Strategy: The "Bleeding Neck" Vertical Lock-In (IoT Security & Compliance)
Stop selling 93 generic APIs. Instead, package 15 of your most critical M2M APIs into a single, high-value "Compliance & Security Shield" product and sell it exclusively to industrial IoT (IIoT) manufacturers in the EU/US who are currently facing strict new regulations (e.g., EU Cyber Resilience Act, NIST IoT Framework, or FDA 21 CFR Part 11 for medical devices).
Why this works:
- Urgency > Convenience: These companies must solve security/compliance issues to sell their hardware. They have
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