Market expansion research & go-to-market strategy - ON-1173

Genre de projet: Innovation
Discipline(s) souhaitée(s): Recherches opérationnelles, Sciences mathématiques, Affaires, Sciences sociales et humaines
Entreprise: CMAI
Durée du projet: 4 à 6 mois
Date souhaitée de début: Dès que possible
Langue exigée: Anglais
Emplacement(s): Toronto, ON, Canada
Nombre de postes: 1
Niveau de scolarité désiré: Études de premier cycle/baccalauréatMaîtrise
Ouvert aux candidatures de personnes inscrites à un établissement à l’extérieur du Canada: No

Au sujet de l’entreprise: 

CMAI is an advanced Artificual Intelligence (AI) technology company focused on transforming property management operations through artificial intelligence driven operation management and workflow automation. The firm not only unifies the entire end-to-end property managment workflows, but also leverages properties’ data, maintaince records and regulations to build a predictive serivce model to significantly drive property management efficiency, energy and reserouce saving, environment and social sustainbility, driving asset value growth.

Veuillez décrire le projet.: 

The Canadian PropTech (Property Technology) sector is rapidly saturating, yet adoption rates among traditional property managers remain inconsistent. While technical innovation (AI, IoT) is accelerating, the "business model innovation" required to integrate these tools into legacy workflows is often overlooked. Many startups fail not due to technical feasibility, but due to a lack of validated Product-Market Fit (PMF) and misunderstood unit economics.
The primary goal of this research project is to conduct a rigorous Market Expansion Study & Go-to-Market (GTM) Strategy. The project moves beyond simple "market research" to perform a quantitative analysis of the Canadian real estate landscape. It aims to identify the specific segments—ranging from boutique residential managers to large-scale Commercial REITs—where the company’s AI ecosystem creates the highest immediate economic value (EVA).
Specific research activities will include executing a "Customer Discovery" campaign (following the Lean Startup methodology) involving 100+ structured interviews to map the decision-making matrices of property management and owners. The research will also mathematically model the Customer Acquisition Cost (CAC) to Lifetime Value (LTV) ratios for different service tiers.
Ultimately, this project is designed to bridge the gap between "Technical Capability" and "Commercial Viability." It will deliver a validated roadmap that aligns the company’s AI products with specific regulatory needs and budgetary cycles of Canadian property owners, reducing the financial risk of commercialization.

Expertise ou compétences exigées: 

1. Technical Competencies (Hard Skills)
• Financial Modeling: Advanced proficiency in Excel/Financial logic to build 3-year Pro Forma projections, SaaS unit economics (Churn, MRR, ARR), and pricing sensitivity models.
• Market Analysis: Experience with market sizing frameworks and competitive intelligence gathering.
• Data Visualization: Ability to present complex market data in clear decks (PowerPoint/Tableau).
• CRM Management: Experience using CRM tools (HubSpot/Salesforce) to track research leads and interview data.
2. Research Focus Areas (Soft Skills)
• Customer Discovery: Comfort with conducting cold outreach and structuring unbiased interviews with industry executives (The "Mom Test" methodology).
• Strategic Thinking: Ability to synthesize qualitative feedback into a concrete business strategy.