Revenue Strategy: "Retrofit Retrofit" for Legacy Industrial IoT (IIoT) Manufacturers
1. The Specific Strategy
Instead of selling your 93 APIs as a generic "data platform," package them into a "Legacy Device Modernization Kit." Target manufacturers of industrial hardware (PLCs, sensors, legacy HVAC units, building automation controllers) that are 5–10+ years old and lack modern cloud connectivity.
Your value prop: "Turn your existing installed base of [Specific Device Type] into smart, cloud-connected assets without replacing the hardware."
Map your 93 APIs to specific hardware protocols (e.g., Modbus, BACnet, OPC-UA, MQTT) and create 3–5 pre-built "connectors" that bundle 5–10 relevant APIs each. Sell these as one-time licensing fees + recurring SaaS monitoring fees.
2. WHO to Contact
Target Persona:
**Head
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