McKinsey & Company 14 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) Cybersecurity concerns or weaknesses Data wrangling (cleaning, moving, formatting, joining etc.) Integration of legacy systems (ERP, MES, CRM etc) 412 513 432 Customers don’t perceive/believe the value of IoT 399 Customers perceive value but don’t want to change Challenges in establishing pricing 455 478 439 534 540 Getting the business leaders to buy in and own the solution Recruiting and retaining to the IoT -savvy talent needed to deliver Getting the functional teams to work together (IT, marketing, finance etc) Trend vs. Q2’18 New to top 3 New to top 3 New to top 3 New to top 3 Top 3 IoT Technical Challenges Top 3 IoT Go To Market Challenges Top 3 IoT Organizational Challenges