Internet of things News
CRN IoT Roundtable: 5 Ways Solution Providers Can Get Ahead Of The Game
Create New Relationships
A new crop of vendors is emerging in the IoT space, including operational technology manufacturers like KMC Controls and lesser-known gateway and sensor companies like Lantronix. Cisco's Tantzen said that solution providers need to start looking at building new relationships around IoT solutions.
"[Partners] need to take the time to build new relationships," he said. "If you're only selling to the people over here that are doing the corporate network refresh, or the data center, and you're not talking to the OT buyer, you're not going to be successful."