We go to market directly and through representatives.  

Our model includes the sale of hardware (CAPEX) and then software (ARR).  We typically introduce a water utility to our solution through a 5-unit proof of concept project, which we deliver for under $50k.  This is a low-risk introduction for a water utility, and then we add units each year, growing both our revenue and our ARR as water utilities expand their permanent monitoring solution.

We are in the process of transitioning our business model to a Data-as-a-Service (DaaS) model which will see our ARR increase by 12x moving forward.

Our solution is unique in the way in which it detects leaks - we listen to the water column to identify leaks within the water distribution network.  This unique approach allows us to detect leaks in PVC (plastic) pipe, whereas others listen to pipe vibration which does not allow them to detect leaks in PVC.  Our AI also is able to identify leaks at much greater distances than others in this space, can detect pre-existing leaks, as well as monitor pressure, water temperature, and capture transient events. We are fully autonomous, meaning we do not require any data from our clients to be able to find and localize leaks within a water network.  We are truly plug-and-play.

We are able to go to market with a 'proof-of-concept' approach, where a water utility starts with 5 units and we work with them over a 6-month period where we meet monthly to review the results, answer questions and work to get them comfortable.  This goes exceedingly well as no technical skills are required to use our solution - we provide alerts whenever something is happening which arrive by SMS or e-mail to the water utility personnel, who can then review the user interface for more information and begin taking action.  Once they have the first units installed, we have a track record of them continuing to invest and purchase additional units each year, growing both our revenue and our ARR.  Our plan coming out of this round of funding is to grow a representative network in the US and bring onboard a full-time US lead for our representative team that can also do direct sales to the larger water utilities.