Gartner Research

Market Insight: Refine Your Client Engagement Strategy for IoT Service Opportunities in Japan

Published: 29 August 2017

ID: G00333068

Analyst(s): Denise Rueb, Misako Sawai , Takeshi Ikeda

Summary

The Japanese IoT service market remains in the early stages of growth and service providers will likely struggle to grow pipeline. Technology product marketing leaders with strategies and tools to address four key trends will drive more qualified pipelines.

Table Of Contents

Analysis

  • Implementation of IoT Is in the Early Stages
  • IoT Projects Led Mainly by IT Departments and Existing End-User Organizations for the Moment
  • Demand for Consulting Services Is Stronger in IoT Service Market
  • Clients Are Not Yet Loyal to Any Group of Providers
  • Technical and Business Capabilities Are Among Important Provider Selection Criteria

Background and Context

The Impact

  • Target the Prospects That Are Aggressive in Adopting IoT Solutions
  • Expect Shift of Leadership, and Establish a New Client Engagement Strategy
  • Position End-to-End IoT Service Offering by Aligning It With Consultation Capability
  • Develop Marketing Message According to the Client's Needs, and Tailor It Based on Relationship With the Client

Conclusion

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