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Making IoT the bridge between two businesses
Position IoT in a satellite group's strategy, design the offers, then acquire the platform it was missing.
- 3targets taken through an M&A process
- 1IoT platform selected
- 2businesses connected: connectivity and data
Context
The group runs two businesses: satellite connectivity on one side, geospatial data and AI on the other. IoT kept coming up, with no clear thesis and nothing ready to sell.
What I did
- Built the positioning: IoT as the link between connectivity and data, to sell business solutions rather than capacity or projects.
- Designed the offers by segment, the technology roadmap and the commercial plan.
- Ran an RFI across the IoT platform market, assessed the responses, then led an M&A process on three targets.
- Prepared governance and integration for the selected target, with a steering committee.
Outcome
An IoT thesis owned by the strategy team, a platform selected and an acquisition being finalised. IoT now has a business-side P&L owner, and a plan to grow beyond the integration.