Vantaggi
+ Great reputation and brand recognition in the upper mid market and enterpise IoT segment. There are very few high value targets that aren't already familiar with us, so opening up sales discussions is easy. + Product solves multiple unique challenges that costs our customers a lot of engineering resources to solve on their own - easy business value to sell + Proven land and expand motion. Consistently high NRR once we land an account, so plenty of opportunity to mine your book of business for expansion revenue + After some pivots in the last couple of years, finally landed on the right ICP and business value story + If you have past experience in observability or working to IoT developers, you'll easily hit the ground running
Svantaggi
+ Timing the buying window for hardware manufacturers can be difficult if you're not used to the industry + Very technical audience, so if you don't have some past experience working with or selling to engineers, you could face a steeper learning curve