IoT / HVAC

SmartAC.com

Growing a B2B2C IoT platform from minimal revenue to $10M+ ARR

The situation

SmartAC.com provided HVAC contractors with IoT monitoring devices for residential and commercial units. The platform was technically sound but struggling to gain traction. Contractors saw it as "just another vendor" and homeowners rarely engaged with the app after installation.

The approach

Applied the reluctant buyer framework to understand adoption barriers. Redesigned the value proposition from the decision-maker (property manager) backward to the end user (tenant). Introduced service blueprinting to map operational reality and identify where value leaked. Built features around critical moments that mattered to payers, not just users.

The outcome

Revenue grew from under $1M to over $10M ARR over 4 years. Contractor retention improved significantly. The platform became stickier because it solved operational problems, not just monitoring needs.