Case center

Definition · Answer First

All cases follow industrial hardware vendor paths (gateway/DTU/sensor/alarm panel)—premium bundles, not factory MES go-lives.

Outcomes customers care about

Bundled bids

From “selling boxes” to “hardware + branded cloud”; software fees separable

Faster integration

Pre-fit protocols shorten prototype-to-demo cycles

Clear boundaries

OEM: no source; private: customer data & customer ops

Delivery cases

OEM branding + SaaS ops

South China · industrial gateway / DTU vendor

ProblemChannels demand “gateway + cloud” bundles; bare hardware is price-squeezed; building a cloud in-house is costly.

SolutionOEM branding: logo/domain only, MQTT pre-integrated, shipments include white-label demo capability.

Software fees priced separately vs bare hardware; margin pressure eased
Bids shift from “selling boxes” to “hardware + branded cloud”
Demo cycle shortened from weeks to day-level prep

Hardware bundle + SaaS channel

East China · temp/humidity sensor vendor

ProblemCommodity sensors compete on unit price; buyers want dashboards/alarms; vendor has no software team.

SolutionLive sensing boards + alarms packaged into the line; shipments can open tenant demo envs.

Annual/service fees on top of SKUs; higher LTV
Support shifts from phone status checks to console data
Demos convert better than bare sensor readings

Private image + hardware bundle

North China · alarm panel / security vendor

ProblemThin hardware margins; projects need command dashboards and work-order loops; building a platform doesn’t pay.

SolutionPrivate image for the vendor or integrator; project owner owns data; ops by owner or channel.

Panel sales bind platform licenses; higher deal size
Meets “data stays on-prem” without losing to public-cloud objections
Vendor focuses on devices & channels—no in-house software team

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