Target Customers

Specialize in verticals, such as Food Safety, Energy Consultant, Water Experts… These SMEs provide their end customers with a full-service that goes beyond DIY sensing scenarios.  (e.g. iCertainty, C-store AI, Improv Engineer, Nexelec, Coolest Refrigeration…)

Assemble complex technical solutions for end customers, often mixing and matching technologies.  They are good at winning big, complex projects because they have track records and a large army of technical staff with different disciplines. (e.g. Shipcom Wireless; Broadband Hospitality )

Organizations that already have “their own software platforms” that want to start offering sensors and IOT solutions to their end customers.  They know if they don’t start adding sensors they will be blown away by their competition. (e.g. Safety Culture)

Deliver facility management services, via ongoing and regular support and active administration on customers' premises. (e.g. Sodexo, Engie, Aramark)

These companies build their own sensors and gateways.  These organizations are looking for an APP and IOT platform to pair with their hardware to provide a complete IOT solution. (e.g. Frost Control Systems, BASF, MultiTech)

They will sell whatever pre-packaged solution is hot.  They sell VOIP, data backup, disaster recovery, cameras and anything that doesn’t require customization. Great channel if their end customers are urgently looking for a solution such as mandate driven solutions.  They won’t find new opportunities they have to be told exactly who to call and exactly how to price and sell a specific solution. Beware! Only give this channel pre-packaged, sure fire, rinse/repeat solutions with scripts.

If this prospect is trying to build a pipeline or hopes to build a pipeline, please don’t hard sell them because they will cancel and we dont want cancellations.