One of the toughest challenges that creative people face, or even those working in business units such as R&D, design, or marketing for that matter — is how to win top management’s support for their ideas. This is especially true for individuals working the physical products space, where every minor product decision can greatly impact a device’s lifecycle.
If you’re in this particular predicament, the main solution to this problem is to have your boss on board in the earliest stages of your product production process. Top executives who successfully promote innovation hardly invest in unexpected breakthroughs. They are the ones who are actively involved upfront from the get-go, express their ideas and are able to bring others onboard.
That being said, we thought it would be a good idea to dive into tips you can use towards selling the benefits of a ‘Smart Connected Product’ to your boss, or within your organization.
FOCUS ON THE VALUE
The absolute best starting point is to begin by breaking down the intended value your product. At its core, how does your product enhance or facilitate your customer’s life? Once you’ve answered that very basic question, build up to the next step from there. For example, upgrading your physical product with mobile connectivity, or a mobile app may add even more value to your product due to the fact that mobile devices are full of useful sensors, such as; GPS, accelerometer, microphones, cameras, and more that aren’t always physically possible to produce in consumer products.
By making use of one or more of these features, there are countless ways almost any physical product can be made ‘smarter’.
A few crucial questions you should ask yourself are:
- Who can help us do this?
- At what cost?
- What’s the timeline?
- What will they need from us?
- Who will manage the process?
- How will this impact our product line?
Takeaway: Focus down on the added value your product can offer by utilizing a mobile app, and help set your organization’s product line apart from the competitors.
TRANSLATE VALUE INTO MONEY
When you start breaking down the value your product delivers, you can start thinking about how each new feature can generate more money for the organization, or possibly a whole new line of business. Upgrading your product with mobile connectivity gives your organization the potential to understand your customer’s usage data in real time and at a much deeper level.
With better data, your organization is able to make much smarter business decisions, or open new monetization streams such as personalized offers, customized features, or location based insights.
Takeaway: Selling the idea of a connected product to your boss or management is all about showing them where the money is, and there is always money in value.
FIND OPPORTUNITIES WITHIN YOUR INDUSTRY
Looking at each of your competitors, you should be able to determine what segment of the marketplace they are targeting and what type of customers or clients they are looking to attract. Through reasonable deduction, you can find new opportunities and untapped markets for your product or service. In many cases, it’s best to look at your product line from the ground-up in order to think of valuable ways where mobile connectivity can enhance your products, setting yourself apart from your competitors. If you haven’t done so yet, we highly recommend you download our 8 step guide through the world of Apps of Things.
DON’T MAKE COST THE ISSUE
We’ve all done it before when pitching a new idea within an organization we have a tendency to avoid the question of pricing. However, when the question of ‘How much will a mobile app cost’ arises, it’s crucial not to undersell both the price nor scope of the project.
The fact is, developing a mobile app for B2B or B2C products isn’t a straightforward process. In most cases, the process is much more complex than developing a standalone customer facing mobile app due to the implications of seamlessly connecting with a physical product. The Zemingo group sees every mobile product through from the initial planning stages, to design, development, marketing, and growth. As stated above, each of these stages can greatly impact your business line in ways your team never thought possible.
Takeaway: Development of a mobile app for physical products requires a lengthy planning process in order to be done right. This should never be understated or undersold internally within your organization.