Add recommended 3-phase approach document
This commit is contained in:
parent
add70ea652
commit
b30501d370
440
recommended-approach.md
Normal file
440
recommended-approach.md
Normal file
@ -0,0 +1,440 @@
|
|||||||
|
# Recommended Approach: 3-Phase Bootstrap Plan
|
||||||
|
|
||||||
|
## Overview
|
||||||
|
|
||||||
|
**Motto**: "Slow is smooth, smooth is fast"
|
||||||
|
|
||||||
|
**Philosophy**: Bootstrap with minimal capital, use customer revenue to fund platform development, transition to recurring revenue model.
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Phase 1: Integration Consulting (Months 1-3)
|
||||||
|
|
||||||
|
### Objective
|
||||||
|
Generate cash flow, validate market demand, build network of relationships.
|
||||||
|
|
||||||
|
### Timeline
|
||||||
|
**Week 1-2**: Setup
|
||||||
|
**Week 3-4**: Outreach
|
||||||
|
**Week 5-8**: First pilot project
|
||||||
|
**Week 9-12**: Complete pilot, land second project
|
||||||
|
|
||||||
|
### Services Offered
|
||||||
|
- OT/IT integration consulting
|
||||||
|
- PLC programming for data export
|
||||||
|
- Edge gateway setup (on customer hardware)
|
||||||
|
- MQTT/OPC UA configuration
|
||||||
|
- Grafana dashboard deployment
|
||||||
|
- Training and documentation
|
||||||
|
|
||||||
|
### Revenue Model
|
||||||
|
- **Hourly**: $150-200/hour
|
||||||
|
- **Project**: $15k-40k (100-200 hours)
|
||||||
|
- **Retainer**: $2k-5k/month (optional support)
|
||||||
|
|
||||||
|
### Infrastructure
|
||||||
|
**NONE** - Deploy on customer hardware:
|
||||||
|
- Raspberry Pi 4 or old industrial PC (customer buys)
|
||||||
|
- Ubuntu Server + Docker/LXC (free)
|
||||||
|
- Mosquitto MQTT + InfluxDB + Grafana (free, open source)
|
||||||
|
- Node-RED for PLC integration (free)
|
||||||
|
|
||||||
|
### Capital Requirements
|
||||||
|
**Total**: $500
|
||||||
|
- LLC filing: $100-300
|
||||||
|
- Basic website (Carrd/WordPress): $0-200
|
||||||
|
- Business cards: $50
|
||||||
|
- LinkedIn Premium: $0 (optional)
|
||||||
|
|
||||||
|
### Activities
|
||||||
|
|
||||||
|
#### Week 1-2: Foundation
|
||||||
|
- [ ] Register LLC (1-2 hours, $100-300)
|
||||||
|
- [ ] Set up website (4-6 hours, $0-200)
|
||||||
|
- Service description
|
||||||
|
- Case study section (empty initially)
|
||||||
|
- Contact form
|
||||||
|
- Bio highlighting OT + cloud expertise
|
||||||
|
- [ ] Update LinkedIn profile (1 hour)
|
||||||
|
- "OT/IT Integration Consultant"
|
||||||
|
- Headline: "I help manufacturers bridge PLC data to dashboards"
|
||||||
|
- [ ] Create contact list (20+ from controls engineering days)
|
||||||
|
|
||||||
|
#### Week 3-4: Outreach
|
||||||
|
- [ ] Email/call 20 contacts (5 per week)
|
||||||
|
- [ ] Message template:
|
||||||
|
> "Hey [Name], after 13 years programming PLCs, I spent the last 4 years learning cloud engineering. Now I'm helping manufacturers get visibility into production data without expensive cloud platforms. Know anyone struggling with this?"
|
||||||
|
- [ ] Target: 3-5 discovery calls
|
||||||
|
- [ ] Join local ISA chapter (optional)
|
||||||
|
|
||||||
|
#### Week 5-8: First Pilot
|
||||||
|
- [ ] Land pilot project: $5k-10k (discounted)
|
||||||
|
- [ ] Scope: Single production line, basic monitoring
|
||||||
|
- PLC data collection (Modbus/OPC UA)
|
||||||
|
- MQTT broker on Raspberry Pi
|
||||||
|
- Grafana dashboards (3-5 views)
|
||||||
|
- Alert configuration
|
||||||
|
- [ ] Document EVERYTHING
|
||||||
|
- Before/after metrics
|
||||||
|
- Technical architecture
|
||||||
|
- Customer testimonial
|
||||||
|
- [ ] Deliverables:
|
||||||
|
- Working edge gateway
|
||||||
|
- 3-5 Grafana dashboards
|
||||||
|
- Alert rules configured
|
||||||
|
- 2-4 hours of training
|
||||||
|
- Documentation for maintenance
|
||||||
|
|
||||||
|
#### Week 9-12: Validate & Scale
|
||||||
|
- [ ] Complete pilot project
|
||||||
|
- [ ] Get written testimonial
|
||||||
|
- [ ] Take photos/screenshots
|
||||||
|
- [ ] Write case study
|
||||||
|
- [ ] Publish to LinkedIn + website
|
||||||
|
- [ ] Ask pilot customer for 2-3 referrals
|
||||||
|
- [ ] Land second project at full price ($20k-40k)
|
||||||
|
- [ ] Begin prospecting for Phase 2 recurring customers
|
||||||
|
|
||||||
|
### Success Metrics (Phase 1)
|
||||||
|
- [ ] 2-3 completed consulting projects
|
||||||
|
- [ ] $20k-45k revenue generated
|
||||||
|
- [ ] 5+ discovery calls completed
|
||||||
|
- [ ] 1-2 case studies published
|
||||||
|
- [ ] 10+ new LinkedIn connections
|
||||||
|
- [ ] 3-5 warm prospects for Phase 2
|
||||||
|
|
||||||
|
### Expected Outcomes
|
||||||
|
- **Revenue**: $20k-45k in 90 days
|
||||||
|
- **Profit**: ~$19k-43k (95% margin)
|
||||||
|
- **Network**: 20+ new manufacturing contacts
|
||||||
|
- **Validation**: Proven demand for services
|
||||||
|
- **Foundation**: Customer base for Phase 2 transition
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Phase 2: Edge Monitoring Platform (Months 4-9)
|
||||||
|
|
||||||
|
### Objective
|
||||||
|
Transition from project-based to recurring revenue, deploy multi-tenant infrastructure.
|
||||||
|
|
||||||
|
### Timeline
|
||||||
|
**Month 4-6**: Build platform, convert 2-3 consulting clients
|
||||||
|
**Month 7-9**: Add 3-5 new monitoring customers, refine product
|
||||||
|
|
||||||
|
### Services Offered
|
||||||
|
**Consulting** (continued, reduced):
|
||||||
|
- 1-2 projects/month for cash flow
|
||||||
|
- Integration work for monitoring customers
|
||||||
|
|
||||||
|
**New - Monitoring Platform**:
|
||||||
|
- Edge monitoring as a service
|
||||||
|
- Setup + monthly subscription
|
||||||
|
- Remote management
|
||||||
|
- Alert management
|
||||||
|
- Data backup and retention
|
||||||
|
|
||||||
|
### Revenue Model
|
||||||
|
**Hybrid**:
|
||||||
|
- Consulting: $10k-20k/month (declining)
|
||||||
|
- Monitoring setup fees: $5k-10k per customer
|
||||||
|
- Monitoring recurring: $0 → $10k/month (growing)
|
||||||
|
|
||||||
|
### Infrastructure
|
||||||
|
**GTHost Dedicated Server #1:**
|
||||||
|
```
|
||||||
|
Configuration:
|
||||||
|
├── 8 cores, 32GB RAM, 1TB SSD
|
||||||
|
├── Estimated cost: $100-150/month
|
||||||
|
├── Capacity: 8-10 customers
|
||||||
|
└── Revenue potential: $12k-30k/month
|
||||||
|
```
|
||||||
|
|
||||||
|
**Tech Stack:**
|
||||||
|
- Ubuntu Server 24 LTS
|
||||||
|
- LXC for container isolation (per customer)
|
||||||
|
- MQTT broker per container
|
||||||
|
- InfluxDB per container (or shared with DB per customer)
|
||||||
|
- Grafana (shared with customer-specific dashboards)
|
||||||
|
- Automated backup system
|
||||||
|
- Monitoring and alerting (UptimeRobot, Prometheus)
|
||||||
|
|
||||||
|
### Capital Requirements
|
||||||
|
**Total**: ~$1,000
|
||||||
|
- GTHost server: $100-150/month × 2 months
|
||||||
|
- Development time: Nights/weekends (sweat equity)
|
||||||
|
- Funded from Phase 1 consulting revenue
|
||||||
|
|
||||||
|
### Activities
|
||||||
|
|
||||||
|
#### Month 4-5: Platform Development
|
||||||
|
- [ ] Provision GTHost server ($5/day trial first)
|
||||||
|
- [ ] Build LXC container template
|
||||||
|
- MQTT broker (Mosquitto)
|
||||||
|
- InfluxDB instance
|
||||||
|
- Grafana user + dashboards
|
||||||
|
- Backup scripts
|
||||||
|
- [ ] Create provisioning automation
|
||||||
|
- New customer onboarding script
|
||||||
|
- Container creation
|
||||||
|
- Credential generation
|
||||||
|
- DNS/subdomain setup
|
||||||
|
- [ ] Build simple web portal
|
||||||
|
- Customer login
|
||||||
|
- Dashboard links
|
||||||
|
- Support ticket system
|
||||||
|
- Billing integration (Stripe)
|
||||||
|
- [ ] Set up monitoring
|
||||||
|
- Server health monitoring
|
||||||
|
- Customer container monitoring
|
||||||
|
- Alert system for failures
|
||||||
|
- [ ] Documentation
|
||||||
|
- Customer onboarding guide
|
||||||
|
- Internal runbook
|
||||||
|
- Support procedures
|
||||||
|
|
||||||
|
#### Month 5-6: First Customers
|
||||||
|
- [ ] Approach 2-3 existing consulting clients
|
||||||
|
- [ ] Pitch: "I've built a monitoring platform. Want to be a pilot customer for $1k/month?"
|
||||||
|
- [ ] Deploy for first 2 customers
|
||||||
|
- [ ] Gather feedback, iterate
|
||||||
|
- [ ] Test backup/restore procedures
|
||||||
|
- [ ] Validate multi-tenant isolation
|
||||||
|
- [ ] Begin marketing monitoring service
|
||||||
|
|
||||||
|
#### Month 7-9: Growth & Refinement
|
||||||
|
- [ ] Add 3-5 new monitoring customers
|
||||||
|
- [ ] Continue 1-2 consulting projects/month (cash flow)
|
||||||
|
- [ ] Refine platform based on feedback
|
||||||
|
- [ ] Build case studies (monitoring-specific)
|
||||||
|
- [ ] Automate more operations
|
||||||
|
- [ ] Document standard procedures
|
||||||
|
- [ ] Plan for second server (if needed)
|
||||||
|
|
||||||
|
### Success Metrics (Phase 2)
|
||||||
|
- [ ] GTHost server deployed and stable
|
||||||
|
- [ ] 5-8 monitoring customers live
|
||||||
|
- [ ] $10k-15k MRR achieved
|
||||||
|
- [ ] Multi-tenant architecture proven
|
||||||
|
- [ ] 99.5%+ uptime maintained
|
||||||
|
- [ ] Customer churn <10%
|
||||||
|
- [ ] 3+ new case studies published
|
||||||
|
|
||||||
|
### Expected Outcomes
|
||||||
|
- **Month 6 Revenue**: $17k ($15k consulting + $2k MRR)
|
||||||
|
- **Month 9 Revenue**: $20k ($10k consulting + $10k MRR)
|
||||||
|
- **Infrastructure Cost**: $150/month
|
||||||
|
- **Profit Margin**: 85-90%
|
||||||
|
- **Platform**: Production-ready, scalable
|
||||||
|
- **Foundation**: Ready for Phase 3 premium features
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Phase 3: GPU-Powered AI Features (Months 10-18)
|
||||||
|
|
||||||
|
### Objective
|
||||||
|
Add premium AI-powered features for differentiation and margin expansion.
|
||||||
|
|
||||||
|
### Timeline
|
||||||
|
**Month 10-12**: Build AI infrastructure, launch premium tier
|
||||||
|
**Month 13-18**: Convert customers, add new premium customers
|
||||||
|
|
||||||
|
### Services Offered
|
||||||
|
**Basic Tier** (existing):
|
||||||
|
- Edge monitoring
|
||||||
|
- Dashboards and alerts
|
||||||
|
- $1.5k-2k/month
|
||||||
|
|
||||||
|
**Premium AI Tier** (new):
|
||||||
|
- Predictive maintenance
|
||||||
|
- Anomaly detection
|
||||||
|
- Computer vision quality inspection
|
||||||
|
- Advanced analytics
|
||||||
|
- $4k-8k/month
|
||||||
|
|
||||||
|
### Revenue Model
|
||||||
|
**Fully Recurring**:
|
||||||
|
- Basic customers: $1.5k × 8-10 = $12k-15k/month
|
||||||
|
- Premium customers: $5k × 4-5 = $20k-25k/month
|
||||||
|
- Consulting (occasional): $5k/month
|
||||||
|
- **Total**: $37k-45k/month
|
||||||
|
|
||||||
|
### Infrastructure
|
||||||
|
**Server #1** (Basic tier):
|
||||||
|
- 8 cores, 32GB, 1TB
|
||||||
|
- 8-10 customers
|
||||||
|
- $100-150/month
|
||||||
|
|
||||||
|
**Server #2** (Premium AI tier):
|
||||||
|
```
|
||||||
|
Configuration:
|
||||||
|
├── 16 cores, 64GB RAM
|
||||||
|
├── NVIDIA Tesla P4 8GB GPU
|
||||||
|
├── 2TB NVMe SSD
|
||||||
|
├── Estimated cost: $350-450/month
|
||||||
|
├── Capacity: 3-5 premium customers
|
||||||
|
└── Revenue potential: $15k-40k/month
|
||||||
|
```
|
||||||
|
|
||||||
|
### Capital Requirements
|
||||||
|
**Total**: ~$3,000
|
||||||
|
- GPU server: $400/month × 3 months
|
||||||
|
- ML model development time
|
||||||
|
- Funded from Phase 2 profits
|
||||||
|
|
||||||
|
### Activities
|
||||||
|
|
||||||
|
#### Month 10-11: AI Infrastructure
|
||||||
|
- [ ] Provision GTHost server with Tesla P4 GPU
|
||||||
|
- [ ] Install ML frameworks
|
||||||
|
- TensorFlow or PyTorch
|
||||||
|
- Scikit-learn
|
||||||
|
- ONNX Runtime (optimized inference)
|
||||||
|
- [ ] Build predictive maintenance models
|
||||||
|
- Anomaly detection (vibration, temperature)
|
||||||
|
- Failure prediction
|
||||||
|
- Remaining useful life (RUL)
|
||||||
|
- [ ] Computer vision setup (if pursued)
|
||||||
|
- Object detection
|
||||||
|
- Quality inspection
|
||||||
|
- Defect classification
|
||||||
|
- [ ] Test GPU inference performance
|
||||||
|
- [ ] Create premium tier documentation
|
||||||
|
|
||||||
|
#### Month 12: Premium Launch
|
||||||
|
- [ ] Select 2 customers to upgrade (beta pricing)
|
||||||
|
- [ ] Deploy AI features
|
||||||
|
- [ ] Gather data for model training
|
||||||
|
- [ ] Refine models based on customer data
|
||||||
|
- [ ] Measure ROI for customers
|
||||||
|
- [ ] Create case studies showing value
|
||||||
|
|
||||||
|
#### Month 13-18: Scale Premium
|
||||||
|
- [ ] Convert 2-3 more customers to premium
|
||||||
|
- [ ] Market premium tier to prospects
|
||||||
|
- [ ] Hire first contractor ($3k-5k/month)
|
||||||
|
- Customer support
|
||||||
|
- Deployment assistance
|
||||||
|
- Basic troubleshooting
|
||||||
|
- [ ] Formalize processes
|
||||||
|
- [ ] Build sales pipeline
|
||||||
|
- [ ] Plan for additional servers if needed
|
||||||
|
|
||||||
|
### Success Metrics (Phase 3)
|
||||||
|
- [ ] GPU server operational
|
||||||
|
- [ ] 4-6 premium tier customers
|
||||||
|
- [ ] $35k+ MRR total
|
||||||
|
- [ ] First employee/contractor hired
|
||||||
|
- [ ] 95%+ customer satisfaction
|
||||||
|
- [ ] 3+ AI-specific case studies
|
||||||
|
- [ ] ROI demonstrated for customers
|
||||||
|
|
||||||
|
### Expected Outcomes
|
||||||
|
- **Month 18 Revenue**: $40k-50k/month
|
||||||
|
- **Infrastructure Cost**: $500-600/month (2 servers)
|
||||||
|
- **Contractor Cost**: $5k/month
|
||||||
|
- **Net Profit**: $34k-44k/month
|
||||||
|
- **Annual Run Rate**: $480k-600k
|
||||||
|
- **Positioning**: Premium AI-powered industrial IoT platform
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Transition Strategy Between Phases
|
||||||
|
|
||||||
|
### Phase 1 → Phase 2
|
||||||
|
**Trigger**: When you have:
|
||||||
|
- 2-3 completed consulting projects
|
||||||
|
- $20k+ in the bank
|
||||||
|
- 2-3 customers willing to pilot monitoring
|
||||||
|
|
||||||
|
**Transition**:
|
||||||
|
- Reduce consulting to 50% time
|
||||||
|
- Invest 50% time in platform development
|
||||||
|
- Use consulting cash to fund infrastructure
|
||||||
|
- Convert consulting customers to monitoring
|
||||||
|
|
||||||
|
### Phase 2 → Phase 3
|
||||||
|
**Trigger**: When you have:
|
||||||
|
- 5+ monitoring customers ($10k+ MRR)
|
||||||
|
- Consistent $20k+/month total revenue
|
||||||
|
- Stable platform with <5% churn
|
||||||
|
- Cash reserves to fund GPU server for 3 months
|
||||||
|
|
||||||
|
**Transition**:
|
||||||
|
- Add GPU server (funded from Phase 2 profits)
|
||||||
|
- Build AI features
|
||||||
|
- Beta test with 2 willing customers
|
||||||
|
- Launch premium tier
|
||||||
|
- Hire first contractor to handle growth
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Risk Mitigation
|
||||||
|
|
||||||
|
### Phase 1 Risks
|
||||||
|
**Risk**: Can't find customers
|
||||||
|
**Mitigation**: 13 years of network, LinkedIn outreach, local ISA chapter
|
||||||
|
|
||||||
|
**Risk**: Projects take too long
|
||||||
|
**Mitigation**: Scope small (40-80 hours max), resist feature creep
|
||||||
|
|
||||||
|
**Risk**: Customers don't pay
|
||||||
|
**Mitigation**: 50% deposit upfront, milestone payments
|
||||||
|
|
||||||
|
### Phase 2 Risks
|
||||||
|
**Risk**: Platform technical failures
|
||||||
|
**Mitigation**: Start with 2-3 customers, test thoroughly, backup systems
|
||||||
|
|
||||||
|
**Risk**: Can't transition consulting customers
|
||||||
|
**Mitigation**: Offer discounted pilot pricing, add value not available before
|
||||||
|
|
||||||
|
**Risk**: Infrastructure costs escalate
|
||||||
|
**Mitigation**: Multi-tenant architecture, start with basic GTHost config
|
||||||
|
|
||||||
|
### Phase 3 Risks
|
||||||
|
**Risk**: AI features don't deliver value
|
||||||
|
**Mitigation**: Beta test with willing customers, measure ROI, iterate
|
||||||
|
|
||||||
|
**Risk**: GPU costs too high
|
||||||
|
**Mitigation**: Start with 2-3 premium customers to fund server
|
||||||
|
|
||||||
|
**Risk**: Can't hire good contractor
|
||||||
|
**Mitigation**: Use Upwork/Fiverr first, hire part-time before full-time
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Key Success Factors
|
||||||
|
|
||||||
|
1. **Start Small**: $500 capital, basic consulting
|
||||||
|
2. **Customer-Funded**: Use their money to build platform
|
||||||
|
3. **Validate First**: Consulting proves demand before platform build
|
||||||
|
4. **Recurring Focus**: Always transition to subscriptions when possible
|
||||||
|
5. **Edge-First**: Maintains AWS non-compete compliance
|
||||||
|
6. **Iterative**: Build → Test → Refine, don't try to be perfect
|
||||||
|
7. **Network Effects**: Each customer = 2-3 referrals
|
||||||
|
8. **Documentation**: Case studies critical for next phase
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Timeline Summary
|
||||||
|
|
||||||
|
| Month | Phase | Focus | Revenue | Profit |
|
||||||
|
|-------|-------|-------|---------|--------|
|
||||||
|
| 1-2 | 1 | Setup, first project | $5k | $4.5k |
|
||||||
|
| 3 | 1 | Second project | $20k | $19k |
|
||||||
|
| 4-5 | 2 | Platform dev | $17k | $16k |
|
||||||
|
| 6 | 2 | First monitoring customers | $20k | $19k |
|
||||||
|
| 9 | 2 | Growing MRR | $20k | $19k |
|
||||||
|
| 12 | 3 | Premium launch | $25k | $23k |
|
||||||
|
| 18 | 3 | Full premium | $40k | $34k |
|
||||||
|
|
||||||
|
**Cumulative 18 months**: ~$350k revenue, ~$300k profit
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Next Steps
|
||||||
|
|
||||||
|
See `go-to-market.md` for detailed 90-day action plan.
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
*Last Updated: December 2025*
|
||||||
Loading…
Reference in New Issue
Block a user