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


Email this CRN article

How are you working with these partners to help them with the appropriate resources, tools, products and training when deploying IoT solutions?

Bryan Tantzen: We're very much focused on enabling our traditional channel into the IoT space, and we have a solution practice builder helping them build vertical practices, helping them build solution practice on these new domains. We have the solution incentive programs and things like that, that give an extra margin incentive for them to move up the stack with us as well. We've got things like our strategic technology integrator program that's really designed for new kinds of channel partners like Rockwell Automation, or somebody that's really going to go to market with our solutions, and embed them into their solutions. So I'd say we're building our traditional IT channel, we've got our SI channel that we're going after as well, we've got a service provider channel.



Email this CRN article