Tag: Sales

IoT build, buy, partner

Build, buy, partner? Strategic options for creating smart solutions

Posted on Benson ChanLeave a commentPosted in Execution, Industrial IoT, Internet of Things, Product Management, Strategy

IoT enables vendors to create an entirely new line of “smart” solutions for its existing and new markets. While the decision to go “smart” is straightforward, the decision of how to go “smart” is less obvious. Vendors are faced with a “build, buy, partner” decision – build it themselves, buy and integrate technology, or partner with another organization and go to market together.

This article discusses some of the key management considerations involved in making a decision.

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.

IoT as a service

Selling IoT as a Service – 7 Best Practices

Posted on Benson Chan2 CommentsPosted in Best Practices, Business Models, Execution, go-to-market, Internet of Things, 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 Benson Chan5 CommentsPosted in Best Practices, FAQs, go-to-market, Internet of Things, 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 Benson Chan3 CommentsPosted in Best Practices, Internet of Things, 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.