TOMI Environmental Solutions, Inc. (TOMZ): ANSOFF MATRIX [Dec-2025 Updated]

You're looking for the clearest path to grow TOMI Environmental Solutions, Inc. (TOMZ) now that they've posted a strong 61% gross margin in Q3 2025, and frankly, the play is all about locking in that recurring revenue, especially with existing BIT Solution sales up 21% year-to-date. As your analyst, I've mapped out four distinct, actionable growth vectors-from pushing harder into existing markets by converting that $15 million pipeline, to developing new avenues like the post-FDA food industry push or even launching a specialized chemical line for water treatment. Forget the fluff; this matrix distills exactly where TOMI Environmental Solutions, Inc. (TOMZ) needs to put its capital and sales focus over the next 18 months to truly build enterprise value, so let's dive into the specifics below.

TOMI Environmental Solutions, Inc. (TOMZ) - Ansoff Matrix: Market Penetration

Market Penetration focuses on selling more of your existing Binary Ionization Technology (BIT) Solution and equipment into your current customer base and markets. For TOMI Environmental Solutions, Inc. (TOMZ), this means driving deeper adoption with existing users of SteraMist iHP technology.

The push for recurring revenue is central to this strategy. You're seeing success here; for the nine months ended September 30, 2025, recurring BIT Solution revenue rose 21% year-to-date compared to the same period in 2024, reaching $760,000. This growth in solution sales, the razor blade component of the business model, is key for stability.

A significant near-term action is converting the existing opportunity pool into closed equipment sales. The open opportunities for Custom Engineered System (CES), Hybrid Solutions, and SteraMist Integrated System (SIS) offerings totaled approximately $15 million as of August 7, 2025. Converting this $15 million active pipeline into closed equipment sales will immediately boost top-line revenue.

Targeting existing customers for high-margin service and training contracts is another critical lever. Service-based revenue for the three months ended June 30, 2025, was $378,000, marking a 33% year-over-year increase for that quarter. For the nine months ended September 30, 2025, Service and Training revenue reached $1,364,000. This high-margin attachment rate shows existing customers value ongoing support and protocol development.

To help reduce customer capital expenditure deferrals, offering bundled equipment and solution deals makes immediate sense. This structure lowers the initial hurdle for adoption. For example, a premier provider of decontamination services onboarded in Q3 2025 purchased $175,000 in SteraMist iHP equipment and BIT Solution.

You must leverage external validation in your marketing campaigns to build trust and accelerate sales cycles. TOMI Environmental Solutions, Inc. was honored with the prestigious 'Disinfection and Decontamination Products Company of the Year 2025' award by MedTech Outlook on June 12, 2025. This recognition validates the SteraMist iHP technology's effectiveness.

Here's a quick look at key performance indicators supporting this market penetration focus:

Focusing on existing relationships yields tangible results, as seen in the following areas:

• Service and training revenue increased 46% year-over-year for the first half of 2025.
• Quote activity and pipeline volume were up approximately 35% year-over-year in the life sciences and food safety area through Q3 2025.
• The company has ten active projects across its SteraMist Integrated System (SIS) and Custom Engineered System (CES) platforms serving existing customers.
• A major eye health company placed purchase orders totaling $385,000 for equipment, solutions, and support services in 2025.

You need to ensure the sales team prioritizes closing the $15 million in current pipeline opportunities before year-end 2025. Finance: draft 13-week cash view by Friday.

TOMI Environmental Solutions, Inc. (TOMZ) - Ansoff Matrix: Market Development

You're looking at aggressive market development, and the regulatory landscape just gave TOMI Environmental Solutions, Inc. a clear path forward in the Food Industry. The final rule from the U.S. Food and Drug Administration, published on September 3, 2025 (90 FR 42535), amends 21 CFR §173.356 to broaden the permitted use of hydrogen peroxide as a secondary direct food additive. This directly validates the science behind SteraMist iHP, positioning TOMI Environmental Solutions, Inc. to pursue significant growth in food production sanitation where no detectable residues remain on the final product.

Expanding international revenue is a core driver here, moving beyond the $1,280,000 generated in the United States during Q3 2025. The goal is to secure new distributor partnerships to scale this global reach. For the three months ended September 30, 2025, international revenue reached $732,000, representing 36% of the total Q3 revenue of $2.012 million.

Focusing on the emerging agriculture sector leverages a recent scientific validation that addresses a major economic threat. The collaborative USDA study published on June 2, 2025, confirmed SteraMist ionized hydrogen peroxide effectively inactivates Deformed Wing Virus (DWV), a primary driver of colony collapse. This application targets an industry facing severe losses; commercial beekeepers reported up to $600 million in economic losses from colony collapses in early 2025 alone. Honeybees contribute an estimated $20-$30 billion annually to the U.S. agricultural economy.

Converting existing demand into immediate cash flow across new geographies is critical for near-term stability. The sales order backlog grew to $1.3 million by the end of October 2025, signaling strong forward demand. This backlog conversion must be prioritized alongside the larger pipeline opportunities.

To capture these new market segments, including the academic vertical, the focus must be on sales execution and pipeline management. Consider the scale of opportunity:

• Sales Order Backlog (as of end of October 2025): $1.3 million
• Pending Integration Contracts: Approximately $3 million
• Total Active Pipeline: Surpassing $15 million
• Q1 2025 BIT Solution Sales Growth (YoY): 169% surge

Establishing a dedicated sales team for the US K-12 and university academic vertical is a necessary step to manage this growing pipeline, especially given the 35% year-over-year increase in quote activity and pipeline volume seen in the Life Sciences sector. Finance: draft 13-week cash view by Friday.

TOMI Environmental Solutions, Inc. (TOMZ) - Ansoff Matrix: Product Development

Accelerate deployment of the new SteraMist Integration System - Standalone (SIS-SA) in pharmaceutical isolators.

The successful first installation of the SteraMist Integration System - Standalone (SIS-SA) in the life sciences sector, beginning with the pharmaceutical isolator market, was announced on July 16, 2025. TOMI Environmental Solutions, Inc. expects to realize in excess of half a million dollars in revenue from the new SIS-SA product in fiscal 2025. The life science sterility testing market is projected to grow to $3.4 billion by 2031 at a CAGR of 12.4%.

• The SIS-SA system was first installed in a leading pharmaceutical drug Contract Development and Manufacturing Organization (CDMO) company.
• The company reported ten active projects across its SteraMist Integrated System (SIS) and Custom Engineered System (CES) platforms as of November 26, 2025.

Finalize the $3 million custom integration pipeline for Life Sciences customers before year-end.

TOMI Environmental Solutions, Inc. announced progress in its custom integration pipeline, currently valued at approximately $3 million, signaling momentum in the life sciences sector, with expectations for these integration contracts to close by year-end.

Develop a smaller, lower-cost SteraMist unit for the residential and small commercial sectors.

The company's technology is designed to service a broad spectrum of use sites, including commercial and office buildings, schools, restaurants, and police and fire departments. A new service provider onboarded in Q3 2025 invested approximately $185,500 in SteraMist mobile systems and BIT solution.

• SteraMist solution sales increased 21% year over year for the nine months ended September 30, 2025.
• Revenue from the United States for the nine months ended September 30, 2025, was $3,294,000.
• International revenue for the nine months ended September 30, 2025, was $1,325,000.

Introduce a subscription-based maintenance and qualification service for integrated systems.

For the three months ended September 30, 2025, Service and Training revenue was $409,000. The sales order backlog grew to $1.3 million by October 31, 2025.

• For the three months ended September 30, 2025, Gross profit margins were 61% as a percentage of sales.
• Total liabilities amounted to $5.83 million as of September 30, 2025.

Invest R&D to expand SteraMist's EPA label claims against new, high-profile pathogens.

The company was previously included on the Environmental Protection Agency (EPA) list of Disinfectants for Emerging Viral Pathogens (EVPs): List Q, for use against viruses such as SARS-CoV-2. The FDA broadened the permitted use of Hydrogen Peroxide on September 18, 2025. The company filed a $50 million universal shelf registration statement on November 17, 2025, to support growth initiatives.

• Net loss for the three months ended September 30, 2025, was approximately $(450,000).
• Total assets were approximately $8.04 million as of September 30, 2025.
• A FIFRA registration, labeling, or reporting violation may result in a civil penalty of up to $24,885.

TOMI Environmental Solutions, Inc. (TOMZ) - Ansoff Matrix: Diversification

You're looking at how TOMI Environmental Solutions, Inc. can push beyond its current market, which is important given the nine months ended September 30, 2025, total revenue was $4.619 million, down from $6.670 million in the same period last year. Diversification means moving into new territory with new offerings.

Launch a specialized, non-iHP chemical product line for industrial water treatment, a new market.

Entering the industrial water treatment space means aiming for a significant slice of a large pie. The global industrial water treatment market size was estimated at $48.04 billion in 2025, or $20,463.4 Million by the end of 2025, depending on the segment focus. This new chemical line would target a segment where the overall market is projected to reach $71.63 billion by 2033, growing at a Compound Annual Growth Rate (CAGR) of 5.1% from 2025 to 2033. For context, TOMI Environmental Solutions, Inc.'s total revenue for the nine months ended September 30, 2025, was $4.619 million.

Develop a dedicated, automated decontamination system for large-scale agricultural facilities like vertical farms.

This move targets the rapidly expanding controlled environment agriculture sector. The global vertical farming market size was estimated at $9.66 billion in 2025, with projections to reach $49.25 billion by 2033 at a CAGR of 22.6% from 2025 to 2033. A dedicated, automated system could tap into the hardware component, which held the largest revenue share of 61.5% in 2024 for that market. The current TOMI Environmental Solutions, Inc. sales order backlog stood at $1.3 million at the end of October 2025, showing a base for handling larger equipment sales.

Acquire a complementary air purification technology company to enter the air quality market.

The air quality market presents a substantial revenue opportunity. The global air purifier market size was accounted at $18.34 billion in 2025, expected to grow at a CAGR of 7.13% to reach $34.09 billion by 2034. The commercial application segment contributed the biggest market share in 2024. For TOMI Environmental Solutions, Inc., international revenue accounted for nearly 36% of Q3 2025 revenue, suggesting an established international sales structure that an acquisition could immediately benefit.

Create a new consulting service focused on biosecurity protocol design for non-healthcare industries.

This leverages existing service capabilities for a new vertical. For the three months ended September 30, 2025, TOMI Environmental Solutions, Inc. reported $409,000 in Service and Training revenue, while the nine-month figure was $1.364 million. This existing revenue stream provides a foundation to scale a new, high-margin consulting service. The active pipeline for TOMI Environmental Solutions, Inc. is estimated to surpass $15 million, which could include initial contracts for this new service offering.

Partner with a major logistics firm to offer a mobile decontamination service for their fleet and warehouses.

This strategy focuses on large-scale, recurring service contracts. The potential for large contracts is indicated by the $3 million in pending integration contracts expected to close before the end of 2025 for TOMI Environmental Solutions, Inc. The company's gross profit margin remained strong at 61% for the three months ended September 30, 2025, showing that service delivery can be profitable. A partnership could secure a steady stream of revenue, similar to the 89% increase in completed iHP Corporate Services revenue seen in January 2025 compared to January 2024.

Here's a look at the market scale for these diversification vectors:

TOMI Environmental Solutions, Inc. reported $1.943 million net loss for the nine months ended September 30, 2025, so new, high-growth revenue streams are defintely needed.

• Q3 2025 sequential revenue increase: 95%
• Total Revenue (9M 2025): $4.619 million
• Gross Profit Margin (Q3 2025): 61%
• Sales Backlog (October 2025): $1.3 million

Finance: draft 13-week cash view by Friday.