# Customer Targeting for Repeatable Business

**Goal:** Identify customer segments that can generate predictable, repeatable revenue rather than one-off projects.

## Ideal Customer Profile (ICP)

### Company Characteristics
- **Industry:** Manufacturing, Distribution, Logistics, Apparel/Fashion, Automotive, Pharmaceuticals, Agriculture/Produce
- **Size:** 50–500 employees, $10M–$500M revenue
- **Existing Infrastructure:** Already using or planning to use RFID readers (Impinj, Zebra) or have barcode workflows
- **ERP System:** Running JD Edwards, BlueCherry, SAP, NetSuite, or similar
- **Pain Points:**
  - High manual receiving and exception handling costs
  - Poor visibility into asset/inventory location and movement
  - Difficulty integrating RFID data into existing ERP
  - Need for both mobile and fixed reader workflows
  - Regulatory compliance (e.g., FSMA 204 food traceability)

### Decision Maker Profile
- **Title:** VP of Operations, Director of Supply Chain, IT Director, Warehouse Manager, Farm Operations Manager
- **Motivation:** Reduce labor costs, improve accuracy, gain real-time visibility, meet regulatory requirements
- **Budget Authority:** Can approve $15k–$75k annual software spend

## Target Segments for Repeatable Revenue

### Segment 1: Mid-Market Manufacturers with RFID Ambitions
- Already have some RFID readers or are actively evaluating them
- Need software that can consume RFID data and push it into ERP
- High likelihood of multi-year contracts + expansion (more sites, more users)

### Segment 2: Apparel & Fashion Brands
- Heavy use of GS1 standards and RFID tagging
- Need both mobile scanning (TallyFlow Assets / Decode) and backend processing (Core)
- Often have multiple distribution centers → good expansion potential

### Segment 3: Produce & Agriculture (FSMA 204 Compliance)
- Smaller to mid-size farms and produce distributors needing to comply with FDA FSMA 204 traceability requirements
- Pain point: Manual or paper-based tracking that won't meet new regulatory standards
- Opportunity: Position TallyFlow as an affordable, practical RFID solution for food safety compliance. Recent Print enhancements include dedicated FSMA 204 300dpi label templates and improved GS1-128 case label support.
- Early proof point: Houser's Produce Farm

### Segment 4: 3PLs and Distribution Centers
- High volume of receiving and exception handling
- Value zone-based tracking and exception reporting
- Often manage multiple clients → potential for platform-style recurring revenue

### Segment 5: Companies Already Using RMS Omega Hardware
- Already invested in compatible hardware or education
- Lower sales friction and faster time-to-value

## Website & Marketing Priorities (from TallyFlow Daily Clarification)
- **Primary focus:** Manufacturing tool/product tracking (time savings, locating products)
- **Growth focus:** Agriculture/produce for FSMA 204 compliance
- Top pain points to emphasize: Manufacturing tool tracking, FSMA compliance audits, field equipment loss

*Last updated: 2026-06-02 by Hermes Agent*