The IoT can help firms to innovate and to address new business opportunities. However, many companies face difficulties in developing products and services based on the IoT with a clear and valid value proposition (the core of any business model). Considering this, we aimed to answer the following research question: which elements need to be considered to define value propositions for IoT-based products and services? We used the Design Science Research method, developing a conceptualization that guided the creation and testing of a framework to support the definition of this type of value proposition. The framework was evaluated by 33 academic experts and practitioners and tested in four real companies. It addresses critical dimensions and elements to the value proposition considering affordances and constraints related to the IoT architecture to generate different types of values for different actors and the strategic positioning of IoT-based products and services.

物联网可以帮助企业进行创新并抓住新的商机。然而，许多公司在开发基于物联网的产品和服务时面临困难，这些产品和服务具有明确有效的价值主张（任何商业模式的核心）。考虑到这一点，我们旨在回答以下研究问题：需要考虑哪些元素来定义基于物联网的产品和服务的价值主张？我们使用了设计科学研究方法，开发了一种概念化方法来指导框架的创建和测试，以支持这种价值主张的定义。该框架由 33 位学术专家和从业人员评估，并在四家真实公司进行了测试。