHITECTURE: HOW TO SETUP YOUR SP20 SOLUTION

Depending on the application used with the SP20, the way the application has access to position information may differ. For some applications, the SPace application will be needed. Also level of position quality information will be different as all those modes are not able to have access to the same type of data.

SP20 APPLICATIONSGIS SURVEY

OTHER 3RD PARTYMMFIELD ESRI SURVEY MOBILE

GNSS CONTROL APPLICATION

SPace

TPSDK

COLLATERAL

Do not forget to use the following collaterals to help your sales prospects:

∙∙ Data sheet

∙∙ Product presentation

∙∙ Pictures library

∙∙ Video

∙∙ Advert

∙∙ Digital tools

Learn more at www.spectra-geospatial.com

FIELDWORK FACILITATOR FOR GIS & SURVEY

The SP20 handheld GNSS receiver offers innovative camera-enabled centimeter accurate logging in an everyday GIS and Survey tool. Rugged, lightweight and versatile, the SP20 delivers high-end performance. Yet it’s an easy-to-use, time-saver tool that delivers the accuracy (meter to centimeter) you choose, that’s just right for the job. With Android based ease and versatility it’s the

optimal tool for cadastral, construction, or topo surveys; a range of GIS jobs from data collection to inspection and maintenance; as well as for non-traditional geospatial professionals. The 5.3’’ screen neatly displays the new workflow using a camera to ensure 2D centimeter accuracy handheld and 3D centimeter accuracy with monopole setup.

REALITY IN YOUR HAND

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Advert Datasheet

DATASHEET

www.spectrageospatial.com

Integrated High Accuracy GNSS

Innovative Camera Logging

Ergonomic Design

Android Operating System

GIS and Survey solutions

The Spectra Geospatial SP20 handheld GNSS receiver combines innovative, camera- enabled data collection workflow with a high level of performance in an ergonomic, scalable solution (from meter to cm accuracy).

Rugged and lightweight, the SP20 is easy-to-use and highly accurate. It is the optimal tool not only for cadastral, construction, or topo surveys, but also for a range of GIS projects, including data collection, inspection and maintenance.

The 5.3-inch screen delivers vivid visuals of the workflow, which enables precise 2D handheld logging. And the system’s high degree of accuracy can be enhanced with a monopole accessory to deliver solid, survey-grade 3D measurements.

Whatever type of geospatial work you’re performing, turn to the easy-to-use SP20 handheld that consistently delivers highly accurate results.

OTHER FEATURES CUSTOMERS WILL APPRECIATE

∙∙ Overall ergonomics: SP20 is hand held, lightweight and compact. It fits perfectly well in the hand and the use of the SP20 handstrap brings even more comfort and security of handling both for right-and-left handed people.

∙∙ Battery life: With the 6400 mAh battery the SP20 will be able to run high precision GNSS for a full workday.

∙∙ Software solutions: The SP20 GNSS Handheld is running Android and is able to run any Android SW. The application of choice from Spectra Geospatial is MobileMapper Field for GIS, and Survey Mobile for survey. Both applications are very easy to learn and provide all the necessary functions to maximize the benefit of the SP20 GNSS handheld. Also post- processing is available to offer a full end-to-end suite both in Survey with SPSO, and in GIS with MobileMapper Office.

∙∙ 3rd party applications: The use of the SPace application makes it possible to feed mock location services with high-precision data, and then this service is available to any application running on the SP20.

∙∙ GNSS performance: Last but not least, the SP20 GNSS engine is as powerful and efficient as the well known engine used in all Spectra Geospatial GNSS receivers. But due to a different form factor, the SP20 antenna element is different and smaller. Also the SP20 being a handheld, some degradation may be introduced in signal reception, which can alter the results compared to an “on the pole” GNSS receiver. But when used in a proper way, we can consider that the GNSS accuracy of the SP20 is very close to that of the SP60. Also, biases related to handheld use can be introduced and degrade the accuracy. The use of the monopole accessory (p/n 96772) can limit those biases and give more secured results.

PORTFOLIO COMPARISON

∙∙ As already stated, the GNSS sections of the SP60 and SP20 are very similar however, a few significant differences that need to be mentioned (apart from the obviously different form factor)

COMPETITIONZeno 20 is SP20’s main competitor

SP60 SP20

UHF No

UPDATE RATE 10 Hz 1 Hz

RTK ACCURACY (HRMS) 8 mm10 mm or worse if not

properly usedDue to different antenna and

possible body masking

NMEA OUTPUT No

BRAND SPECTRA PRECISION SP20 LEICA ZENO 20

GNSS BANDS L1/L2/L-Band L1/L2

GNSS CONSTELLATIONS GPS/GLO/BDS/GAL/QZSS GPS/GLO/BDS/GAL

SBAS CONSTELLATIONS WAAS/EGNOS/SDCM/ GAGAN/MSAS WAAS/EGNOS/ GAGAN/MSAS

REAL-TIME PROTOCOLS RTCM2.3, RTCM3.2, ATOM, CMR, CMRx RTCM2.x, RTCM3.0, RTCM3.1, Leica, CMR, CMR+

RF CHANNELS 240 120

EXT GNSS RF INPUT MMCX SMB

RTK HORIZONTAL ACCURACY (INTERNAL ANTENNA)

1 cm + 1 ppm 4 cm + 1 ppm

SBAS HORIZONTAL ACCURACY < 50 cm < 0.9 m

DGPS OPERATING TIME 8 h 7 h

ANDROID 6.0.1 4.2.2

DISPLAY 5.3" 4.7"

FRONT CAMERA 2 Mp None

BACK CAMERA 13 Mp 8 Mp

DIMENSIONS (MM) 124 x 301.5 x 91 99 x 259 x 40

WEIGHT 850 g 880 g

BATTERY 6400 mAh 7800 mAh

HOT SWAP No

RUGGED MIL-STD-810G MIL-STD-810G

COMMUNICATIONS 4G/3G/2G 3G/2G/CDMA

WIFI b/g/n b/g/n

BLUETOOTH 4.0 3.0

NFC No

USB OTG USB 2.0 + micro-USB

WATERPROOFNESS IP67 IP6x

DROP 1.22 m 1.22 m

CPU MSM8916 1.2 GHz (Quad core 64 bits) OMAP4470 1.5G Hz (Dual core 32 bits)

MEMORY 2 GB 1 GB

STORAGE 16 GB 4 GB

MICRO-SD < 64 GB < 32 GB

OPERATIONAL TEMP -20°C +60°C -30°C +60°C

STORAGE TEMP -30°C +70°C -40°C +70°C

HOW TO BUILT YOUR SP20 SOLUTION:

WHAT YOU WANT WHAT YOU NEED POST PROCESSING DECIMETER POST PROCESSING CENTIMETER

SP20 FOR SURVEY∙∙ 2 options

∙- Pole mount with external antenna

∙- Monopole

SP20 CENTIMETER P/N: 114819-03

SURVEY MOBILE P/N: 108923-01

SP20 POLE BRACKET P/N: 114823

EXTERNAL ANTENNA CABLE P/N: 116795

EXTERNAL ANTENNA SPGA ROVER P/N: 13500-00

POLE P/N: 88400-01-SPN

MONOPOLE- SPECTRAPRECISION P/N: 96772

Post Processing not available yet

SP20 FOR GIS LOW ACCURACY

SP20 METER P/N: 114819-00

MOBILEMAPPER FIELD ANDROID SW P/N: 107892-01

MMOFFICE FREE

MMFIELD PP OPTION P/N: 680547-51

MMOFFICE FREE

MMFIELD PP OPTION P/N: 680547-51

MMOFFICE CENTIMETER OPTION P/N: 116128-01

SP20 FOR GIS 30 CENTIMETER ACCURACY

SP20 SUB METER (30/30) P/N: 114819-01

MOBILEMAPPER FIELD ANDROID SW P/N: 107892-01

SP20 FOR GIS DECIMETER ACCURACY

SP20 DECIMETER (7/2) P/N: 114819-02

MOBILEMAPPER FIELD ANDROID SW P/N: 107892-01

SP20 FOR GIS CENTIMETER ACCURACY

SP20 CM P/N: 114819-03

MOBILEMAPPER FIELD ANDROID SW P/N: 107892-01

© 2018, Trimble Inc. All rights reserved. Spectra Geospatial and the Spectra Geospatial logo are trademarks of Trimble Inc. or its subsidiaries. The Bluetooth word mark and logos are owned by the Bluetooth SIG, Inc. and any use of such marks is under license. Windows Mobile is a trademark of Microsoft Corporation, registered in the United States and/or other countries. All other trademarks are the property of their respective owners. (2018/11)

Americas10368 Westmoor DriveWestminster, CO 80021 • USA+1-720-587-4700 Phone888-477-7516 (Toll Free in USA)

Europe, Middle East and AfricaRue Thomas EdisonZAC de la Fleuriaye – CS 6043344474 Carquefou (Nantes) • FRANCE+33-(0)2-28-09-38-00 Phone

Asia-Pacific80 Marine Parade Road#22-06, Parkway ParadeSingapore 449269 • SINGAPORE+65-6348-2212 Phone

Please visit www.spectrageospatial.com for the latest product information and to locate your nearest distributor. Specifications and descriptions are subject to change without notice.

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