Strategy: "The Data-Aspirant Trojan Horse" – Targeting Mid-Market Industrial IoT Integrators with a "Pay-for-Performance" API Gateway Bundle
Why this works:
- 93 M2M APIs are too many to sell individually. No buyer wants to integrate 93 separate contracts.
- $0 revenue means you have no proof of value. You must lower the barrier to entry to get any customer.
- Mid-market integrators (SIs) are desperate for quick wins. They have clients who want "smart factory" or "connected asset" dashboards but lack the underlying data infrastructure. You can sell them a pre-integrated, white-l
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