IoT Prospecting Strategy

Client
Embedded Analytics Provider
Challenge
We have previously sold to customers without loT offerings. We need to define our value proposition and go-to-market strategy for loT.
Objectives
  • Identify the differences in requirements and procurement processes between four customer segments: ISVs, platforms, cloud infrastructure providers, device OEMs.
  • Develop an loT sales strategy and prospecting kit to enable market expansion.
Approach
We have previously sold to customers without loT offerings. We need to define our value proposition and go-to-market strategy for loT.
  • Define buyer personas for target customer segments
  • Prioritize use cases & buyer decision criteria
  • Refine value propositions for new personas
  • Develop loT prospecting kit to enable sales
Result
  • 5 buyer personas and 7 use cases were prioritized for initial sales focus.
  • The entire analvtics portfolio sales team was trained to use the prospectina kit.

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