What are two factors that influence customer loT conversations'? (Choose two)

Question

Options

• AMaturity
• BDetection
• CMotivation
• DProtection
• EPrevention

• A
  78% (18)
• B
  4% (1)
• D
  13% (3)
• E
  4% (1)

Explanation

Maturity (A) and Motivation (C) are correct because they represent the two key dimensions a salesperson or consultant must understand before tailoring an IoT conversation with a customer. Maturity refers to where the customer is in their IoT adoption journey - a beginner needs foundational education while an advanced customer wants optimization strategies. Motivation refers to the customer's underlying business driver - cost reduction, operational efficiency, new revenue streams, etc. - which determines which IoT use cases and solutions to emphasize.

The distractors - Detection (B), Protection (D), and Prevention (E) - are all security-related concepts (threat detection, data protection, incident prevention). While these are valid IoT concerns, they are technical considerations within a conversation, not factors that shape or influence the conversation itself.

Memory tip: Use the "2 M's" - Maturity and Motivation. Before any IoT conversation, ask "How far along are they?" (Maturity) and "What do they want to achieve?" (Motivation). The three wrong answers all cluster around security (D-P-P = Detect-Protect-Prevent), which is easy to spot as a single themed group and therefore incorrect as a pair of conversation drivers.

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