# Business Model and Go-To-Market ## One flat fee per site, below the bill it replaces **RM800–1,500 per estate per month**, scaling with acreage — roughly US$200–500. About the cost of one clerk for a day or two each month. > [!info] What it is priced against > - **The consultant cycle it replaces:** RM9,000–12,500 a year, before certification-body fees and about three months of staff time. > - **The reference point operators already know:** Lintramax at ~RM30k setup (hardware included) plus **RM30–40k a year** — RM40k quoted for a 300-acre estate. > > Anthesis lands **under the incumbent's line, for a job the incumbent does not do.** Rimau is priced against the consultant bill, not a CTO's budget. > [!danger] The 18 Aug 2026 call suggests this is underpriced by roughly an order of magnitude > If the real all-in compliance cycle is **~RM100,000 a year** — RM15–30k per quotation, two to three quotations, plus half a year of staff time — then RM800–1,500/month (RM9.6–18k/yr) captures under a fifth of the value while still reading as "cheap." > > The three conditions (easy, cheap, tangible) do not require being *this* cheap. **Reconcile the cost figures first, then reprice.** → [[Rimau/Open Questions and Numbers to Reconcile]] > [!tip] The hardware saving is a pricing argument too > Lintramax's ~RM30k setup includes a scanner and printer. A **WhatsApp-first, photo-and-voice-note** product has no hardware line at all — worth stating explicitly in the comparison. → [[Rimau/Adoption Design - WhatsApp First]] ## Land — Expand — Stage 1. **Land.** One estate at RM800–1,500 a month, under the consultant cycle. Paying from day one. 2. **Expand.** Across the group's estates, then the mills they supply. One verified trail. 3. **Stage.** Readiness now. Certification-body partnerships next. An accredited entity later, *if* the economics justify it. > [!quote] The discipline > **Payment is the only honest signal. Design partners pay from the start.** See [[Land-and-Expand in Enterprise AI]]. ## Who pays Estates, mills and licensed dealers. **Smallholders are subsidised beneficiaries, not buyers.** ## Market sizing - **The base** — 6,000+ MSPO-relevant estates in Malaysia at ~RM6k/yr ≈ **RM36M a year**. - **The wedge** — 1,000 estates at RM1,000 a month = **RM12M a year, recurring**. - **The edges** — ISPO (Indonesia), EUDR, PE diligence data, and a ~US$7B SEA software market. > [!warning] Verify before this number carries weight > The 6,000–7,000 estate count was quoted on the ground and has not been confirmed against MPOB and MSPO published data. The pitch deck cites 8,000+ *certified entities* — a different denominator, and the call produced a third (~4,506 licensed estates, of which the medium-holder count is unclear). Undocumented plantations sit outside every count. Reconcile before underwriting. → [[Rimau/Open Questions and Numbers to Reconcile]] · [[Rimau/Market Segmentation - Large Medium Small]] A beachhead, not the destination: breaking even here funds the bigger platform and buys credibility. See [[Rimau/The Flywheel and Rimau Sentient]]. ## Why Rimau wins *here* > [!tip] Easy. Cheap. Tangible. All three at once, or no sale. > Most APAC SMB buyers demand results in months, on short contracts. The region's winners sell **localised compliance, not innovation stories.** And the team is physically in the plantations, which almost no technology company is willing to be. ## Churn and onboarding Regional SMB churn concentrates in the **first 90 days**. The answer: onboarding from a written playbook, on-site, in the client's language — and the monthly declaration cycle builds the usage habit automatically. Two additions from the call, both trading Rimau's time for trust: - **Free requirements gathering** before any sale. *"I'm not trying to sell you what I'm doing, I'm just trying to understand what you're doing."* - **Free digitisation week** — go to the estate, digitise the paper at no charge, and put a person on the ground for a week. - **Customer success as a local, affiliate/revenue-share role**, not a head-office function. Someone who has dinner with them. → [[Rimau/Adoption Design - WhatsApp First]] ## Operating doctrine - **Three conditions** — easy and fast to adopt, cheap with obvious value, tangible results. Every feature, expense and story answers to them. - **Lean books** — one money rail, whose log *is* the audit trail. The burn multiple is the score. Product spend is protected; everything else is challenged. *"Our books are the character reference."* ## Related - [[Rimau MOC]] - [[Rimau/Rimau Anthesis - The Wedge Product]] - [[Rimau/Buying Committee and Personas]] - [[Selling AI MOC]] - [[Emerging Market SaaS DD]] - [[pricing]]