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.