Adding value and getting value
Updated: Jun 12, 2018
Last month we, IoT@T-Mobile, released a pilot-offer which makes it possible to bring your IoT case to a next level. In June we released our starterkit for prototyping and today you can deploy up to 100 IoT objects on our network. A great milestone in a world where many companies are still talking about IoT instead of rolling-out. But to be honest, I am celebrating another achievement today: last week we launched a Slack-channel for our pilot-community. Yes, I know, at first it doesn't sound very special. Let me convince you why it's worth a celebration.
Technology has changed our expectations and the way we look at things. Convenience and comfort are for sale. Whether you're a consumer or a entrepreneur, you can have your service or product exactly the way you want and most of the time you can have it without spending a lot of money. Hence, the traditional way of launching new services is the way to failure. It doesn't make sense to develop a service without involving your customers. The only thing that is for sure, is that you're not sure if it will fulfill the needs of your customer. Especially in the field of IoT where many different craftsmanship are needed to develop a solution. This means that collaboration is essential. And collaboration is only fruitful if one aims to sell value instead of assurance.
Before going further, let me explain to you what I mean by 'selling assurance'. Selling assurance is delivering a solution with Service Level Agreements in which KPI's for e.g. High Availability and Time to Fix are established. So what will happen when the service doesn't work and the supplier is not able to meet the KPI's? The customer will end up in a situation where he can claim a penalty clause. But in his turn he will not be able to ship value to his customer when his supplier isn't shipping value. A penalty fee will not assist him with delivering value to his customer. These kind of services are all based on mistrust. And how do the words 'collaboration' and 'mistrust' fit in the same sentence? This also means that the traditional customer - supplier relation needs some adjustments. We are at the beginning of a new revolution and until now I didn't came across a wizard who can guide us through the most efficient way to deliver successful IoT-solutions. You have to give value to add value. In other words, you have to share your knowledge with your supplier and invest time to interact with other disciplines and read blogs like these. ;-) So maybe the customer - supplier relation isn't making sense at all (in this phase). Maybe we're all each other's supplier.
This is exactly what is happening right now. We invited the pioneers on our pre-commercial network to develop and try their IoT cases. We supply them our network, they supply us their experience. We already noticed that our community members share our believes. It often happens at our forum that a customer is assisted by another customer. And even at our 'Installfests' it is a habit that customers are helping each other out to send a first 'Hello World' message on NB-IoT. We just watch, listen and learn.
So with the launch of the pilot-channel at slack we are able to share knowledge more easy and keep learning from others. The most important thing here is that you are able to ship value and get value at the same time. In our case this means that while you share your experiences and knowledge on slack or at our forum, we can make sure that we will have an outstanding NB-IoT platform ready on time!