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


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What are the first steps solution providers can take who want to work with you in deploying IoT solutions?

Bryan Tantzen:  I think there are three things they should try doing that will make them really successful to go after this opportunity. One is, I think you alluded to it, but the vertical knowledge. They've got to pick some verticals, hire some people that walk the talk, that can speak the language. The solutions are very similar. There's a $2 billion industrial networking market … And then two, they need to take the time to build new relationships. If you're only selling to the people over here that are doing the corporate network refresh, or the move compute data center, and you're not talking to the OT buyer, you're not going to be successful. And then three, they may want to consider partnering. Maybe not buying, but partnering with OT vendors, so they know who to go to. And I've seen a couple, like WWT, buy software companies. So that they can start doing software development into this OT space. That's something to think about as well.



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