Why smart home sales stall
Customers want lights that come on when they arrive, heating that is not wasted, and to see the door camera from a phone. Presented with protocols, hubs and device brands they disengage, because the vocabulary is not theirs. The second obstacle is fear of lock-in and obsolescence: buyers have heard about systems abandoned by their manufacturer. Retrofit versus new build is the practical constraint that determines what is even possible.
What we build for an installer
First, scenario-based packages describing what the house does, priced, rather than a component list. Second, retrofit and new-build routes separated, since wiring constraints change everything and buyers need to know which applies. Third, compatibility and openness stated, which addresses the fear of being stranded by a discontinued system. Fourth, support and maintenance contracts, because a smart home that stops working is worse than no smart home and support is what customers are really buying.