The secrets to successful partnerships in the fast changing IoT market – Part 2

The secrets to successful partnerships in the fast changing IoT market – Part 2

Today’s IoT market is very dynamic, continuously evolving, and fragmented. No single vendor has a connected IoT stack. Partnerships are a critical business capability that IoT vendors must develop in order to be relevant in this type of marketplace.

This post, the second of two parts, describes ten best practices that vendors should implement when forming and managing partnerships with other IoT vendor partners.

The secrets to successful partnerships in the fast changing IoT market – Part 1

The secrets to successful partnerships in the fast changing IoT market – Part 1

Today’s IoT market is very dynamic, continuously evolving, and fragmented. No single vendor has a connected IoT stack. Partnerships are a critical business capability that IoT vendors must develop in order to be relevant in this type of marketplace.

This post, the first of two parts, describes the basic partnership types, the relationship models and key engagement scope parameters.

Planning IoT Pilot Projects: Execution Options

Planning IoT Pilot Projects: Execution Options

You’re sold on the Internet of Things (IoT) and its benefits for your organization. But how do you get in the IoT “game”? Where do you start?

While there is a lot of information on the technology behind IoT, case studies, and visions of what it can do, there is not a lot of practical content on what you need to get started today.

This post discusses five options that managers have for executing pilot IoT projects.

Building IoT solutions? Don’t forget about the channel!

Building IoT solutions? Don’t forget about the channel!

Internet of Things (IoT) solutions offer tremendous and disruptive value for customers, but sometimes have the unintended effect of adversely impacting the channel that it is sold and serviced through. This results in slow adoption of IoT solutions, even if those solutions have significant and tangible customer value.

This post highlights the two common product-market fit mistakes, and lists four best practices to facilitate channel adoption of innovative IoT solutions.

Selling IoT as a Service – 7 Best Practices

Selling IoT as a Service – 7 Best Practices

IoT or Internet of Things solutions, built on a cloud-based infrastructure, create opportunities for new business models and value delivery methods. While many IoT solutions are usually sold as a “product”, many vendors are now beginning to offer IoT “as-a-service”.

But selling a recurring revenue solution is not the same as selling an “one time” sale product. This post highlights seven best practices for selling an IoT as a service solution.

Selling IoT – Who Is Your Real Buyer?

Selling IoT – Who Is Your Real Buyer?

You found product-market fit and built your Internet of Things (IoT) solution. But do you know who your buyer is?

IoT solutions create value that cut across organizational boundaries. Identifying a single buyer or owner in today’s traditionally structured organizations is difficult. Unlike IT where there is a centralized buyer, IoT buying is decentralized.

This post describes the reasons for this, and provides six best practices for selling IoT solutions into corporate organizations.

Buy smart: best practices for sourcing IoT solutions from start-ups

Buy smart: best practices for sourcing IoT solutions from start-ups

A lot of the innovation around Internet of Things (IoT) is coming from start-up companies. But how do you buy a solution when the technology is still evolving, the use cases are emerging, and the company selling it may not be in business a year from now?

Your “tried and true” sourcing practices that you use with your more established suppliers will actually increase the risks for both you and the start-up company that you are buying from.

This post describes the three main risks and highlights ten new strategies for buying IoT solutions for start-up companies.

Back to Basics – Sensors for IoT applications

Back to Basics – Sensors for IoT applications

Welcome to the “Back to Basics” briefings on the Internet of Things (IoT) architecture for executives, managers and anyone new to IoT. Although I will convey technical information, my focus is on the business and applications aspects of IoT. Using the “Follow the Data” approach, I’ll start at the edge with the IoT sensors, and work my way back to the core of the IoT system.

This article will describe the sensor technology and considerations when selecting sensors.

Smart Homes for Real People – Where’s the Value?

Smart Homes for Real People – Where’s the Value?

I saw many smart home and home Internet of Things (IoT) products at the 2017 Consumer Electronic Show (CES). All were interesting. All solved the wrong problems. And all missed the mark with real world buyers.

While today’s smart home products do useful things, they solve “first world” problems of convenience that are not useful to “real world” buyers.

This post discusses what problems that smart homes really need to solve, and provides some takeaways for smart home designers to consider to make their solutions more attractive to “real world” buyers.