Outline detalhado do curso
Module 1: Capture IoT market opportunities using the relayr IoT platform
- IoT market opportunities and the relayr IoT platform
- Key industry trends
- Marketing insights
- Economic benefits of the IoT platform-as-a-service market
- Learn what business outcomes are solved by market-ready relayr IoT use cases
- Relevant high priority customer segments
- Typical deal sizes across the various relayr targeted verticals
- Understand the relayr Enterprise IoT stack, common integrations and critical ecosystem partners
- Understand relayr’s positioning into the overall Enterprise IoT stack
- Common vendor integration models with relayr’s IoT platform
- How relayr interfaces with the IoT ecosystem vendors and partners
Module 2: Positioning IoT solutions to win customer opportunities based on relayr and other technologies
- Target “Ideal” customer profiles for IoT solutions
- Target industries and target companies (based on size & location)
- Technical & economic buyer profiles
- Selling strategies within a competitive IoT landscape
- Insight into battle cards for key competitors
- Competitor rankings
- Competitor differentiation charts
- Competitor positioning maps
- Hitting the IoT easy button – the relayr USP!
- USP statements for select customer types
- Product description and features
Module 3: Mon-IoT-ize relayr’s IoT solutions
- Map and align the customer buying and your selling processes around the IoT solution lifecycle model
- Awareness: what buyers to engage with what messages
- Sales Acceleration: Challenging the customer and creating champions
- Customer Engagement: Proving the value, reinforcing the vision
- Solution Development: tailoring the solution to win the deal
- Deployment: reinforcing buy-in and expanding opportunities
- Adoption and Support: being the strategic Digitalization Advisor
- Critical steps in qualifying IoT sales opportunities
- Customer organization (size, industry, location)
- Contact (seniority level, decision maker)
- Buying stage & needs
- Spending authority
- Buyer Intelligence:
- Relevant LOB buying centers
- Buyer personas
- Customer journey map
- IoT solution sales kits:
- Sales play summaries
- Insights for customer ‘Champions’
- Recent wins
- Customer case studies
Module 4: Applying critical consultative sales techniques to accelerate IoT sales
- Identifying the relevant questions to create the right customer need
- Mapping customer needs to relevant value within the relayr solution
- Communicating the value proposition of the relayr IoT solution
- Overcoming common customer objections
- Presenting your relayr IoT solution
- Customizing the customer proposal
- Analyzing relevant stakeholders within complex multi-vendor IoT sales process
Module 5: Deep Dive into the relayr IoT Architecture Platform
- Overview of the relayr Enterprise IoT architectural framework
- Device Layer for relayr (including sensor library information)
- Communication Layer strategy and protocols for relayr
- Core relayr Platform Layer and third party integrations
- Analytics Platform Layer and integrations such as with vendor asset management suites, building management systems & other third party data visualization applications
- Cognitive Platform Layer, which includes predictive models, and integrations with relayr ecosystem partner technologies
- Relayr IoT Management and Security services and third party integration
Module 6: Vertical specific use cases and IoT applications for relayr solutions
- Industrial retrofits for manufacturing, factories and machine predictive maintenance
- IoT opportunities and trends in manufacturing
- Challenges and customer care-abouts in manufacturing
- IoT solutions and use cases: operations optimization, predictive maintenance, inventory optimization, and health and safety
- Relevant relayr IoT case studies
- Smart buildings and offices
- IoT opportunities and trends in smart buildings and offices
- Challenges and customer care-abouts in smart buildings and offices
- IoT solutions and use cases: organizational redesign, building security, worker monitoring, digital ceiling and Workspaces, and energy monitoring
- Relevant relayr IoT case studies
- Retail environments
- IoT opportunities and trends in retail environments
- Challenges and customer care-abouts in retail environments
- IoT use cases: automated checkout, omnichannel retail, layout optimization, inventory shrinkage prevention
- Relevant relayr IoT case studies
- Vehicles:
- IoT opportunities and trends in vehicles
- Challenges and customer care-abouts in vehicles
- IoT use cases:
- Connected car
- Connected fleet
- Connected logistics
- Predictive maintenance
- Reduced insurance through vehicle monitoring-as-a-service
- Relevant relayr IoT Case Studies
Module 7: Gain insights into the relayr solution lifecycle model
- Methods for generating awareness: performing structured demonstrations, hackathons and technical presentations
- Deep-dive into the relayr ‘5-4-3 IoT Innovation process’ for rapid IoT solution development in one business quarter
- 5 Days – IoT Ideation Workshop to identify 3 leading customer-centric IoT use cases
- 4 Weeks – Rapid IoT Solution Prototyping of Top Leading Idea or Use Case
- 3 months – Full prototype testing and refinement for production and commissioning launch of IoT solution
- Best practices for relayr IoT Projects
Labs:
Showcase the relayr Platform to a customer
- How to demo the relayr white box solution for Smart Buildings
- How to demo the relayr IoT platform and using smartphone app
relayr IoT Lab
- Each Participant receives their own relayr White-Box environmental sensor package, which measures motion, luminosity, sound, temperature, and humidity, and go through a series of exercises on how to connect a Device Layer component to the relayr Cloud platform and obtain useful real-time data
- Setup and deployment of the sensor kit
- Leveraging the SDKs to communicate with a fog/edge compute gateway device
- Configure a fog/edge compute gateway device to relay sensor data to the Relayr Cloud API
- Setting up the relayr Dashboard to view real-time data as well as interact with devices