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4 Ways Solution Providers Can Find Profit Opportunity In The Internet Of Things

CRN sat down with executives from Cisco, ForeScout, Intel and KMC Controls to talk about where the biggest profit opportunities lie for channel partners in the Internet of Things.

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The Less Good News: Partners Need 'Extremely Disciplined Sales Cycles' To Profit In IoT

Intel's Steen Graham

If you look at the IoT sales cycle and the challenges to profitability, it requires an extremely disciplined sales cycle where you're doing quite a bit of qualification, making sure you're solving a major problem in that company, making sure you've got line of business bought into that outcome, making sure you're at the C-level and this is transformative at the C-level for their business.

Then you're talking about economic creation. I think we don't want to mislead our channel partners that there's not going to be deals that are non-profitable because a lot of the IOT deals, there's a lot of IOT opportunities that start out as proof-of-concepts that never get productized, and that's because we haven't gone through that disciplined sales cycle and ensured that we're working on the right problem with the company. A lot of people that are still in that challenge of IoT as hype instead of IoT as revenue, they've got to focus on those right use cases and those right problems to solve and have that disciplined qualification process of those deals.

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