TNB
68 lines
3.4 KiB
Markdown
68 lines
3.4 KiB
Markdown
# Customer Targeting for Repeatable Business
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**Goal:** Identify customer segments that can generate predictable, repeatable revenue rather than one-off projects.
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## Ideal Customer Profile (ICP)
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### Company Characteristics
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- **Industry:** Manufacturing, Distribution, Logistics, Apparel/Fashion, Automotive, Pharmaceuticals
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- **Size:** 50–500 employees, $10M–$500M revenue
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- **Existing Infrastructure:** Already using or planning to use RFID readers (Impinj, Zebra) or have barcode workflows
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- **ERP System:** Running JD Edwards, BlueCherry, SAP, NetSuite, or similar
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- **Pain Points:**
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- High manual receiving and exception handling costs
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- Poor visibility into asset/ inventory location and movement
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- Difficulty integrating RFID data into existing ERP
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- Need for both mobile and fixed reader workflows
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### Decision Maker Profile
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- **Title:** VP of Operations, Director of Supply Chain, IT Director, Warehouse Manager
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- **Motivation:** Reduce labor costs, improve accuracy, gain real-time visibility
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- **Budget Authority:** Can approve $15k–$75k annual software spend
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## Target Segments for Repeatable Revenue
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### Segment 1: Mid-Market Manufacturers with RFID Ambitions
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- Already have some RFID readers or are actively evaluating them
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- Need software that can consume RFID data and push it into ERP
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- High likelihood of multi-year contracts + expansion (more sites, more users)
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### Segment 2: Apparel & Fashion Brands
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- Heavy use of GS1 standards and RFID tagging
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- Need both mobile scanning (TallyFlow Assets / Decode) and backend processing (Core)
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- Often have multiple distribution centers → good expansion potential
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### Segment 3: 3PLs and Distribution Centers
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- High volume of receiving and exception handling
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- Value zone-based tracking and exception reporting
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- Often manage multiple clients → potential for platform-style recurring revenue
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### Segment 4: Companies Already Using RMS Omega or RFIDKnow
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- Already invested in compatible hardware or education
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- Lower sales friction and faster time-to-value
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- Natural fit for bundled solutions
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## Buying Triggers (When They Are Ready to Buy)
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- Implementing or expanding RFID infrastructure
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- ERP upgrade or integration project underway
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- High exception rates in receiving or inventory accuracy issues
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- New warehouse or distribution center opening
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- Pressure from customers or compliance requirements (GS1, traceability)
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## Positioning by Segment
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| Segment | Primary Message | Key Products | Expected Deal Size |
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|---------------------------|----------------------------------------------|-----------------------|--------------------|
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| Mid-Market Manufacturers | "RFID data that actually works with your ERP" | Core + IoT | $25k–$60k/yr |
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| Apparel & Fashion | "End-to-end GS1 + RFID from tag to ERP" | Core + Assets + Capture | $30k–$80k/yr |
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| 3PL / Distribution | "Real-time visibility across every zone" | Core + IoT + Assets | $40k–$100k/yr |
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| RMS Omega / RFIDKnow customers | "Complete hardware + software solution" | Full Platform | $35k–$90k/yr |
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## Repeatable Business Levers
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- Annual subscription pricing (not project-based)
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- Multi-site licensing
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- Usage-based add-ons (extra readers, higher scan volume)
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- Professional services for initial implementation (one-time) + ongoing support (recurring)
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---
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*Document created May 2026* |