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How to market Sigfox Solutions? Best practice & use cases to sell right now by Simple Hardware

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Who is this webinar for?
Sales, technical pre-sales, support, SOs, integrators, IoT platforms

Technical level: Intermediate

Format: 45 mins presentation + 15 mins Q&A session

Speaker: Pavel Sodomka, CEO at Simple Hardware

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How to market Sigfox Solutions? Best practice & use cases to sell right now by Simple Hardware

  1. 1. Agenda Who is this webinar for? Sales, technical pre-sales, support, SOs, integrators, IoT platforms Technical level: Intermediate Format: 45 mins presentation + 15 mins Q&A session Speaker: Pavel Sodomka, CEO at Simple Hardware
  2. 2. Agenda ● Sales and Marketing ○ Qualification ○ Discovery ○ PoC/PoV ○ Field deployment ● Sigfox specifics ● Simple Hardware ● Use cases ● Q&A session
  3. 3. Sales process ● Qualification ● Discovery ● PoC ● Field deployment
  4. 4. Qualification ● Budget ● Authority ● Need ● Time
  5. 5. Discovery Outcome should be pre-signed agreement not PoC What should be described: Business case Quantification - TCO - ROI DATA and Business processes Device/logistics/installation Change management & Legal
  6. 6. Proof of concept / Proof of value The purpose of the pilot is to test ? coverage - integration with IT systems - logistics - visualisation - device installation and fixation - device management - device behaviour - design - device robustness - packaging design - energy consumption - consumer adoption - data relevance - sales/distribution/dealer reaction/attitude - integration with internal processes - pricing assessment
  7. 7. Proof of Concept / Proof of value PoC should NEVER be used as a sales tool (some exceptions of course apply) PoC must have defined before starting: ● Measurable/Quantifiable acceptance criteria ● Budget/Committed internal human resources ● Governance ● Timing/Milestones Before starting any PoC an agreement should be pre-signed and PoC used just to confirm the assumptions
  8. 8. Sigfox specifics Very long battery life of 10 years - requires SMART devices Worldwide coverage Very limited in data rate - requires SMART devices Reliability of data transfer/coverage can be an issue ● Customers need to understand that ● Highest quality radio performance devices need to be used ● Redundancy scheme in data transfer can be used ● Local densification through micro base stations Cheap devices
  9. 9. Simple Hardware We aim to do devices that are: ● Simple to use (out of the box full IoT software platform support) ● Very long battery life (state of the art battery saving techniques) ● Design and robustness (small, waterproof, shock and heat resistant) ● SMART (we measure when needed, we send information when needed, we aggregate data, use smart compression and provide for redundant data transfers) At exceptional price point with far reaching sales and technical support.
  10. 10. Simple Hardware series ● Embedded ● Professional: ○ SimplePack 4.0 (10 000 msg.) ○ SimplePack 4.0 Plus (30 000 msg.) ○ SimpleMeter (100 000 msg) ○ SimpleLeak (30 000 msg.) ● Industry: ○ SimpleIndustry (100 000 msg.) ○ SimpleIndustry Hot (70 000 msg.) ○ SimpleIndustry external sensors (100 000 msg.) ● Sigfox coverage measurement - CheckFox
  11. 11. SimplePack 4.0
  12. 12. SimplePack 4.0
  13. 13. SimpleMeter - 100 000 messages
  14. 14. SimpleIndustry
  15. 15. Use cases ● Important is to think out of the box ● Think about the business case first - only after that how to solve it ● Think about the sensors first - only after that which device ● Define - timing, triggers, resolution, precision, speed, battery life, size, price, robustness, tariff/number of messages, data robustness ○ All those criteria goes against each other so base them not on your wishes but purely on business case/Total Cost of Ownership/Return Of Investment
  16. 16. Examples: Coffee machine monitoring project for Sigfox Operators worldwide dddd6 April 2020, Thursday, 2PM-3PM (CEST) WND Mexico XPERANTI
  17. 17. Examples: Office chair monitoring:
  18. 18. Call to action 1.Download sales checklists at: simplehw.eu/downloads 2.Download overview of 50 use cases at: simplehw.eu 3.Download or watch past webinars at: simplehw.eu/webinars Among them: Basics of sensors, Sigfox coverage, Monarch, Worldwide tracking, Insurance vertical etc. 4.Register for new webinars in April and May: ● Cold chain monitoring solution using SimplePack 4.0/ Simple Industry ● Simple Hardware embedded solutions ● Legionella monitoring solution
  19. 19. Now it is time for your questions!

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