Strategy: "The Broken Pipeline" Inbound Interception
Stop trying to sell "M2M connectivity" or "93 APIs." Start selling risk mitigation and uptime guarantees to companies that are currently building IoT products using unstable, point-to-point solutions (like raw MQTT brokers, custom HTTP polling, or deprecated cloud endpoints).
Specific Execution Plan:
- Identify the Bleeding Neck:
- Target mid-sized IoT startups and enterprise product teams (10–500 employees) in high-stakes verticals: Smart Logistics (cold chain), Industrial Asset Monitoring, or Smart Building Management.
- These teams are currently using free-tier AWS IoT Core, Azure IoT Hub
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