How do you align IoT edge platform features with customer pain points?

1 Understand the customer's goals

Before you pitch any features, you need to understand what the customer wants to achieve with IoT. What are their business objectives, challenges, and opportunities? How do they measure success and ROI? What are their current pain points and gaps in their IoT infrastructure? By asking these questions, you can identify the customer's goals and align them with the value proposition of your IoT edge platform.

2 Highlight the benefits of edge computing

Once you have a clear picture of the customer's goals, you can explain how edge computing can help them overcome their pain points and achieve their desired outcomes. Edge computing is the process of processing and analyzing data near the source, rather than sending it to the cloud or a central server. This can offer a variety of advantages, such as reduced latency and bandwidth costs, improved performance and reliability, enhanced security and privacy, increased scalability and flexibility, and better integration and interoperability. To demonstrate how edge computing can solve the customer's problems and add value to their IoT projects, you can provide specific examples and use cases.

3 Showcase your platform's features

Once you have demonstrated the advantages of edge computing, you can demonstrate your platform's features and how they help customers reach their goals. A feature-benefit matrix can be used to organize your presentation and display the key selling points of your platform. For instance, you can illustrate how your platform supports various edge devices and protocols, provides cloud-native development and deployment tools, enables real-time data processing and analytics, offers edge-to-edge and edge-to-cloud connectivity, ensures security and compliance at the edge, and simplifies management and monitoring of edge resources. Furthermore, demos, testimonials, and case studies can be used to demonstrate your platform's capabilities and performance.

4 Address the customer's objections

Even if you have a compelling value proposition and a strong feature set, you may still encounter some objections from the customer. These could be related to cost, complexity, or compatibility. To successfully overcome these objections, it is important to anticipate common concerns and prepare your responses accordingly. Additionally, actively listen to the customer's feedback and acknowledge their point of view. You can also provide evidence and data to support your claims, emphasize the benefits and ROI of your platform, and offer incentives or discounts if applicable. Lastly, trial offers, free consultations, or pilot projects can help reduce the customer's risk and increase their confidence in your platform.