Value Proposition of the Marketplace Making Sense of Sensors Network for the Smart City & Climate Change

Our Focus & Value Proposition - Equal importance to building the fact foundation, marketing planning and implementation New Product Development New Product Launch Product Management Product Lifecycle & New Product Launch scope Capability Assessment Market Assessment Marketing Strategy Plan Marketing Operations Plan Launch Monitoring & Adjustments Value Sales 0 Profit/ loss

Our Focus & Value Proposition - fact-based and actionable Working value proposition summary Resource analysis HR Production Assets Sourcing & Suppliers Logistics Sales & Marketing Network Budget analysis Customers: Needs/ unmet needs Price points, elasticity External factors (regulation, etc.) Competition Pricing, Positioning Distribution Differentiation strategies Adjustment by country/ region Performance dashboards Operation monitoring Product performance tracking Post launch product fine-tuning (bugs, customisation, targeting…) Marketing plan adjustments Value proposition confirmation Distribution strategies Draft critical pathway for launch Sales and margins forecasts, KPI's Impact of new product upon existing product portfolio Product & packaging adjustments Price levels Customer value Promotion plan Support tools to effective launch (sales, logistics, provisioning, crm, management) Capability AssessmentMarket Assessment Launch Monitoring & Adjustments Marketing StrategyMarketing Operations Plan

Capability Assessment Conclusions & Recommendations Marketing Strategy Step 1: Create a strong fact foundation Output: Opportunity validation Output: Value proposition + business case Base case scenario GO/NO GO decision Implementation plan.. Step 2: Confirm new product launch strategyStep 3: Implement the strategy Launch Monitoring & Adjustments Output: Implementation roll out & impact measurement. Market Assessment Output: Opportunity validation. 3. Our Approach The New Product Launch best practice programme is organised in 3 complementary and successive steps Marketing Operations Output: Marketing (launch) plan Using the components of this framework, careful diagnosis of client challenges and opportunities allows a tailor-made approach to be recommended

Approach for the Capability Assessment Capability Assessment Manufacturing needed Partner network, suppliers & platform needed Organisation structure & RACI Investment needed (human capital, financial, technologies, assets) Promotion resources required What are our capability & expertise gaps to target these product and customer segments? What are the required changes? What are the key success factors? Capability gap analysis: Production, Sourcing & Suppliers Sales & Marketing, other HR Cross-functional stakeholder buy-in Priorities for validation and planning Assign Launch team What expectations are common to key stakeholders? What are key challenges and opportunities? Who is on steering committee? Working version of value proposition Key driversKey questions Key financials: Revenue streams CAPEX, OPEX, margins What are ROI scenarios? How do we manage the risks? What are the key milestones? What are the critical success factors? Budget Analysis

Our Approach to Market Strategy Market Assessment Key drivers Key issues and questions Regulatory & certifications Characteristics (intrinsic environment) Features/ technologies required Existing technologies & limits Decision making Usage trends; sensitivity Key players, offering Distinctive advantages, barriers Best practices Economics Go-to market routes Segmentation Size & growth; forecast Market penetration Product switch What are the trends/ behaviours/ expectations? Interests in new approach? What are the opportunities? What are the key success factors? How is the market segmented? What are the opportunities? Which ones should be captured? What share can be reached? Key competitors SWOT Most likely scenarios for supply/demand balance, implications Transferable best practices? Features Segments Distribution Does the product need to be adjusted to local specificities? What’s the impact? Adjustment by country/ region Competition Pricing, Positioning Distribution Differentiation strategies Customers: Needs/ unmet needs Price points, elasticity External factors (regulation, etc.) Segments: Rank target markets & segments Addressable market