Case Studies Connectivity, Internet of Things

From the sensor to the cloud: Productization of IoT offerings in a batch process

Designing and implementing product ideas for the IoT portfolio of a telecommunications service provider

Initial situation and problem

  • A telecommunications provider wishes to create a portfolio of IoT offerings for various use cases for B2B customers
  • The portfolio is intended for attractive target markets and their needs    
  • The individual offerings–consisting of a consumer device, cloud connection and software application–still need to be designed and developed as a standardized product bundle
  • Both a viable price and business model are necessary for a market launch

mm1 approach and solution

  • Gather and prioritize product ideas for the IoT portfolio, including development of a specific prioritization methodology
  • Validate the product scope, use cases and respective value proposition through workshops, customer surveys and expert interviews
  • Create price models and business case scenarios that are based on the cost structure and the willingness to pay on the part of service providers and customers
  • Support the entire development and execution phase with the help of agile methods 


  • The first portfolio batch with 3 new IoT products has been successfully brought to market after approx. 6 months
  • The sales organization became capable of selling the 3 products (in the application fields of condition monitoring, goods tracking and quality control)
  • A batch process for additional offering development was established; 8 additional IoT products have already been made market-ready in the next batch

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