# 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)

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*Document created May 2026*