TY - JOUR T1 - Value Propositions for the Internet of Things: Guidance for Entrepreneurs Selling to Enterprises JF - Technology Innovation Management Review Y1 - 2017 A1 - David Hudson KW - entrepreneurship KW - guide KW - Internet of Things KW - offers KW - value propositions AB - 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. PB - Talent First Network CY - Ottawa VL - 7 UR - http://timreview.ca/article/1116 IS - 11 U1 - David Hudson is a technology management professional who has 30 years experience in industry and academia. Most recently he led new business incubation within the Chief Technology Office at Dell EMC. He is an Executive in Residence at the University of New Brunswick’s Technology Management and Entrepreneurship program. He has been a Lecturer in technology innovation in the MBA program at Carleton University’s Eric Sprott School of Business, a Director of Lead to Win, the Chair of the Ontario Centres of Excellence ICT advisory board, and a consultant to technology firms. Previously, he was the Vice President of advanced research and development at Nortel and has had an extensive career in technology business management as well as R&D. David received his Bachelor's and Master's degrees in Systems Design Engineering from the University of Waterloo, Ontario, Canada. His Doctorate is from Carleton University in Ottawa, Canada, where his research focused on employee innovation on-the-job. ER -