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The problem-solving approach, methodologies, strategic decisions and resulting percentage improvements accurately reflect the project's success.
Architecting the SaaS Pivot for an Industrial IoT Platform
Role: Product Manager - Platform Strategy & Cloud Solutions
Domain: B2B Industrial IoT & Automation
Timeline: 2023-2025
Transforming Legacy Business Models for Cloud-First Markets
An established industrial technology company faced market pressures as customers increasingly demanded cloud-native, subscription-based solutions.
Despite having a dominant hardware market share, the business risked disruption due to:
- Shifting Customer Expectations: Demand for subscription pricing and cloud management
- Competitive Pressure: New entrants offering pure SaaS solutions in adjacent markets
- Revenue Model Constraints: Capital expenditure limitations among key enterprise customers
- Platform Fragmentation: Disconnected hardware and software experiences across product lines
Building the Foundation for Platform Transformation
I led the strategic pivot from product-centric to platform-centric business model through three interconnected workstreams:
Business Model Innovation
- Designed the SaaS/HaaS (Hardware-as-a-Service) subscription framework with flexible pricing tiers
- Developed the financial model projecting 15% ARR growth through service revenue expansion
- Created the customer migration path from perpetual licenses to subscription plans
- Established the partner ecosystem strategy for API-driven integrations
Platform Architecture Strategy
- Defined the API-first approach to enable future third-party integrations and ecosystem growth
- Architected the hybrid edge-cloud solution balancing local processing with cloud management
- Established the technical foundation for scalable multi-tenant architecture
- Designed the data strategy for customer insights while maintaining industrial security standards
Product-Led Commercial Execution
- Implemented value-based pricing aligned with customer business outcomes
- Developed the phased rollout strategy balancing market capture with delivery capacity
- Created the cross-functional launch plan spanning product, engineering, sales, and marketing
- Established the customer success framework for subscription lifecycle management
Positioning for Platform-Led Growth
The strategic foundation set the stage for sustainable transformation:
Enterprise Validation: Secured 30+ enterprise design partners for the new platform vision
Market Alignment: Validated pricing and packaging through intensive customer discovery
Technical Foundation: Established scalable architecture patterns for future development
Organizational Readiness: Aligned executive leadership and cross-functional teams on a unified roadmap
Strategic Impact
Accelerated Time-to-Strategy
Compressed 18-month strategic planning into an executable roadmap
Risk Mitigation
Identified and addressed critical technical and commercial dependencies early
Stakeholder Alignment
Secured C-level buy-in for multi-year transformation investment
Market Positioning
Established thought leadership in industrial SaaS transition
Product Leadership Principles
Strategic Foresight
Anticipated market shifts and positioned the organization for future growth
Business Acumen
Balanced technical architecture with commercial viability and financial modeling
Change Leadership
Navigated complex organizational transformation across hardware and software divisions
Ecosystem Thinking
Designed for future platform extensibility and partnership opportunities
Testimonials related to this project
"I had the opportunity to work with Nicolas during the XYZ project, where I joined as a UX Lead consultant to support the internal team. From day one, Nicolas stood out with his natural leadership. He listens, cares about his colleagues, and shows strong commitment to the team. His human approach helped create a positive and collaborative atmosphere.
One of his key strengths is his ability to connect technical understanding with the product’s market position. This was essential for building a solid product strategy and making sure the project met both user and business needs."
— Jean-Philippe P. Former [UX Lead & Digital Product Strategist] Source: LinkedIn