The "Land-And-Expand" API Gateway Trojan Horse Strategy
1. Productize the "Connector":
Do not sell 93 separate APIs. Sell one unified "Universal M2M Integration Gateway" API endpoint. This single endpoint accepts a standard JSON payload (e.g., device_id, timestamp, metric_type, value) and internally routes it to the correct underlying service based on the metric_type or a pre-configured mapping. This eliminates the massive integration burden for customers who currently have to build 93 different connectors.
2. Target: IoT Platform Developers & Middleware Vendors
Your customers are not end-users; they are **developers building IoT platforms,
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