In hardware-enabled SaaS, “looks great on the screen” is not a business outcome, but an expense until proven otherwise.
Yes, it is hard to tie a specific feature to revenue in the short term. But it is non-negotiable to make it traceable in the long term.
Here is the rule: Every line of code is a liability (cost) until it proves it is an asset (value).
If a capability cannot be traced to a New Revenue Stream, it must be traced to a Financial Outcome:
✅ Reduced Operational Cost: Less manual work, fewer truck rolls, fewer escalations.
✅ Reduced Downtime Risk: Fewer incidents that halt physical operations.
✅ Reduced Support Burden: Lower ticket volume, faster resolution.
✅ Reduced Cloud Spend: Architectures that match real-world constraints, not infinite servers.
The Verdict: If a feature cannot be traced to Revenue, Efficiency, or Risk Reduction, then it is not an asset. It is just a scope item. And the scope item is just an expense.
I help founders translate operational chaos into strict technical requirements and hold delivery teams accountable to measurable outcomes.
👉 Contact me if you are building with sensors, fleets, or infrastructure and want enterprise-grade reliability with financial discipline.