Improving Margins and the Exit Multiple with Smart Tech In PE
The Internet of Things IoT Show with Bruce Sinclair
by Bruce Sinclair
11M ago
Solo episode with Bruce Sinclair, the host of the show, discussing how smart digital can enable predictive maintenance for margin improvement and data-driven business models to increase the exit multiple. In businesses where maintenance has a meaningful impact on margins, we can use artificial intelligence to predict when assets will fail in advance of any noticeable signs of a problem.  By using smart digital to prevent unplanned downtimes, we increase the company’s operational efficiency to improves its margins, for a relatively low investment in tech. Collecting proprietary monetizatio ..read more
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Smart Tech Customer Expansion and Market Expansion with AI in PE
The Internet of Things IoT Show with Bruce Sinclair
by Bruce Sinclair
1y ago
Solo episode with Bruce Sinclair, the host of the show, discussing how smart digital can algorithmically cross sell products for customer expansion and use AI to identify new markets to enter for market expansion. Smart digital improves existing customer expansion strategies and enables new ones for physical products, services and environments, that until now were only available to software companies.  Automatic consumable cross selling can be emulated in the industrial sector and any other sector where one product depends on another product to operate. Using AI and data mining to discove ..read more
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Data-Driven Product Expansion and Value Creation for Tech and Software Companies
The Internet of Things IoT Show with Bruce Sinclair
by Bruce Sinclair
1y ago
Solo episode with Bruce Sinclair, the host of the show, discussing data-driven value creation for tech & software companies and data-driven product expansion with fintech for traditional companies. Product expansion driven by proprietary primary customer data excerpt: When architected correctly, smart products yield proprietary primary customer data that can be used to drive low-risk product expansion.  Like Tesla, your company can also offer insurance and other high-margin, competitively priced products that precisely fit each customer’s needs. Smart digital value creation for tech a ..read more
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Boosting Buy & Build Performance and Market Share Expansion Using AI
The Internet of Things IoT Show with Bruce Sinclair
by Bruce Sinclair
1y ago
Solo episode with Bruce Sinclair, the host of the show, discussing how to smart digital value creation can augment and improve these traditional value drivers. On boosting buy & build performance excerpt: Smart digital is a new lens from which to spot add-on companies and a new way to integrate their products with the platform.  Unlike consolidating IT systems, orchestrating multiple products to work together produces not only a more innovative solution, but a less expensive one too.  On market share expansion excerpt: This pricing optimization approach is based on pure customer ..read more
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5 Point Multiple Expansion Through the Digital Dress Up
The Internet of Things IoT Show with Bruce Sinclair
by Bruce Sinclair
1y ago
Our guest Prabhu Soundarrajan is President Elect of the International Society of Automation where he is responsible for strategy to create a better world through automation. He has over 20 years experience as tech executive in Fortune 100 and VC/PE-backed companies with various roles including business transformation. In this episode Prabhu and Bruce discuss: The concept of the digital dress up. The different value drivers used. Profile of digital dress up candidate companies. Case study where multiple was expanded from 10x to 15x. Related links you may find useful: Prabhu's personal page S ..read more
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Data-Driven Pricing Optimization and Customer Retention
The Internet of Things IoT Show with Bruce Sinclair
by Bruce Sinclair
1y ago
Solo episode with Bruce Sinclair, the host of the show, discussing how to improve pricing optimization and customer retention by gathering primary customer data with smart tech. On pricing optimization: Some companies use cost-plus pricing and others use competitive-based pricing, but the gold standard is value-based pricing.  Since price is exchanged for value, to get the price right we need to understand how much value the product produces… which is easier said than done.  Until recently, understanding what exactly the customer values and how much they value it is a qualitative res ..read more
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How to Use Smart Digital Diligence to Win an Auction
The Internet of Things IoT Show with Bruce Sinclair
by Bruce Sinclair
1y ago
Solo episode with Bruce Sinclair, the host of the show, discussing the competitive advantage smart digital diligence provides the sponsor, including upfront in the deal cycle during the auction. With the exception of debt management, at the heart of all post-acquisition value levers is understanding the company’s customers.  The higher fidelity you have on who the customer is and what the customer does, the closer you’ll hit the mark with all you value levers, including revenue growth, pricing optimization, multiple expansion and informing your priorities on margin expansion and follow-on ..read more
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Creating Value with Worker-Centric Digitization in Manufacturing
The Internet of Things IoT Show with Bruce Sinclair
by Bruce Sinclair
1y ago
Our guests are André Quina, sales director with 4Industry, an experienced control and automation engineer and Greg McKenzie, a commercial lead with 4industry with 22 years of manufacturing operational experience in food, automotive, and plastics.  André, Greg and Bruce discuss: How to leverage manufacturing operators to improve efficiency and safety. How WAZE-like tagging works, why it’s important and its results. The different benefits of a connected worker platform versus a connected machine platform. How a worker-centric maintenance solution is different from an AI maintenance solutio ..read more
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What Are Smart Contracts and How Are They Created and Deployed
The Internet of Things IoT Show with Bruce Sinclair
by Bruce Sinclair
1y ago
Our guest Taha Memon is the founder and CEO of Dunia and CloudiTwins. He has over 10 years of experience as an entrepreneur, speaker and as a business development consultant to startups in Pakistan and the US.  In this episode, Taha and Bruce discuss: The tech behind smart contracts. How to create a smart contract and if this means lawyers will soon be made obsolete. The role of platforms (middleware) to deploy smart contracts. The Golden Triangle: the valuable connection between smart products – smart business models – smart contracts. A few interesting use cases for smart contracts. Th ..read more
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Value Creation from Using AI Inspection in Manufacturing
The Internet of Things IoT Show with Bruce Sinclair
by Bruce Sinclair
1y ago
Our guest Daniel Young is Senior Manager of Product Standards at Toshiba America and is part of Toshiba’s global Digital Innovation Team that is focused on accelerating the growth of Industrial IoT systems and developing best practices using industry standards.  In this episode, Daniel and Bruce discuss: The benefits of eliminating (subjective) human judgement. The unexpected but important HR benefits from improving defect inspection efficiency. Applicable use cases and industries for this type of AI inspection. The cost and time to implement an AI/machine learning inspection system. Dif ..read more
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