"Critical Success Factors when implementing industrial IoT projects."
#event #iot #industry40
Moderator: Volkmar Kunerth
CEO Accentec Technologies
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https://www.accentectechnologies.com
Panelists:
Dr. Juri Behler is Project Manager at Siemens
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Mark Beckmann is Director, Manufacturing Industry Solutions at Microsoft
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David Steven Jacoby is Managing Director of Boston Strategies International
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Jim Owens
SVP Business Development SDI
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Dr. Prakash Shrivastava is Professor at the University of Texas
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Vishal Shah is Vice President | Digital Transformation | 5G | IoT | AI | Cloud and Infrastructure Services | AR/VR at Tech Mahindra
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Eran Wagner
Co-Founder and Managing Partner at i3 Equity Partners
/ eran-wagner
Questions covered:
1.) What are the critical elements of executing an IoT/I4.0/Digital Transformation at scale?
• What is holding back some manufacturers/organizations from the benefits and value?
• Comment on: Culture, Change Management, Technical, Value and impact on the above questions.
2.) Are there success stories that point to good example of IoT in use and why?
What learnings has the group seen, both positive and negative, in the implementation of solutions?
3.) How do you sell the value of your solution (services)?
4.) Almost every solution (service) has a need of explanation. Do you have a good trained and well-motivated sales team?
5.) How much of an internal effort is normally needed to implement the solutions (services?
6.) Is it possible to have some day "Plug & Play" solutions? - After the implementation of the solutions on the customer site: what your company does to ensure the customer satisfaction with the solution (service)?
7.) Is the long-term satisfaction important in the IoT-context?
8.) How long is normally the investment horizon of your solutions (services) in your company? –
9.) What are you trying to do to roll out your solutions (services) at large scale (e. g. worldwide)?
Prakash
10.) What are some imperatives in developing a realistic roadmap?
11.) How does a company ensure attaining business value in a timely manner?
12.) What might be some of the new KPIs that a company may need to monitor for informed decision making?
13.) How does a company align its business processes with the new initiatives?
14.) What challenges does a company face in managing its ecosystem?
15.) How do you sell (internally or externally) a solution to a problem that an organization may not even know that they have?
16.) In some ways, many IoT providers/sellers are leading with technology only, selling features of their tech while largely ignoring the problem (or opportunity) that the technology solves. How is his/her technology better than other IoT technology, legacy solutions and the general status quo. Many providers are still looking for a “problem to solve” and leaving it to the prospect to find the problems to solve.
In many cases, the status quo has been in place for decades. What is the motivation for change?
The industry needs to shift its perspective and approach from selling the solution to (first) selling the problem(s) that IoT solves in compelling way that motivates an individual or organization to act.
I see too many solution providers and buyers treating IoT (and other Ind. 4.0 technologies) as novelties and as “the next shiny object” and not focusing on the problem(s) to solve and building the biz case required for investment and success.
17.) Sellers need to sell commercial insights – teach the customers something (important) about their business that they should know but don’t. Continue building the case and motivating the organization for change and then sell them on their IoT solution as being the best solution to deliver the result/outcome that they are seeking.
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