Over 10 years in, Matt Hatton and Wienke Giezeman on closing the gap between suppliers and adopters
The Internet of Things is well over a decade old and with numerous success stories. However, a huge amount of friction still exists in developing and deploying IoT solutions. Much of this can be ascribed to a continuing gap between vendors are adopters in terms of technical capabilities, commercial models and much more. Despite the best efforts of the vendor community to put them off, adopters continue to buy; but there could be much better alignment to really meet the needs of adopters.
In this webinar, Matt Hatton, Founding Partner of Transforma Insights, and Wienke Giezeman, CEO of The Things Industries, will draw on (well over) a decade of learnings in the Internet of Things, to consider that gap between suppliers and adopters including the following:
What have been the success stories? There are many examples of fabulous use cases in IoT, demonstrating the value of the range of technologies that sit under the IoT umbrella. In part this has been enabled by a technology stack incorporating lots of IoT-specific functionality, another area that will be discussed.
The continuing gap between supply and demand side. There are persisting challenges with the IoT supply side meeting the needs of the demand side, encapsulated in the idea that IoT is impossible to sell. The webinar will dig into some of the reasons for that gap between what suppliers sell and what buyers need, including overhyped technologies, a lack of consideration of the real needs of adopters, the complexity of integrating all the various component parts of an IoT solution and more.
What does the supply side need to do? If there’s a gap what do the supply side need to do to close it, including the need to better contextualise propositions for the customer’s needs, better alignment of marketing and technology, a move away from selling tech, meeting developers where they are, the need for suppliers to ‘stay in their lane’, the need for a service wrap around technology, and greater requirements for long-term support.
What does the adopter side need to do? Adopters also have a role in closing the gap, including considering technology choices earlier in the development process, fuller consideration of business objectives and implications, and more thorough due diligence on suppliers, amongst others.
What does ‘good’ look like for an approach to bridging the gap. Pulling together all of the themes discussed above, Matt and Wienke will consider what the best approaches are from the supply and demand side for bridging the gap.
The new challenges of adding AI into the mix. IoT is already a multi-disciplinary domain involving hardware, software and connectivity. The need to support AI (as ‘Physical AI’ or ‘AIoT’) throws an extra challenge into the mix. What does it mean for suppliers and adopters?
Who should attend? For IoT suppliers (connectivity providers, vendors and integrators) and the enterprise adopters who buy from them.
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