Start an MRF Sorting Optimization Software Vendor

1. 1

   Learn from the hardware-to-software pivot

   Recycleye concluded its bins were too expensive and limited (only four sorting classes) and pivoted toward MRF-level software partnerships, a documented lesson that the software layer can be the better business than the device. Decide deliberately to build software that makes facilities and existing hardware smarter. This reframing is the whole thesis.

2. 2

   Build sorting-optimization software

   The product optimizes how a facility sorts, using vision and data to improve accuracy, throughput, and recovery, and it can run on top of others' sensors and robots. Focus on the decision layer, not the hardware. Software scales and carries far higher margins than devices.

3. 3

   Link decisions to live commodity prices

   The strategic edge is connecting sorting decisions to live recyclable-commodity market prices, so facilities recover the most valuable materials and effective sorting cost trends toward zero. This turns sorting from a fixed process into a dynamic, revenue-maximizing one. Build the market-linked intelligence as your differentiator.

4. 4

   Sell to facilities and robotics partners

   Your buyers are MRFs wanting better economics and robotics firms wanting a smarter software layer, not hardware customers. Structure SaaS subscriptions and partnership integrations. Selling software into existing operations shortens deployment versus building machines.

5. 5

   Price as SaaS with outcome alignment

   Price as recurring SaaS, ideally with tiers tied to throughput or recovered-value improvement so your revenue aligns with the value delivered. SaaS gross margins run 70 to 85 percent once built. Retention and expansion within facilities drive the business.

6. 6

   Expand across facilities and material streams

   Grow by adding facilities, supporting more material types, and integrating with more hardware partners, becoming the optimization layer many MRFs rely on. Cross-note: operating facilities per ton, selling CV sensors, and selling robotic pickers are separate models in the bank. Scale as the intelligence layer across the recycling stack.

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