Account Executive Challenge

Toronto Transit Commission

Prospect Profile & Sales Methodology
Agenda

Today’s Focuses March 16 2020

Spare Labs– Fast facts

Why Toronto (TTC)?

Analyzing the MaRS Discovery District GHG reduction & BCG On

demand VIA study
Market, Policy & Key Stakeholders (Toronto)

Sales Methodology & 30 60 90 Plan

Challenges to Microtransit (Toronto & Beyond)

Spare Labs – Fast Facts

Spare’s Mission is to accelerate the shift to efficient and autonomous mobility

Spare Platform – Open API technology platform enabling transit authorities to utilize AI based intelligent
algorithm to run fully automated, on-demand micro transit network to enhance service to currently
underserved, lower density neighborhoods – helping drive increase in both ridership and customer
satisfaction – tackling the “first and last mile” problem of the public transit journey.

A traffic congestion
study commissioned by
Uber and Lyft revealed
the companies account
for up to 14 percent of
vehicle miles traveled
in some cities,

Our growth depends on what we enable for others….

Toronto? - TTC, GO Transit, Metrolinx, Mississauga Transit, York Region Transit

In Canada - daily trips by car rose from 68%(1992) to 74%(2005) while the
percentage of transit commuters remained largely unchanged at 12% for the
same period.

Urban Centers such Toronto & Montreal, Vancouver have a 20% adoption of
public transit and in place transit systems to pair with Spare Platform.

MaRS Discovery District Microtransit Report indicated that urban centers such
as Toronto has the opportunity to test new microtransit options that could
enable the transportation sector to evolve – offering improved services while
reducing GHG by approximately 5% within the first 5 years.
MaRS Discovery District Microtransit Report – GHG Reductions

Data suggests that the model of transportation used

(hybrid,electric,mixed) will have relative effects on GHG
reductions…. The most important factor remains on the adoption
or uptake of on-demand microtransit within urban centers
Boston Consulting Group – On Demand Transit unlocking urban mobility

Boston Consulting Group studied 4 VIA operated on-demand transit in 2018 (Arlington, Berlin, Seattle and West
Sacramento)
The study identified positive upticks in efficiency, quality of service, and impact on congestion and pollution, even when
operated on a limited scale.
Target Market & Key Stakeholders, Policies

Based on the research to date,

key stakeholders from the
Greater Toronto Hamilton Area
would include but not be
limited to:
Municipalities & Cities in
the Greater Toronto
Hamilton Area
Experiment. 
Pilot and test all aspects of on-demand transit in new large
cities—
1. Increase first- and last mile-services to fixed-route transit
2. As an alternative to fixed routes during off-peak hours, in
remote neighborhoods, or underperforming routes.
Automobile Manufacturers While on-demand transit has proven its value in many cities,
& Large Dealership Groups every place is unique and can benefit from intelligent and
(specific to Toronto – well-resourced experimentation.
Honda/Ford)

Integrate. 
Enterprise Corporations Hospitals, Health Bring the existing mass-transit network as close to the
doorstep as possible by folding on-demand transit into the
in dense urban Authorities (Non-EMS, existing system.
centers/office parks para-transport)
Create a seamless, hassle-free travel and payment, overall
user experience.

Public transportation
Regulate. 
authorities (i.e., TTC, GO
School Boards, Universities Create an ambitious regulatory framework with a mix of
Transit, Brampton Transit, Colleges positive and negative incentives to encourage transit ridership.
Mississauga Transit, York Positive - allocating funds from capital to operating expenses
Region Transit, Metrolinx to promote the expansion of on-demand transit. Ballot
measures could also help give public authorities the authority
to increase on-demand transit funding.
Negative - new taxes on personal-vehicle usage and non-
pooled ride sharing along with congestion pricing, Examples:
Singapore, London, and (soon) New York.
Sales Approach & Methodology

M.E.D.D.I.C Sales

Economic Decision Decision Identify

Metrics Champion
buyer criteria process pain

Emphasizes on better customer qualification

30 60 90 Days Plan
31-60 Days
Learn about Spare and on-
1-30 Days
demand micro transit
Get to know and integrate
with Spare Team
Learn about Spare’s unique
value proposition
Research target Geo-markets
& competition
Ensure all onboarding tasks,
training is completed
61-90 Days
Focus on gaining practical
experience
Learn & Improve from
customer engagements
Develop account profiles and
attack plans for prospects in
targeted region
Complete 3 prospect profiles,
develop account attack plan
Attain Feedback from
Peers/Management & make
any adjustments
Start to feel in full control of
sales process
Perform critical sales motions
without support
Close 2 Pilots with prospective
clients
Attend/Create in-region
events to drive brand &
industry awareness
Leverage Spare’s existing
customer base for additional
leads/contacts (Land &
Expand)
Challenges to Microtransit (Toronto & Beyond)
THANK YOU!