IoT Solution Providers
Introduction
While the Internet of Things (IoT) market now seems poised for mainstream adoption, IoT companies, regardless of their scale or reputation, continue grapple with significant challenges in bringing their products to market successfully and demonstrating tangible business value to their customers. Astonishingly, almost 75% of IoT projects fail.
Despite having top-notch technology and impeccable security, IoT firms frequently face substantial challenges in sales, marketing, and operations due to their primary expertise lying in different areas. Key hurdles to mainstream success includes selecting target markets, industrialising complex solutions, devising compelling value propositions, developing effective marketing communications plans, demonstrating tangible business value, and instituting the essential internal processes for consistent quality and operational efficiency. Furthermore, even the most seasoned sales organizations can find ‘solution selling’ challenging, with opportunity management appearing elusive and sales cycles dragging on indefinitely.
How We Help
We help IoT Solutions providers to identify, understand and engage their target markets. We help them to develop their business plans, craft growth strategies, industrialise their offerings, balance their portfolios, boost marketing and lead generation efforts, institute appropriate business processes, and supercharge their sales channels to deliver superior customer outcomes both profitably and at scale.
Our Services
Our Services include
With our services, you can gain fast access to more than three decades of blue chip strategy, sales, marketing and product-management leadership expertise without the delay or disruption of expanding your existing team.
Market Research
Analysis of target markets, market sizing, customer satisfaction surveys, market requirements capture, competitor capabilities, pricing intelligence or channel strategy formulation etc.
Product and Portfolio Management
Voice of the Customer, requirements capture, persona development, new product strategy, ‘solution productization’, value propositions, messaging frameworks, portfolio optimization, product user groups, pricing strategy etc.
Key Accounts and Projects
Account / opportunity planning, stakeholder mapping, engagement management, competitor analysis, value proposition development, customer business cases, contract negotiation, solution deployment, benefits realisation management.
Business Planning
Initial assessments, strategy health checks, planning process design, workshop facilitation, forecasting and full management of plans including Business, Product / Market, Communications, Account and Opportunity Plans for key deals.
Sales & Sales Management
Channel strategy, sales strategy, performance assessments, sales process design, sales training, coaching, account / opportunity plans, account / opportunity reviews etc.
Marketing Communications
Brand strategy, customer advisory boards, lead generation campaigns, content marketing, whitepapers, messaging development, account-based marketing, value propositions, sales tools and collateral etc.
Benefits
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Gain access to expert resources quickly and cost effectively without disrupting existing projects or expanding your headcount.
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Get fresh, objective, professional perspectives and insights
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Fill capability or resource gaps and avoid losing time during start-up
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Coach and develop new marketing team members on the job to shorten the time it takes to expand capabilities or support new ventures / expansion plans.
