Industry Acumen in Smart Spaces for IoT Opportunities (IOTIASMSP)

Lesson 1: Introduction

• Course Objectives

Lesson 2: Monetization Opportunities within Smart Spaces

• Objective: Recognize the true market opportunity and monetization possibilities that IoT brings to Organizations with smart spaces
• Topics:
  • Understand the central role played by IoT in achieving Digital Transformation initiatives for organizations with smart spaces.
  • Learn what is Smart and Connected Spaces: The Digital state of the Union for the smart spaces.
    • Understand industry and market trends affecting the above.
  • Landscape analysis of the Smart Buildings and Commercial Spaces.
  • What are the common business challenges and goals that are top-of-mind for Sellers
    • Market Demographics
    • Issues with Building Automation Systems (BAS)
    • Aging Infrastructure
    • Reactive mindsets and culture in facilities management.
  • What are the focused business areas, use cases and applications which IoT can help remediate, solve or augment within smart spaces.
    • Smart Space Design and Construction
    • Sustainable Energy Management
    • Safety and Security
    • New Capital Investment Models
    • Inter-building/space communication and collaboration
    • Asset Management
    • Predictive Equipment Maintenance
    • Space Optimization
    • Innovations in Lease management
    • Occupant Comfort, Personalization and Interactions
  • Learn about the Opportunities which provide assured payback for IoT initiatives within certain targeted areas:
    • Office spaces
    • Retail Environments
    • Multi-family
    • Industrial
    • Hotel
    • Mixed-use
  • Articulate the value proposition that Technology Vendors <Insert Vendor Offerings here> could bring could bring to the above focused business areas, use cases and applications, leveraging their IoT portfolio of solutions, ecosystems and partners.

Lesson 3: Develop a 360 view of an Organization with Smart Spaces

• Objective: Describe the Industry, Market, Line-of-Business, Financial, Operational and Governance insights surrounding smart spaces.
• Topics:
  • Industry and Market acumen: Generate an awareness of current Industry and market insights into the IoT projects within smart spaces.
    • Understand best practices of bring IoT into smart spaces.
    • Obstacles to change and adoption of IoT projects.
    • Lifecycle of a Smart Space
  • Organizational acumen Organization Structure, Line-of-Businesses, Departments, External Partners and Ecosystem players.
    • Gain an awareness of the different Buyer Personas involved in an IoT or Digital Transformation initiative
      • Owners, Landlords and Developers
      • Architectural Design Firms
      • Construction Companies
      • Civil Engineering Firms
      • Mechanical, Electrical and Plumbing (MEP) engineers
      • Facility & Property Management
      • Leasing Companies
      • Sustainability Organizations
      • System Integrators
      • Urban Planners
    • Understand within the Buyer Personas, who are the relevant Decision-makers, Economic Buyers, Technical Buyers, Influencers, Recommenders, End Users, Detractors and Saboteurs (in a smart space context);
    • Understand the key business needs, care-abouts, aspirations, tech attitudes, evaluation criteria and outcomes from each buyer persona;
    • Learn strategies on how to break through to the relevant Buyer Persona;
    • Understand the customer problem awareness framework and how to determine your customer’s maturity of understanding of their business outcomes and problems;
    • Engagement and Influencing strategies for connecting with relevant Buyer Personas using IT as a key strategic partner to IoT initiatives;
    • Understand the External Partners and Ecosystem dynamics for smart spaces.
  • Financial acumen: Learn how recognize key details within financial statements, reports and analyst briefings for identifying potential opportunities for Digital Transformation and IoT initiatives.
    • Understand the different KPIs, and metrics for a typical smart space environment (e.g. energy costs, 3-30-300 rule, operating and maintenance cost per sq. feet and payroll costs) specific to smart spaces.
  • Operational acumen: Describe the high-level elements in a smart space environment and their processes and workflow using an example:
    • Space Planning, Design and Construction
    • Corporate Social Responsibility and Sustainability
    • Human Resources
    • Real estate lifecycle finances and operations
    • Technology
    • Energy Performance Contracting
    • Others
  • Governance acumen: Explore the common industry governance, risk management, customer data privacy, cybersecurity, regulatory and compliance administrations for smart spaces and their impact on Digital Transformation and IoT initiatives and projects.
    • Key Organizations, Consortia, Alliances and Certifications for Smart Spaces.