âA lot of this building tech industry, they always come in and say, âWe want to be a SaaS.â And if you're going to be a SaaS, great. You have to continue to add value, and that value doesn't disappear ever. It has to continue, and it has to be able to sustain multiple patterns and multiple years.
So it's not that easy. You have to be very careful on what you sell, because you can be successful for one year. And we've all seen those companies that come in make a really big noise for one year, and then disappear, because they don't have a sustained value selling proposition. And that is very critical to be able to sell the technology in our industry.â
âTyson Soutter
Welcome to Nexus, a newsletter and podcast for smart people applying smart building technologyâhosted by James Dice. If youâre new to Nexus, you might want to start here.
The Nexus podcast (Apple | Spotify | YouTube | Other apps) is our chance to explore and learn with the brightest in our industryâtogether. The project is directly funded by listeners like you who have joined the Nexus Pro membership community.
You can join Nexus Pro to get a weekly-ish deep dive, access to the Nexus Vendor Landscape, and invites to exclusive events with a community of smart buildings nerds.
Episode 19 is a conversation with Tyson Soutter, Global Business Development Manager Digitalization at Siemens HQ in Switzerland.
You can find Tyson Soutter on LinkedIn.
Enjoy!
Music credit: The Garden State by Audiobinger
THE ABOVE AUDIO, VIDEO, SUMMARY, AND LINKS WILL ALWAYS BE FREE. PODCAST DEEP DIVES WITH MY REACTIONS, MY TOP HIGHLIGHTS, AND THE FULL TRANSCRIPT ARE EXCLUSIVELY AVAILABLE TO MEMBERS OF
NEXUS PRO
.
Hereâs this weekâs deep dive outline:
My reaction, including highlights:
Tyson succinctly explains his where Comfy, Enlighted, and J2 Innovations fit into Siemensâs offerings
Tyson answers Jamesâ favorite question
Keys to selling smart building tech and how to align yourself with your clients long term goals
How solutions need to work in silos but also have the ability to scale up when the silo walls come down and how to sell to owners that donât have a vision or a strategy
How the first step in selling is conceptual and strategic, not focused on any one solution
How Tyson sells the concept of semantic modeling in a simple way
Tysonâs take on advanced supervisory control and where it plays
The value of digital twins in design and construction, bridging the gap to operations, and during the O&M phase
The technology acceleration Tyson is seeing due to COVID-19
How IAQ sensors are going to change the way building rating systems work and potentially office leases
Why you see so many smart building startups coming from Australia
Full transcript
âA lot of this building tech industry, they always come in and say, âWe want to be a SaaS.â And if you're going to be a SaaS, great. You have to continue to add value, and that value doesn't disappear ever. It has to continue, and it has to be able to sustain multiple patterns and multiple years.
So it's not that easy. You have to be very careful on what you sell, because you can be successful for one year. And we've all seen those companies that come in make a really big noise for one year, and then disappear, because they don't have a sustained value selling proposition. And that is very critical to be able to sell the technology in our industry.â
âTyson Soutter
Welcome to Nexus, a newsletter and podcast for smart people applying smart building technologyâhosted by James Dice. If youâre new to Nexus, you might want to start here.
The Nexus podcast (Apple | Spotify | YouTube | Other apps) is our chance to explore and learn with the brightest in our industryâtogether. The project is directly funded by listeners like you who have joined the Nexus Pro membership community.
You can join Nexus Pro to get a weekly-ish deep dive, access to the Nexus Vendor Landscape, and invites to exclusive events with a community of smart buildings nerds.
Episode 19 is a conversation with Tyson Soutter, Global Business Development Manager Digitalization at Siemens HQ in Switzerland.
You can find Tyson Soutter on LinkedIn.
Enjoy!
Music credit: The Garden State by Audiobinger
THE ABOVE AUDIO, VIDEO, SUMMARY, AND LINKS WILL ALWAYS BE FREE. PODCAST DEEP DIVES WITH MY REACTIONS, MY TOP HIGHLIGHTS, AND THE FULL TRANSCRIPT ARE EXCLUSIVELY AVAILABLE TO MEMBERS OF
NEXUS PRO
.
Hereâs this weekâs deep dive outline:
My reaction, including highlights:
Tyson succinctly explains his where Comfy, Enlighted, and J2 Innovations fit into Siemensâs offerings
Tyson answers Jamesâ favorite question
Keys to selling smart building tech and how to align yourself with your clients long term goals
How solutions need to work in silos but also have the ability to scale up when the silo walls come down and how to sell to owners that donât have a vision or a strategy
How the first step in selling is conceptual and strategic, not focused on any one solution
How Tyson sells the concept of semantic modeling in a simple way
Tysonâs take on advanced supervisory control and where it plays
The value of digital twins in design and construction, bridging the gap to operations, and during the O&M phase
The technology acceleration Tyson is seeing due to COVID-19
How IAQ sensors are going to change the way building rating systems work and potentially office leases
Why you see so many smart building startups coming from Australia
Full transcript
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