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 3 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.

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.

execution options for IoT projects

Planning IoT Pilot Projects: Execution Options

Posted on 6 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 2 CommentsPosted 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 as a service

Selling IoT as a Service – 7 Best Practices

Posted on 2 CommentsPosted 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 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.

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

Posted on 1 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.