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What is Bevi's complete sales process?What objections do they handle and how?What guarantees/trial terms do they offer?What ROI calculations do they present to prospects?What are their typical contract terms and pricing structure?What are the top customer complaints about Bevi units?Why are customers rejecting Bevi? (feature gaps, cost, complexity, taste, maintenance?)What market segments has Bevi struggled to penetrate?
Why hasn't the free trial offer worked?What specific objections are prospects raising?At what stage of the sales conversation are deals dying? (initial interest, trial discussion, post-demo, etc.)Is it a product issue, pricing issue, or go-to-market issue?If we reached out to 1,000 decision makers in the target market, how many could we expect to convert? What kind of issue is it? Product, finances, volume, sales, marketing, etc? Why hasn't the PAID trial offer worked?If they're willing to pay prospects to try it and still getting rejection, what does that signal?How many prospects have been offered this?What does this say about perceived risk vs. actual risk?What is the actual risk/liability concern for operators?Installation damage/requirements?Maintenance burden?User safety/health concerns?Contract lock-in fears?Removal costs?
What ROI calculation is currently being presented (if any)?What business metrics do OCS operators actually care about? (revenue per location, customer retention, upsell opportunities, labor costs, etc.)What business metrics do corporate facilities managers care about?How do we quantify "employee wellness" in business terms?What cost comparisons resonate most? (vs. stocked beverages, vs. vending commissions, vs. healthcare costs, etc.)
What is the total addressable market for tech/business HQ campuses in Western WA → Portland?What are the typical beverage amenity budgets at these locations?Who are the actual decision-makers? (facilities, HR/wellness, office managers, procurement?)What procurement/vendor processes exist at these companies?What wellness initiatives are these companies already funding?How do corporate campuses currently measure employee amenity success?
What is the current regulatory environment around school beverages?What evidence exists linking hydration to student performance/behavior?What are typical school district procurement processes?Who are the influencers in school beverage decisions? (school board, principals, wellness committees, parent groups, students?)What budget sources could fund this? (wellness grants, PTA, district facilities budgets, nutrition programs?)What successful case studies exist of schools removing soda/adding healthier alternatives?
What specific terms would eliminate ALL perceived risk for operators?What trial duration is optimal? (current offering is 60+ days - is this too short/long?)What success metrics should be built into the trial?Should different customer segments get different trial offers?What happens after trial? (What's the conversion path/offer?)
Who are the major commercial plumbing/water fountain installation contractors in the Seattle/Western WA market?What commission structures do contractors typically work with for product sales/referrals?Do contractors already upsell add-ons during fountain installations? (filters, bottle fillers, etc.)What would make SUPR.Fusions attractive for contractors to recommend? (margin, ease of installation, customer demand?)How do contractors typically find/source new products to offer clients?Can we create a contractor partnership program with training/support?What liability/warranty concerns would contractors have about installing SUPR.Fusions?
Who are the major water fountain manufacturers? (Elkay, Oasis, Halsey Taylor, etc.)How do facilities managers currently purchase/specify water fountains? (catalogs, online, through contractors?)Do manufacturers have dealer/distributor networks or sell direct?Can SUPR.Fusions be listed as a compatible accessory in manufacturer catalogs?What does it take to become an "approved accessory" or "certified compatible" product with fountain manufacturers?Are there industry trade shows where fountain manufacturers exhibit? (to explore partnership opportunities)Do manufacturers offer "packages" or "bundles" that include add-ons?Can SUPR.Fusions be spec'd into new building construction/renovation projects before buildings open?What procurement/approval process exists for adding third-party accessories to fountain installations?
Research Questions
Critical Research Areas
1. Competitive Intelligence: Bevi
2. Current Adoption Barriers
3. Value Proposition Gaps
4. Market Validation: Corporate Campus Opportunity
5. Market Validation: Schools Opportunity
6. Trial Offer Optimization
7. Commercial Contractors as Distribution Channel
8. Water Fountain Purchasing Process & Supply Chain Integration
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