This ½ day course is focused on imparting domain and vertical intelligence to B2B Sellers who are targeting IoT and Digital Transformation initiatives within organizations that have their own spaces, facilities and buildings, which collectively is known as smart spaces. The course will provide industry domain intelligence which will help guide the learners in their sales engagement with their current and prospective customers.
Event Number: FL-IOTIASMSP
Available Languages: English (US),English (UK),French (Canada),German (Germany),Russian (Russia),Japanese (Japan),Chinese (Simplified),Italian (Italy),Portuguese (Brazil),French (France),Spanish (Latin America),Spanish (Spain),Portuguese (Portugal),Thai (Thailand),Dutch (The Netherlands)
Outline: Industry Acumen in Smart Spaces for IoT Opportunities (IOTIASMSP)
Lesson 1: Introduction
• Course Objectives
Lesson 2: Monetization Opportunities within Smart Spaces
• Objective: Recognize the true market opportunity and monetization possibilities that IoT brings to Organizations with smart spaces
o Understand the central role played by IoT in achieving Digital Transformation initiatives for organizations with smart spaces.
o Learn what is Smart and Connected Spaces: The Digital state of the Union for the smart spaces.
§ Understand industry and market trends affecting the above.
o Landscape analysis of the Smart Buildings and Commercial Spaces.
o What are the common business challenges and goals that are top-of-mind for Sellers
§ Market Demographics
§ Issues with Building Automation Systems (BAS)
§ Aging Infrastructure
§ Reactive mindsets and culture in facilities management.
o What are the focused business areas, use cases and applications which IoT can help remediate, solve or augment within smart spaces.
§ Smart Space Design and Construction
§ Sustainable Energy Management
§ Safety and Security
§ New Capital Investment Models
§ Inter-building/space communication and collaboration
§ Asset Management
§ Predictive Equipment Maintenance
§ Space Optimization
§ Innovations in Lease management
§ Occupant Comfort, Personalization and Interactions
o Learn about the Opportunities which provide assured payback for IoT initiatives within certain targeted areas:
§ Office spaces
§ Retail Environments
Articulate the value proposition that Technology Vendors <Insert Vendor Offerings here> could bring could bring to the above focused business areas, use cases and applications, leveraging their IoT portfolio of solutions, ecosystems and partners.
o Organizational acumen Organization Structure, Line-of-Businesses, Departments, External Partners and Ecosystem players.
§ Gain an awareness of the different Buyer Personas involved in an IoT or Digital Transformation initiative
§ Owners, Landlords and Developers
§ Architectural Design Firms
§ Construction Companies
§ Civil Engineering Firms
§ Mechanical, Electrical and Plumbing (MEP) engineers
§ Facility & Property Management
§ Leasing Companies
§ Sustainability Organizations
§ System Integrators
§ Urban Planners
§ Understand within the Buyer Personas, who are the relevant Decision-makers, Economic Buyers, Technical Buyers, Influencers, Recommenders, End Users, Detractors and Saboteurs (in a smart space context);
§ Understand the key business needs, care-abouts, aspirations, tech attitudes, evaluation criteria and outcomes from each buyer persona;
§ Learn strategies on how to break through to the relevant Buyer Persona;
§ Understand the customer problem awareness framework and how to determine your customer’s maturity of understanding of their business outcomes and problems;
§ Engagement and Influencing strategies for connecting with relevant Buyer Personas using IT as a key strategic partner to IoT initiatives;
§ Understand the External Partners and Ecosystem dynamics for smart spaces.
o Financial acumen: Learn how recognize key details within financial statements, reports and analyst briefings for identifying potential opportunities for Digital Transformation and IoT initiatives.
§ Understand the different KPIs, and metrics for a typical smart space environment (e.g. energy costs, 3-30-300 rule, operating and maintenance cost per sq. feet and payroll costs) specific to smart spaces.
o Operational acumen: Describe the high-level elements in a smart space environment and their processes and workflow using an example:
§ Space Planning, Design and Construction
§ Corporate Social Responsibility and Sustainability
§ Human Resources
§ Real estate lifecycle finances and operations
§ Energy Performance Contracting
o Governance acumen: Explore the common industry governance, risk management, customer data privacy, cybersecurity, regulatory and compliance administrations for smart spaces and their impact on Digital Transformation and IoT initiatives and projects.
§ Key Organizations, Consortia, Alliances and Certifications for Smart Spaces
One or more years in complex solution sales