Qualification criteria, discovery depth, and proper pilots definition in Sigfox use cases. For whom this webinar series? Sales, technical pre-sales, sales, support SO’s and integrators, IoT platforms. Technical level: intermediate Watch the recording here: https://www.youtube.com/watch?v=KqZ5mOANAlM Read blog post here: https://simplehw.eu/7-main-pitfalls-of-iot-sales/

1. 7 mistakes in IoT
Sales and how to
avoid them
Webinar Insight 4
Hosted by: Pavel Sodomka
26.6.2019

2. About this webinar
Who is this webinar insight for?
Sales, technical pre-sales, sales, support SO’s
and integrators, IoT platforms.
Technical level:
intermediate
Format:
30 mins presentation + 15 mins Questions & Answers session
Speaker:
Pavel Sodomka, CEO at Simple Hardware

3. History and why ?
1994-1996 Ministry of Foreign Affairs- first official web of the Czech republic and
email communication
1996-1999 Microsoft marketing - the Big Wave of shift towards Internet
1996-2008 web portal Atlas in 3 countries with millions of users
2011-2013 change management company migrating corps to Google Cloud and
Google Apps
2014-2019 Sigfox operator in 7 countries
2018-2019 - Simple Hardware

4. What is IoT about ?
Human body Head - sensors - nerve lines
Digital transformation when deep knowledge of the physical world can bring better
decision making, better security or new services

5. Gadgetry
Cool
I love it you must love it as well
Too many options

6. 1. We are shy to ask deeply and say no
Classical BANT little bit outdated but still helpful
BUDGET don't be afraid to talk money early
AUTHORITY don't be afraid to ask who needs to approve the project
NEED ask about the reason of the project
TIME set specific timing and milestones
Qualification and FOCUS

7. Criteria
The Prospect has Budget if:
▪ Confirmed with the Lead that they are comfortable with this pricing
The Prospect has Authority if:
▪ The prospect is the decision-maker
▪ The decision-maker knows the prospect is doing research about IoT.
The Prospect has Need if:
▪ They have a significant business challenge that is negatively impacting their business
▪ The business challenge can be solved by Sigfox/IoT.
The Prospect has Time if:
▪ Confirmed that the Lead is willing to ‘purchase’ or ‘buy’ Sigfox/IoT in 3 months or less

8. 1.A. What to do with the longtail ?
Don't throw away the leads that fail qualification
Use partners - give them the lead
Keep the leads in the CRM and do lead nurturing, drip marketing
Do a refresh call each trimester

9. 2. We fail to onboard and engage partners and go with
them
Integrator
Consultancy
Even a startup
Try to avoid the customer doing the integration themselves

10. 3. We are shy to ask customer to get serious
Too many projects fail as not all the company departments get involved
Do a stakeholder approval and integration mapping with the customer
Getting together ALL the stakeholders

11. 4. We are shy to challenge the customer
Ask questions
Business case
Quantification - TCO - ROI
DATA and Business processes
Device/logistics/installation
Change management & Legal
Discovery and Challenger sales

12. 5. Opening PoC without acceptance criteria
PoC or PoV or Solution Validation ?
The purpose of the pilot is to test ?
coverage - integration with IT systems - logistics - visualisation - device installation
and fixation - device management - device behaviour - design - device robustness -
packaging design - energy consumption - consumer adoption - data relevance -
sales/distribution/dealer reaction/attitude - integration with internal processes -
pricing assessment
Are all the criteria qualified ?
Are there any soft criteria ?

13. PoC
Fixed Timeline ?
Resources commitments ?
Integration ?
Change management defined ?
Legal matters for PoC ?
Evaluation process
Sunset

14. 6. Using not final products in PoC
A huge gap between PoC and field deployment
Very often PoC needs to be done anew

15. 7. Relying too much on customer/integrator
proactivity
Customer engagement
Next steps
Trust building

16. Common mistakes
Talking technology not digital transformation
Talking Sigfox instead of IoT
Being dragged into LoRA/NB-IoT discussion instead of spending hours in ROI and
TCO calculations
Relying too much on Friends and Family and doing proactive sales
Sales not knowing basics of IoT and various technologies
Sales not knowing the basics of sensors
Sales not knowing the basics of verticals

17. Register for more
● Insight 5: Why IoT is so important for Insurance companies.
● Insight 6: In LEGO boxes we trust - why we don't do end-to-end solution and the role of
partners in Sigfox ecosystem.
BONUS Webinar: Why do we all need to use CheckFox?
REGISTER HERE

18. Now it is time for your questions!

19. Thank you for your time!