To do add link to data source inputs
Life solution - Building
For the initial SyGrow MPV for LS, the following segments and systems are in scope:
Heating & Cooling - Heat pumps
- Commercial background: market making – enter new market to explore growth opportunities
Plumbing & Sanitary - Plumbing
- Commercial background: keep existing marketing leadership in an increasingly competitive but known market
SyGrow MVP product requirements
Heatpumps
MVP SyGrow will focus on an initial version for a prioritized set of applications:
Prioritized applications:
Water lines
Valves
Back-up heater
Flow Sensor/Meters
Scroll Compressor
Rotary Vane Compressor
Buffer Tanks
Use-cases
Opportunity finder:
- Heat map: heat maps are provided by the business teams
- Value potential: TBC
- Prioritization: see ideal customer profile (ICP) with corresponding weights in table below
Product recommender:
Relevant product recommendations:
Most likely to convert
Dimensions still to be defined
Better performing
- Dimensions still to be defined
- Most cost efficient
- Dimensions still to be defines
Pre-meeting reports: see relevant section in table below
Plumbing
MVP SyGrow will focus on an initial version for a prioritized set of applications:
Prioritized applications:
- Faucet
- Fittings
Opportunity finder:
- Heat map: generated heat maps based on SFC DevPool, SFDC Samples
- Value potential: Production logic - rule based segmentation of existing customers - similar approach as for SpP transportation
Clustering dimensions
Company size
Application
Region
Product Group
Metric: Median of the DevPool expected value Y+3
- Prioritization: see ideal customer profile (ICP) with corresponding weights in table below
Product recommender:
Relevant product recommendations:
Most likely to convert
Dimensions still to be defined
Better performing
- Dimensions still to be defined
- Most sustainable
- Dimensions still to be defined
- Most cost efficient
- Dimensions still to be defined
Pre-meeting reports: see relevant section in table below
ICP - Ideal customer profile
For the MVP, e will only focus on the priority 1, 2 for the ideal customer profile used to prioritize the AI prospects. Please find the respective weights needed for the prioritization
| Variable | Description | Data source | Heat Pump Priority | Weight | Plumbing Priority | Weight | Complexity |
| Company size | Company size based on revenue | ZoomInfo | 1 | 13% | 1 | 13% | Medium |
| Existing Syensqo relationship | Existing Syensqo customer | SFDC Accounts | 1 | 13% | 1 | 13% | Low |
| Number of contacts | Number of existing contacts at Syensqo | SFDC Accounts; SFDC Contacs; SFDC meetings | 1 | 13% | 1 | 13% | Low |
| Metal – SP replacement | Openness to replacing metal with SP | Meeting reports, company website | 2 | 5% | 1 | 13% | High |
| Appetite for innovation | Interest in new innovations, e.g., Trade shows participation | SFDC DevPool | 3 | 1 | 13% | Medium | |
| Sustainability focus | Highlighting sustainability as strategic priority for given end use | Press release, annual reports | 3 | 1 | 13% | Low | |
| Existing discussions | Is the application x product combination already discussed in another account/region | SFDC Sample request,;SFDC Meetings, SFDC Dev Pool | Not relevant | 1 | 13% | Low | |
| Competition/ market disruptor | Competitor and competitor products currently used by customers | SFDC meeting report | Not relevant | 1 | 13% | Low | |
| Strategic priority | Announced expansion into one of Heat pump/plumbing strategic growth priorities | Annual report, earning calls | 1 | 13% | 3 | Low | |
| Market outlook | Operating in growing, emerging market | Market reports | 1 | 13% | 3 | Low | |
| Value chain position | Position in the value chain (OEM, Tier 1, Tier 2) | BBC reports | 1 | 13% | Not relevant | High | |
| Application region | Application availability in the region | BBC reports | 1 | 13% | Not relevant | TBD | |
| Product launch | Launched new product/system type | Press release, reports, company websites | 2 | 5% | Not relevant | TBD |
PMR - Pre-meeting report sections
For the MVP, we will only focus on the priority 1, 2 for the PMR template.
| Section | Topic | Heat pumps Priority | Adjustments required compared to existing PMR form transportation | Plumbing Priority | Adjustments required compared to existing PMR form transportation |
| Customer view and strategic priorities | Value chain position | 2 | None | 2 | None |
| Recent financials | 2 | None | 2 | None | |
| Company update | 1 | Focus on metal replacement; Emphasis on metal replacement to plastics | 1 | Focus on metal replacement; Emphasis on metal replacement to plastics | |
| Competitive insights | 1 | Competitive insights on metal replacement strategy | Not relevant | ||
| Customer existing relationship | Meeting summary - Recent discussions | 1 | None | 1 | None |
| Historical transactions | 1 | None | 1 | None | |
| Forecasted outlook | 2 | None | 2 | None | |
| Complaints & overdues | Not relevant | Not relevant | |||
| Past successes & failures; | 1 | Insights in what worked well for historical sales (SFDC Meetings) | Not relevant | ||
Customer growth opportunities | AI prospects | 1 | None | 1 | None |
| AI Product recommendation | 1 | None | 1 | None |