Reseller Sales Playbook — Inauro Partner Programme

Qualification

Ideal customer profile

Most qualified prospects won't fit every criterion — use this as a guide, not a checklist. The stronger the operational pain, the more flexible the rest becomes.

Strong fit

Operates a significant asset fleet — owned, hired, or a mix of both

Has a pain point they can articulate — cost leakage, compliance exposure, operational blind spots, reactive maintenance

Data currently lives in disconnected places — telematics portals, spreadsheets, or systems that don't talk to each other

Someone in the business owns the problem — operations, fleet, finance, safety, or IT

Large enough that the problem has a material cost, but not so complex that a standard implementation won't serve them

Watch for these disqualifiers

No telematics at all and no appetite to instrument the fleet — Perspio needs at least some data to work with, though coverage gaps are bridgeable

Decisions driven purely by lowest-cost IT spend with no operational pain in the room

An ERP or CMMS vendor looking to build a competing integration layer rather than use Perspio

No internal champion — if nobody owns the problem, nobody will drive the change

Discovery

Questions that surface the real problem

You won't always get everyone in the room. Use the tab for whoever you're meeting. These questions are designed to surface operational cost — not just map pain. Listen for what the situation is costing them in time, money, or risk.

1

How do you get a view of fleet performance across all your sites today — what does that process actually look like?

Surfaces manual reporting burden and the gap between what they know and when they know it.

2

When you need to make a decision about redeploying or off-hiring an asset, how confident are you in the data you're working from?

Probes availability data accuracy and the cost of decisions made on stale information.

3

What does your current reporting cycle look like — who builds it, and how long does it take?

Quantifies the manual effort and reveals where the data bottlenecks sit.

4

Are your clients or regulators starting to ask for performance or compliance data you're struggling to provide?

Opens the compliance and ESG angle — increasingly relevant across all six verticals.

1

How many different telematics platforms or OEM portals are you logging into today?

Immediately surfaces the fragmentation problem. More than two is almost always a pain point.

2

When an asset goes out for service or gets redeployed, how does that update flow into your scheduling or operational system?

Exposes the manual update gap between physical reality and system of record.

3

How do you currently track idle time or underutilised assets — is there a systematic process or is it mostly experience and intuition?

Reveals whether utilisation visibility exists, and what it's costing them when it doesn't.

4

When you need to know what's available right now across your fleet, how long does it take to get that answer?

Quantifies the availability gap in time — a simple question that often produces a telling answer.

1

Are your service schedules based on actual machine hours and condition data, or are they calendar-driven?

Distinguishes reactive from predictive maintenance — and sets up the cost of getting it wrong.

2

How often are you dealing with unplanned breakdowns that you think could have been prevented with earlier intervention?

Surfaces the direct cost of reactive maintenance — downtime, crew standdown, cascade effects on programme.

3

When a machine comes back from a job, what's the process for capturing its condition and scheduling the next service?

Reveals where condition data is — and whether it's being acted on or sitting in a portal nobody checks.

4

Does your maintenance system talk to your telematics? If not, how do you bridge the gap day to day?

Directly identifies the integration gap Perspio closes at L2–L3.

1

How do you verify hire invoices or subcontractor hours against actual utilisation — is there a systematic check, or is it largely trusted?

Opens the overbilling conversation. "Largely trusted" is almost always the answer — and almost always the problem.

2

Are there asset costs — hire, fuel, maintenance — that you struggle to allocate accurately to projects or cost codes?

Surfaces job costing gaps and the P&L exposure that comes with approximate cost allocation.

3

Do you claim fuel tax credits for off-road diesel? How is that currently calculated?

Often a quick win — most operators are leaving FTC on the table through aggregate estimates rather than asset-level data.

4

If an auditor asked you to substantiate your asset cost or utilisation data today, how comfortable would you be?

Introduces audit exposure without accusation — a question most Finance leads pause on.

1

How are near-miss events currently captured and recorded — is that process manual or automated?

Surfaces the gap between what's happening on the ground and what's on record — a gap that carries legal exposure.

2

If a regulator asked you to demonstrate compliance over the last six months, what would you be able to produce?

A direct probe of audit readiness. Most honest answers reveal a reliance on self-reporting.

3

Do pre-start inspections link back to the asset's telematics or service history in any way?

Identifies disconnection between inspection platforms and asset data — a common gap Perspio closes at L2.

4

Are operator hours cross-checked against machine hours — or is that reconciliation done manually, if at all?

Surfaces fatigue and compliance gaps that are invisible until an incident makes them visible.

Positioning

Against the status quo

Most customers aren't evaluating competing products. They're living with the problem, using spreadsheets, or assuming what they have is close enough. These are the four situations you'll encounter.

We manage it with spreadsheets

The problem with manual processes isn't effort — it's timing. By the time a spreadsheet is built, the decision has already been made on incomplete data. Perspio doesn't replace the spreadsheet; it eliminates the need for one by routing data automatically into the system where the decision is made.

Our telematics platform already does this

Telematics platforms give visibility of the asset. They don't write back to an ERP, trigger maintenance jobs in a CMMS, or synthesise signals across systems to execute a workflow. Perspio sits on top of whatever telematics they run — it's the layer that connects telemetry to operations. It doesn't compete with their telematics; it makes it worth more.

Our ERP vendor said they have an integration

ERP integrations are typically one-directional, single-source, and built for a specific telematics provider. Perspio connects 120+ sources, normalises them to a consistent schema, and supports bidirectional flow including write-back. Ask which telematics providers their ERP integration covers, and whether it supports write-back. The gaps surface quickly.

We're not ready for this yet

This usually means the problem doesn't feel urgent enough. Your job is to find the cost — idle hire accumulating invisibly, a compliance gap that hasn't been challenged yet, maintenance running on calendar when it should be running on hours. Make the invisible cost visible. The urgency follows.

Objection handling

When the conversation gets harder

These are the objections that come up in most Perspio sales conversations. Work through them directly — none require a workaround.

"It's too expensive"

Lead with the operational problem — not the price. When the customer has already seen what their current situation is costing them, the platform price lands in a different context. Use the ROI calculators to build the value case before price comes up.

"We'd need to rip out our existing systems"

Perspio doesn't replace anything. It connects to what the customer already runs — their existing telematics, ERP, and maintenance platform. The implementation adds a layer; it doesn't remove one. Land this early and return to it if it resurfaces.

"We don't have the IT resource to implement this"

Inauro handles the integration and implementation. The customer's IT team doesn't need to build anything. Where IT involvement is required, it's typically access provisioning and sign-off — not development work.

"We're halfway through another project"

Perspio can run in parallel — it's not a platform replacement. An active ERP or CMMS implementation is often the right moment to bring Perspio in, because the operational systems are being reviewed anyway.

"We need to see it working first"

A legitimate ask for a qualified opportunity. Flag this to Inauro and we'll scope a proof-of-concept together. Don't commit to POC terms independently — bring Inauro in to define what that looks like.

"Our fleet isn't fully instrumented"

Very few fleets are. Inauro can identify and fill data gaps as part of onboarding. A customer doesn't need complete telematics coverage to get value from Perspio from day one — partial coverage is a starting point, not a blocker.

The value conversation

Using the ROI calculators

Lead with the operational problem in the room — not with numbers. Once the problem is established, the calculator gives the customer a way to see what solving it looks like over time.

How to use the calculator in a meeting

1

Establish the problem first. The calculator lands harder when the customer already feels the cost of their current situation. Don't open with it.

2

Fill in the inputs together. Fleet size, hire spend, maintenance cost — their numbers, not defaults. This makes the output theirs, not a vendor projection.

3

Walk through by role. Show the Fleet Manager the utilisation recovery, Finance the billing recapture, Operations the compliance value. Each role sees their own number.

4

Leave it with them. The calculator is a useful leave-behind — it keeps the conversation alive after the meeting without you needing to follow up with a slide deck.

Vertical-specific calculators — available in the Tools hub

Commercial model

How reseller pricing works

You control the commercial outcome. Inauro provides the platform access — what you do with that commercially is yours to structure.

Your platform access

20% below Perspio RRP

As a registered Perspio reseller, you access the platform at 20% below the published RRP. You sell at whatever price the market will bear — there is no ceiling on your margin.

Your consulting margin

Implementation support, configuration, onboarding, ongoing managed service — these are yours to define and price as you see fit. Perspio fits naturally into a broader technology advisory or managed service offering. Your consulting is entirely separate from the platform commercial.

Inauro support

When to bring Inauro in

You run the deal. But Inauro is available throughout — there's no threshold. If it would help to have Inauro on a call, make the request.

Inauro can help with

Product depth on specific use cases or integration scenarios

Technical scoping for complex or multi-site implementations

Proof-of-concept scoping for qualified opportunities

A second voice in a customer meeting where product credibility matters

Pressure-testing a commercial proposal before it goes out

Flag early for

Enterprise opportunities with multiple sites or system integrations — these need scoping lead time

Proof-of-concept requests — don't commit to POC terms independently

Any opportunity where the customer's data environment is significantly fragmented or non-standard

Deals where the customer wants Inauro in the room early in the process

You own the deal. We back youevery step of the way.

You own the deal.
We back you
every step of the way.