Defining the additional Business Line for a IoT/Big Data startup offering B2B services to construction and real estate companies

Let’s set the stakes

The client is a spin-off of one of the leading french universities. The client has a recognized expertise in modeling the ageing of construction materials and structures. The company has been growing offering inspection expertise of complex buildings and civil engineering structures. Their inspections help the owner of the building to anticipate renovation, and consequently optimize the TCO of the building.

Having perfected differents material and structure ageing prediction algorithms, the client has made a first investment and develop a continuous monitoring platform, based on low cost IoT devices and IA technology. The client wants now to go to the market, and grow the recurring part of its revenue.

How we intervened

The Circularity team helped the management to define, via a Lean StartUp approach, the development plan of the monitoring business line, anticipating the different issues that could come from a fast growing activity (finance, technology, organization):

• Diagnosis of the current situation in order ton identify the main risks that need to be adressed to secure a rapid growth,
• Design of the development plan:
  1. Soping of the short term actions to be taken in various domains (organization and key profiles, industrial and sourcing policy, scalability of the Big Data platform),
  2. Identification and prioritization of the different market segments to be adressed directly (B2B) or indirectly (B2B2B2), and design of first prospection plan,
  3. Tuning of the value proposition regarding the different targeted market segments (Value Proposition Canvas methodology)
  4. Tuning of the business model, and definition of a reference Business Plan to be shared with investors (Business Model Canvas methodology)
• Design of a reference contractual framework adressing the first B2B2B customers

The results we obtained

• Securing a development plan enabling rapid growth of the new business line, within the financial framework negociated with the investors
• First B2B2B commercial deals with key accounts

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