The goal of this SME phase 1 project is to validate the go to market approach.
The business plan and go to market approach have been challenged and redesigned thanks to the SME Instrument phase 1 project. Our SME coach, Sabrina Coccia, helped us to asses in detail the cities decision processes. Beside the cleaning department, a new player has to be included in the acquisition process: the department in charge of the city’ innovations, often the Smart City organisation.
In many European countries, the cities outsource cleaning to private companies. These companies also benefit from our value proposition, improving cleanliness while optimizing resources. Furthermore, they are able to commit for and deliver a performance instead of means.
From a product development point of view, the project was in the test phase with selected cities. The cities of Carouge and Toulouse tested the monitoring approach and how the tool impacts their operations. The city of Geneva monitored a campaign to reduce cigarette littering. At the end of this phase, we are now ready to scale-up.
This project confirmed our value proposition relevance and market potential. For the scale-up, we will follow a step-wise approach, starting with France and Switzerland, before extending to Germany and UK and finally the rest of Europe.