Priority Markets
Where to focus first
The state view should not rank markets only by total funding. It should show where funding, account signals, product fit, and purchasing routes are most likely to produce a real next action.
Market comparison
| Market | Posture | Why it matters | Verified funding signal | Best play | Main risk |
|---|---|---|---|---|---|
| California | Shape now | Largest state-specific program in this sample. Rules are still being implemented. | $115 million state set-aside, plus $2.271 million FY2026 federal allotment pending implementation | Eligibility memo, stakeholder monitoring, then district pipeline after final rules | Equipment and cost eligibility are not final |
| Texas | Build now | Testing and public results can be joined to a current FloWater cooperative contract. | $2.113 million FY2026 federal allotment pending state implementation | Account qualification plus PACE purchasing route | Free temporary filters may address some cases, and PACE does not prove purchase intent |
| Pennsylvania | Build now | Quarterly public reporting and an application path can create a repeatable account feed. | $4.4 million original program pool with remaining balance unverified; $823,000 new federal allotment pending implementation | Results-to-grant-to-procurement account queue | Each account needs current remediation and fund-balance verification |
| Minnesota | Build now | Monthly application review creates repeated conversion windows. | $350,000 current grant; awards up to $45,000; $755,000 federal allotment pending implementation | Grant-ready packet plus monthly lead list | FloWater model eligibility must be confirmed |
| Massachusetts | Target existing awards | Amherst is a verified funded account, but the broader program is transitioning. | Amherst: $24,000 for eight fixtures | Verify awarded-account procurement, not broad new-award prospecting | New program activity may be temporarily paused as needed during transition |
| Michigan | Hold | Public program specifications do not clearly match the public FloWater Classic configuration, and the listed cost window ended. | No current Filter First sales window verified | Resolve model and certification fit before prospecting | Integrated fountain and NSF/ANSI 61 Q<=1 requirements |
Priority FY2026 federal allotments
These amounts are state allotments, not district awards. They should be used to prioritize workplan monitoring, not represented as sales-ready money.
| State | FY2026 allotment | Proposed posture |
|---|---|---|
| California | $2,271,000 | Shape now |
| Texas | $2,113,000 | Build now |
| Illinois | $1,503,000 | Research next |
| New York | $1,413,000 | Research next |
| Massachusetts | $1,149,000 | Track transition and existing awards |
| Florida | $1,100,000 | Research next |
| Michigan | $1,038,000 | Separate federal implementation from closed Filter First screen |
| Ohio | $904,000 | Research next |
| Pennsylvania | $823,000 | Build current pipeline and track future workplan |
| Georgia | $807,000 | Research next |
| Minnesota | $755,000 | Build current grant pipeline and track future workplan |
Market playbooks
California: shape eligibility
Lead with a short product-eligibility memorandum and targeted questions for OPSC. The aim is to understand the remediation rules before districts enter the market.
Texas: turn testing into qualified accounts
Use TCEQ results and district notices to find need. Use PACE to reduce procurement friction. Keep federal allotment timing separate until Texas publishes its implementation path.
- FY2026 National Allotments for Reducing Lead Where Children LearnU.S. Environmental Protection Agency
- FloWater Inc. Vendor ContractPACE Purchasing Cooperative
- Voluntary Lead Testing in School and Child Care Drinking WaterTexas Commission on Environmental Quality
- Public Water Systems, Lead Testing in Schools, and Child Care Facilities ViewerTexas Commission on Environmental Quality
Pennsylvania: build a recurring results-to-grant feed
Monitor the quarterly reported-school file, then verify remediation, current fund availability, grant eligibility, decision-makers, board activity and procurement for each account.
- FY2026 National Allotments for Reducing Lead Where Children LearnU.S. Environmental Protection Agency
- Lead in School Drinking WaterPennsylvania Department of Education
- Lead Information for Schools and Child Care FacilitiesPennsylvania Department of Environmental Protection
- Pennsylvania Lead Reduction Grant AnnouncementPennsylvania Department of Environmental Protection
Minnesota: work the monthly cadence
Create a standard product and grant packet, then refresh the qualified account list before each monthly application review.
Massachusetts: work existing awards, not broad new-award prospecting
The statewide program is transitioning. Focus on funded accounts such as Amherst and verify procurement status while existing awards continue to be administered.
Michigan: keep the hold visible
Do not send Filter First leads until FloWater confirms a qualifying configuration and a current funding path.