How To become a True Solution Provider | Dominik Kujawski - Co-CEO at needCode | The IoT Podcast

Why do so many IoT and embedded projects become harder to deliver as they scale, even when the technology itself works? As IoT and embedded projects scale, the challenge shifts from simply developing the technology… to delivering outcomes reliably. Not just technically, but commercially and operationally too. In this episode of The IoT Podcast, Jake Gilbert sits down with Dominik Kujawski, Co-CEO & CRO at needCode, to explore how that shift is changing the way connected products are being built, delivered, and supported across the IoT industry. Drawing on their experience across wireless connectivity, ultra wideband, BLE, and embedded systems, the conversation focuses on the realities that start to emerge as projects become more complex - from integration challenges and certification requirements, to reducing iteration cycles, avoiding costly rework, and aligning technical delivery with commercial expectations. Rather than approaching projects as isolated technical tasks, Dominik explains why more companies are moving towards a solution-first mindset starting with the client problem, understanding the operational context, and taking greater ownership of the end result. Jake and Dominik also discuss: 🎙️ What signals it’s time to move beyond your current business model 🎙️ How starting from the client problem (not the technical solution) changes delivery 🎙️ Why reducing iteration and rework is often where the real value sits 🎙️ What “production ready” means when certification and performance are involved 🎙️ How value is measured differently, beyond day rates or cost The episode also gives a look at how expectations on delivery partners are changing, particularly as connected products become more intelligent, more integrated and more commercially critical. This episode offers insight into what it actually takes to deliver successfully in modern IoT environments. Chapters... 00:00 Introduction to needCode and Its Evolution 03:45 Moving from Capacity to Solutions 08:01 Cultural Alignment and Team Dynamics 12:07 Understanding Client Problems and Delivery Challenges 18:23 Identifying the Right Customer Profile 23:38 Navigating Enterprise vs Startup Environments 25:52 Shifting from Cost to Value-Based Delivery 27:28 The Impact of AI and Edge Computing 33:02 Certification, Interoperability, and Production Readiness 36:17 Differentiation in a Competitive Market 39:26 Real-World Case Studies and Lessons Learned 42:38 Final Thoughts and Future Outlook The episode is live on all major listening platforms now! Listen here: https://linktr.ee/theiotpodcast Connect with our guest… https://linkedin.com/in/dominik-kujawski About needCode needCode is an IoT development company focused on system integration, architecting, and deploying wireless connectivity solutions for critical applications. Their work spans ultra wideband, BLE, embedded systems, and smart connected products, helping businesses solve complex connectivity challenges and deliver production-ready solutions. Find out more: https://needcode.io/ SUBSCRIBE TO THE IOT PODCAST ON YOUR FAVOURITE LISTENING PLATFORM: https://linktr.ee/theiotpodcast Sign up for exclusive email updates: https://theiotpodcast.com/get-exclusive-access/ Contact us to become a guest/partner: https://theiotpodcast.com/contact/