From Reference Customer to Scalable SaaS: A Compliance-Led Go-to-Market Strategy for RISE’s DETOX Platform

EXECUTIVE SUMMARY 

RISE has built STOTS, a sovereign IoT platform for collecting, processing, and integrating operational data from distributed physical systems. Its first productised application, DETOX, delivers digital guard control and operational monitoring for security service providers and is already live with a reference customer. The platform is technically mature but not yet commercially scalable: positioning, pricing, distribution, and an expansion path remain undefined. This project develops that commercial foundation for the DACH mid-market and sets out how RISE can convert a proven product into recurring revenue. 

Goal 

The goal is to translate DETOX’s technical maturity into a validated, executable go-to-market strategy for the DACH security market. The project defines a defensible market position, a pricing architecture matched to how operators bill their own clients, a distribution model, and a sequenced expansion roadmap into adjacent verticals, all actionable within twelve months and the existing resource base. 

Methodology 

The analysis runs across five sequential workstreams: market, competition, business model, go-to-market execution, and platform expansion, each feeding the next to form a traceable chain from evidence to recommendation. Methods include a PESTL analysis of the DACH regulatory and wage environment, TAM/SAM/SOM market sizing, competitor profiling of eight providers across twelve functional dimensions, Porter’s Five Forces and a Blue Ocean positioning analysis, and a weighted scoring matrix for adjacent verticals. Findings were tested in expert and operator interviews and triangulated against industry and regulatory sources. 

Results 

The DACH mid-market comprises roughly 930 addressable security operators, a serviceable market of EUR 20 to 35 million per year, with a realistic three-year target of EUR 2.1 million ARR (60 operators at EUR 35,000 average). The regulatory window is the central catalyst: NIS2UmsuCG, in force in Germany since December 2025, increasingly makes auditable digital guard documentation a contractual requirement, while rising wage costs strengthen the efficiency argument. No competitor combines DACH-hosted data sovereignty, deep regulatory compliance, IoT integration, and multi-vertical scalability in one product, and DETOX is positioned at exactly that intersection. Commercially, the project recommends a B2B2B model in which DETOX contracts with the operator, priced on three components and metered on the guarded object so that platform fees track the operator’s own billable unit. Facility management is identified as the priority expansion vertical, entered through existing customers once a security reference base exists, with logistics and healthcare following as a regulated second wave.  

Cooperation Partner 

• ​​Research Industrial Systems Engineering (RISE) 
  Concorde Business Park F 
  2320 Schwechat, Austria 
  www.rise-world.com​ 

​​Contact Person​ 

• ​​Celil Genç 
  Celil.genc@rise-world.com​ 

Student Team 

• ​​​Tim Jungeblut, Luke Marken, Gabriel Francu, Fabian Josef Koch, Christian Bieser, Jun Yu Jin 
  ​​ 

Project Manager 

• ​​​Melina Mazzucato​ 

• ​Diana Lauer 

• ​Jakob Riener