# 03 — Phase 2 / Phase 3 Opportunity Identification & Expansion Workflow

## 1. Workflow Overview

```
┌─────────────────────────────────────────────────────────────────────┐
│          Phase 2 / Phase 3 Opportunity ID & Expansion Map             │
├─────────────────────────────────────────────────────────────────────┤
│                                                                     │
│  ┌──────────┐   ┌──────────┐   ┌──────────┐   ┌──────────┐        │
│  │1.Phase-1 │──>│2.New      │──>│3.Tech     │──>│4.Market   │        │
│  │  Value    │   │  Client   │   │  Evolution│   │  Opportunity│       │
│  │  Review   │   │  Needs    │   │  Trend    │   │  Scan     │        │
│  └──────────┘   └──────────┘   └──────────┘   └──────────┘        │
│       │              │              │              │                │
│       v              v              v              v                │
│  ┌──────────┐   ┌──────────┐   ┌──────────┐   ┌──────────┐        │
│  │5.Expansion│──>│6.Client   │──>│7.Phase2/3│──>│8.Continuous│       │
│  │  Plan     │   │  Proposal │   │  Contract │   │  Partner  │        │
│  │  Design   │   │  & Value  │   │  & Land   │   │  Enablement│      │
│  └──────────┘   └──────────┘   └──────────┘   └──────────┘        │
└─────────────────────────────────────────────────────────────────────┘
```

## 2. Detailed Steps

---

### Step 1: Phase-1 Value Review

**Objective**: Systematically review Phase-1 deliverables and realized value; set up Phase 2.

**Guidance:**

**1.1 Value-review dimensions**

| Dimension | Review content |
|------|---------|
| Delivery completeness | All contracted deliverables done? Acceptance passed? |
| System usage | DAU / MAU per module; core-function usage frequency |
| KPI achievement | Did Phase-1 KPI targets get met? |
| User satisfaction | Satisfaction of execs / business units / front-line users |
| Issues & debt | Known system issues, tech debt, unmet needs |
| ROI | Actual vs. expected Phase-1 ROI |

**1.2 Value-story collection**

Collect "value stories" from Phase 1 — concrete cases showing impact:
- "AI video analytics helped detect a highway stopped-vehicle event on [date] in time…"
- "The data middle-platform turned the maintenance team's 3-day manual report into one click…"
- "The executive cockpit let managers make data-driven decisions at [meeting], earning praise from leadership…"

---

### Step 2: New Client-Need Mining

**Objective**: Based on Phase-1 usage, mine the client's new needs.

**Guidance:**

**2.1 Need sources**

| Source | Method |
|------|------|
| User feedback | Analyze suggestions collected during Phase-1 O&M |
| Feature requests | Count frequency of "wish-list" features |
| Business change | New needs from client business evolution |
| Regulatory drivers | Build-outs required by new regulations |
| Roadmap gap | Compare against Phase 2/3 planned in the Phase-1 roadmap |

**2.2 Need-collection methods**

- Semi-annual user-needs survey (questionnaire + interview)
- System-usage data analysis (most / least used functions)
- O&M issue analysis (recurring issues needing systemic fix)
- Client business-planning communication (learn new priorities)

---

### Step 3: Technology-Evolution Trend Analysis

**Objective**: Identify new technologies to introduce in Phases 2/3.

**Guidance:**

**3.1 Transport-tech trend radar**

```
Transport-tech trend radar:

         LLM / Transport
         GPT
         ┌──────┐
   Digital   │      │ Vehicle-Infra-
   Twin      │      │ Cloud (VIC)
  ┌────┐   │ Core │  ┌────┐
  │    │   │ Cap. │  │    │
  │    │   │      │  │    │
  └────┘   │      │  └────┘
   Edge AI  └──────┘  Data assetization
         V2X security
         framework

   Red (Now): mature, apply now
   Yellow (Next): consider in 1–2 yrs
   Green (Later): keep watching
```

---

### Step 4: Market-Opportunity Scan

**Objective**: Scan for other opportunities within the client's ecosystem.

**Guidance:**

**4.1 Horizontal-expansion opportunities**

| Direction | Description | Example |
|---------|------|------|
| Business line | From Phase-1 line to other lines | Phase 1 road-network monitoring → Phase 2 maintenance mgmt |
| Geographic | From one region to more | Phase 1 core urban → Phase 2 all districts |
| Hierarchy | From one management level to more | Phase 1 group level → Phase 2 subsidiaries |
| User | From internal to external users | Phase 1 internal mgmt → Phase 2 public service |

**4.2 Vertical-deepening opportunities**

| Direction | Description | Example |
|---------|------|------|
| Data depth | From reporting to predictive | From "view data" to "AI predict + recommend" |
| Intelligence depth | From informatization to intelligence | From "enter data" to "AI auto-recognize + decide" |
| Integration depth | From standalone to full integration | From "single system" to "cross-business orchestration" |

---

### Steps 5–8: Design → Proposal → Contract → Enablement

**5. Expansion plan design:** Design Phase 2/3 plan based on the above analysis.

**6. Client proposal & value case:**
- "We recommend Phase 2 focus on…"
- Quantify Phase 2 incremental value
- Phase-1 success is the best endorsement
- Show the risk if a competitor does it instead

**7. Phase 2/3 contract & landing:**
- Can reference a simplified solution process (e.g., sole-source / competitive dialogue)
- Use the "future-phase priority" clause in the Phase-1 contract (if any)

**8. Continuous enablement & partnership:**
- Upgrade from "project vendor" to "long-term digital partner"
- Regularly provide industry insight and optimization advice
- Participate in the client's annual IT planning
- Co-build innovation lab / joint R&D

---

## 3. Roles & Responsibilities (RACI Matrix)

| Activity | CSM | Pre-sales Architect | PM | Sales Director |
|------|:---:|:---:|:---:|:---:|
| Value review | **R/A** | I | C | C |
| Need mining | **R** | C | C | I |
| Tech trend | I | **R/A** | I | I |
| Market scan | I | I | I | **R/A** |
| Expansion plan | C | **R/A** | I | C |
| Client proposal | C | C | I | **R/A** |

---

## 4. Output Catalog

1. **Phase-1 value-review report** (.docx)
2. **Client-needs survey report** (.docx)
3. **Tech-trend & application analysis** (.docx)
4. **Expansion-opportunity list** (.xlsx)
5. **Phase 2/3 proposal** (.docx + .pptx)
6. **Phase 2/3 commercial proposal** (.docx)

---

> **Version**: V1.0 | **Date**: 2025-07
