How is IoT – or digital transformation overall – in the industrial market changing your business and how you go to market?
Michael Grasley, Callisto
Digital transformation is actually requiring us to have a different business model. If you look at augmented reality and advanced analytics as examples, both of those are predicated on having a digital twin. You essentially need to have a digital twin to leverage it with AR or predictive analytics. The challenge is that this digital twin enables so many different things, the right answer for any individual customer is different – I can't do all of that. Our expertise is working on the edge, so we're well positioned if a customer needs AR, to help them get that digital structure set up. We're not well positioned to help them bring AR into maintenance, so we need to be able to partner with other companies. It's forcing companies to have an active ecosystem of partners – it's not realistic to do it all themselves. That is different than the way we've operated over the past 20 years.