I have just returned from a weekend in Eastern Ohio at a youth soccer tournament. You learn a lot about human nature–your own as well as others–when you’re in a competitive tightly compressed space.

The games I refereed had coaches and parents carrying exhuberance carried way too far–probably into less positive descriptions. As director of referees for the tournament, I walked around observing other games, as well. Talked with a 15-year-old girl about her game. She told me the parents were the worst. They yelled unkind things directly at their goalkeeper including calling her a “bitch”. Sometimes I wonder.

This week I’m heading west for another IT conference. This one is Hitachi Vantara. I have had a few interviews lately with people from there as they have ramped up an Industrial IoT practice. I’m sure there will be more later this week.

What started me thinking about human nature and Industrial IoT suppliers was a comment I received a couple of weeks ago at another conference. “The trouble with the IT companies is that their sales people come in and promise that their Industrial IoT solution will solve all their problems.”

What engineer do you know who would believe that? Which ones would immediately tune them out and start thinking about their hobby?

I was a sales guy once. Or twice. I also was the guy from engineering who tried to explain the technology, benefits, and competitive advantage of our product versus the market. I also watched for when the sales peoples’ eyes glazed over. They didn’t want too much information. Too much gets in the way of a sales pitch. It’s partly just human nature and partly knowing their job.

That was a good comment. I don’t work with sales at these companies. Sure, the CEO is “selling” when they talk to me, but it’s a different selling. I write; I don’t buy.

It taught me to probe a little deeper into all these companies I cover–IT and OT–and get into what message they take to the prospect or customer. It may be entirely different from what I hear. And that would be a valuable part of the story.

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