CRN IoT Roundable: Cisco, HPE And Forescout Execs Use Channel Partners To Deploy IoT Solutions


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Todd DeBell: As you're looking at the different hacks that have happened, and the currents of items that have happened this year, we're getting ahead of those and helping our partners, and our partners are helping their users, get to a spot where that control piece of the solution that we offer, that they go out and deliver.

So, for instance, medical is a good example where we've had a couple opportunities where channel partners have went in on the medical side and all of a sudden, when they've turned on our product, they've been able to see different devices that were on the network that they didn't see before. For example, we had a number of heart pumps that were in a closet, that apparently somebody cleaned out or moved to the closet, and were off the grid, nobody could find those. All of a sudden, they were on the network, they were in a situation where they could identify what those were based on the footprints and the items that we had helped them with. So, right out of the gates, that hospital had an inventory situation as well as a security situation, as they knew what it was and they knew how to secure it, and they knew what it was from a footprint standpoint.



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