Tag: channel

management considerations for IoT subscription models

Six Management Considerations for Planning IoT Subscription Models

Posted on Benson Chan2 CommentsPosted in Best Practices, Business Models, go-to-market, Internet of Things, 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 Benson Chan4 CommentsPosted 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.

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

Posted on Benson ChanLeave a commentPosted in Best Practices, Execution, FAQs, go-to-market, Innovation Management, Internet of Things, 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 channels

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

Posted on Benson Chan3 CommentsPosted in Best Practices, go-to-market, Internet of Things, 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.