| IC — IMPEAIdeal Customer |
Institutional MF portfolios ≥1,000 units. Direct-metered, market-rate, electrification ambition, institutional mgmt, NY/CT/NJ. |
Highest |
Devote staff, hires, marketing dollars. Drive product roadmap. Fast decisions, repeatable ARR. |
FTERE, Franklin, Avalon Bay |
| SCStandard Customer |
Standalone MF coops, condos, rentals ~40+ units. Clear value prop but resource-intensive sales cycle. |
Low |
Cap internal resources. No marketing spend. Self-service or channel-delivered. One intro call max. Signed contract before any additional work. |
2 Charlton, 960 Sterling, Parkhill |
| SDPStrategic Dev Partner |
Co-develop future capabilities. Must pay, provide real sites/data, and accelerate IC expansion. |
Medium |
Engineering-led GTM. Targeted spend (trade shows, memberships). Path to becoming IC. |
Northwell, L&M |
| PFCPotential Future |
Could be served later. Requires unbuilt functionality, unclear value, or unknown market frictions. |
Lowest |
Non-active. Does not drive engineering, justify hires, or trigger GTM. Hold / monitor only. |
Commercial offices, data centers, malls, campuses, sub-40 units |
