Detailed Course Outline
Module 1: Core Foundations of Digital Transformation and IoT
In this module, attendees will acquire an understanding of Digital Transformation in the Enterprise and how IoT plays a significant role in enabling real business outcomes. Attendees will also gain an understanding of what is IoT and discover how IoT based solutions have made a significant impact on business, by reviewing specific case studies. You will learn who are the critical vendors and service partners and how it all fits together into customer IoT use cases across key industries and market segments. Attendees will gain a comprehensive understanding of how the IoT solution stack is structured and how the various elements of hardware, software and protocols are inter-related. Finally, attendees will clearly understand the critical role that Resellers and Systems Integrators play in creating business relevant IoT solutions for the real world.
IoT in Digital Transformation
- The model for digital transformation - learn how enterprises can leverage technology to drive digital capabilities and new business models
- IoT as a driving force for the digital enterprise - What is IoT and what it is not and what is its role in digitization?
- Data driven insights - a look at market data and customer examples
Creating business relevance in IoT
- IoT solution evolution model - current situation and the future direction
- The IoT stack and building blocks - understand the devices, connectivity, platforms and services layers
- Unlocking the value of IoT - where does the monetary value of the various layers lie?
The Eco-system
- Overview of the IoT landscape – Current view of IoT hardware, software and services companies
- The leading players and their propositions – Who are the most prominent technology vendors and where do they play in the IoT stack?
- Leading IoT use cases – Review recent IoT solutions win stories to see how they impacted the customers’ businesses
Module 2: Unlocking Business Outcomes
In this Module, we will discuss the importance of business outcome selling across all the key stakeholders in the customers’ organisations from executive level, business operations and IT. We will look at how IoT drives new business models and operations to create incremental revenue and significant efficiencies and productivity gains. We will take a deep dive into proven IoT use cases that address your existing/new customer business outcomes and strategic intents. The module helps you to gain valuable insights into major industry vertical and horizontal market opportunities and clearly sets out the use cases where IoT solutions can generate significant business value to the customer.
Vertical and horizontal markets include:
- Smart Building - HVAC, energy management, elevators and physical security. New construction, legacy building and existing smart buildings
- Smart Cities -- smart lighting, air quality, noise pollution, traffic control, waste management. Large metropolitan areas and small/mid-size cities
- Energy & Utilities – water management, (leak detection, water quality) “man down” safety use-cases, power distribution station management, industrial campus monitoring, mobile cell tower management, asset tracking.
- Connected Transportation/supply chain solutions – fleet management, OBD monitoring, predictive maintenance of vehicles, locations tracking, connect service and maintenance operations, connected mass transit
- Connected Manufacturing solutions – remote asset management of plant, utilization monitoring, predictive maintenance, OEE improvements, waste reduction, quality improvement
- Connected Retail – Omni-channel retailing trends, loss prevention, enhanced customer experience, “wayfinder” systems, sales assistant optimization, supply chain and stock management.
Module 3: Vertical Selling Discovery Methodology
In this Module, you will learn how to create new opportunities by connecting with customer buying centers outside of IT. Identifying key job roles and buying centers within the relevant lines of business will equip client-facing staff of channel partners with the ability to consistently have valuable conversations with the right set of customer stakeholders at each stage of the customer’s problem-solving lifecycle.
- Guidance on identifying key customer contacts instrumental in the IoT buying process
- Understand the responsibilities and KPIs of the key job roles in order to ask the right questions
- Leveraging LOB buyer intelligence information, buyer personas, and aligning with the customer’s problem solving lifecycle
- Steps for educating customers on how technology can address their business challenges
Module 4: Building an IoT Practice
Based on the learnings of the workshop, we will look how you could plan your next steps on how to capture new opportunities. We will look at how to build an IoT practice by understanding each step of IoT solution life-cycle approach. We will look at organisational readiness and go to market planning that is necessary to access new budgets in customer lines of business opportunities.
- Understand the solution selling lifecycle, (Discovery & Analysis, Ideation, Prototyping, Scaling, Manage & Optimize)
- Identifying vertical industries and lines of business to generate demand
- Learn how to build the relevant skills and capabilities across key job roles in your organization
- Solution selling exercise - During this dynamic module, you will engage in exercises that leverage the previous modules critical building blocks, applying critical consultative sales techniques to the leading IoT use cases, demonstrating how these techniques can unlock value in customer conversations.