Ohhhh ... I nearly forgot !!, page-17

Hi jaluma, remember upselling is just the simple act of migrating an existing customer from a low value to a high value product. As you know, Nearmap will charge their customers base on their core offerings (2D, oblique, 3D) AND their data usage, so while you might consider an upsell when a customer adds oblique on top of their 2D subscription, it is also an upsell when the customer increases their data usage and jumps onto a higher data usage plan, both of these cases will result in Nearmap extracting more $ from an existing customer.

I guess what I’m trying to say is that you don’t need to create a product revolution every time you want to create new products.

For example, Telstra essentially just sells either a voice, text, or data service as their core offering but from this, literally hundreds & hundreds of product combinations are possible, all of which can participate in upsell and crosssell opportunities on their existing customers. Telstra has been milking their core competencies in providing voice, text, & data communications to people for many many years and I see no reason why they can’t continue to do this for many more years to come without having to invent any more new products.

Similarly for Nearmap, their core competencies are 2D, Oblique, & 3D, and with just these 3 offerings, if required, I also see the formation of many usage plans and product combinations that could cater for different customer segments and participate in upsell & crossell opportunities.

To be honest with you, I believe just 3D alone (& I’m not even going to consider the royalties from many 3rd party businesses that could use this data to do funky things) could have hundreds of new products built onto it (either by Nearmap or someone else).

As you know, Nearmap has already partnered with Mattel View-Master to produce some of their product demo of aerial images. View-Master is also going into AR & VR, so it is very possible that the 3D models of Cities that Nearmap has captured will be used in products that we have not even dreamed of:



So I don’t think upselling & crossselling is going to be a problem for Nearmap in the short term, medium term, or the long term into the future.