@article {1116, title = {Value Propositions for the Internet of Things: Guidance for Entrepreneurs Selling to Enterprises}, journal = {Technology Innovation Management Review}, volume = {7}, year = {2017}, month = {11/2017}, pages = {5-11}, publisher = {Talent First Network}, address = {Ottawa}, abstract = {This article provides entrepreneurs with guidance to help understand and express the specific and compelling value proposition for their Internet of Things (IoT) offer. IoT enables such a wide range of possible short- and long-term opportunities that IoT entrepreneurs may fall into the trap of considering IoT generally rather than positioning their offer to a buyer in a specific manner that helps win deals. The process of understanding and expressing a compelling value proposition will help the IoT entrepreneur focus their offer, understand who the real buyer is, and demonstrate tangible value to that buyer in a manner that is directed towards winning deals.}, keywords = {entrepreneurship, guide, Internet of Things, offers, value propositions}, issn = {1927-0321}, doi = {http://doi.org/10.22215/timreview/1116}, url = {http://timreview.ca/article/1116}, author = {David Hudson} }