Strategy: "The Legacy Bridge" for Smart Grid Telemetry
Target Segment:
Mid-sized Independent System Operators (ISOs) and Large Municipal Utilities (e.g., City of Austin Energy, Duke Energy, ConEdison) that are currently juggling fragmented, proprietary protocols from aging field devices (AMI meters, transformers, sensors) but lack the budget to replace all hardware immediately.
Why This Works:
Utilities are under pressure to modernize their data pipelines for grid resilience and EV integration, but their field devices use a patchwork of old standards (DLMS/COSEM, Modbus, IEC 61850). Your 93 M2M APIs likely offer a standardized layer to ingest, normalize, and push this data into modern cloud-native platforms. You are selling interoperability without hardware replacement.
WHO to Contact
- Primary Target: **Director of Advanced Metering Infrastructure (AMI
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