10,000 data points a second, and nobody cared

Basis's smart panel measures every circuit in a home 10,000 times a second. That was the easy part. Turning that firehose into something a homeowner looks at twice, and an energy retailer signs a multi-million-dollar contract for, took two years, several dead ends and one hard lesson: data isn't a product until it changes a decision. I'll cover how we built one platform for two customers who never meet, what we killed along the way, and how we found the story that made an invisible product sellable.

Who is this talk for?

Product managers, designers and founders working on data-heavy, IoT or platform products, anyone whose product generates more data than insight, and anyone serving consumers while selling to enterprise.

What will attendees take away?

• A 30-second test for whether a data feature is actually a product. Name the decision it changes, the person making it, and what they do differently. If you can't, you've built a dashboard, not a product.

• How to serve two customers who never meet. A homeowner and an energy retailer want opposite things from the same data. What we got wrong building for both, and the one architectural and design decision that stopped it becoming two products.

• How to price and package something invisible. The discovery questions that surfaced what enterprise buyers would actually pay for, and how a free value-add became a contracted revenue line.