The Importance of Selling to the End User

IoT companies need to change who they're selling to and that will cause them to sell the right thing. The CFO doesn't even care about the technology he or she is looking at it from a business perspective. It does this work in the way I expected to solve the problem in a way that makes sense for us to justify using it. But in each step of the way from selecting the hardware to connectivity to all other pieces that's a difficult process for someone not in the IoT space to feel confident in making the right decision which usually means they're going to be hesitant to adopt.