Digital Transformation

The evolving role of IT managers in a hyper-converged digital world

Posted on Leave a commentPosted in Business Models, Digital Transformation, Innovation Management, Internet of Things, IoT

In the digital enterprise, the strategic fusion of IT, operations technology [OT], audio-video [AV] with transformational technologies (Cloud, Internet of Things, AI, analytics, edge processing) leads to richer customer experiences, business acceleration, and operational agility. This fusion leads to new innovation and digital transformation of the organization.

This article highlights the new roles and expectations of IT in an age of digital transformation.

IoT innovation is not in the solution, but in how it is used

IoT innovation is not in the technology, but in what it can do

Posted on Leave a commentPosted in Best Practices, Digital Transformation, Innovation Management, Internet of Things, IoT, Strategy

Don’t confuse IoT with innovation. The real IoT innovation is not in the technology, but in what it can do and what it allows organizations to become – intelligent, agile and adaptive, in creating new value for its customers.

This article describes five innovation paths with IoT solutions to consider when planning digital transformation projects, along with advice to get started on turning the Internet of Things into the Innovation of Things.

management considerations for IoT subscription models

Six Management Considerations for Planning IoT Subscription Models

Posted on 1 CommentPosted in Best Practices, Business Models, go-to-market, Internet of Things, IoT, sales, Strategy

One common monetization approach for today’s IoT solutions is the subscription model. While it provides an attractive recurring revenue stream, subscription models require major investments in resources, time, capital and management commitment.

In this blog, we’ll highlight six key strategic and critical considerations managers must address when planning and building IoT subscription models. These considerations will determine whether the IoT subscription service is successful or not.

8 things to stop doing if you want to sell more IoT

Selling IoT? Eight Things To Stop Doing If You Want To Sell More

Posted on 1 CommentPosted in Best Practices, go-to-market, Internet of Things, IoT, Product Management, sales, Strategy

Despite the disruptive and transformative potential of IoT, selling IoT solutions is today’s emerging marketplace is challenging. Buyers face many barriers, ranging from a lack of awareness to fears of early obsolescence.

In this blog, we’ll share the eight things IoT solutions vendors must stop doing right away. Instead, we’ll share eight alternative best practices and strategies that they should be doing instead to drive market adoption.

Future-proofing your IoT Infrastructure

Posted on Leave a commentPosted in Best Practices, Innovation Management, IoT, Product Management, Strategy

Buyers face a dilemma with buying IoT solutions today. Buy an immature solution now and risk obsolescence in the near future, even if the solution has value for them today, or hold off buying until things become clearer.

In this blog, we will share common causes of obsolescence and a framework for futureproofing your IoT infrastructure. We will list some tactical practices to put in place to maximize the useful life of your IoT solution.

Ten best practices for making your first IoT projects a success

Posted on Leave a commentPosted in Best Practices, Digital Transformation, Execution, Innovation Management, Internet of Things, IoT, project management, Strategy

A recent study by Cisco found that three quarters of IoT projects were not successful. The reasons included long completion times, poor data quality, lack of internal expertise, integration and budget overruns.

In this blog, we will share ten best practices, from project planning to implementation, to help managers and project planners overcome common mistakes made with projects implementing emerging technology solutions.

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

Posted on Leave a commentPosted in Best Practices, Execution, go-to-market, Innovation Management, Internet of Things, IoT, Partnerships, Product Management, sales, Strategy

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 use when forming and managing partnerships with other IoT partners.

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

Posted on Leave a commentPosted in Best Practices, Execution, go-to-market, Innovation Management, Internet of Things, IoT, Partnerships, Product Management, sales, Strategy

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.

IoT Pilot Execution Options

Planning IoT Pilot Projects: Execution Options

Posted on 5 CommentsPosted in Execution, Innovation Management, Internet of Things, IoT, Product Management, Strategy

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.

IoT channels

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

Posted on Leave a commentPosted in Best Practices, go-to-market, Internet of Things, IoT, Product Management, product-market fit, sales

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.

IoT recurring revenue engine

Selling IoT as a Service – 7 Best Practices

Posted on Leave a commentPosted in Best Practices, Business Models, Execution, go-to-market, Internet of Things, IoT, sales, Strategy

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”.

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

iot buyers

Selling IoT – Who Is Your Real Buyer?

Posted on 2 CommentsPosted in Best Practices, go-to-market, Internet of Things, IoT, sales, Strategy

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.

Buying IoT from startups

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

Posted on 1 CommentPosted in Best Practices, Internet of Things, IoT, Strategy

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.

IoT sensors

Back to Basics – Sensors for IoT applications

Posted on Leave a commentPosted in Internet of Things, IoT, Sensors

While a lot of the attention on the Internet of Things (IoT) is on platforms, analytics or even machine learning, IoT really starts with the sensors at the point of use, or the “edge”.

This post is part of the “Back to Basics” briefings on the Internet of Things (IoT) architecture for executives, managers and anyone new to 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

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

Posted on 1 CommentPosted in Internet of Things, IoT, Smart Home

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.

Five things managers should do first in an emerging IoT market

Posted on Leave a commentPosted in Digital Transformation, Internet of Things, IoT, Strategy

There is no lack of IoT platforms, business models, and innovative products in the market today. However, today’s products are still immature point solutions. From technology standards, to business models, IoT will evolve over the next few years.

Given the immature state of IoT, what should transformation, business and IT managers do today?

This article discusses five things that managers should do now as they plan and deploy IoT strategies and projects.

5 types of innovation

Innovation is not just about technology – the five types of innovation all managers must know

Posted on 2 CommentsPosted in Innovation Management, Strategy

Recently, I met with key executives from an industry trade group to discuss disruptive innovation in Silicon Valley.

One key concept I shared with them is that although many people equate innovation with technology, there are actually five types of innovation and that some or all may occur at the same time.

This post describes the five types of innovation, and provides managers with three takeaways to guide their innovation strategy.

Innovation of Things, not the Internet of Things will drive real innovation and transformation

Posted on Leave a commentPosted in Innovation Management, Internet of Things, IoT

Are you ready? The Internet of Things (IoT) is here and its ability to drive new innovation will be huge.

But how much is real and how much is hype? Today’s IoT are “point” solutions that don’t live up to the hype. They offer limited utility and solve a small set of problems.

This articles discusses what IoT will look like when it lives up to the hype. It provides fives takeaways for managers to do today to begin the transformation from Internet of Things to Innovation of Things.