Business consultants and operational leaders have a focus on two big promises of IoT: cost reduction through automation and better asset management. Both are delivered and propagated by the analysis of data that IoT edge devices generate from the value chains of enterprise operations. But this view has a pronounced blind spot, the fact that IoT success will be driven by dramatic demographic shifts.

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The harsh reality of Internet & enterprise software-based business models is that one scales exponentially and the other scales only as fast as the company can develop a relationship with each customer. But knowing your customers needs and meeting those needs is a fundamental of any business. So how does one succeed independent of relationships-by-name? The answer to this paradox can be found in three key principles in the practice of SaaS business models.

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