Introduction In this conversation with Mike Fahrion we unravel the secrets to successful IoT go-to-market strategies. We discussed the importance of customer-centric approaches, product-market fit, scalability, and the game-changing impact of AI in IoT analytics. Mike raised a crucial point: not only does the technical infrastructure need to scale, but processes within the enterprise must scale to meet variable demand. We elaborated on the risks of being a customer-driven organization and several other topics vital to running a successful IoT business.

Introduction Modern Energy domain joins adaptive mesh networks, blockchain, and smart devices. We cover several interesting topics during this conversation with Thomas Weisshaupt, Regional Head Energy Market at Wirepas. Thomas explained why focusing on the core competency is crucial as the IoT vendor participating in the intelligent solutions ecosystem. We elaborated on the importance of a business application and suitable technical stack. My guest clarified why decentralized solutions make the energy system more efficient, less expensive, and less vulnerable.

Introduction Space is the ultimate destination for the Internet of Things technology. Satellites are a perfect example of IoT devices operating in hard-to-reach places. Jim Cantrell, the CEO at Phantom Space, shares his 30+ years of experience with me during this discussion. We covered several important topics, including: How has the space industry evolved over the years? What is the concept of software-defined satellites? How can we protect satellites from cyber-attacks?

Introduction What are the differences between building an IoT product as an early-stage startup vs. a global enterprise? How do you create an initial customer base? What is the product-market fit, and why is it important? Why should you treat your partners as customers? Three crucial questions for the IoT startup founders to answer before starting their initiative: Why this? Why now? Why you? That is just a small subset of topics covered in this episode.

IoT Analytics shared an insightful report on the rise of B2B software marketplaces. It underlines the shift from a direct sale model to software marketplaces. Why is that excellent news for IoT providers? Marketplace offers several opportunities from the buyers’ perspective, including: choosing and comparing solutions from various vendors, low entry barrier (subscription instead of a significant upfront investment), out-of-the-box working solutions (short time-to-verification and -market). Challenges The marketplace model promotes subscription-based offerings.

It takes courage to stop learning and start implementing commercial IoT solutions! It is all about handling the responsibility and leaving your comfort zone. Working in the Internet of Things domain requires constant learing. Keeping up-to-date with various communication solutions, hardware capabilities, and cloud offerings demands infinite effort. The learning never ends for IoT professionals. Or is that only an insecure mindset speaking in our heads? I totally agree with Socrates, “The more I know, the more I realize I know nothing.