iot monetization and customer success
TRANSCRIPT
IoT Monetization and Customer Success
A Product Manufacturer Transforms into a Solutions Provider
Presented by CustomerSuccessIsKey.com
Internet of Things (IoT) Customer Success Why Do They Need Each Other?
Colliding Business Forces
Smart Connected Products Services No Longer Once and Done Sales Model Subscription Billing New Revenue Models Require New
Customer Engagement Models Enter Customer Success…
IoT Service Monetization
Roots in the Software as a Service (SaaS) Industry
Unlike On-Site Enterprise Software, Does Not Require Complicated Set-Up & Implementation Process
Just Login Online and Get Started Billed Monthly, Quarterly, or Anually Name of the Game is to Grow Recurring
Revenue
Customer Success Management
Imperative for Customers to Find Value in Service Quickly Otherwise They Can and Will Leave
Customer Success is the PROACTIVE Efforts After the Initial Sale to Help Customers Achieve Desired Results So They Remain Active, Paying Subscribers to Your Service
Customer Success…
What Does This Have To Do With IoT Monetization?
EVERYTHING
Physical Product Limitations Lights Can Only Be So Bright and the Metal
Only So Shiny Perceived as a Commodity Along With All
Your Competitors What is the Answer?
Escaping the Commoditization Trap
Competitive Advantage Match Consumer Expectations in a
Connected World Add Higher Margins to Lower Margin
Hardware Assets Build Recurring Revenue
Smart Connected Product Services
All Traffic Solutions (ATS) Physical Product – Radar Speed Displays Police Departments Use to Calm Traffic More Importantly…Used to Analyze Traffic
Data to Determine Best Times to Deploy Traffic Officers and Issue Tickets (Revenue Opportunity)
Traffic Safety Management is Very Data-Centric
Example of Real IoT Transformation
Data Collection Process was Manual, Arduous, and Very Time Consuming
Dreaded Part of the Job
Before Connected Solution
Getting Rid of the Need for Human Involvement & Automating the Data Collection and Analysis Process
Huge Pain Point of the Physical Product World - ELIMINATED
Killer App of the IoT
TraffiCloud Overview:Achieve a new level of awareness and Total Traffic Safety Management
A Bundle of Six Game Changing Apps That Revolutionized the Way Our Customers Manage Traffic Safety
ATS Introduces TraffiCloud™ TrafficSuite
Equipment Management:Manage your equipment settings from any Internet-connected computer.
Mapping:Visualize your equipment and data on an interactive map that provides a window to your entire traffic management program.
Reporting:Generate and share reports from your traffic data to communicate with your constituents and prioritize resources.
ATS Introduces TraffiCloud™ TrafficSuite
Alerts:Set thresholds for high speed and congestion, and be alerted to low battery levels and tampering.
Imaging:View images related to alert thresholds, or generate awareness images based on a preset frequency. Review and act on useful images.
PremierCare:A perpetual warranty as long as your unit remains subscribed to the TraffiCloud.
ATS Introduces TraffiCloud™ TrafficSuite
BENEFITS TO CUSTOMER Saving Man Hours Increase in Product Utilization Re-Investing Time into More Meaningful
Endeavors Saving Money with Better Human Resource
Management Dreaded Portion of Duties – Eliminated Making Job/Life More Enjoyable
Results of ATS Connected Solution
BENEFITS TO ATS Competitive Advantage Customer Stickiness & More Repeat Orders Recurring Revenue Higher Margins A Solutions Provider in a Commoditized
Market
Results of ATS Connected Solution
Customer Success Keeps the Revenue Train Rolling
Shipment of Product No Longer End of the Sales Cycle
New Model: Proactive Customer Engagement After Initial Purchase
New Revenue – New Processes
Schedules Onboarding Call Helps Customer Get Started “The Right
Way”… Makes Sure Customer Uses Service to
Achieve Desired Outcomes Evaluates Customer Adoption Activities Follow Up Communications/Support Facilitator of Company Resources Assists and Guides Customer in App
Renewal Process…and much more.
Customer Success In Action
A No B.S. Guide for Manufacturers: Monetizing an IoT Initiative and Generating High Profit Margins with Smart Connected Product Services...
From $0 to $2M in SaaS Recurring Revenues...Details the Entire Communication Sequence Starting from Sales Order & Shipment of Connected Products All The Way to the App Subscription Renewal.
Get a Free Copy Here- http://customersuccessiskey.com/blueprint
Customer Success Blueprint
CustomerSuccessIsKey.com (CSK) delivers meaningful content and consultative services with a primary focus on Connected Products Management, Customer Success Management and the Monetization of Internet of Things (IoT) service initiatives.
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