Feeds:
Posts
Comments

Posts Tagged ‘solution selling’

iot-tele2I am a simple sales guy, working with many different companies across the world, helping them getting their devices connected. I have customers in many different industries such as; telematics, smart metering, asset tracking/monitoring, security, health care, automotive and so on. Working with such a mix, gives me an opportunity to analyze what companies do with their IoT initiatives in different industries. In this blog post, I will share what I see is happening in real life based on my own personal experience.

First of all, many companies are talking about IoT and dreaming to getting their business model changed from selling product to selling solutions/services. Because they want to differentiate their products, get closer to their end customers, better understand how/when/where/why their products are being used etc. I think there is a lot of focus on the technology side of IoT and a lot of companies are lost when it comes to what type of sensory data to be collected and how this data will be converted into increased revenue & reduced costs.

I will divide my experience into 2 separate chapters as Technology and Commercial parts. In my opinion IoT should be very much tied into a commercial goal and just to connect things will not be enough at the end to truly innovate. What I see in real life is that most of the companies start with solving a simple problem, which is nice – as they start small, but missing the big picture of the potential savings/improvements that could be achieved with that specific IoT solution. (more…)

Read Full Post »