Value Proposition

The 12 Standard Forms of Value

“Every successful business creates something of value. The world is full of opportunities to make other people’s lives better in some way, and your job as a businessperson is to identify things that people don’t have enough of, then find a way to provide them.” — Josh Kaufman, The Personal MBA

Not all forms of value are equal. Let’s analyze the ones that apply to our business:

Forms We Use

Form of Value	Application	Revenue Share
Service	Core business: IRVE installation, KNX integration, electrical work	70%
Subscription	Maintenance contracts, seasonal villa monitoring	15%
Bundle	Integrated EV + smart home package (more value than separately)	included
Resale	Margin on equipment (Legrand, Schneider wallboxes at 30-40% markup)	15%

Forms to Develop (Year 2+)

Form of Value	Opportunity	When
Insurance/Warranty	Extended warranties beyond the décennale	Year 2
Lead generation	Referrals to solar/battery specialists, commission	Year 2
Consulting	Smart home specifications for architects, upstream	Year 2

Non-applicable Forms

Product (we don’t manufacture)
Shared resource / Lease (not our model)
Audience aggregation (we’re not a platform)
Loan / Option / Capital (financial services)

Value Proposition by Customer Segment

Segment 1: Luxury Villa Owner (Direct)

Job to be Done: “Make my villa smart and EV-ready, hassle-free”

Element	Our Value
Functional	Vehicle charges overnight at home. Lights/shutters/climate respond automatically.
Emotional	Peace of mind. Effortless daily life. “My villa runs itself.”
Social	Status among peers. “Have you seen what they did with their villa?”
Financial	Up to €960+ in subsidies recovered. Energy savings of 15-25% through smart management.

Gain creators:

One provider, one project, one invoice
Net pricing (subsidies pre-calculated)
Trilingual service
Post-installation support included

Pain relievers:

No contractor coordination required
No subsidy paperwork to handle
No language barrier
No compatibility concerns (we design the complete system)

Segment 2: Architect / Interior Designer (Partner)

Job to be Done: “Recommend a reliable specialist who makes me look good to my client”

Element	Our Value
Functional	We handle the technical scope they can’t/won’t take on
Emotional	Confidence that the referral won’t backfire
Social	Their clients thank them for the introduction
Financial	Referral commission or reciprocal recommendations

Segment 3: Property Developer (B2B)

Job to be Done: “Pre-install EV + smart home to increase property value and accelerate sales”

Element	Our Value
Functional	Turnkey smart home + IRVE specification and installation
Emotional	Differentiation from competitors in luxury development
Financial	Property value increase of 5-10%. Shorter sales cycle.

Segment 4: Seasonal Homeowner (Remote)

Job to be Done: “Know that my villa is safe and ready when I arrive”

Element	Our Value
Functional	Remote monitoring: temperature, humidity, security, pool, irrigation
Emotional	Peace of mind from anywhere in the world
Financial	Damage prevention (leak detection, frost protection)

The Integration Premium

Why integration is worth more than the sum of its parts:

Separate Approach (current market standard)

Client → hires an IRVE installer (€3,000)
       → hires a KNX integrator (€15,000)
       → coordinates between the two
       → 2 separate schedules (4-8 weeks total)
       → 2 separate site visits
       → risk: incompatible systems
       Total: €18,000 + coordination time + risk

Integrated Approach (Plan B)

Client → one call to Plan B (€16,500)
       → one assessment visit
       → one unified design
       → one installation schedule (2-3 weeks)
       → guaranteed compatibility
       → one point of contact for warranty
       Total: €16,500 + zero coordination + zero risk

The client saves:

€1,500 in cost (shared cable runs, single electrical panel upgrade)
2-5 weeks of time
All coordination effort
All incompatibility risk

We gain:

Higher project value (€16,500 vs €3,000 for IRVE alone)
Stronger client relationship
Maintenance contract opportunity
Referral momentum

The Subsidy Advantage

A major part of our value proposition is making subsidies effortless:

Subsidy	Amount	Who usually handles it	Our approach
ADVENIR	up to €960/point	The client (complex forms)	We handle 100%
Reduced VAT	5.5% instead of 20%	Automatic for certified installers	Included
CITE	75% up to €300	Client’s tax return	We provide all documents
Nice Métropole bonus	+€150	Client files the application	We file on their behalf
PACA bonus	+€200 (smart charging)	Client files the application	We file on their behalf

Total subsidy value: up to €1,660 per installation. Clients who use a non-certified installer get €0.

Our IRVE certification isn’t just a qualification — it’s a €1,660 value contribution at no extra cost to the client.

Freemium Model: Free Audit → Paid Project

Following the lead magnet approach:

Free (Transition CTA)

Villa “smart readiness” audit (1-hour on-site visit)
Subsidy eligibility calculation
“What’s possible” overview with budget estimate
Written report delivered to the client

Cost to us: 2-3 hours per prospect (travel + visit + report) Target conversion rate: 50% (free audit → paid project)

Paid

Detailed technical specifications
Equipment selection and ordering
Full installation
Consuel certification
Subsidy applications
Post-installation training and support

Value Communication Matrix

How we communicate value at each touchpoint:

Touchpoint	Value message	Format
Website header	”Your villa, brilliantly connected”	Headline
Google result	”IRVE + Smart Home Installation Côte d’Azur — trilingual service”	Meta description
First call	”We are the only company that integrates both”	Verbal pitch
Villa visit	Live demo of KNX + wallbox interaction on tablet	Interactive
Quote	Net price after subsidies (not gross)	PDF document
After installation	”Your villa just got smarter” photo + testimonial request	Email + social
6-month follow-up	”Here’s how your system performed this season”	Energy report