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Navigating IoT Connectivity Challenges: Insights from Chris Whitaker

This episode of 'What to Expect When You're Connecting' features host Ryan Carlson in conversation with Chris Whitaker, a seasoned expert in the telecommunications and connectivity space with over 25 years of experience. Chris shares valuable insights on the complexities of IoT connectivity, from the nuanced path of transitioning a product from 'going to market' to 'gone to market', which involves not just engineering but also selling, supporting, and maintaining connected products and services. Through various examples, including a unique solution at an amusement park for managing trash can emptying efficiently, Chris illustrates the importance of understanding and solving real-world, people-centric problems rather than just technology challenges. The discussion delves into the significance of asking the right questions, understanding customer needs, and foreseeing unintended consequences to ensure successful IoT implementations. Chris also emphasizes the critical role of connectivity in IoT solutions and offers advice on preparing sales teams to navigate this evolving landscape confidently.

This episode combines insights from industry expert Chris Whitaker on navigating IoT deployment challenges and a discussion on tech sales and managed mobility solutions. It emphasizes strategies for successful IoT deployment, team alignment, addressing customer needs creatively, and understanding market dynamics. Additionally, it explores the importance of industry knowledge in tech sales, managing mobile devices effectively, and the continual evolution and adaptability required in the technology industry.

0:00 Navigating IoT Sales with Chris Whitaker

00:27 Navigating the Tricky Path of Connectivity

00:51 Introducing Chris Whitaker: A Connectivity Expert

01:46 The Core Strategy for Going to Market

03:03 Understanding the Human Element in Connectivity Solutions

03:16 Solving Real-World Problems with IoT

03:57 Innovative Solutions in Action: From Car Washes to Amusement Parks

09:54 Overcoming Challenges in IoT Deployment

10:20 What's Your Backup Plan When Things Go Down?

11:07 Navigating Stakeholder Dynamics and Compliance in IoT

16:25 The Art of Selling IoT Solutions

19:40 Personal Anecdotes and Sales Strategy Insights

22:07 Empowering Sales Teams with Knowledge and Confidence       

23:04 Navigating the Shift to Voiceover IP

23:22 Embracing Mobility and IoT: A Learning Curve

23:31 Creating a Culture of Continuous Learning

24:12 The Importance of Basics in Sales and Performance

26:56 Overcoming Digital Overload in Healthcare

28:11 The Challenge of Solution-Specific Selling

28:48 Learning from Mistakes: A Case Study

29:45 Advice for Sales Leaders: Market Research and Training

32:36 Understanding the Market: The Key to Success

36:04 The Future of Managed Mobility Solutions

40:35 what is Soracom to you?