M1: Persona-Based Market Intelligence
Data & AI Roadmap - March 2026 Delivery
March 2026
Board
CEO
VP Sales
Sales Rep
Board of Directors
Focus Areas:
Strategic Growth Market Expansion Risk Mitigation ROI
Market Overview
Total addressable market: $6.7B+ in 2026
Industrial segment: $4.2B (62% of market)
Commercial segment: $2.5B (38% of market)
Top 10 customers represent $1.7B+ opportunity
Regional growth: Gulf (16%), Northeast (15%), Southeast (13%)
Actionable Insights
  • Prioritize LNG, Data Centers, and Pharmaceuticals verticals for 40%+ of pipeline
  • Focus Gulf region (states TX, LA, MS, AL) for $1B+ opportunity
  • Target top 10 industrial owners: Marathon, Shell, Amazon, Microsoft, ExxonMobil
  • Data Centers showing 12.3% growth - prime vertical for expansion
Engagement Strategy
  • Monthly board packs with market performance vs. top 10 competitors
  • Quarterly market opportunity updates by region and sector
  • Strategic M&A insights based on market consolidation trends
  • Risk dashboard: customer concentration, sector dependency, regional exposure
Key Metrics
Market Opportunity
Revenue Growth
Win Rate
Customer Lifetime Value
Chief Executive Officer
Focus Areas:
Business Growth Market Penetration Competitive Position Profitability
Market Overview
2026 market pipeline breakdown: Industrial $4.2B, Commercial $2.5B
Top metropolitan markets: NYC ($425M), Toronto ($285M), Houston ($312M)
Commercial real estate markets: 285 total active crane count (indicator of construction)
Sector leaders in Industrial: LNG Terminals ($850M), Pharmaceuticals ($720M), Data Centers ($560M)
Actionable Insights
  • Go-to-market strategy: Focus industrial first (62% of market), then commercial
  • Top 10 customers represent 35%+ of addressable market - build strategic partnerships
  • Regional sales strategy: Gulf region, Northeast, then expand Southeast/West
  • Sector bundling: Pair LNG expertise with Data Centers & Chemicals for cross-sell
Engagement Strategy
  • Weekly sales pipeline review with market context (Dodges, IIRs, trends)
  • Monthly competitive positioning vs. top 3 competitors in each region
  • Quarterly business review with strategic account analysis
  • Sales forecast accuracy vs. market intelligence (predictive vs. actual)
Key Metrics
Revenue Pipeline
Market Share
Sales Velocity
Deal Quality
VP of Sales
Focus Areas:
Pipeline Management Sales Efficiency Territory Coverage Rep Performance
Market Overview
Regional opportunity: Gulf $1.07B, Northeast $1.03B, Southeast $892M, West $772M
Industrial owners by projected spend: Marathon ($285M), Shell ($248M), AWS ($198M), Microsoft ($175M)
Commercial markets: NYC ($425M), Houston ($312M), Dallas ($285M), Toronto ($285M)
Top projects by value: Golden Pass LNG ($185M), LAX Terminal ($145M), Amazon Data Center ($198M)
Actionable Insights
  • Territory assignment: Align top reps with top 10 industrial owners for strategic coverage
  • High-value projects: Focus on 15+ projects >$100M for quota attainment
  • Regional strategy: Gulf (+72% industrial focus), Northeast (+65% commercial focus)
  • Sector expertise: Build LNG, Data Center, and Pharma centers of excellence
Engagement Strategy
  • Weekly territory deep-dives by region with market trends and competitive threats
  • Real-time pipeline alerts: New IIRs, Dodge notifications, competitor activity
  • Rep skill assessment: Match expertise to target verticals (LNG, Data Center, Pharma)
  • Playbook development: Win/loss patterns by sector and deal size
Key Metrics
Win Rate
Deal Size
Sales Cycle
Territory Penetration
Sales Representative
Focus Areas:
Deal Closure Relationship Building Opportunity Discovery Sales Execution
Market Overview
Top prospects in my territory (Gulf region): Marathon, Shell, ExxonMobil, Valero
Active projects: Golden Pass LNG ($185M, Q1 start), Port Arthur LNG ($142M, Q2 start)
Pharmaceutical opportunities: Merck ($142M spend), Pfizer ($128M spend) - growing +10%+ YoY
Commercial segment: Hotels/Hospitality ($420M), Airports ($380M), Healthcare ($350M)
Actionable Insights
  • Target Marathon ($285M projected spend, 8 active projects) - Strategic Partner status
  • Pharmaceutical sector showing 10.5% growth - focus on Merck, Pfizer, Johnson & Johnson
  • LNG terminals: 12 projects, $850M opportunity - need specialized estimating team
  • Quick-win opportunities: $50-100M projects (12 months - shorter sales cycle)
Engagement Strategy
  • Daily market intelligence: Prospect alerts, project updates, competitor moves
  • Account playbooks: Win strategies by customer type and project size
  • Peer learning: Weekly sales rep huddles on competitive battle cards
  • Real-time support: Access to technical experts, pricing guidelines, proposal templates
Key Metrics
Win/Loss Ratio
Deal Cycle
Quota Achievement
Customer Satisfaction
2026 Market Opportunity Pipeline

Industrial Market

Total Value $4.2B
Growth +8.5%
Top Sector LNG ($850M)
Projects 245

Commercial Market

Total Value $2.5B
Growth +4.2%
Top Metro NYC ($425M)
Projects 415
Regional Opportunities
Gulf Region
Value: $1.07B 72% Industrial
Key: LNG, Refineries, Chemicals
Northeast Region
Value: $1.03B 65% Commercial
Key: Commercial, Data Centers, Pharma
Southeast Region
Value: $892M 55% Mixed
Key: Data Centers, Healthcare, Hotels