Getting Independent

Understanding the power of digital transformation - this was the topic of our previous blog post - we now have a look at how RTLS Go-To-Market (GTM) changes as the company matures.  This blog is all about selling RTLS.  RTLS makes most sense in an IOT context.  It  excels as a  combination of location-awareness with sensors and analytics. Dove-tailed with desired business outcomes. So we say RTLS and mean all of this :-)  GTM maturity progression somehow follows - or should follow - the business life cycle S-curve. In plain English a sales description could sound like this: Getting off the Ground : Pilots and Prove of Concepts (POC). Learn. Proving Relevance : Medium-size paid-for projects - preferably with well-known tier 1 companies. Still one-offs. Scaling the Business : Winning and executing significant paid-for projects. Reaping the benefit of synergies between projects. Step and repeat. Three pha...

This blog is all about selling RTLS. RTLS makes most sense in an IOT context.  It  excels as a  combination of location-awareness with sensors and analytics. Dove-tailed with desired business outcomes. So we say RTLS and mean all of this :-) Reviewing Go-To-Market approaches of RTLS companies we found in our last blog post: More often than not digital transformation is/was not part of the game plan - at least not consciously from a sales perspective.  GTM evolves through three phases: a) Getting off the ground b) Proving relevance and c) Scaling the business. Let‘s discuss how to leverage these insights for a successful sales process - with improved turn-rates and quickest possible time to revenue. UWB+Chirp Asset Tag Digital Transformation Once a business changes two of three essential aspects: Value Proposition - The what? What does the business offer to the customer? Value Chain - The how? How is the value proposition created? Reven...

Real-time location systems (RTLS) make most sense as part of digital transformation when companies change to a disruptive new business model. But 5 out of 6 digital transformation programs fail! Only 16% are successful. Lack of resources and budgets is the perceived reason, however, this holds true only for 14% of projects. Lack of management support (33%) and resistance from employees (39%) kill the vast majority of digital transformation attempts *). Old industries require Digital Transformation to stay relevant Getting digital transformation right is often the best - if not the only - way of winning and implementing a successful RTLS projects, a fact prominently ignored in RTLS sales circles. RTLS drives  and  depends on Digital Transformation. Technical excellence and a diverse partner eco system is a key ingredient. Together they enable smooth planning, implementation and maintenance in a scalable way. Is this enough for successful roll-outs? No, not on i...