Midstream Natural Gas Impurities Measurement Commercialization Strategy Case Study

Summary The SearchLite collaborated with inventors of a novel natural gas impurities measurement device to formulate a commercialization strategy in support of applications for grant funding opportunities. The scope of this Market Discovery Challenge included primary research with experts from industry and academia as well as secondary research. During the Market Discovery Challenge, The SearchLite clarified and validated the value proposition of the novel device by identifying the pain points associated with current state-of-the-art solutions. The SearchLite also performed an in-depth analysis of the competitive landscape to understand the market dynamics that would impact the adoption of the new technology. Based on the current state-of-the-art assessment, merits of the value proposition, industry trends and the market size, The SearchLite was able to provide the client team with recommended beachhead customers and suggestions for reducing their time to market. Privileged and Confidential

Key Deliverables Clarify Client’s Value Proposition Verify and gain an in-depth understanding of the current state of the art technologies for the natural gas impurities measurement Identify the limitations and customer pain points associated with current state-of-the-art Identify the competitive advantages of client’s technology with respect to the “Jobs to be Done” Identify new applications for the technology Change bullet points Privileged and Confidential

Industry Ecosystem Academic & Industry Researchers Midstream Oil & Gas Companies Device Manufacturers consultants, The SearchLite targeted key elements of the industry ecosystem and interviewed experts in each of them. Privileged and Confidential

Competitive Landscape Assessment Job to be Done State of the Art Device # 1 State of the Art Device # 2 Inventor’s Value Prop Accuracy High Moderate Sensitivity Low Response Time A Competitive Landscape Assessment was carried out: 1) The Key Jobs-to-be-Done (JTBDs) were identified 2) Current State-of-the-Art devices were evaluated against the JTBD’s 3) The client’s value proposition was evaluated against the JTBDs Adjust the tables 5 Privileged and Confidential

Recommendations & Next Steps Based on the value proposition and the end user’s pain points, The SearchLite developed a commercialization plan in support of applications for grant funding opportunities. Key strategic relationships were developed during the primary research, providing opportunities for future collaboration on technology development and and other commercialization activities. Clarification of the Jobs-to-be-Done were used as strategic specifications for development of a second generation prototype. Privileged and Confidential

We mitigate market risk by understanding “Who cares and why” The SearchLite is a Customer Discovery and Market Validation Platform for Early-stage Technologies & Startups We mitigate market risk by understanding “Who cares and why” Market Application Landscape Identify the most attractive commercial opportunities: Clarify the value proposition Understand who cares and why Assess alternative opportunities Forecast early market share penetration and revenue : Clarify the target market / size Assess solutions & industry trends Forecast market share / revenue Technology Adoption Dynamics Privileged and Confidential 7