Guide
Fractional CRO for IoT and Hardware
IoT and hardware sell differently: long cycles, mixed hardware, software and services, channel and direct, often across borders. I have built and run exactly this.
Why IoT and hardware are their own sport
You are selling a bundle, devices, software and services, often into utilities, manufacturers, municipalities and enterprises, with long evaluation cycles and a distributor network to manage. Generic SaaS playbooks do not fit. You need someone who has carried this exact motion.
What I own
- The global sales strategy across direct and channel
- Distributor and reseller networks, recruited and managed market by market
- Direct B2B sales of hardware, software and services
- B2G and long RFI and RFQ cycles where they apply
- The team: SDRs, post-sales and tech support, hired and run
Done before, in real IoT
At Bacsoft, backed by Japan's SUN Corp, I owned global sales of industrial IoT to water utilities, manufacturers and smart cities, building a distributor network across continents and a live B2G pipeline. At BT9 I built an international cold-chain IoT sales operation from zero across the FSU, the EU and APAC. At LoneStar Tracking I built and ran the whole sales side for a founder-led IoT business.
Common questions
Do you sell hardware as well as software?
Yes. IoT deals are usually a bundle of hardware, software and services, and I have run exactly that, direct and through distributors, to utilities, manufacturers, municipalities and enterprises.
Can you build and manage a distributor network for hardware?
Yes. Recruiting, signing and managing distributors and resellers across markets is a core part of how I sell IoT and hardware, alongside direct sales.
Do you handle public-sector and B2G IoT deals?
Yes. I have run long RFI and RFQ cycles and complex government and utility projects internationally for industrial IoT companies.
Tell me where revenue stalled. I'll tell you why.
A 15-minute call, no pitch. You will leave with at least one concrete thing to fix, whether or not we work together.
Book a 15-Minute Call