Reseller Spotlight: Schnell Informatics

Pan India clientele of Schnell

Tell us a little bit about Schnell Informatics.

Started in 2006 as an entrepreneurial venture, Schnell has grown into a turn-key solution provider in the field of Geographical Information System (GIS) & geotechnical engineering. During its early years, the company explored opportunities in various fields such as GIS & GPS product sales, implementation of weather monitoring systems, geographical product sales to educational Institutions, and GIS services to various government departments.

In March 2010, Schnell Informatics Private Ltd. was floated as a private limited company with a special focus on providing complete range of solutions in GIS & MIS by leveraging its industry knowledge and business expertise. Schnell has carried out GIS-based projects for various government departments in India from 2010 to 2013. During these years, we began to realize we needed a product partner which we can bundle with GIS Services. This was the beginning of our association with Global Mapper which would eventually come under the control of Blue Marble Geographics. Global Mapper is widely regarded as a low cost GIS software with rich functionality and this has helped us to capture GIS product space quite fast as compared to other companies who were trying to expand their customer base with other costly GIS products.

Extensive demos to prospective clients in various fields such as education, government & private sector were well received and ultimately helped in establishing a foothold in their product portfolio. Now Schnell is major supplier of Blue Marble Products to Indian Army, Indian Navy & Indian Airforce. Schnell has introduced Global Mapper to large number of educational institutes throughout India. Also, many private companies are clients of Schnell and are using Blue Marble Products. We cater to companies in various sectors including mining, wind energy, telecom, forestry, irrigation, utilities, surveying and infrastructure.

How many people currently work for the company?

Schnell has a strong technical team of eight people who are engaged in pre-sales, sales and marketing, post-sales training & technical support.

The Schnell Informatics team at a geospatial conference

How have you been in business?

Schnell is currently led by its two Directors, Bhushan Khomane and Satyawan Jadhav. Both of us worked with few renowned software companies in India early in our careers from 2000 to 2006. At this time, we understood the need for low cost, yet feature GIS software for the Indian market. Global Mapper was an excellent fit. We understood this opportunity and hard work throughout the years as well as excellent products like Global Mapper has helped Schnell to achieve a prominent position in GIS field in India.

Tell us a little about your background in GIS?

Prior to Schnell, Bhushan has worked with a top Indian IT company in CAD/CAM and GIS. This helped him to understand the GIS market within India and gave him the opportunity to learn various GIS products. Satyawan also worked with an Indian IT company, which is considered as pioneer of GIS in India. Extensive experience is Sales and Marketing of GIS products has laid the strong foundation for sales of Blue Marble products within India.

What are your target markets?

Target markets include defense (Indian Army, Navy, and Airforce), mining companies, the telecom sector, infrastructure companies, survey companies, companies working in agriculture, educational and research institutes, and various government departments including irrigation, forestry, PWD, electricity and land records.

What geographic area do you cover?

Schnell covers entire country of India as well as neighboring countries like Nepal and Bhutan.

How long has Schnell been reselling Global Mapper?

We first added Global Mapper to our product offerings nine years ago.

Why were you originally interested in reselling Blue Marble products?

Blue Marble products are feature-rich, low-cost, and user-friendly.

Excellent technical as well marketing support by Blue Marble has inspired our team to achieve exponential growth.

What are your favorite features of Global Mapper?

  • Access to raster data, vector data, 3D elevation data and satellite imagery using one simple dialog box.
  • The Pixels-to-Points tool and LiDAR QC functionality in the LIDAR Module
  • Watershed and Viewshed analysis
  • 3D path profile creation

What has been your most interesting or challenging sales or support experience?

There was one particularly challenging sale to a leading telecom company in India, which we closed last year. The company had been using MapInfo for several years and we had conducted series of demonstrations of Global Mapper at various levels within the management of the company. After eight months of effort, we finally convinced them to buy Global Mapper. The highlight of this sale was the introduction of the Floating License of Global Mapper. Since this company desperately wanted to be able to quickly move their Global Mapper license from one machine to another, we discussed their issue with members of Blue Marble staff several times, which ultimately resulted in the introduction of a floating license. Interestingly, in past few sales we have noticed that clients have been preferring the floating license option over a standalone license of Global Mapper.

Other than reselling Blue Marble software, what other services do you provide?

Over the last several years, Schnell has been providing GIS services to clients based on Global Mapper. We also resell other geotechnical engineering software products like GEO5. GIS services include digitization of the road networks of various Indian cities as well as digitization of land records for government irrigation departments.

How has your partnership with Blue Marble benefited your business?

In early years of the company, Schnell was carrying out GIS digitization projects mainly for government departments. After we established a partnership with Global Mapper and later Blue Marble, Schnell started offering Global Mapper as commercial off-the-shelf product. With Global Mapper, Schnell was able to expand its client base to educational institutions as well as Indian defense and major private companies. This has given excellent boost to the top-line as well bottom-line of Schnell.

Timely co-operation by the Blue Marble team has always kept us motivated to grow our business every year. Also collaborating with Blue Marble at GIS Conferences within India has helped Schnell to build its brand within the regional GIS community. We are very proud of the fact that we are Indian partner of Blue Marble Geographics.

How do you see your business growing with Global Mapper? New markets?

We can anticipate 30 – 40% annualized growth in revenue every year for next 8 to 10 years. Global Mapper has successfully penetrated the Indian market and with innovative sales strategies, we can achieve bigger targets.

Any final words?

We are happy and proud partner of Blue Marble Geographics for its software products in India. We wish to grow with growing company like Blue Marble and wish to contribute our best. We desire to be number one reseller of Blue Marble across the globe and we are trying hard to achieve that position.

Reseller Spotlight: Laurent Martin from EngeSat

EngeSat

 

Laurent Martin of EngeSat

Blue Marble’s worldwide customer footprint could not have been achieved if it weren’t for the hard work of our network of business partners and software resellers. These dedicated individuals and companies provide a local presence in areas of the world that would otherwise have been out of reach. For their part, these partners have been able to establish successful businesses, both reselling and providing services on behalf of Blue Marble. This is certainly the case for EngeSat, a Blue Marble partner based in Brazil. For the latest in our Reseller Spotlight series, we recently chatted with EngeSat’s Director, Laurent Martin.

Tell us a little bit about EngeSat.

EngeSat was established in Curitiba, capital of the state of Paraná, southern Brazil. We began our business as a satellite image reseller in July 1997, nearly 21 years ago. At that time, the best commercially available imagery had a spatial resolution of 10 meters. That is still our core activity, but we now also sell software, develop some thematic applications, and offer data processing according to client specifications.

Chelsea E | Projections
EngeSat was established in Curitiba, capital of the state of Paraná, in 1997.

What are your target markets?

Our goal is to serve any potential user from all economic sectors: private, public, academic, and non-profit, whether they be in the geoprocessing industry or not. The common thread is their need to manipulate geographic information and to have direct access to data (satellite imagery, DEMs, etc.), tools (software, training), and to be able to apply this technology in their day-to-day activities. Of course, we have many long time well-established geoprocessing, consultancy, and engineering companies among our clients. Every day, new clients discover how easy it is to use Global Mapper for their projects and do geoprocessing on their own instead of depending on an external labor force.

What geographic area does EngeSat cover?

We basically serve Latin America — Mexico to Argentina, and some other Portuguese and Spanish speaking countries around the world.

I understand that you are a native French speaker. How challenging is it to work in Spanish and Portuguese?

I am a dual French and Brazilian citizen so Portuguese is not a problem. I began speaking Spanish in 1986 on a trip to Mexico, and my Spanish is getting better every day because I use it constantly and I love this language. However, I will confess that I rely also on a partner in Mexico, Ignacio, to proof read and edit text I write in Spanish for marketing, technical circulars, and publications. For everyday activities, I work in Portuguese, Spanish, English, and French.

Why were you originally interested in reselling Global Mapper?

My first contact with Global Mapper was in 2007, through a Brazilian business partner. We began using Global Mapper to help in preparing technical and commercial proposals for satellite imagery for our clients. We started offering Global Mapper to our clients as well but just as a data delivery tool.  By 2010, the sales volume had increased and we needed a strategy to meet the demand. At that time, we placed orders for Global Mapper directly through the online electronic commerce system. Now we work directly with Blue Marble to manage the ordering process. In recent years, because of my personal interest in developing efficient solutions, we realized we could do much more than what we were doing with Global Mapper and also with the LiDAR Module when it was added, so it has become an increasingly important part of our business.

Chelsea E | Projections
EngeSat’s Laurent Martin says that he loves everything about Global Mapper and often tells his clients “Global Mapper will do everything you need, except serving you a cup of coffee”.

What is your favorite feature of Global Mapper?

I love it all. It is intuitive, straight forward, powerful, and solid. I love Global Mapper because I am able to do everything I want to do in terms of data processing in our projects. I often say to my clients, “Global Mapper will do everything you need, except serving you a cup of coffee”. But who knows, maybe Mike Childs is already working on that feature. Among so much functionality, the challenge is sometimes finding the right tool in the extensive menus and remembering how to find it again when needed. But as I use Global Mapper every day and I attended an official Global Mapper training class, it seems very straightforward.

You have translated Global Mapper into both Spanish and Portuguese versions. What effect has this had on your business?

The translation to Spanish has been available since version 17. Thanks to my partner Ignacio in Mexico who keeps updating new versions. The Portuguese version is a work in progress since I began working on it last year. It is about half way done and I want to complete the Portuguese version in the next few months.

The Spanish version is very much appreciated among Spanish speaking countries and it is definitely an excellent marketing asset, as it helps Spanish speaking users to fully explore the technical potential of the software. Thanks to the Global Mapper Sales Team who redirect inquiries from Latin America, sales have increased significantly and many clients even ask to migrate from a recently purchased English version to the Spanish version.

I would recommend to other Blue Marble partners around the world that they develop a version in their native language in order to get full access to their local market and create additional value for their business. Initially, it represents a significant quantity of work and time but it will provide immediate and permanent benefits.

Other than reselling Blue Marble software, what other services do you provide?

We provide training in Portuguese and Spanish. We offer application development and turnkey projects as well using satellite imagery, drone data, data processing and interpretation. We maintain a Portuguese language web page focusing on Global Mapper and a YouTube channel called Global Mapper Class South America, which helps keep the user community and customers informed of the last developments.

To complement Global Mapper, we offer satellite imagery from major satellite imagery providers worldwide. Selling software is a profitable and fast growing part of our business and we will keep investing in that direction as it still offers great potential.

How has your partnership with Blue Marble benefited your business?

Blue Marble is the best company I have worked with for supporting partners in a commercial network. We talk every month about commercial and technical issues, not to mention the day to day support from the sales team. My questions are usually answered in just a few hours, sometime in minutes. In this context, business is made very easy because the communication is ongoing, information reaches me quickly, and orders are fulfilled on the same day or the day after. Being responsive is undoubtedly a great advantage and it helps us win the full satisfaction of our clients. Blue Marble provides many commercial leads within our region, and I am able to take care of those immediately. To say it in a few words, the level of commercial confidence and technical collaboration is very high, which has a direct benefit for sales.

How do you see your business growing with Global Mapper? New markets?

As new versions of Global Mapper are being released with new functionality, such as the recently launched Pixels-to-Points tool in the v.19 Lidar Module, the market expands to new areas. Many of our clients in the energy and urban planning fields are now using Global Mapper, and agriculture and environmental management are strong business sectors.

We offer Global Mapper and the LiDAR Module as an affordable and complete solution to a large variety of users, from independent consultants to large corporations. As geoprocessing is becoming more and more widespread and used in many different sectors, Global Mapper will continue to be a must have tool.

For more information on EngeSat, visit www.engesat.com.br