In many ways, it was the culmination of dozens of face-to-face meetings with our customers. As a technologist, it is easy for me get down to the nuts and bolts of how to collect data from devices in the field, discussing the best protocols, transport methods and storage strategies. However, none of that answers the fundamental question, “Why are we doing this in the first place?”
It became obvious to me that these companies were not looking for a technology solution but rather a way of solving a business problem. Conversations moved away from the software itself and into use-case discussions. How can IoT help improve the uptime of my mission critical equipment? Is there a way to predict the failure of an asset before it occurs? Will data be able to tell me how to optimize the output of a machine?
The theme in all of these situations was a desire to improve business outcomes. It just so happened that IoT technology was a way of accomplishing that goal. Now, I start all customer conversations with the intent of uncovering the business motivations behind an IoT initiative. Once you identify that, the rest falls into place. And that’s the business of IoT.