Software, Platforms & Internet of Everything
We help software and platform companies grow efficiently, and help product companies turn connected devices and data into new revenue.
Our expertise
Where software and connected products meet
Software and connected products now meet in the same markets. Software companies build for industries that run on physical equipment, and equipment makers become software and service providers. We help clients in both groups decide where to compete, how to price, and how to build the business model that connectivity and software make possible. Our research with customers, partners and competitors shows what buyers value and will pay for, and our platform experience helps clients turn strategy into products and operations that scale securely and reliably.
Industry trends
What is changing
Buyers expect AI in every product
Customers ask how AI improves the product and whether it justifies a higher price.
Growth must come with margins
Investors and boards expect efficient growth, which puts pricing, packaging and retention at the center of the plan.
Renewals are harder
Customers consolidate vendors and question every renewal, so retention and expansion matter as much as new sales.
Products are becoming connected
Industrial and consumer products send data and receive updates, which turns one-time hardware sales into recurring service relationships.
What we help with
Software & Platforms
We help SaaS providers, enterprise software companies, marketplaces and platform businesses scale.
01
Product and AI strategy
Which capabilities to build, partner for or acquire, including where AI creates value customers will pay for.
02
Pricing and packaging
Editions, usage-based pricing and bundles that support growth and margin, tested with customers before launch.
03
Go-to-market
Segments, sales motions, partner channels and the economics of each.
04
Retention and expansion
Onboarding, customer success and the drivers of renewal and upsell, based on interviews with customers who stayed and customers who left.
What we help with
Internet of Everything
We help equipment makers, industrial operators, infrastructure operators and technology providers turn connected devices into business value.
01
Connected product strategy
Which products to connect, and which services and data offerings to build on top.
02
As-a-service business models
Pricing, contracts and the operating model for recurring service revenue.
03
Platform and partner choices
Build, buy or partner decisions across devices, connectivity, edge and cloud computing, analytics and cybersecurity.
04
Field operations
Predictive maintenance and remote service that reduce downtime and service cost, with the data governance and skills to sustain them.
Client questions
Questions clients bring us
- How should we price our AI features?
- Our net revenue retention is slipping. What is driving it?
- Which of our products should become connected, and will customers pay for the service?
- How do we move from selling equipment to selling outcomes?
Explore other industries
Connecting platforms, devices and data at scale?
Tell us about the product or platform decision in front of you, and we will share how we would approach it.
