Internet of things News
CRN IoT Roundtable: 5 Ways Solution Providers Can Get Ahead Of The Game
Build Up Your Vertical Knowledge
Solution providers need to deepen their expertise around vertical markets, such as health care, manufacturing or transportation. Cisco's Tantzen said vendors rely on the channel for its expertise in customizing IoT products and bringing them to market as an end-to-end solution specifically tailored for niche customers.
"They've got to pick some verticals, hire some people that walk the talk, that can speak the language," he said. "The solutions are very similar. … It's still a switch, it's still a security firewall, it's just different protocols, different uses. But it's the same underlying technology. There's no reason they can't be very successful selling that technology into this new space. ... They just have to learn the language so they have basic credibility."