Thesis: Land one EU agency contract as anchor, use as reference to unlock cascade of
similar procurements. Low churn, high ACV, builds reputation.
| Score (1–5) | |
|---|---|
| Time-to-revenue | 2 (12–18 months) |
| Revenue ceiling | 5 (multi-M€ contracts) |
| Competitive moat | 4 (framework agreements = lock-in) |
| Resource intensity | 2 (proposal writing, long sales cycles) |
| Total | 13/20 |
Thesis: Free tier (100 API calls/mo) → self-serve conversion → enterprise upsell.
Fast adoption signal, but EU public agencies rarely self-serve.
| Score (1–5) | |
|---|---|
| Time-to-revenue | 4 (3–6 months) |
| Revenue ceiling | 3 (ACV typically low until enterprise) |
| Competitive moat | 3 (easy to copy, needs fast iteration) |
| Resource intensity | 4 (mostly engineering + DevRel) |
| Total | 14/20 |
Thesis: Free 90-day city pilot (1 AOI, 3 indicators) → agency sees results → sole-source
or restricted tender follows. Best of A & B: fast signal, high ACV outcome.
| Score (1–5) | |
|---|---|
| Time-to-revenue | 3 (6–9 months) |
| Revenue ceiling | 5 (pilot → framework contract) |
| Competitive moat | 5 (installed = reference = barrier) |
| Resource intensity | 3 (moderate pilot support, lighter than full proposal) |
| Total | 16/20 |
Month 1–2: Identify 5 target cities. Personalise pitch deck per city (use urban heat
risk data for their specific geography as hook). Send to Smart City Director + CTO.
Month 3: Launch 3 simultaneous 90-day pilots. Assign dedicated CSM. Weekly check-ins.
Month 5: Mid-pilot review — quantify hours saved, decisions enabled. Prepare case study.
Month 6: Convert pilots to paid annual contracts (€18K–€96K/yr depending on tier).
Use as references for public EO tender bids.
Budget: €45K (pilot infrastructure + CSM time + travel)
Expected return: 3 contracts × avg €40K = €120K ARR by Month 9.