Add customer targeting for repeatable business

2026-05-29 22:28:23 -04:00
parent 2a4c1c1934
commit 9861d573e3
1 changed files with 68 additions and 0 deletions
@@ -0,0 +1,68 @@
+# 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
+- **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
+
+### Decision Maker Profile
+- **Title:** VP of Operations, Director of Supply Chain, IT Director, Warehouse Manager
+- **Motivation:** Reduce labor costs, improve accuracy, gain real-time visibility
+- **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: 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 4: Companies Already Using RMS Omega or RFIDKnow
+- Already invested in compatible hardware or education
+- Lower sales friction and faster time-to-value
+- Natural fit for bundled solutions
+
+## Buying Triggers (When They Are Ready to Buy)
+- Implementing or expanding RFID infrastructure
+- ERP upgrade or integration project underway
+- High exception rates in receiving or inventory accuracy issues
+- New warehouse or distribution center opening
+- Pressure from customers or compliance requirements (GS1, traceability)
+
+## Positioning by Segment
+
+| Segment                    | Primary Message                              | Key Products          | Expected Deal Size |
+|---------------------------|----------------------------------------------|-----------------------|--------------------|
+| Mid-Market Manufacturers  | "RFID data that actually works with your ERP" | Core + IoT            | $25k–$60k/yr      |
+| Apparel & Fashion         | "End-to-end GS1 + RFID from tag to ERP"       | Core + Assets + Capture | $30k–$80k/yr    |
+| 3PL / Distribution        | "Real-time visibility across every zone"      | Core + IoT + Assets   | $40k–$100k/yr     |
+| RMS Omega / RFIDKnow customers | "Complete hardware + software solution"   | Full Platform         | $35k–$90k/yr      |
+
+## Repeatable Business Levers
+- Annual subscription pricing (not project-based)
+- Multi-site licensing
+- Usage-based add-ons (extra readers, higher scan volume)
+- Professional services for initial implementation (one-time) + ongoing support (recurring)
+
+---
+*Document created May 2026*