2026 Priorities

Happy New Year, everyone! This last week felt a bit like coming out of hibernation, where we had to rediscover where we left things – a good sign that folks put work out of mind and rebooted! Now that we’re in week 2, stuff is getting real: We’re finally getting rolling on NYC Accelerator with a kick-off meeting this Friday!

It’s taken more than 2 years to get here with the City, and it’s a really important opportunity – not only because it will be a great boost to be able to say that we are THE platform for NYC, but more importantly because it gives us a 3-year runway to find out whether we are going to hockey-stick.

To that end, the top business priorities for this year are:

1. Nail Product-market fit / repeatable sales motion — Finding the motion that lets us grow predictably. Marc is on point for this and we’ll all need to make sure we can support him nimbly.
2. Win the fingers — We’ve won hearts, minds, and wallets. Now we need users actually using the software. Jon is leading this effort, and we’ll need to make sure he has the tools and data he needs to make sense of our users!
3. Land outside NYC Even if the attention split ends up being 80/20 in favor of NY, we can’t wait until NY is “done” to start building for what’s next, if we want to fundraise.

To enable the above, we will also need to:

• Land product fulfillment for existing customers — Delivering the product that our “whale” customers are paying us for. This includes NYCA, ConEd, and HPD, and also NYSERDA. In recognition of Robin’s key relationship and product role on that front, Robin is taking on the Principal Mechanical Engineer role this year.
• Wrangle the Momentum application development process — Getting our expanded dev team coordinated and shipping effectively. We are so very close – we’ve improved our process over the last few months, and I think a few more months will have all of us confident that we can ship at the pace needed to support our business goals.
• Make magic on the back end — Platform infrastructure that scales and delights. Two years ago, we didn’t even have a concept of back-end services. 2026 is the year that we need to start blowing it up to scale. So much of our moat and competitive advantage will depend on how the back-end team executes, so François will focus on this challenge, letting go of other things like infrastructure and spending less time with the Momentum app – he will need all of our help not to get pulled back into the fray.
• Excellent operations — Erika already runs a pretty tight ship. We can’t spring leaks now! We’ll have more compliance this year than ever before, including two new certifications to do (ISO 27001 and SOC 1).
• Avoid security foot-guns - As an appendage of NYC, we can’t afford any security fails. Security will need to be top of mind for everyone – Reuben won’t be able to plug every hole alone.

It’s going to be a big, important year! Let’s go get it done!

Metrics

Traction

• Unique Buildings: 12,514 (Real time, via Admin panel!)
• Annual Run Rate: $1.54M

Financials

A 2025 report will be shared next week. Descriptions of each metric available in the handbook.

Development

• Bug Count (P-0 and P-1): 0 woot woot!

Last Week’s Highs and Lows

• Dusted off the holiday cobwebs and got back into the swing of things! (JMB)
• Jon continuing to take over customer success with Willdan and CPC CFHF is going well! (JMB)
• The latest Willdan report shows way fewer address misses than previous iterations, showing that we’re getting better at address matching. Address matching is part of a large bucket of “unsexy fundamentals” we have to nail, so that the app feels magic. (FH)
• Robin put in place new data quality checks in the data processing pipeline using stratified sample buildings with data vetted by humans, and it already caught a few issues with the bootstrapped set of buildings. This is an example of an infra investment that will pay off over and over again. (FH)
• Marc spent half the week in Utah at a conference of state energy and housing people from 33 states – good progress on developing outside of NY partnership opportunities (MZ)

Any missing highlights? Please share in Slack comments.

Crow’s Nest

Looking out for icebergs: What are the risks on the horizon that we’re watching for and navigating around?

François’ List

• It’s again (always?) hat-shedding season… and hat-shedding is hard. I’m thankful to folks for picking up on infrastructure and operations tasks that grew to consume too much of my bandwidth, but expect this to require work on both sides for smooth transitions, especially as the requirements on our systems are ramping up.

Repeats:

• Balancing short-term / vision Agents are fundamentally a combo of a/ a LLM (largely commoditized, but needs selection and possibly tuning), b/ a prompt (context + generic instruction), c/ tools (access to information and APIs relevant to perform a task), and d/ an architecture (orchestration of the above, evaluations, analytics). Even if we don’t put agents in Momentum right away, we have to make sure that what we build today prepares us for c/ and d/.

Jason’s List

• Improving clarity around our roadmap and prioritization process–I’ve started to meet with a PM coach to help me.
• We may have won some minds, and we’re winning some wallets, but will we win their fingers? Which users will actually use our software instead of just looking for the outputs and expecting consultant-style service?
• What is our moat in a world and industry where data wants to be free, especially when some of our largest customers are city and state agencies?
• Getting a clearer sense of our delivery velocity. I anticipate we’ll need to be more responsive to ad hoc customer feedback this year, and this will help me better plan and prioritize our product needs.

Bomee’s List

• NYCA, ConEd, NYSERDA, HPD — Execution is the name of the game.
• Getting Marc a product he can sell — Marc needs to be confident product team can deliver. So let’s do the needful!
• Letting François focus — François needs to go deep on back-end this year. That means the rest of us need to protect his time.
• Uptake of AI tools — I think we are ahead of the curve on using AI, but I think there is more juice left to squeeze – and we need to figure out how to make the most of it as an enabling tool.
• Cash. Runway is healthy but we need to keep an eye on it as we scale up. Having enough quickly turns into not having enough if we’re not deploying wisely.

Erika’s List

• Cash Flow Still watching this closely and maintaining a lean budget until we start to receive income from our latest agreements. Our spend is relatively consistent and predictable, which helps with budgeting. However, if there are any anticipated needs, they should be shared as soon as possible.
• Onboarding Not the biggest iceberg, but now that we have had a few employees and contractors go through the process, there are places where we can further refine from both an administrative and employee experience perspective. The upside is that the process is working and has become more transparent.

Marc’s List

• It is bad out there, in some places Perhaps not a risk as much as just something to be aware of… but in Utah, you can’t really say “Energy Efficiency” or “Solar” when dealing with local government. In Indiana, 80 of the 90 counties have banned solar/wind development. Neither of these markets were anywhere close to the top of our list for expansion due to limited concentration of bigger builidngs, but was still eye opening to see how politicized this stuff has become.

On Deck for This Week

• Closing the books on 2025 We will have the annual books closed this week and then getting started on our annual reporting obligations. Annual recap for the team will follow later this month. (EP)

• Talking with a potential principal engineer/building science candidate. (JMB)

• Rel 112! (JMB)

• KC3 workflow mapping session on Tuesday to understand their process so we can support more of it. (JIB)

• In-person 2-hour meeting with Wildan ConEd team on Wednesday to align on priorities and process for the year. (JIB)

• NYCA Kick-off with Willdan and other partners on Friday! (JIB)

• Here’s what’s on the Company Radar

Upcoming Releases

Release 112

• Scope builder refactor
• ConEd MFEEP/AMEEP/Clean Heat 2026 rebate udpates, at least the ones we have so far
• Finally getting Microsoft SSO!

Please Leave Feedback

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