Gartner Research

Market Trends: Selling IoT Requires a Deeper Understanding of the Industry Context of Customer Value

Published: 07 December 2015

ID: G00289548

Analyst(s): Anurag Gupta , Tiffani Bova

Summary

The Internet of Things is creating both opportunity and challenges for technology and service providers. Understanding industry-specific business drivers, the role of non-IT decision makers and the impact use cases can have on purchase decisions can help sales enablement leaders improve performance.

Table Of Contents

Introduction

Market Trend

  • Vertical Industries Making Investments in IoT Consider Incremental Benefits as the Driving Force
  • IoT Can Help Obtain New Usage Patterns, Identify Future Product Enhancement and Improve Customer Service
  • IoT Can Provide a Platform to Enhance the Customer Experience

Contrarian View

  • If You Sell Solutions in Silos and Fail to Work as Part of an Ecosystem, Then …

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