Sales, partnership and channels strategies in M2M

02 May 2014
Report type: Strategy Report
Author(s): Matt Hatton
Keywords: M2M, machine-to-machine, IoT, internet, things, sales, channel, partner, partnership, Aeris, Wyless, Raco, Numerex, Kore, Vodafone, Telefonica, ThingWorx, Axeda, Bosch, Telit, Cinterion, Gemalto, Sierra, uBlox, Deutsche Telekom,
Number of Pages: 34

This Strategy Report starts from the perspective of the buyer of an M2M solution and examines where they should optimally be looking at buying that solution. It also examines what various players in the M2M value chain should do to optimise their approach to channels and targeting vertical sectors. Machina Research’s starting hypothesis is that the characteristics of each M2M application (and the entity procuring it) will be a key determinant of which vendor might be selected. We examine the key characteristics of the application that might determine such a choice, including location, technical requirements, scale of deployment etc. This allows us to define a broad market segmentation for all of M2M, along with a view on which organisations might be able to support which of the categories of application. We then turn to the types of organisations that might sell M2M solutions, including Communications Service Providers, specialist M2M Service Providers, Module Vendors and Systems Integrators. The report then turns the tables a little to look at things from the perspective of the solutions vendor, to see what they should do about maximising their revenue opportunity given the diversity of requirements identified in previous sections.

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