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Itron Engage Director: Partners Have ‘Huge Part To Play’ In Success

‘Itron is dedicated to creating a more resourceful world,’ Itron’s Kevin Morata tells CRNtv. ‘As a leader in the industrial internet of things (IoT) [and] one of the largest connected platforms in the water, energy and smart city sector, our channel partner community has a huge part to play in that install base.’

As solution providers up their game to meet customer demand for the hottest technology and the latest in consumption-based pricing, the right vendor partner program is key to their success.

CRNtv welcomes vendors to The Partner Program Pitch to share with the channel what makes their channel program unique, starting with an elevator pitch on why solution providers should join their partner program.

CRNtv’s Jennifer Zarate talks with Kevin Morata, director of Itron Engage sales channel partner program at Itron, about how the program provides new and existing partners access to tools, training and support to understand their customers’ challenges and the complexity of modernizing critical infrastructure.

“Itron is dedicated to creating a more resourceful world,” Morata told CRNtv. “As a leader in the industrial internet of things (IoT) [and] one of the largest connected platforms in the water, energy and smart city sector, our channel partner community has a huge part to play in that install base.”

Company At A Glance

Location: Liberty Lake, Washington

Number of partners: 400+

Percentage of sales that go through the channel: Around 10%

Product and services in which Itron specializes in:

“Our portfolio is comprised of smart networks, software, services, meters and sensors.”

* Advanced metering infrastructure

* Automated meter reading

* Analytics

* Distributed energy management + consumer engagement

* Distribution automation

* Meter data management

* Smart city applications

* Industrial IoT solutions

“We have some recurring revenue stream offerings within our AMI (Advanced Metering Infrastructure) portfolio and with our AMR (Automated Meter Reading) portfolio, but there is no doubt the industry is moving towards an opex-type model and we have to help our partners transform into that opex environment,” said Morata. “We want to grow more of our recurring revenue with our partner community and our new prospective partners.”

Partner Program Details

Year channel program established: 2020

Program tiers: Certified, Advanced and Expert Partner

Eligible partner-types:

“We welcome conversations with all partners types. Right now, we are focused on value-added resellers, distributors and solution providers who have expertise utility, smart cities or IoT industry.”

“We’re getting back to brass tax basically, focusing on the training and certification program that will allow partners to expand their portfolio,” Morata told CRNtv. “Expanding their portfolio allows them to look at new solutions with their existing customers and obviously upscale themselves to go and find prospective customers at the same time.”

Tune in to CRNtv to learn more about partnering with Itron.

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