[MUSIC].
>> IoT is obviously amazing
buzzword of our time.
But you know, customers
must digitize not just
because it's the next
evolution or revolution,
but because it's an imperative
for their survival.
>> Early on in our IoT journey,
we quickly recognized that
the business model around it was
different than what we used to do.
So we had to rethink
how we went to market,
how we price etc.
One of the examples is
that we have to evolve
from selling box
software to integrators,
to getting directly involved with
customers to incubate new ideas,
weaving together devices and
services from partners with
our technology to a new solution
that brings the customer's
vision to life.
>> We really wish we had
identified customer partners
early and focused a lot on
piloting proof of concepts
to give voice to the customer.
That way we can kind of quickly
adapt and create value,
show value more importantly,
and in parallel to
that it probably would've been
a good idea for us
to bring along a number of
people from different functions
in our organization so that
we're better prepared
for the inevitable organizational
change that's
coming down the road.
>> One of the important lessons
we've learned
is to not spend too much time
on debating the merits
of different design choices of a solution.
Instead, because of IoT, we can
just go and build and test it
and use real data from that to
decide on the right path forward.
And IoT and Azure has enabled us
to iterate quickly and basically
fail fast where necessary so
that we can arrive
at the right solution much
quicker and be much more confident
in the result than before.
>> It's been a theme of our
discussion that really outcome-based
thinking is the starting point for IoT
and IoT's role in transformation.
[MUSIC].
