relayr Sales Enablement Training for Pre-Sales Engineers (RSESE) – Outline

Outline detalhado do curso

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: Mon-IoT-ize 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 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-abouts 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-abouts 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-abouts 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-abouts 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

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 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 compute gateway device
  • Configure a fog/edge compute 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