Scenario · IoT
An IoT provider had active devices but no shared definition of pilot success. We established the operating use case, included information-technology and operations teams in the evaluation, and equipped the account team for an expansion discussion grounded in the findings.
5 → 8
25% → 40%
10 → 24
Comparable reporting periods
An IoT provider had active devices but no shared definition of pilot success.
The work focused on funded site deployments, pilot-to-funded-deployment conversion, contracted deployment sites. Sites counted only within accepted commercial scope. Device connections during a technical test were excluded; contracted value was not recognized revenue.
Which activity helped funded site deployments, and what happened at the next decision?
What we did
The priority was funded site deployments. The team used pilot-to-funded-deployment conversion and contracted deployment sites to assess the next stages, with a clear distinction between activity and accepted outcomes.
We established the operating use case, included information-technology and operations teams in the evaluation, and equipped the account team for an expansion discussion grounded in the findings.
The team compared funded site deployments, pilot-to-funded-deployment conversion, contracted deployment sites across the agreed reporting periods. Sites counted only within accepted commercial scope. Device connections during a technical test were excluded; contracted value was not recognized revenue.
Funded site deployments moved from 5 to 8. Pilot-to-funded-deployment conversion moved from 25% to 40%. Contracted deployment sites moved from 10 to 24.
Sites counted only within accepted commercial scope. Device connections during a technical test were excluded; contracted value was not recognized revenue.
We calculated relative changes from the baseline and comparison values and reported conversion or retention changes in percentage points. We rounded displayed changes to one decimal place where needed. The figures did not establish that marketing caused the outcome.
Measurement window: Two six-month IoT pilot cohorts, with a further six-month purchasing follow-up.
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