B2B Sales Strategy — Karting, Sim Centers & Racing

# B2B Sales Strategy — Karting, Sim Centers & Racing

> **Parent note:** [Sim Racing Telemetry Analysis Platform — Project Plan](joplin://6c0dcb2a567348fd9796f50c790082e4)
> **Related:** [Commercial Deployment Architecture](joplin://052dec863e0948868304e44628986973), [LLM Coaching Reports](joplin://ddb8739b673c4ab7a996b951c3a47524), [Karting Telemetry Hardware](joplin://75762cc5757e4b7382af9f1a9b7673ee), [Competitor Analysis — RN Vision / Race Navigator](joplin://876ef10b5ffe4ab6b15f7cfd5d84865e)
> **Created:** 2026-06-25
> **Context:** How to approach and sell telemetry analysis to karting venues, sim racing centers, racing schools, and individual enthusiasts.

---

## The Model: B2B2C

The venue licenses the technology and offers it as a premium service to their drivers. You sell to the venue; the venue sells to the end customer.

```
You (racecraft) → Venue (karting track / sim center) → Driver (end customer)
     license              re-sells as premium service        pays €5-10/session
```

---

## The Pitch: Solve Their Problem

**Their current state:** They publish lap times. Their timing system answers one question: *how fast?*

**Your wedge:** *"Your timing tells drivers their lap time. We tell them WHY they're slow and exactly HOW to get faster — automatically, after every session."*

Karting is underserved because professional tools (Aim, Unipro) cost €500-2000 per kart. You offer the same insight at a fraction of the cost, delivered to the driver's phone.

---

## Sales Approach: Styria Karting (Anchor Customer)

They're local (Kalsdorf/Zettling, ~30 min from Graz). In-person beats email.

### Phase 0: Build the Demo (1-2 weeks)

1. **Sim demo with karts** — Install AC kart mod, run laps, show analysis pipeline on a laptop
2. **Record a 3-minute demo video** — Show before/after: raw data → coaching report
3. **Create a one-page PDF** — Problem, solution, pilot offer, contact (one page only)

### Phase 1: Outreach

**Warm email (2-3 sentences):**

> Subject: Automated driving analysis for your motorsport club members
>
> Hi [name],
>
> I'm building a telemetry analysis platform that gives kart drivers automated coaching feedback after each session — braking points, racing line, consistency scoring. I'm based locally in Styria and looking for a venue to pilot it with. Could I come by for 15 minutes to show you a demo?
>
> Best, Jan-Peter

**In-person visit:**
- Bring laptop with sim demo
- Show coaching report output — the money shot
- Ask: *"What do your club members struggle with most?"*
- Listen, then map solution to their pain points

### Phase 2: Pilot Proposal

| What you offer (free) | What you ask for |
|---|---|
| Track mapping of their Le Mans layout (1,260m) | Access to 10-15 motorsport club drivers for 2-3 sessions |
| Automated coaching reports after each session | Feedback on what insights drivers find useful |
| Venue-branded leaderboard (consistency + speed) | Permission to use anonymized data for case studies |
| All at zero cost to them | Introduction to other karting venues if it works |

### Phase 3: Post-Pilot Pricing

| Tier | Price | What They Get |
|---|---|---|
| **Starter** | €0 (freemium) | Basic timing + sector splits |
| **Venue** | €99-199/month | Automated coaching reports, venue-branded app, consistency leaderboards, track mapping |
| **Pro** | €299-499/month | Multi-layout support, video overlay export, coach dashboard, historical driver progress, API access |

**Revenue model for venue:** Charge drivers €5-10 per coaching session (or include in premium package). At 50 drivers/week × €5 = €1,000/week. Your €199/month license is a rounding error.

---

## Other B2B Targets

| Customer Type | Why They Need It | Entry Point | Works Today? |
|---|---|---|---|
| **Sim racing centers / cafes** | Already have PCs + sims. Sell "coaching sessions" but have no analysis tools. | Walk in with USB stick. Install rusty-telemetry. Instant value. | ✅ Yes — works today |
| **Racing schools** | Instructors need objective data. Currently rely on watching + memory. | "Show students exactly where they lost time, with data." | Partially (sim + real later) |
| **Track day organizers** | Participants want lap analysis + comparison. Nobody offers post-session analysis. | Partner for one event. Capture station. Hand out reports. | Needs hardware |
| **Esports racing teams** | Need detailed telemetry comparison between drivers. Already use sims. | Direct outreach to team managers. Show grip + shift analysis. | ✅ Yes — works today |
| **Car clubs (hill climb, track)** | Enthusiasts who track cars. Want MoTeC-level analysis without MoTeC prices. | OBD-II + GPS hardware bundle + subscription. | Needs hardware |

### Fastest Path to Revenue

**Sim racing centers** — zero hardware needed, the product works today, they're already selling coaching without proper tools.

---

## Sales Materials Needed

| Material | Purpose | Priority |
|---|---|---|
| **3-min demo video** | Show analysis quality + coaching output | P0 |
| **One-page PDF** | Leave-behind for venue operators | P0 |
| **Pilot proposal template** | Formal pilot offer with terms | P1 |
| **Case study** (post-pilot) | Social proof for other venues | P1 |
| **Landing page** | Professional web presence | P1 |

---

## Competitive Positioning

| Competitor | What They Do | Our Edge |
|---|---|---|
| **Aim / MoTeC** | Professional data loggers + analysis software | Their software is charts only, no coaching. We add AI reports + cloud + phone delivery. |
| **Track Titan** | Sim racing AI coaching (SaaS) | Sim only, no real-world. We do both. |
| **RaceChrono** | Phone-based lap timer + data logger | Great capture, weak analysis. We provide the analysis layer. |
| **RN Vision / Race Navigator** | Premium real-car hardware (RN ONE €2.9k, RN LITE €1.2-1.8k) + free RN Analyzer (iPad/Windows). Dual/triple-camera video with data overlay, deep CAN-Bus integration (Porsche/BMW/MB GT cars), works-driver credibility (Porsche Sportscup). 2,500+ devices, 10+ years. | Data + charts only, **no AI coaching, no cloud, no multi-tenancy**. Per-device islands, iOS-tethered, no karting presence. We are the coaching/cloud/phone layer at a fraction of the price, karting-first. Full analysis: [Competitor Analysis — RN Vision](joplin://876ef10b5ffe4ab6b15f7cfd5d84865e) |
| **Venue timing systems** (MYLAPS) | Lap times only | We add the "why" — coaching, line analysis, grip envelope. |

**Our unique position:** Circuit + Rally + Karting in one platform, sim-to-real, AI coaching reports, open-source core with commercial licensing.

---

## Licensing Note for Sales

Both repos are AGPL-3.0 + commercial dual license. Venues that self-host modified versions or embed in hardware need a commercial license. See LICENSE and COMMERCIAL_LICENSE.md in both repos.

---

*Created: 2026-06-25. Updated 2026-06-28 — added RN Vision / Race Navigator to competitive positioning.*

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