Detailed Course Outline
Module 1: Creating business relevance of digital transformation
Description: In this module, attendees will acquire an understanding of Digital transformation in the Enterprise and how IoT plays a significant role in enabling real business outcomes. Attendees will also gain an understanding of what is IoT and discover how IoT based solutions have made a significant impact on business, by reviewing specific case studies.
They will learn who are the critical vendors and service partners and how it all fits together into customer IoT use cases in transportation.
Attendees will gain a comprehensive understanding of how the IoT solution stack is structured and how the various elements of hardware, software and protocols are inter-related.
Finally, attendees will clearly understand the critical role that Systems Integrators, Distributors, Technology Vendors and Service Providers play in creating business relevant IoT solutions for the real world.
- A bird’s eye view of Enterprise IoT solutions by key vertical industries and major use-cases.
- The 6 Ws of IoT – What is IoT, What is an IoT Solution, Who is Involved, When is it happening, Where is IoT happening and Why is it happening?
- Overview of the Enterprise IoT solution stack, with a bottom up approach from device layer, core platform services, analytics, cognitive services and solutions.
- Key technology vendors’ positioning within the Enterprise IoT stack and the surrounding eco-system
Module 2: Unlocking Business Outcomes in Transportation
During this session, attendees will learn what the fundamental issues are at stake in transportation, the key business drivers and industry wide key performance indicators. We will lead the class through a recent case study and follow the sales journey from identification to closing the sale. As a result of this you will be able to see how IoT solutions map in to the Enterprise IoT stack and be able to identify the business relevancy for key vendors and their eco-system partners.
Understand the basic element of the transportation environment, key use-cases , metrics and KPIs, such as : Smart Connected Fleet for commercial vehicles:
- Mass Transit
- Feet management
- Roadways
- Traffic Management
Module 3: Vertical Selling Discovery Process
- Describe the vertical-specific selling strategies and buying centers for each sector;
- Gain an understanding of the target transportation sectors, including Mass Transit, Roadways and Fleet Management.
- Describe the vertical-specific selling strategies and buying centers for transport operators, both public and private sector and enterprise.
- Understand the vertical-specific discovery process for sellers to Transportation/fleet operators.
Module 4: The IoT Sales Workshop
The leading use cases serve as a backdrop in enhancing your ability to close Enterprise IoT sales for the most common sales engagements. During this dynamic module, you will engage in exercises that leverage the previous modules critical building blocks, applying critical consultative sales techniques to the leading IoT use cases, demonstrating how these techniques can unlock value in customer conversations. You will see how to apply these techniques to any B2B Enterprise customer setting. Techniques include:
- Identifying the relevant questions to create the right customer need.
- Mapping customer needs to relevant value within the IoT solution.
- Communicating the value proposition of the IoT solution.
- Overcoming common customer objections.
- Presenting your IoT solution.
- Customizing the customer proposal.
- Analyzing relevant stakeholders within complex multi-vendor IoT sales process.
Wrap up and close.