The top 3 challenges in GTM and Org have been stable over time; Cybersecurity has emerged as a top tech challenge Number ranking item #1 or #2 (of 7 options per category) Trend vs. Q2’18 Top 3 IoT Cybersecurity concerns or weaknesses 513 New to top 3 Technical Integration of legacy systems (ERP, MES, CRM etc) 432 New to top 3 Challenges Data wrangling (cleaning, moving, formatting, joining etc.) 412 New to top 3 Top 3 IoT Go To Customers don’t perceive/believe the value of IoT 478 New to top 3 Market Customers perceive value but don’t want to change 455 Challenges Challenges in establishing pricing 399 Recruiting and retaining to the IoT-savvy talent 540 Top 3 IoT needed to deliver Organizational Getting the functional teams to work together 534 Challenges (IT, marketing, finance etc) Getting the business leaders to buy in and own the solution 439 McKinsey & Company 14