Who buys IoT.Factora
Sell to the person who owns plant outcomes, then bring IT/OT for connectivity.
Personas
Plant / operations manager. Cares about OEE, missed output, and whether the floor is actually running. Demo Command Center and Executive (needs admin or ops-enter).
Maintenance lead. Cares about vibration, downtime codes, overdue PM, and work orders. Demo Alerts, Maintenance, machine page. They are the maintenance role, not admin.
Quality / cold chain. Cares about room temperature, door open, failed checkpoints. Demo Sensors, Alerts, food pack cold rooms. Map TEKTELIC TUNDRA or Milesight EM300-TH — not Blueiot tags.
Group / multi-site ops. Cares about which factory is in trouble. Demo ops host + Executive all-sites. They need an ops owner account, not a plant operator login.
IT / OT. Cares about MQTT, tokens, firewalls, existing SCADA. Do not promise a bundled OPC-UA driver. Offer Teltonika Modbus-to-MQTT or Milesight/TEKTELIC LoRaWAN-to-MQTT.
Discovery questions (write answers down)
- Which lines or rooms must be visible in week one?
- Is this a new wireless overlay (LoRaWAN / cellular) or a bridge from PLC/SCADA (Modbus/serial)?
- Do you need people or tool location (Blueiot RTLS) in addition to process sensors?
- Energy: do you have pulse/Modbus meters, or only a monthly bill?
- Is the plant already on FactoraERP, another ERP, or none?
- Hazardous / ATEX areas? (TEKTELIC Ex gateways and SEAL EX — not a generic indoor UG63.)
- Who acknowledges alerts on the night shift? (operator vs maintenance)
If they only want CCTV analytics, this is the wrong product. If they only want UWB tracking with no process data, Blueiot may be the hardware — still land events into Factora only if they need plant operations around that location.