Client Spotlight: Echologics



Echologics, a Mueller Technologies company, develops water infrastructure diagnostic technologies for water loss management and pipe condition assessment. Echologics is dedicated to helping water utilities reduce water loss while creating subsequent monetary, environmental and health benefits for local communities. Echologics is one of our earliest clients and has experienced great success using WatrHub over the years in powering their digital marketing campaigns.

WatrHub recently had the chance to speak with Mike Stadnyckyj, director of marketing and communications at Echologics. Mike has accumulated nearly 20 years of experience in the water industry, and has been leveraging sales and digital marketing trends in the recent years. Let’s see what Mike has to say about these transitions within the water industry and how he uses WatrHub to power his digital marketing campaigns.

Q: You have been a visionary for digital marketing in the water industry. Perhaps we can start with, what is digital marketing in your mind?

Mike: Digital marking is taking advantage of readily available data to predict market potential and better target prospective customers.

Q: What are digital marketing trends, particularly in the water industry?

Mike: I think the biggest trend is that more and more information is being captured on the Internet. As this information is made available, there is a huge opportunity to leverage it, whether on a macro level or individual level. Further, companies are shifting their marketing investments from traditional channels, such as tradeshows and print advertising, to digital channels. This is a more attractive option because an immediate return on investment can be observed due to the tracking tools that are available online.

Q: What were your specific goals as a business that led you to explore WatrHub?

Mike: We were searching for information that wasn’t available through other industry associations, industry reports, or research firms. It was very specific, so we turned to WatrHub to uncover very niche and segmented information that supported our key growth platforms. WatrHub has allowed us to optimize our marketing and sales approach by targeting individuals who have the greatest need for our solutions.

Q: What made you pick WatrHub’s solution over others in the industry?

Mike: When you first approached us, you had a very unique service, which I hadn’t seen in the water industry before. There are some other data mining companies external to the water industry, but they focused across many segments. I think that your exclusive focus on the water industry, especially with your team of analysts, helps to generate better results at the end of one year projects. I suppose that your competition could include industry research groups, but they tend to provide higher level guidance instead of specific, actionable data. Market research groups don’t dig down to the level of market segmentation that we require.

Q: What was the biggest success that WatrHub generated?

Mike: Our biggest success has been receiving very accurate contact lists of people who can benefit from our solution in the market that we operate. We’ve generated pilots and sales as a result of using WatrHub, but I think it’s the ability to have the contacts in our possession, and then to establish relationships with them. This is of utmost importance given that we have a handful of sales people covering a large North American territory.

Q: What feature of WatrHub has been the most helpful?

Mike: The feature that has been the most helpful has been the accuracy of the data that WatrHub generated, especially in terms of the individual contact lists provided. Previously, my only option was to purchase lists produced by third parties. In the past, those have had error rates of 60% and have had limited data related to contact titles, email addresses, and phone numbers. The lists generated from WatrHub are, on average, 97% accurate. This is amazing, and it’s really the backbone of any campaign that we execute. If the initial list isn’t accurate, then any money or time afterwards is essentially wasted.

Q: What advice would you give to your peers in the water industry facing the same challenges you did?

Mike: You don’t know what data exists, so you have to try it. Using Google greatly limits the potential of data that you actually comb. The data might not come in the form that you anticipate, but it is important to be creative and work with the available market data on the list. Actioning data from WatrHub has been crucial for moving our company forward.


We’d like to thank Mike for his time, insights and advice in this spotlight. He is a rare digital marketing visionary in our industry and has a wealth of knowledge on developing and executing successful campaigns leveraging WatrHub’s market data.

We believe that water infrastructure businesses who embed digital marketing approaches into everything that they do — such as Echologics — are able to optimize their sales and marketing efforts as they pursue growth mandates in a fragmented water industry.

Turning Water Utility Pain Points into Meetings

In every Precision Targeting Report WatrHub delivers, we include a data field called the “Trigger Extract.” Trigger Extracts are pieces of information pulled directly from a utility source document such as municipal budgets, master plans or council meeting minutes. Within these extracts are information about the project, problems the utility is trying to solve, budgetary estimates and other key insights.

Trigger extracts provide valuable information, but failing to effectively communicate with the utility can prevent the data from being fruitful. We used the key strategies outlined in our blog 4 Proven Ways to get Email Responses from Water Utilities to craft email messages for 3 trigger extracts in our database. This quick-read illustrates the type of messages that would promote interest, and eventually meetings, from a water utility.

The above emails are tailored to each utility; they reference the utility pain point and how a typical water company can provide a solution. There is an introduction, a logical connection as to why the person is reaching out to the prospect, and a call to action at the end. The sender has also referenced either the utility or the pain point in the subject line, rather than their own product or solution. They have made the entire reading experience relevant to the recipient and focused on their needs.

We encourage you to deploy this prospect-centric strategy and watch your calendar fill up with utility meetings!

Want to put this to the test? Request a free sample report at to receive a custom data set and see how you can leverage WatrHub data to turn water utility paint points into meetings.

Why WatrHub Is The Place To Be: Startup Open House Alert

Do you want to work in a disruptive company with a massive business opportunity that also has a significant positive social impact? Are you interesting in AI? Do you like working in fast-paced environments with a fun group of people?
If you answered yes to any of the questions above then you should come and check out WatrHub Inc.’s new Liberty Village offices during Toronto’s Startup Open House event Thursday Sept. 27th!

Hundreds of people across the city will be taking part in this networking opportunity to find their next potential job in this great community of Toronto startups. It will be your best chance to explore the inner workings of startup culture, meet the people behind the product, and showcase yourself.

WatrHub Inc. will be opening its doors on Thursday, September 27th from 4pm — 8pm to showcase our people, our product, and our new office space. We would love to meet some future WatrHubbers in the process!

Did I mention there will be a popcorn machine, drinks, and some speed interviews taking place? WatrHub will be doing on-the-spot interviews during our open house. The only requirements are to sign up for a time slot when you arrive and bring your resume along with you.

Who Are We?

WatrHub Inc. is a Digital Intelligence Company which uncovers critical market insights for water infrastructure businesses to identify and activate their best sales opportunities.

We have inventoried the world’s largest data warehouse (500M+) of public documents and websites in the U.S. water and wastewater utilities market. We enable our clients to run custom-tailored queries, lightning fast — so they can answer the burning questions they have about their markets and their sales opportunities.

We specialize in delivering timely reports, curated datasets, and immediately actionable insights that fit right into our clients’ sales tools. WatrHub is bringing water industry sales teams into the era of Analytics and Precision Sales.

Why We Love WatrHub

At WatrHub, we are a passionate and diverse group, hell-bent on modernizing the water infrastructure market. As a team, we believe that the water industry can grow stronger through transparency, action-ready research and a shift towards data-driven decision-making.

For the current crop of WatrHubbers, there were some strong motivations that attracted them to WatrHub: having the ability to solve problems in the environmental industry, the ability to introduce new technology into a necessary, but laggard industry, and of course have a social impact with their projects and with the company they represent.

“Working for WatrHub, an AI company in an industry that is very new to tech and analytics, is challenging, but it’s a big opportunity to introduce new and advanced practices to companies who have yet to adopt them.” — Sahil (Account Manager)

Our employees have the opportunity to really help transform an industry that is critical to everyone’s future, and because we are small and nimble, our employees are able to learn fast and wear a variety of hats in the process.

“ WatrHub has a small yet driven team, so you’re able to learn many different aspects of the business and are very involved in the company decision making. For Example, a Developer get exposure to our sales and marketing efforts, and our Account Managers work directly with Product Development, so you’re getting all aspects of the job and you’re learning how the company actually works and runs”— Sahil (Account Manager)

“You’re able to not only start and lead your own projects, but you manage these projects end-to-end and you can see where you are making a difference. You are are able to dip your toes into different roles, and there are always team members eager to contribute to your projects when they see the impact the project is making to the team” — Alexa (Client Success Manager)

Besides working on projects and advancing the water industry, our team has a lot of fun in the process. We have some steadfast traditions including a rotating snack week schedule, white elephant parties around the holidays, show-and-tell sessions, and we like to get outdoors together — soccer, yoga, rock climbing, you name it.

The future of WatrHub is promising. We’ve gained a lot of clout in the industry and are currently working with most of the largest players in the $100B U.S. water infrastructure market. Moving forward we want to become the ubiquitous platform that transforms how Water Infrastructure investments are made. We aspire to enable an unprecedented level of efficiency and transparency in this market so we can match advanced water technology to cities and towns with pressing water infrastructure needs. We need the right team to help us achieve this goal.

What Opportunities Are Available For You?

WatrHub is looking at hiring a variety of positions including Sales Executives, Software Engineers, Product Managers, Data Designers, and Client Success Managers. You can check out all the job postings here.

Coming out and participating in our startup open house will give you a leg up on the competition and will allow you to get to know our team and our industry better. Come prepared with all your burning questions and don’t forget to bring your resume!

We are proud to be among the best startups in Canada participating in this year’s Startup Open House and we hope to see you there!

Check out our Startup Open House Profile and sign up today to start mapping out your night!

Check Out Our LinkedIn and Job Postings to prepare for the open house.

One-Third of the US Sewer Infrastructure is at Risk during Hurricane Florence

By the morning on Thursday, September 13th, millions of people had fled or taken refuge in shelters. Flights were canceled, roads were shut down, and several states declared a state of emergency in preparation. Minute by minute, news agencies update colorful maps tracking the path of Hurricane Florence. For wastewater utilities in the area, it’s a multi-billion dollar waiting game to determine the extent of the damage on treatment facilities.

Breaking Down The Causes for Sewer Overflows from Hurrican Sandy. Courtesy of Climate Central.

What happens to sewer treatment plants during a natural disaster like a hurricane? Six years after Superstorm Sandy, the devastation on the water and wastewater industry is still fresh. New York and New Jersey struggled with power outages at plants, contaminants in drinking water, broken sewer lines and the inability to treat wastewater coming into plants, resulting in 11 billion gallons of sewage overflows. See how Climate Central broke down sewage overflows here.

All of this results in an enormous bill for sewer utilities. The New Jersey government recently estimated the cost in damages to water and wastewater industries from Superstorm Sandy to be $2.6 billion. Climate Central put the cost of repairing New York sewage treatment plants alone to be nearly $2 billion. And that’s just the recovery step. New York and New Jersey also received $569 million in grants from the EPA’s Storm Mitigation Loan Program for improvements to water and wastewater facilities to reduce the risk of damage from future natural disasters, according to the US Department of Housing and Urban Development.

These issues are not unique to New York and New Jersey. An American Water Works Association preliminary assessment estimated $2.25 billion dollars’ worth of damage to drinking water infrastructure after Hurricane Katrina in Louisiana, Mississippi, and Alabama. After Hurricane Maria struck, it took Puerto Rico almost 9 months to restore the water system to a fully operational level for 96% of customers, and residents’ water woes are far from over. And with the effects of climate change exacerbating the severity of these storms, we can expect similar challenges in the years to come.

All Eyes on Florence

The Carolinas were set to take the brunt of Hurricane Florence. On September 7th, North Carolina declared a state of emergency, followed by South Carolina on September 8th. Four days later, when the track shifted west and Georgia found itself in the path, the state declared a state of emergency as well. Virginia, West Virginia, Maryland, Delaware and Washington DC were warned about flooding and excessive rainfall as a result of the storm. Officials monitored changes in the storm’s pattern and warned residents not to get complicit when the hurricane category dropped.

Analyzing Design Flow data from thousands of wastewater treatment plants from the largest states in Hurricane Florence’s projected path, WatrHub has mapped out the US sewer infrastructure at risk in the coming days. This covers a whopping 16,537 MGD of sewer flow or approximately 1/3 of the total US sewer infrastructure flow on any given day.


A Measure in MGD (Millions of Gallons Per Day) of sewer flow that is in the projected path states. A total of 16,537 MGD could be affected by Hurricane Florence. This total represents 1/3 of the total US sewer infrastructure design flow based on data analyzed for all wastewater treatment plants over 1 MGD. Map Courtesy of NOAA.


The water industry is evolving, and major storms are helping shape the future of water infrastructure. With programs like the Storm Mitigation Loan program, and with the increasing severity of hurricanes and other natural disasters, utilities have a responsibility to focus not only on repair, but on prevention. Sanitary sewer overflows for example, including the 11 billion gallons of raw sewage overflow after Superstorm Sandy, can threaten water quality, public health and cause damage to property. But how much can utilities do to minimize the volume of sewer overflows and reduce inflow and infiltration into the system? Greg Quist, President & CEO of SmartCover Systems, puts us in the mind of a sewer collection system operator in the wake of a storm.

“Hurricane Florence is going to hit us in three days. There’s not enough time to make pipeline repairs or do upsizing. Utilities can certainly deploy sandbags where they think overflows are bound to occur and direct the untreated sewage-laced waters to a more desirable place. That’s better than nothing, but they are still going to have massive spills.”

But there are measures operators can take to protect their systems. Greg and his team, for example, provide reassurance during these emergencies by minimizing sewer spills. “We show utilities where they have build-ups, grit accumulation, fats, oils, and grease (FOG), so they can tactically direct resources to where their system capacity is stressed, and in a couple of days, clean out those areas before the storm hits to maximize collection system capacity.” Smart Sewer Infrastructure like this, with the capability to handle disasters, will be more and more critical as storm severity increases.

Based on what we have learned from past storms, how should Wastewater Utilities be preparing for storms like Florence in the future?

3 Steps Utilities Can Take to Manage Effects of a Hurricane

1. Have an Emergency Plan in Place

Ensure operators are properly trained to handle any weather emergencies that could affect the area. Make a communication game plan and update emergency response contact lists to ensure emergency personnel has access to the plant. The EPA has a variety of guidance documents and other resources for utility preparedness, including a Scenario-Based Projected Changes Map and a Storm Surge Inundation Map.

2. Make the Right Preparations in the Days before the Storm

Standby generators should be available and maintained. A variety of operational issues, including sanitary sewer overflows, can happen as a result of power failures. There should be enough fuel to run emergency operations not only for the duration of the storm, but throughout the recovery period as well. Wastewater treatment plants are often in low elevation areas, and are especially susceptible to flooding. Getting equipment, vehicles, and materials in an area safe from flooding in the days leading up to a hurricane prevents unnecessary damage. The 48 hours before an extreme weather event can make or break the recovery process.

3. Have Vendors on Staff to Support Emergency Response Efforts

After a hurricane, affected water and wastewater treatment plants are faced with a long to-do list. Repairing, drying out, or replacing key damaged infrastructure, repairing and flushing distribution and sewer lines, and testing water for bacteria and chemicals to maintain compliance with EPA are all high priority projects that must be completed as quickly as possible. Prior relationships and plans that be trigged and deployed in a matter of days saves valuable time, resources and possible lives.

Thinking About The Future

Other long term infrastructure and operational prevention measures offer hope to utilities in Hurricane Alley and beyond. These include finding alternative/secondary water supplies from re-use, stormwater or desalination, decreasing dependency on a singular water source and protecting population centers in emergencies. Operators that are trained to respond to natural disasters further prepare utilities for the worst.

Persistence of natural disasters exacerbated by climate change will continue to threaten utilities across the country long after plants recover from Hurricane Florence. By preparing emergency protocol in the months before a storm, preparing equipment days before the storm, and being connected with the right people to make repairs, as well as keeping an eye out for solutions like the SmartCover Systems, utilities can set themselves up for the smoothest possible recovery after a hurricane.

WatrHub Inc, a Digital Intelligence Company, is pioneering datasets inspired by the needs of our clients, and we are eager to find new ways to shed light on the water industry. Talk to us about your company’s ideal water market dataset, or let us help determine what water infrastructure data would be most relevant to your needs. See what type of insights WatrHub can uncover at

The Age of Artificial Intelligence: How To Win The AI Race

The age of Artificial Intelligence (AI) is upon us. AI is disrupting every business process and every workflow. AI ecosystems are emerging in major cities with prominent force. Most experts believe that the global AI market will be worth 100’s of billions of dollars in the next 10 years, and China believes that its own AI industry can be worth $150B / year. Toronto and Montreal have become internationally renowned AI hubs, with dozens of businesses emerging and a combination of over 170 startups in both major cities.

t is reminiscent of the Tech Boom in the 1990’s. New tech startups were popping up every day and every major corporation was figuring out their IT strategy. When the boom was over, it resulted in a tech graveyard of companies that were not able to adapt to the changing times.

On the buyers end, the tech crash resulted in a number of failed multi-million dollar IT projects that crushed careers. The key to success was the ability to turn new technology capabilities into new and unprecedented business value.

There are many parallels between the tech boom of the 1990’s and the current AI race and, like the 1990’s, there will be winners and losers in this AI race to success.

We At WatrHub Inc., are an AI-powered Digital Intelligence company uncovering market insights for water infrastructure. In just a few years we have amassed the world’s largest data warehouse in the U.S. water and wastewater utilities market. We enable our clients to answer their burning questions on their markets and sales opportunities, surfacing new insights that were not possible to get before.

Most of the largest players in our industry use WatrHub to bring their sales teams into the era of analytics and precision sales. We’ve not only built a powerful data engine, but figured out how to embed the data into our clients’ workflows for them to achieve compelling results, like 300% increase in their sales pipeline conversions.

Through this journey we have learned a lot about the realities of building a business that commercializes AI technology.

Below are 5 unique views we hold on building disruptive business models based on AI.

1. You need deep Domain Expertise

The challenge with data is that unless it’s actionable and actually actioned on, it’s useless. You can spend millions of dollars on a Data Analytics project but if it doesn’t generate 3 to 5 times the ROI that most executives look for, then it’s meaningless. And the only way to really fine-tune the data and understand what’s valuable and actionable and what’s not is to have deep domain expertise into customers problems.

In WatrHub’s case, we are aggregating data from 70,000+ entities in our market, hundreds of government data sources, and hundreds of millions of public documents. There are enough data points to keep us busy for a lifetime of analyzing and ingesting this data. No standards exist for this type of data reporting and each state and each jurisdiction does it differently. However, not all the data out there actually creates value for clients, or is represented in ways that our clients can interpret. How we bridge that gap is by having deep expertise into our client’s business and markets.

2. You need the ability to see things End to End

On one end of the spectrum you have the critical insights that users are looking for. On the other end of the spectrum you have the data and tools available in order to generate the insights. Data is comparable to the role of raw materials and the insights that are generated are the final product. While you are defining the insights to be developed, it is also important to simultaneously be thinking about the data that is available to generate those insights.

In WatrHub’s case, we have to understand the customer problems, what is possible from a data and AI perspective, what’s the best way to integrate into user workflows, and bring it all together into a winning solution for our clients. If we are not thinking about all things at the same time, we miss key pieces of the puzzle in solving our clients’ business needs. Specifically, if we overcommit on ‘understanding the customer problems’ — we will be uncovering lots of issues that can’t actually be solved by data that’s available in a feasible way. If we focused too much time on building the data engine, we spend a lot of resources capturing data that doesn’t create actual value for our clients.

3. You need to build Multi-Disciplinary teams to succeed.

Generally, industry experts are not going to be very data-savvy since they have been operating for decades without these new data capabilities, and the tech world is constantly changing. However, the experts will have a deep understanding of the problem space and the existing workflows. Different skills are required in sourcing data, managing data, and generating insights. The data scientists will bias towards building cool tools and immersing themselves in the data, and it can be difficult for them to step back and see the customer’s needs. Having a multi-disciplinary team bringing different expertise ensures every base is being covered.

WatrHub’s team includes a unique blend of water experts, client success managers, data analysts, software engineers, product managers, and AI engineers. Each bring a different perspective and skill, and they are all necessary for any of our products to succeed in the market.

4. AI-powered Insights have to (initially) match Expert Instincts.

One of the challenges with AI and most Data Analytics projects is that by definition, they are disrupting business processes and workflows that have been entrenched for many years and working at a certain, predictable speed and accuracy. Users that are comfortable with the previous process will naturally push back at change that creates risks and uncertainties. They will find holes in the data because, by nature of AI, it is not going to be perfect or accurate in the beginning. Also, these AI-powered insights have to generate conclusions that the users can make sense of. The reality is that the experts are likely to be right quite often, early on in your Data Journey. So, initially the goal is not to actually get accurate results and prove the experts wrong. The goal is to get the experts on-board with using data and offering their expertise to use the data in their workflow and decision-making.

In WatrHub’s case, we are disrupting the sales process in the water infrastructure market, which has been set in its way for decades. We have learned that you cannot possibly take the expert out of the equation. Their instincts are invaluable and AI is far from being able to replicate or replace it. So, we are simply an accelerator for them. Our job is to extract critical market insights that our users do not have the tools or resources to do, so that our users can do their job more effectively.

5. AI-powered Insights and Human Judgement will co-exist for years.

We took on a number of R&D projects to ‘fully-automate’ certain functions and what we have found is that based on available technology today, we are not at a point where we can replace human judgement for critical business processes. It is one thing to build algorithms to recommend your next movie on Netflix or your next purchase on Amazon. Those predictions will not require human intervention in every case. The impact of a 10% error rate is inconsequential.

However, for most critical business processes, a 10% error rate is fatal. WatrHub is essentially delivering insights, predictions, and recommendations on where client’s should focus their sales & marketing efforts. The cost of sales is high in the water sector and our clients are spending anywhere from tens of millions to hundreds of millions of dollars on sales every year. Therefore, the cost of inaccurate or irrelevant data is high, which is why we have built a team of analysts to curate the data and make sure it is as actionable as possible before it goes to a client. And we have built feedback loops to understand what data is actionable and is not actionable so we can refine.

The Journey To Success In This AI Race

Like many others, we are still in the nascent stages of the AI race, developing and growing with the aspirations to be a winner in this AI race. The 5 views that I have developed over the years leading WatrHub provides a great starting point into your journey of the AI race. If you are already in this exciting AI race, I hope the 5 viewpoints were insightful. We welcome the opportunity to exchange notes with you. Because the world of AI in business is still relatively small it allows us to learn and succeed together in this exciting journey. Let’s build an AI future!

WatrHub Inc, a Digital Intelligence Company, is pioneering data sets inspired by the needs of our clients, and we are eager to find new ways to shed light on the water industry.

5 Factors to Defining Your Total Addressable Market (TAM) in the Water Industry

A lot of time can be burned chasing water utility prospects that aren’t strong customers, or won’t ever be customers. A Total Addressable Market is the market of customers that need and can buy your product or solution. There are five important factors to define in your TAM which will ensure your sales team is targeting the right municipal utilities.

1. What are your customers pain points that your technology can uniquely address?

Every water technology company has a specific pain point they cater to. The more targeted the pain point, the more likely you are to get their attention. For example, if your product targets water loss customers, look for utilities that have a water loss greater than 15% rather than a utility that just talks about conservation. Another example is looking at a utility that will have to meet new nitrogen and phosphorous permit limits in the next 3 years. They need to install specific equipment to be able to meet those limits such as Biological Nutrient Removal (BNR). This will increase the likelihood of securing meetings with the utility.

2. What regions have drivers that encourage utilities to buy your product?

Ensuring that the states you are looking at have projects for your specific product is important in converting sales. Since the drought in California, the state has mandated that every single household needs to be metered. This means an obvious target for metering companies is the state of California. Hurricanes and natural disasters will always be a problem for Texas and Florida. Cities want to be more prepared and always have to fix damaged equipment, which leads to an opportunity for many different types of water technology companies. Another hotspot for water technology company products is in areas of intense population growth, which leads to investments in water/wastewater infrastructure — specifically around Dallas, Houston & Austin.

3. What policies inhibit or accelerate the purchase of your technology in certain states?

Some states can have policies that make your water technology more favourable or that will change the way you sell your product. For example, selling biosolids technology in Connecticut differs from other states because the state doesn’t have land application permits. To optimize your work with WatrHub, it can be best to focus on states you already sell in and then expand the scope based on research.

4. What sizes of utilities do you have the most success with?

Look at your previous sales wins and losses and try to find some common patterns in which size of utilities you most often convert to your sales pipeline. Size criteria can be anything from population served, number of service connections or flow rate (MGD). Clients find that they can have more success with smaller utility customers because bigger utilities can have ties to certain companies beforehand and there can be more competition with larger cities when bidding in an RFP. Larger cities also have longer sales cycles because of more bureaucracy to go through. Smaller to medium sized utilities can be better targets because there are more of them and its harder for sales representatives to keep track of their activities. They also have faster sales cycles.

5. What regions have strong data availability?

Some states have more information than others on their water utility websites. Since WatrHub collects information from utilities, we cannot access information that is not available or posted. Therefore, it becomes more difficult to identify whether those utilities meet your TAM criteria. Gulf states like Mississippi, Louisiana, and Alabama tend to have a very low digital presence.

Total Addressable Market

Knowing your TAM inside and out is your first step to success in building a winning sales strategy. It ensures you don’t waste time on prospects that don’t make sense, or that can’t use your product. Clients that work with WatrHub see that up to 94% of their prospects meet their TAM criteria, which leads to a fast sales cycle. To have the best results, remember to examine where you have had the most success, why utilities buy your product, and to focus on your most promising targets. When clients first sign-on with WatrHub, they are often surprised at what the data says about their market and what utilities to target, so it’s important to keep an open mind.

For example, WatrHub worked with FATHOM, a water billing solutions company, to develop 24 distinct criteria including the size, growth rate, and water loss to define their total addressable market. This narrowed down the universe of 50K water utilities into a few thousand utilities so the sales team could focus their energy and accelerate their sales pipeline. Ultimately, it resulted in a 3X acceleration in Sales Pipeline conversion after 18 months.

Setup an internal brainstorm around your TAM and targeting strategy with your WatrHub Customer Success Manager or an Account Manager to help you find your market sweet spot!