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


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


  • 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


Gartner Recommended Reading

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Purchase this Document

To purchase this document, you will need to register or sign in above

Become a client

Learn how to access this content as a Gartner client.