December 2011 | Executive compass

A historical perspective on GXP’s international business

Stewart Walker

Stewart Walker
Director, product initiatives

GXP distributor network expands

GXP has a long history of international sales. For twelve years, SOCET SET was sold by the Swiss company Leica and the GDE/Leica joint venture LH Systems, into around 80 countries. After these relationships ended in the early 2000s, GXP built up its own network. By the middle of the decade, there were around 15 distributors, plus GXP offices in Cambridge (U.K.) and Canberra (Australia), covering the Europe, Middle East, and Africa, and Asia, Australia, and Pacific Rim regions.

However, due to fluctuating regulatory laws governing international business relationships, at one time, there was only one distributor and one sales consultant in the GXP network. Non-U.S. sales fell to around 10% of the total. Nevertheless, with increased company support for international initiatives, GXP is rebuilding its distributor network. Currently, GXP has four international distributors: Data Force (Taiwan), GSM Solutions (Korea), Image Information Technologies (Israel), and Japan Aerospace Corporation. In 2011 GXP added an office in New Delhi, to serve the Indian market; sales manager Rajnish Bhatia has been in post for about eight months.

GXP global sales, still less than 15% of the total, are increasing in importance as business conditions evolve. In the international world, the dichotomy between imagery and geospatial analysts is less distinct than in the U.S., so the foreign military segment overlaps with commercial photogrammetry and mapping. SOCET GXP v4.0, scheduled for early 2012 release, offers all of the SOCET SET capabilities these segments require, and its intuitive interface incorporates the familiar Microsoft Office Fluent Ribbon technology to improve usability. GXP Xplorer, a new geospatial data management application from BAE Systems, addresses information overload, and makes it possible to access and organize geospatial data from a handheld device, desktop, or enterprise service cluster. All of these new easy-to-learn tools are revolutionizing product creation, and reducing production timelines from hours to minutes.

Work is in hand to secure new distributors in several countries who have shown a keen interest in GXP products, such as Southeast Asia and Latin America. Other burgeoning markets we support through our APAC and EMEA regional offices include Australia, New Zealand, U.K., Western Europe, and Scandinavia. As growth in the global market excels, we embrace the move toward an expanded distributor network to assist our global customers.

Sincerely,

Stewart Walker

Stewart Walker
Director, product initiatives
BAE Systems GXP

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