Sales kit

30-minute pitch script

1. Open (2 min)

   “I've run water plants in this region. I know the paperwork, the night call-outs and the audit stress. I built EASS to fix that.” Ask: what keeps your water team up at night?

2. Pain (5 min)

   Listen for: Blue/Green Drop scores, failed samples, spreadsheets & paper logbooks, pump failures, no visibility across towns, resident complaints. Write their words down.

3. Demo (15 min)

   1) Executive dashboard — their towns on screen. 2) Capture a sample on a phone, show instant PASS/FAIL. 3) Switch on offline mode, capture, reconnect, sync. 4) Blue Drop checklist → export audit pack. 5) Ask the AI ‘any trend warnings?’. 6) Show SCADA map & alarms.

4. Honesty (1 min)

   “Today's telemetry is simulated. In a pilot we start with mobile capture and compliance — no hardware needed — then connect your PLCs/RTUs in phase 2.” This builds trust.

5. Value (3 min)

   Open the ROI calculator with their numbers. Point to payback months and audit-risk reduction.

6. Close (4 min)

   Offer a small first step: a 6-month pilot at one plant, or the Clanwilliam emergency treatment plan, or Cederberg OneApp. Ask: “Who else needs to see this, and when can we start?”

Objections

• “We have no budget.” Pilot is under the MFMA quotation threshold; it can come from O&M or a grant. Payback shown on the ROI sheet.
• “We already have SCADA.” EASS sits on top — operations, sampling and compliance your SCADA doesn't do. We integrate, not replace.
• “Our signal is bad.” That's why it works offline and syncs later.
• “Is the data safe?” Each municipality's data is separate, access is per user and role, and you own your data.