At the Smart Lighting 2017 conference, Stijn Bröcker, head of connected lighting for OSRAM, warned lighting manufacturers will have to completely overhaul their business processes, from manufacturing to sales, as the Internet of Things encourages a shift from a product to a service business model.

The reshaping spans across a wide range of practices, such as targeting a potential customer’s CEO rather than the facilities manager; altering salesforce incentives and compensations; replacing internal computer systems; and much more.

Interesting stuff. LEDs Magazine has the story here.