• Comprehensive architectural view of the Enterprise IoT solution stack, mapping out how relayr integrates into existing and emerging IoT ecosystem components
• Understand how vertical-specific use cases address specific problems and opportunities
• Engage, demonstrate and convince technical decision-makers by using concrete steps along the IoT solution selling lifecycle
• Hands-on experience with end-to-end relayr IoT Solutions, focusing on demonstrating deep value to customers
• Learn how to effectively demo the relayr platform

Module 1: Capture IoT market opportunities using the relayr IoT platform

• IoT market opportunities and the relayr IoT platform
  • Key industry trends
  • Marketing insights
  • Economic benefits of the IoT platform-as-a-service market
• Learn what business outcomes are solved by market-ready relayr IoT use cases
  • Relevant high priority customer segments
  • Typical deal sizes across the various relayr targeted verticals
• Understand the relayr Enterprise IoT stack, common integrations and critical ecosystem partners
  • Understand Relayr’s positioning into the overall Enterprise IoT stack
  • Common vendor integration models with Relayr’s IoT platform
  • How relayr interfaces with the IoT ecosystem vendors and partners

Module 2: Positioning IoT solutions to win customer opportunities based on relayr and other technologies

• Target “Ideal” customer profiles for IoT solutions
  • Target industries and target companies (based on size & location)
  • Technical & economic buyer profiles
• Selling strategies within a competitive IoT landscape
  • Insight into battle cards for key competitors
  • Competitor rankings
  • Competitor differentiation charts
  • Competitor positioning maps
• Hitting the IoT easy button – the relayr USP!
  • USP statements for select customer types
  • Product description and features

Module 3: Relayr’s IoT solutions

• Map and align the customer buying and your selling processes around the IoT solution lifecycle model
  • Awareness: what buyers to engage with what messages
  • Sales Acceleration: Challenging the customer and creating champions
  • Customer Engagement: Proving the value, reinforcing the vision
  • Solution Development: tailoring the solution to win the deal
  • Deployment: reinforcing buy-in and expanding opportunities
  • Adoption and Support: being the strategic Digitalization Advisor
• Critical steps in qualifying IoT sales opportunities
  • Customer organization (size, industry, location)
  • Contact (seniority level, decision-maker)
  • Buying stage & needs
  • Spending authority
• Buyer Intelligence:
  • Relevant LOB buying Centers
  • Buyer personas
  • Customer journey map
• IoT solution sales kits:
  • Sales play summaries
  • Insights for customer ‘Champions’
  • Recent wins
  • Customer case studies

Module 4: Applying critical consultative sales techniques to accelerate IoT sales

• Identifying the relevant questions to create the right customer need
• Mapping customer needs to a relevant value within the relayr solution
• Communicating the value proposition of the relayr IoT solution
• Overcoming common customer objections
• Presenting your relayr IoT solution
• Customizing the customer proposal
• Analyzing relevant stakeholders within complex multi-vendor IoT sales process

Module 5: Deep Dive into the relayr IoT Architecture Platform

• Overview of the relayr Enterprise IoT architectural framework
• Device Layer for relayr (including sensor library information)
• Communication Layer strategy and protocols for relayr
• Core relayr Platform Layer and third-party integrations
• Analytics Platform Layer and integrations such as with vendor asset management suites, building management systems & other third party data visualization applications
• Cognitive Platform Layer, which includes predictive models, and integrations with relayr ecosystem partner technologies
• Relayr IoT Management and Security services and third-party integration

Module 6: Vertical specific use cases and IoT applications for relayr solutions

• Industrial retrofits for manufacturing, factories and machine predictive maintenance
  • IoT opportunities and trends in manufacturing
  • Challenges and customer care-about in manufacturing
  • IoT solutions and use cases: operations optimization, predictive maintenance, inventory optimization, and health and safety
  • Relevant relayr IoT case studies
• Smart buildings and offices
  • IoT opportunities and trends in smart buildings and offices
  • Challenges and customer care-about in smart buildings and offices
  • IoT solutions and use cases: organizational redesign, building security, worker monitoring, digital ceiling and Workspaces, and energy monitoring
  • Relevant relayr IoT case studies
• Retail environments
  • IoT opportunities and trends in retail environments
  • Challenges and customer care-about in retail environments
  • IoT use cases: automated checkout, omnichannel retail, layout optimization, inventory shrinkage prevention
  • Relevant relayr IoT case studies
• Vehicles:
  • IoT opportunities and trends in vehicles
  • Challenges and customer care-about in vehicles
  • IoT use cases:
    • Connected car
    • Connected fleet
    • Connected logistics
    • Predictive maintenance
    • Reduced insurance through vehicle monitoring-as-a-service
  • Relevant relayr IoT Case Studies

Module 7: Gain insights into the relayr solution lifecycle model

• Methods for generating awareness: performing structured demonstrations, hackathons and technical presentations
• Deep-dive into the relayr ‘5-4-3 IoT Innovation process’ for rapid IoT solution development in one business quarter
  • 5 Days – IoT Ideation Workshop to identify 3 leading customer-centric IoT use cases
  • 4 Weeks – Rapid IoT Solution Prototyping of Top Leading Idea or Use Case
  • 3 months – Full prototype testing and refinement for production and commissioning launch of IoT solution
• Best practices for relayr IoT Projects

Labs:

Showcase the relayr Platform to a customer

• How to demo the relayr white-box solution for Smart Buildings
• How to demo the relayr IoT platform and using a smartphone app

Relayr IoT Lab

• Each Participant receives their own relayr White-Box environmental sensor package, which measures motion, luminosity, sound, temperature, and humidity, and go through a series of exercises on how to connect a Device Layer component to the relayr Cloud platform and obtain useful real-time data
• Setup and deployment of the sensor kit
• Leveraging the SDKs to communicate with a fog/edge computing gateway device
• Configure a fog/edge computing gateway device to relay sensor data to the Relayr Cloud API
• Setting up the relayr Dashboard to view real-time data as well as interact with devices