Page 75 - IoT - Pilot

Guidance - areas of potential change

● Go-to-Market:

• Focus on key vertical IoT business outcomes for your value proposition
• Engage at the C-level, with emphasis on business versus technology
• Tap into the existing client base to gain market wins and experience
• Look to partner/adopt a platform or standards to deliver the “whole solution”

● Offering Portfolio:

• Build on existing IP/assets to accelerate IoT-focused solution deployment
• Place emphasis on big data and analytics offerings that are aligned with the

IoT service offering
• Be prepared to offer alternative price models (for example, risk sharing).