# Relayr's Guneet Bedi | Creating Sustainable Business Models with IIoT

- Show: [IoT For All Podcast](https://hardwarepodcasts.com/podcast/iot-for-all-podcast)
- Published: 2020-05-22
- Length: 31m
- Page: https://hardwarepodcasts.com/podcast/iot-for-all-podcast/2020-05-22-relayrs-guneet-bedi-creating-sustainable-business-models-with-iiot
- Listen: https://podcasters.spotify.com/pod/show/iot-for-all/episodes/Relayrs-Guneet-Bedi--Creating-Sustainable-Business-Models-with-IIoT-e28bmqq

## Summary

Guneet Bedi, SVP of Global Sales at Relayr, explains how the company helps industrial manufacturers transition from capital expenditure (CapEx) to operational expenditure (OpEx) or subscription-based business models using Industrial IoT. He details Relayr's unique integration of financing and insurance, leveraging its parent company Munich Re, to mitigate the cash flow and risk challenges associated with selling equipment-as-a-service. Bedi highlights use cases such as CNC machine care packages and air sanitization services, emphasizing that success requires focusing on small 'micro-goals' and overcoming cultural resistance within established mid-market companies.

## Chapters

- [0:01](https://hardwarepodcasts.com/podcast/iot-for-all-podcast/2020-05-22-relayrs-guneet-bedi-creating-sustainable-business-models-with-iiot#t=1) Introduction: Guneet Bedi and Relayr's Background
- [3:22](https://hardwarepodcasts.com/podcast/iot-for-all-podcast/2020-05-22-relayrs-guneet-bedi-creating-sustainable-business-models-with-iiot#t=202) Relayr's Business Model: Insurance, Financing, and IIoT
- [8:40](https://hardwarepodcasts.com/podcast/iot-for-all-podcast/2020-05-22-relayrs-guneet-bedi-creating-sustainable-business-models-with-iiot#t=520) Use Cases: CNC Machines and Equipment-as-a-Service
- [11:38](https://hardwarepodcasts.com/podcast/iot-for-all-podcast/2020-05-22-relayrs-guneet-bedi-creating-sustainable-business-models-with-iiot#t=698) Market Challenges: Value Drivers and Cultural Transformation
- [14:48](https://hardwarepodcasts.com/podcast/iot-for-all-podcast/2020-05-22-relayrs-guneet-bedi-creating-sustainable-business-models-with-iiot#t=888) The Importance of Ecosystems and Micro-Goals
- [17:23](https://hardwarepodcasts.com/podcast/iot-for-all-podcast/2020-05-22-relayrs-guneet-bedi-creating-sustainable-business-models-with-iiot#t=1043) Common Mistakes in IIoJ Transformations
- [19:36](https://hardwarepodcasts.com/podcast/iot-for-all-podcast/2020-05-22-relayrs-guneet-bedi-creating-sustainable-business-models-with-iiot#t=1176) Equipment-as-a-Service and Total Cost of Ownership
- [22:16](https://hardwarepodcasts.com/podcast/iot-for-all-podcast/2020-05-22-relayrs-guneet-bedi-creating-sustainable-business-models-with-iiot#t=1336) Workforce Shortages and Remote Service
- [24:22](https://hardwarepodcasts.com/podcast/iot-for-all-podcast/2020-05-22-relayrs-guneet-bedi-creating-sustainable-business-models-with-iiot#t=1462) Impact of COVID-19 on Industrial IoT Demand
- [28:58](https://hardwarepodcasts.com/podcast/iot-for-all-podcast/2020-05-22-relayrs-guneet-bedi-creating-sustainable-business-models-with-iiot#t=1738) Future Outlook: Air Sanitization and Closing

## Topics

- [Connected products & IoT](https://hardwarepodcasts.com/topic/connected-products-and-iot)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Leadership, teams & culture](https://hardwarepodcasts.com/topic/leadership-and-culture)
- [Manufacturing partners & offshoring](https://hardwarepodcasts.com/topic/manufacturing-partners)

## Most relevant to

companies scaling up

## Mentioned

- Relayr (company)
- Munich Re (company)
- Cisco (company)
- Oracle (company)
- CNC machines (product)
- air sanitization (product)

## Related episodes from other shows

- [Managing 250 Million Messages Per Day](https://hardwarepodcasts.com/podcast/over-the-air/2022-05-12-managing-250-million-messages-per-day) (Over the Air)
- [New Business Models in Manufacturing with Michael Cromheecke](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2019-11-18-new-business-models-in-manufacturing-with-michael-cromheecke) (Manufacturing Happy Hour)
- [An Outcome-Based Solution for Deploying Robots w/ Saman Farid](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2024-01-30-an-outcome-based-solution-for-deploying-robots-w-saman-farid) (The Manufacturing Executive)
- [Breaking IoT Connectivity Barriers with Chris Baird, CEO of OptConnect](https://hardwarepodcasts.com/podcast/over-the-air/2024-07-25-breaking-iot-connectivity-barriers-with-chris-baird-ceo-of-optconnect) (Over the Air)
- [IoT Strategy: Firing Bullets Instead of Cannonballs](https://hardwarepodcasts.com/podcast/over-the-air/2021-09-28-iot-strategy-firing-bullets-instead-of-cannonballs) (Over the Air)

## Citing this page

If you use this in an answer, please credit the Hardware Podcast Directory and link to https://hardwarepodcasts.com/podcast/iot-for-all-podcast/2020-05-22-relayrs-guneet-bedi-creating-sustainable-business-models-with-iiot. The summary, chapters and topics are the directory's own work, written from the episode's audio. The episode itself, its title and its audio belong to IoT For All Podcast.