What Smart360 gains from partnering:

• Direct Accessentry to establishedmunicipal/municipal-adjacent mid-marketutility customerbuyers baseand procurement channels.
• Easier procurement path into city utilities (40+single-vendor yearsmunicipal incontracts).
• Opportunity business),to comprehensivebundle ERPSmart360 operational modules (HCM, Financials, Procurement, Project Mgmt) , advanced AI capabilities through Epicor Prism with 200+ use cases , and robust API integration platform supporting REST/OData. Estimated $2-5M additional recurring revenue through cross-selling to Epicor'Aclarian’s installedfinancial/accounting base.footprint for municipalities.

What EpicorAclarian gains

• Operational fromutility partneringcapability to complement its government financial ERP.
• Ability to upsell to municipal clients with Smart360:one-stop finance + operations offering.
• Differentiation vs other small government ERPs by offering utility operations functionality.

Top 3 motivations for them

1. Expand Entryproduct scope into $50B+ globaloperational utility management software market, differentiated utility vertical offering without internal development costs, expanded TAM for manufacturingtheir customersmunicipal withbase.
2. Increase utilitycustomer operations,lifetime andvalue 15-20% revenue uplift through Smart360via add-on sales to existing manufacturing/distribution clients.modules.
3. WhyFaster wins on municipal procurement where they wouldalready beown interested (top 3 motivations):
   • Market expansion: Access to utility vertical without R&D investmentfinance/HR.
   • AI differentiation: Smart360's utility-specific data enhances Epicor Prism AI capabilities
   • Revenue growth: Cross-sell opportunities to manufacturing customers operating utility assets

Primary objections/objections / blockers they will raise:

• "WeLong prefermunicipal organic growth over partnerships that could create channel conflicts"
• "Integration complexity may impact our cloud-first strategyprocurement and deploymentbudget timelines"cycles.
• "WePublic-sector needsecurity/compliance proofand thataudit utilityrequirements.
• Preference companiesto willkeep adoptcore integratedfinancial ERP+utilityproduct managementscope solutions"limited (dev resource prioritization).

Suggested partnership model(s):models

• JointWhite-label solution/ partnership:Embedded 70/30 revenue split (Epicor/Smart360) on integrated deals with Epicor handling sales,: Smart360 providingprovides utility expertisemodule as an Aclarian-certified add-on (revenue share).
• ResellerCo-sell agreement:for municipal deals: Aclarian leads procurement conversations; Smart360 resellsprovides Epicorimplementation ERPand modulesops atexpertise.
• Proof-of-Value 25%(PoV) marginbundle: whileShort Epicorfixed-scope refersintegration utilityoffering prospectsfor municipal pilots.

Go-to-market playbookplays (3 tactical moves):

1. Target Epicor'smunicipalities manufacturingalready customersusing withAclarian on-sitefor finance and present “one invoice, one vendor” procurement story.
2. Co-develop municipal ROI/playbook focused on regulatory compliance, billing accuracy, and month-end automation.
3. Run joint webinars for municipal CFOs + utility operationsmanagers (waterdemonstrating treatment,reduced powermonth-end generation)close and fewer billing disputes.
2. Joint booth presence at utility conferences (DistribuTECH, AWWA) with integrated demo
3. Develop utility-specific ROI calculator showing 25-40% efficiency gains from integrated approach

Pilot scope & KPIs (recommended PoV):

• Integration scope: Bi-directionalSync dataof syncbilling/customer betweenledger Smart360→ municipal accounting, mapping chart of accounts and Epicorrevenue Kinetic (customer data, work orders, asset management)codes.
• Timeline: 90-day120–180 pilotdays implementation(includes procurement & security review).
• KPIs: 100% audit trail preservation, ≤5%2% datareconciliation synchronization errors,exceptions, 30% reduction in duplicatemonth-end databilling entry,reconciliation 20% improvement in asset utilization metricseffort.

Estimated commercial upside (high/medium/low + short rationale):upside: HIGHLOW–MEDIUM — Epicor'srelatively $125/user/monthsmall pricingper-customer withARR minimumbut 10high usersstickiness createsdue $15K+to annualmunicipal deals,procurement targetingbarriers. 50-100(Validate utilityaverage manufacturersmunicipal annuallydeal yields $750K-$1.5M revenue potential.

Technical integration friction (low/medium/high + reasons):friction: LOWMEDIUM — Epicorstandard providesweb robustAPIs RESTlikely APIavailable withbut OpenAPI/Swaggerexpect documentationstrict ,security, proven integration ecosystem,hosting and cloud-native architecture supporting real-time data synchronization.governance requirements for public-sector customers.

Immediate ask/ask / 3 one-line outreach messages:messages

• HeadPartnerships: of Partnerships: "“Partner to deliver AI-poweredan end-to-end municipal utility managementsolution — simplify procurement and increase ARR.”
• Product: “Co-design a municipal chart-of-accounts mapping template to youraccelerate manufacturingintegrations.”
• CRO: “Upsell operational modules to existing municipal finance customers — expandimprove TAM by $2M+"
• Head of Product: "Integrate Smart360's utility expertise with Epicor Prism AI — differentiate against SAP/Oracle in utilities"
• CRO: "Cross-sell utility solutions to manufacturing base — 15-20% revenue uplift on existing customers"retention.”

Evidence & citationsvalidation (2-3 sources):required

• EpicorConfirm Prism AI capabilities with 200+ use cases [metalformingmagazine.com:51, 2025-06-04]
• RESTAclarian’s API integrationdocs, platformhosting with OpenAPI support [epicor.com:55, 2023-12-31]
• $125/month per user pricing model [top10erp.org:53, 2008-01-29]

• Strategic fit with Smart360 (20%): 85/100 — Strong manufacturing focus with utility customers × 0.20 = 17.0
• Commercial upside (15%): 80/100 — Proven pricing model with $15K+ deal sizes × 0.15 = 12.0
• Pricing competitiveness (15%): 70/100 — Mid-range pricing competitive vs enterprise options × 0.15 = 10.5
• AI advancement (15%): 90/100 — Advanced Epicor Prism with generative AImodel, and MLprocurement × 0.15 = 13.5support.
• MarketValidate reachtypical municipal contract values and procurement lead times.

FOUNDATION (15%):Construction 85/100 — 40+ years, global presence, strong mid-market penetration × 0.15 = 12.8

Suggested partnership model(s):models

• Revenue sharing:Referral/co-sell: 60/40Foundation splitrefers (Acumatica/Smart360)customers onfor integratedSmart360 dealshandover; withsmall jointfinder’s sales approachfee.
• TechnologyLimited partnership:integration (project → asset sync): Smart360Exchange certifiedof asasset preferredlists, integration with co-marketing supportwarranties, and 20%handover discountdata.
• Pilot onservice Acumaticaoffering: licensesA pre-packaged “handover readiness” service sold jointly.

Go-to-market playbookplays (3 tactical moves):

1. DevelopBuild certified integration published in Acumatica Marketplace with utility-specific configuration“handover” templates
2. Joint customer(asset successregister storiesimport, showcasingas-built transactiondocs, volumeO&M growthpackage and operational efficiencytemplates).
2. Target Acumatica'slarge existinginfrastructure project-based customers (construction, professional services)contractors with utility customers and run joint pre-construction to operations

Estimated commercial upside (high/medium/low + short rationale):upside: MEDIUMLOW — Acumatica'svalue $30K-$50Kis averagemostly dealoperational size(reduced withchurn 20-30and utilityservices), customersnot annuallyalways generateshigh $600K-$1.5MARR revenuefrom potential,immediate butsoftware longer sales cycles reduce short-term impact.licenses.

Technical integration friction (low/medium/high + reasons):friction: LOWMEDIUM — Acumatica provides comprehensive REST API, OData endpoints, and integration documentation , plus cloud-native architecture with real-timeconstruction data synchronizationformats capabilities.(CAD, BIM) add complexity; may require ETL or middleware.

Immediate ask/ask / 3 one-line outreach messages:messages

• HeadPartnerships: of“Deliver Partnerships:complete "Unlock utility vertical with Smart360 — drive transaction volumes 40%+ through utility project-to-operations integration"handover solutions for infrastructure projects.”
• HeadProduct: of“Co-develop Product:an "Addas-built AI-powered→ utilityasset managementingestion pipeline to yourspeed roadmapoperational — leverage Smart360's domain expertise"readiness.”
• CRO: "Differentiate“Offer vsa NetSuitejoint with‘handover utilityreadiness’ solutionspaid —pilot $30K+to integratedlarge deal sizes with consumption upside"contractors.”

Evidence & citationsvalidation required

• Validate Foundation’s support for structured handover exports (2-3BIM/CAD sources):
  • AImetadata, StudioCSV/JSON and generative AI capabilities [pcbennett.com:64, 2025-02-13]
  • REST API and OData integration platform [acumatica.com:65, 2025-08-19]
  • $30K-$50K typical deal sizes with consumption pricing [cargas.com:63, 2025-06-15]availability).
• Scores & weighted math:
  • Strategic fit with Smart360 (20%): 80/100 — Cloud-native, API-first, project focus aligns well × 0.20 = 16.0
  • Commercial upside (15%): 75/100 — Solid deal sizes but longer sales cycles × 0.15 = 11.3
  • Pricing competitiveness (15%): 85/100 — Consumption model attractive, transparent pricing × 0.15 = 12.8
  • AI advancement (15%): 70/100 — Emerging AI capabilities but less mature than Epicor × 0.15 = 10.5
  • Market reach (15%): 70/100 — Strong growth but smaller installed base than competitors × 0.15 = 10.5
  • Technical integration ease (10%): 90/100 — Excellent API platform, cloud-native architecture × 0.10 = 9.0
  • Cultural/partner fit (10%): 80/100 — Strong partner ecosystem, collaborative approach × 0.10 = 8.0
  Final Score: 78.1/100

---

3. ACLARIAN

1. UNANET

   Executive summary (1 line): NEUTRALPOSITIVE — Government-focusedGovCon/project-centric ERP with limitedDCAA/compliance marketstrengths; reachgood butfor strong pricing modelcontractors and web-based architecture suitable forgovernment-sponsored utility partnerships.projects.

2. What Smart360 gains from partnering: 

   • Access to localgovernment governmentcontracting firms and utilities that run DCAA/auditable projects.
   • A channel into federally funded utility authoritiesinfrastructure market segment, competitive $55/user/month pricing model , web-based architecture with API capabilities, and potential $200K-$500K annual revenue from government utility customers.programs.

   What AclarianUnanet gains from partnering with Smart360:

   • A Expansioncapability beyondto core government financial management intooffer operational utility management,modules differentiationto incontractors competitive(post-construction government software market, and increased monthly recurring revenue through utility module add-ons.ops/maintenance).
   • Stronger positioning for contractors who want integrated ops visibility after project close.

   Why they would be interested (topTop 3 motivations):motivations for them

   1. MarketOffer expansion:a Movefull beyondproject basic→ financialoperations ERPcontinuum intoto GovCon customers.
   2. Differentiate by supporting utilities-related infrastructure projects with operational utility managementhandover.
   3. GovernmentDrive utilityhigher fit:deal Smart360values addressesvia municipaladd-on utilityoperations authorities Aclarian already servescapabilities.
   3. Recurring revenue growth: Utility modules increase average customer value significantly

Primary objections/objections / blockers they will raise:

• "OurDCAA development/ resourcesaudit are focused on core government financial compliance features"
• "Utility management complexityconstraints may restrict data-sharing or require supportstrict capabilitiesvalidation we don't currently have"workflows.
• "GovernmentIntegration procurementmust cyclespreserve areaudit longtrails and maycost-account notmapping.
• Their justifycustomers partnershipexpect developmentspecialized costs"compliance-first implementations.

• Suggested partnership model(s):models

  • White-labelCo-sell for GovCon utility projects: Joint SOWs where Unanet handles project accounting and Smart360 handles ongoing operations.
  • Certified integration: Smart360Pre-built providestemplates utilitythat modulesmeet underDCAA Aclarianaudit brandingrequirements for 15%cost licensecapture feeand traceability.
  • JointServices solution:partnership: 80/20Joint revenuedelivery splitteams (Aclarian/Smart360)for leveragingcompliance-heavy Aclarian's government relationshipspilots.

• Go-to-market playbookplays (3 tactical moves):

  1. Target municipalengineering firms bidding for federally-funded utility authoritiesprograms already(EPA, usingstate Aclarianinfrastructure for financial managementgrants).
  2. DevelopCo-author government-specificDCAA-ready ROIintegration calculatorwhitepaper showingand operational cost savings from integrated approachtemplates.
  3. JointSponsor/provide presentationsjoint sessions at governmentGovCon technologyevents conferencesand (GFOA,procurement ICMA) highlighting compliance benefitsfairs.

• Pilot scope & KPIs (recommended PoV):

  • Integration scope: Financial data synchronization between utility billing and government accounting modules
  • Timeline: 180-day pilot including government compliance validation
  • KPIs: 100% regulatory compliance maintenance, 30% reduction in month-end closing time, 50% reduction in billing disputes
• Estimated commercial upside (high/medium/low + short rationale): LOW — Limited to government market with long sales cycles, estimated 10-15 customers annually at $20K-$40K each yields $200K-$600K revenue potential.
• Technical integration friction (low/medium/high + reasons): MEDIUM — Web-based architecture supports integration but limited API documentation and government security requirements increase complexity.
• Immediate ask/3 one-line outreach messages:
  • Head of Partnerships: "Expand into utility operations for your government customers — increase ARR 30-50%"
  • Head of Product: "Add operational utility management to complement financial ERP — full municipal solution"
  • CRO: "Upsell utility modules to existing government customers — defend against competitive threats"
• Evidence & citations (2-3 sources):
  • $55/user/month subscription pricing with all modules included [mccmeetingspublic.blob.core.usgovcloudapi.net:78]
  • Web-based ERP with API integration capabilities [vertosoft.com:44, 2025-04-14]
  • Government-focused local ERP solution [aclarian.com:89]
• Scores & weighted math:
  • Strategic fit with Smart360 (20%): 60/100 — Government focus limits broader utility market × 0.20 = 12.0
  • Commercial upside (15%): 50/100 — Limited market size and long sales cycles × 0.15 = 7.5
  • Pricing competitiveness (15%): 80/100 — Competitive pricing with all-inclusive model × 0.15 = 12.0
  • AI advancement (15%): 30/100 — No evidence of AI capabilities or roadmap × 0.15 = 4.5
  • Market reach (15%): 40/100 — Limited to local government segment only × 0.15 = 6.0
  • Technical integration ease (10%): 60/100 — Web-based but limited API documentation × 0.10 = 6.0
  • Cultural/partner fit (10%): 70/100 — Small company, flexible, but limited partner experience × 0.10 = 7.0
  Final Score: 55.0/100

---

4. FOUNDATION

1. Executive summary (1 line): NEUTRAL — Construction-specialized ERP with strong project management but limited utility market overlap and unclear AI capabilities.
2. What Smart360 gains from partnering: Access to construction companies with utility infrastructure projects, project-based ERP expertise for utility capital projects, and estimated $300K-$800K annual revenue from construction-utility crossover customers.
3. What Foundation gains from partnering with Smart360: Expansion into utility infrastructure market, differentiation in competitive construction software space, and opportunity to serve utility contractors with integrated project and utility management.
4. Why they would be interested (top 3 motivations):
   • Adjacent market: Utility infrastructure construction is natural extension of core market
   • Project complexity: Smart360's utility expertise enhances complex infrastructure project capabilities
   • Customer retention: Integrated solution reduces risk of customer switching to larger ERP providers
5. Primary objections/blockers they will raise:
   • "Our construction focus requires deep industry expertise that utility management might dilute"
   • "Integration development costs may exceed potential revenue from limited utility crossover market"
   • "Our customers prefer specialized construction tools over broad utility management platforms"
6. Suggested partnership model(s):
   • Referral partnership: Foundation refers utility infrastructure customers to Smart360 for 10% finder's fee
   • Joint solution: Limited integration for project data sharing with 90/10 revenue split (Foundation/Smart360)
7. Go-to-market playbook (3 tactical moves):
   • Target utility contractors and infrastructure builders in Foundation's customer base
   • Develop construction-specific utility project templates and ROI calculators
   • Joint case study development showcasing integrated project and utility asset management
8. Pilot scope & KPIs (recommended PoV):
   • Integration scope: Project cost data synchronization and asset handover from construction to operations
   • Timeline: 150-day pilot with construction utility contractor
   • KPIs: 20% reduction in project handover time, 15% improvement in asset data accuracy, 90% user adoption rate
9. Estimated commercial upside (high/medium/low + short rationale): LOW — Construction-utility crossover market is limited, estimated 5-10 customers annually at $30K-$80K each yields $150K-$800K revenue potential.
10. Technical integration friction (low/medium/high + reasons): MEDIUM — UNVERIFIED integration capabilities as no specific API documentation found; construction-specific data models may not align with utility operations.
11. Immediate ask/3 one-line outreach messages:
    • Head of Partnerships: "Serve utility infrastructure contractors with integrated project-to-operations handover solutions"
    • Head of Product: "Add utility operations capability for infrastructure projects — complete construction lifecycle"
    • CRO: "Upsell utility management to infrastructure customers — defend against larger ERP competitors"
12. Evidence & citations (2-3 sources):
    • Construction accounting with project management focus [foundationsoft.com:82, 2024-12-10]
    • $500/month starting pricing for construction ERP [selecthub.com:85, 2024-07-08]
    • UNVERIFIED specific API or integration capabilities — limited technical documentation available
13. Scores & weighted math:
    • Strategic fit with Smart360 (20%): 45/100 — Limited utility market overlap despite project focus × 0.20 = 9.0
    • Commercial upside (15%): 40/100 — Very limited crossover market potential × 0.15 = 6.0
    • Pricing competitiveness (15%): 70/100 — Mid-range pricing competitive in construction space × 0.15 = 10.5
    • AI advancement (15%): 20/100 — No evidence of AI capabilities in construction ERP × 0.15 = 3.0
    • Market reach (15%): 60/100 — Established in construction but limited beyond that market × 0.15 = 9.0
    • Technical integration ease (10%): 40/100 — UNVERIFIED API capabilities, construction-specific architecture × 0.10 = 4.0
    • Cultural/partner fit (10%): 60/100 — Construction industry focus may limit utility partnership interest × 0.10 = 6.0
    Final Score: 47.5/100

---

5. UNANET

1. Executive summary (1 line): POSITIVE — Project-based ERP for government contractors with strong compliance focus and growing customer satisfaction, suitable for utility government contracts.
2. What Smart360 gains from partnering: Access to government contractor market serving utilities, DCAA compliance expertise for government utility contracts, project-based ERP capabilities, and estimated $500K-$1.2M annual revenue from government utility contractors.
3. What Unanet gains from partnering with Smart360: Expansion into utility operations beyond project management, enhanced government utility contractor offerings, increased average deal size through operational modules, and competitive differentiation in crowded GovCon ERP market.
4. Why they would be interested (top 3 motivations):
   • Government utility fit: Many utility projects involve government contracts requiring DCAA compliance
   • Customer expansion: Smart360 provides operational capabilities beyond Unanet's project focus
   • Competitive advantage: Integrated solution differentiates against pure project management competitors
5. Primary objections/blockers they will raise:
   • "Our government compliance focus requires specialized resources that utility operations may strain"
   • "Integration complexity with DCAA requirements and utility operational data may create audit risks"
   • "Our customer base expects deep government contracting expertise, not broader utility management"
6. Suggested partnership model(s):
   • Co-sell agreement: Joint sales for government utility contractors with 70/30 split (Unanet/Smart360)
   • Technology partnership: Certified integration with compliance-focused data sharing and 15% cross-license discount
7. Go-to-market playbook (3 tactical moves):
   • Target engineering firms and contractors working on government utility infrastructure projects
   • Develop DCAA-compliant integration templates ensuring audit readiness
   • Joint presence at government contracting conferences with utility project case studies
8. Pilot scope & KPIs (recommended PoV):
   • Integration scope: DCAA-compliant project cost tracking with utility→ asset integrationtransfer and+ complianceoperations reportingcost centers mapping.
   • Timeline: 180-day150–180 pilotdays (including compliance validation and audit preparationvalidation).
   • KPIs: 100% audit trail retention, reduced time to prepare DCAA auditreports compliance,by 25%25–40%, reduction30% infewer manual reconciliations between project costand trackingoperations effort, 30% improvement in project profitability visibilityledgers.

9. Estimated commercial upside (high/medium/low + short rationale):upside: MEDIUM — Governmentmoderate ARR per contractor market with $24/month per user pricing butcustomer; higher projectstrategic values;value estimatedin 15-25winning customerscompliance-heavy annually at $40K-$80K yields $600K-$2M revenue potential.deals.

10. Technical integration friction (low/medium/high + reasons):friction: MEDIUM — GovernmentAPIs compliance requirements add complexityexist but Unanetintegrations hasmust APIbe capabilities;designed DCAAaround strict audit requirementsand maycost-accounting limit real-time data sharing flexibility.controls.

11. Immediate ask/ask / 3 one-line outreach messages:messages

    • HeadPartnerships: of“Deliver Partnerships:DCAA-compliant "Serveproject-to-operations capability for government utility contractors with DCAA-compliant operations integration — expand TAM 40%+"contracts.”
    • HeadProduct: of“Co-develop Product:audit-preserving "Addmappings utilitybetween operationsproject ledgers and operations.”
    • CRO: “Upsell to projectGovCon ERPcustomers —by complete government infrastructure solution"
    • CRO: "Upsellbundling operational modulesreadiness toservices existing contractors — increase deal size $40K+ per customer"post-project.”

12. Evidence & citationsvalidation (2-3 sources):required

    • HighestConfirm customerUnanet’s satisfactionAPI ratingcapabilities amongand project-basedexplicit ERPDCAA providerssupport [unanet.com:88,workflows; 2025-04-15]
    • $24/month per user starting pricingtest with government contractor focus [getapp.com:83, 2025-07-15]
    • DCAAa compliance capabilities for government contracting [erpfocus.com:46, 2025-08-06]checklist.
13. Scores & weighted math:
    • Strategic fit with Smart360 (20%): 70/100 — Government utility contractor overlap with compliance expertise × 0.20 = 14.0
    • Commercial upside (15%): 70/100 — Solid deal sizes in specialized government market × 0.15 = 10.5
    • Pricing competitiveness (15%): 85/100 — Competitive project-based pricing model × 0.15 = 12.8
    • AI advancement (15%): 40/100 — Limited evidence of AI capabilities in government ERP × 0.15 = 6.0
    • Market reach (15%): 65/100 — Strong in government contracting but limited beyond × 0.15 = 9.8
    • Technical integration ease (10%): 60/100 — API available but compliance requirements add complexity × 0.10 = 6.0
    • Cultural/partner fit (10%): 75/100 — Strong customer satisfaction, partner-friendly approach × 0.10 = 7.5
    Final Score: 66.6/100

---

6.

VAI S2K ENTERPRISE

1. Executive summary (1 line): POSITIVE — MatureEstablished distribution-focuseddistribution/manufacturing ERP with emergingintegration AIcapabilities; capabilities,useful for utilities that have strong integrationsupply-chain platform,or andinventory establishedrequirements mid-market(chemicals, presenceparts, ideal for utility partnerships.spares).

2. What Smart360 gains from partnering: 

   • Access to VAI's 40+ years of distribution/manufacturing expertise,customers emergingthat Genalso AIoperate integrationutility capabilitiesassets ,(chemical robustdosing, APIsupply logistics).
   • Inventory and EDIprocurement integrationdata platformto ,enable establishedsmarter customerutility basespare-parts of 1000+ installations ,management and estimatedpredictive $800K-$2M annual revenue from distribution customers with utility operations.reordering.

   What VAI gains

   • Ability to offer utilities an operations layer for asset management and maintenance scheduling.
   • Cross-sell opportunities to distribution customers that operate utility facilities.

   Top 3 motivations for them

   1. Expand into utility-related operational software to increase cloud/recurring revenue.
   2. Embed utility use-cases into supply-chain analytics (predictive parts consumption).
   3. Provide customers with a full view from partneringprocurement with→ Smart360: Entry into utility vertical without R&D investment, differentiation in competitive mid-market ERP space, increased average deal size through utility add-ons, and expansion of cloud services revenue through Smart360 integration.operations.
   4. Why they would be interested (top 3 motivations):
      • Vertical expansion: Utility management adds new vertical to existing distribution/manufacturing focus
      • AI enhancement: Smart360's utility data enhances VAI's Gen AI predictive analytics capabilities
      • Cloud growth: Partnership accelerates VAI's cloud transformation and recurring revenue goals

   Primary objections/objections / blockers they will raise:

   • "OurLegacy architecture (IBM Power Systemsheritage) heritagefor some customers may createcomplicate cloud-to-cloud real-time sync.
   • Channel conflicts with existing resellers or integrators.
   • Need to justify integration challengesinvestment with modern cloud-native utilities"
   • "Distribution focus requires deep supply chain expertise that utility operations management may dilute"
   • "Partnership development costs must be justified against organic growth invs existing verticals"roadmap.

6. Suggested partnership model(s):models

   • Certified integration: Smart360 certified connector for VAI installations (with middleware where needed).
   • Joint solution partnership:for inventory-driven utilities: 75/25Combine revenueprocurement, splitinventory (VAI/Smart360)and withSmart360 VAImaintenance leading sales to existing customersmodules.
   • TechnologyCo-sell partnership:to distribution customers operating utilities. Smart360 becomes certified VAI integration with co-marketing support and preferred pricing

7. Go-to-market playbookplays (3 tactical moves):

   1. Target VAI'sdistributors distributionwho customersprovide chemicals/spares to utilities and show combined inventory + asset uptime ROI.
   2. Build a packaged “spares optimization for utilities” use-case and pilot it with utility2–3 service components (water/wastewater treatment chemicals, utility equipment)customers.
   3. DevelopEstablish a joint advisory board for predictive maintenance + supply chain optimization use cases combining utility asset management with distribution analyticsintegration.
   3. Joint customer advisory board including distribution companies with utility operations

Pilot scope & KPIs (recommended PoV):

• Integration scope: Real-time inventory andlevels, purchase orders, spare parts BOMs → Smart360 maintenance & work-order synchronization between utility operations and distribution managementflows.
• Timeline: 120-day90–120 pilotdays with(plus existingany VAImiddleware customerwork havingfor utilitylegacy operationsintegrations).
• KPIs: 35% improvement in utility inventory turnover, 20%30–40% reduction in stockouts,stockouts for critical spares, 25% reduction in emergency procurement cost, 90% data accuracy acrossin systemspart-location mapping.

• Estimated commercial upside (high/medium/low + short rationale):upside: MEDIUM — VAI'spotential $175/user/monthfor minimumlarger pricingdeal withsizes 20+where userinventory minimumsand createsoperations substantialconverge; deals;requires estimatedtargeted 20-35customer customers annually yields $700K-$2.5M revenue potential.selection.

• Technical integration friction (low/medium/high + reasons):friction: MEDIUM — modern VAI providesinstances APIshave and integration capabilities butAPIs; legacy IBM Power Systems architecturedeployments may require additional middleware for cloud-native Smart360 integration.middleware/ETL.

• Immediate ask/ask / 3 one-line outreach messages:messages

  • HeadPartnerships: of“Integrate Partnerships:to "Adddeliver utilityinventory-driven verticalmaintenance for utilities — reduce stockouts and downtime.”
  • Product: “Co-create a spares-optimization playbook combining VAI procurement and Smart360 maintenance.”
  • CRO: “Cross-sell bundled procurement + maintenance offerings to distribution ERP — leverage 40+ years supply chain expertise"
  • Head of Product: "Enhance Gen AI with utility operational data — predictive analytics across utilities"
  • CRO: "Cross-sell utility management to distribution base — $3,500+/month minimum deal upside"customers.”

• Evidence & citationsvalidation (2-3 sources):required

  • GenConfirm AIVAI solutionsAPI integrationsurface witharea predictivefor analyticsinventory/PO [commercient.com:92, 2025-04-20]
  • $175/month per user minimum pricing with 20+ user requirement [top10erp.org:91, 2008-01-29]
  • APIflows and integrationwhether platformmiddleware capabilitiesis [vai.net:99,required 2025-08-20]for IBM Power-based customers.
• Scores

  ---

  Assumptions & weightedNext math:Steps (recommended, quick)

  • StrategicAll fit with Smart360 (20%): 75/100 — Distribution focus with utility supply chain overlap × 0.20 = 15.0
  • Commercialcommercial upside (15%):statements 75/100are — Higher pricing minimums with established customer base × 0.15 = 11.3
  • Pricing competitiveness (15%): 65/100 — Higher minimum pricing but feature-rich platform × 0.15 = 9.8
  • AI advancement (15%): 60/100 — Emerging Gen AI capabilities but less mature implementation × 0.15 = 9.0
  • Market reach (15%): 80/100 — 40+ years experience, 1000+ installations, strong mid-market × 0.15 = 12.0
  • Technical integration ease (10%): 65/100 — APIs available but legacy architecture challenges × 0.10 = 6.5
  • Cultural/partner fit (10%): 80/100 — Established partner ecosystem, collaborative approach × 0.10 = 8.0
  Final Score: 71.6/100

---

FINAL RANKINGS & RECOMMENDATIONS

Recommended Partnership Priority Order:

1. EPICOR (81.8/100)estimates — Strongest overall fitvalidate with advancedvendor AI,pricing, robustcontract models, and typical deal sizes.
2. Next operational step: request each vendor’s API platform,documentation and manufacturing-utilitya customersandbox overlap
2. ACUMATICAaccount (78.1/100)or —a Excellentshort technical fitdiscovery with cloud-native architecture and consumption-based pricing model
3. VAI S2K ENTERPRISE (71.6/100) — Solid distribution focus with emerging AI capabilities and established customer base
4. UNANET (66.6/100) — Specialized government contractor market with compliance expertise for utility projects
5. ACLARIAN (55.0/100) — Limitedcall) to governmentvalidate market but strong pricing model for municipal utilitiesfriction.
3. FOUNDATIONI can convert each vendor section into a one-slide “board-ready” summary (47.5/100)title, —exec Constructionsummary, focus3 withbullets: minimalupside/risks/GTM, utilitypilot overlap& andKPIs). unclearWant technicalme capabilitiesto build that deck now?