Oct 28, 2026 · 20 min · 8 segments
IoT deal values are rising, and buyers pay most for solutions embedded in a customer's daily operations, not for hardware alone or AI sprinkled on top. Guests: Allen Proithis (Capstone Partners)…
Yeah, I think the other thing that's happening, too, is that, as I was saying last year here at the show, that if you're an IoT company, what you should be thinking is really, I'm in the data feeder for AI business, okay? It's really, how do I facilitate data to have better outcomes, often applying AI? And I've heard there's some investment going on in AI and some activity.
The worry with that is, though, you start getting into kind of AI washing of companies, right? I mean, it's true.
And physical AI is a driver here where we're seeing a lot of value being assigned.
The ability of systems to allow AI to not just reach in and look at the context around a situation or provide an alert about a thing, but actually be ready to act in the physical world on that thing.
As we look at how value is being assigned by acquirers, be they strategic or private
One of which is the impact on the customer's operating activity on a daily basis.
So where physical AI is now being deployed and being directly embedded deeply in customer systems.
It's not a dashboard someone can look at once a week and be amused by what they're seeing.
Yeah, I think the other thing that's happening, too, is that, as I was saying last year here at the show, that if you're an IoT company, what you should be thinking is really, I'm in the data feeder for AI business, okay? It's really, how do I facilitate data to have better outcomes, often applying AI? And I've heard there's some investment going on in AI and some activity.
The worry with that is, though, you start getting into kind of AI washing of companies, right? I mean, it's true.
And physical AI is a driver here where we're seeing a lot of value being assigned.
The ability of systems to allow AI to not just reach in and look at the context around a situation or provide an alert about a thing, but actually be ready to act in the physical world on that thing.
As we look at how value is being assigned by acquirers, be they strategic or private
One of which is the impact on the customer's operating activity on a daily basis.
So where physical AI is now being deployed and being directly embedded deeply in customer systems.
It's not a dashboard someone can look at once a week and be amused by what they're seeing.
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