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Sitting on the sidelines when it comes to IoT? 3 ways to get in the game


11 April 2017:
Craig Smith, Director IoT, Cognitive Computing and Analytics

Craig Smith

Director IoT,
Cognitive Computing and Analytics
Avnet Technology Solutions

Craig Smith, Director IoT, Cognitive Computing and Analytics, explains how Technology Solutions can help channel partners develop an Internet of Things (IoT) practice

The commercial opportunities for IoT are huge, and whilst initial success has been in the consumer space with applications such as connected heating systems, the technology is now transforming certain enterprise verticals. Gartner forecasts that 8.4 billion connected things will be in use worldwide this year, up 31 percent from 2016, and that business IoT endpoint spending will total $964 billion.  What’s not to like about that?

From smart buildings, smart cities to healthcare monitors and smart prescription management, the appetite for connected things shows no signs of abating due to the benefits that real-time data visibility can deliver.

As a result, the analytics, networking and security infrastructure requirements to deal with vast amounts of data will provide the perfect storm of opportunities for the channel. Here are three ways Technology Solutions can help channel partners develop an IoT practice and jumpstart their growth.

1. Filling technology and service gaps

Whatever your customer needs, from sensor technology, IoT connectivity solutions, management platforms, data analytics, machine learning and cognitive applications through to IoT service constructs, Technology Solutions can pull together the building blocks required to implement complete edge to enterprise solutions.

We have created a tangible IoT proposition for partners to take to their customers. Our “IoT Tool Kit” provides a suite of products and services, which spans design and proof of concept to real-world IoT installations delivering measurable business outcomes.

We support partners in enabling their end-user customers to go to market faster and on budget, with services that include:

  • Design Thinking and innovation workshops
  • Product and solution design
  • Application development
  • Integration services
  • Post sale support.

Partners can pick and choose components and services that work alongside their own value proposition, in turn removing support burdens and improving profitability.

2. Removing barriers to market

Technology Solutions has the specialist knowledge and diverse portfolio of vendor products needed to architect sophisticated IoT solutions that meet specific customer requirements. As the different phases of IoT come to prominence, it will be increasingly difficult for channel partners to identify, manage and fulfil every opportunity, therefore, Technology Solutions has created an extensive ecosystem to help partners expand their routes to market with multi-dimensional opportunities.

No single organisation has all the products, skills or services required for a complete IoT implementation, which is why building a robust IoT ecosystem with distribution at the core is a key component to success. Through active collaboration, partners can minimise barriers to entry, adapt quickly to market changes and reduce complexity for the customer by collectively delivering an end-to-end solution.

By fostering relationships through the ecosystem with organisations that offer complementary products and services, business partners can carve out new revenue streams, enabling them to access and thrive within a profitable and fast-moving market.

3. Priming the market – saving time and reducing risk

IoT projects in businesses of all sizes are ramping up as companies increase their adoption of internet connected devices, and business partners with a view to the future would be wise to talk to the Technology Solutions IoT business unit. We have built a strong EMEA IoT team, including dedicated UK specialists and created several live IoT applications that partners can showcase to customers. 

Over the last 18 months, we’ve been focused on building an IoT opportunity pipeline. This enables us to introduce channel partners into qualified opportunities thereby accelerating time to market.  In fact one well-known brewing company has commissioned Technology Solutions to build an IoT proof of concept involving inserting sensors into their draught beer pumps in pubs across the country to measure the flow and quantity of beer poured, its temperature and location. The data will be used to understand beer brands usage, consumption trends and anticipated revenue, system maintenance and defects, and overall impact. This “Internet of Beer” is a perfect example of the type of opportunities we will be able to introduce to business partners.

Get in the game

Today, the Internet of Things is improving productivity, reducing operating costs, and enhancing safety in industrial environments, but the future and long-term potential for business partners depends on their appetite for change and the desire to see themselves as solution providers rather than product resellers. For those partners looking to join the ‘game of things’ and benefit from the opportunities that IoT presents, Technology Solutions can fill technology and service gaps, remove barriers to market entry and assist partners in forging collaborative relationships.

For more information contact our sales team on 01344 662000.

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