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How 4 Distributors Are Helping Solution Providers Scale IoT Projects

CRN outlines how Ingram Micro, Tech Data, Arrow Electronics and Synnex are helping solution providers build IoT businesses with a variety of strategies, ranging from the aggregation of pre-packaged solutions and partner matchmaking to value-added services and workshops.

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Tech Data Helps Partners Build Business Plans For IoT Solutions

Tech Data, based in Clearwater, Fla., is helping solution providers build scalable solutions around the Internet of Things with its recently launched Analytics and IoT Solution Factory.

The new program combines market-ready solutions from vendors like Intel as well as one-off solutions Tech Data has built with partners that are then expanded for additional use cases and verticals, according to Andrea Miner, director of consulting services for analytics and IoT at Tech Data.

For partners who have an idea, use case or business problem, they can approach Tech Data to build a solution, which will then be available for the distributor's wider partner base.

"We have a solutions development team that takes the one-off solutions that we create and looks at where else that could fit in a vertical market," she said, describing how Tech Data scales the solutions.

Using Tech Data's Practice Builder methodology that was introduced in 2017, the distributor can also help solution providers build a business plan and go-to market plan around IoT solutions in addition to creating and vetting the solutions as well.

"It's very consumable, and it's very executable, and it takes the heavy lift out of IoT and analytics and lowers the barrier to entry," Miner said.

Another important aspect of the new Solution Factory program is that Tech Data helps solution providers vet which vendors are the best fit for the solution they're trying to build.

"When you think about the hundreds of vendors that are part of the IoT ecosystem, it's very difficult for a partner or an end customer to figure out which of these vendors make the most sense to go to market with," Miner said, "but for us we've been doing that for a long time, so we were able to figure out what the most channel friendly vendors."

Vendors participating in the Analytics and IoT Solution Factory through Intel's IOT Market Ready Solution program include IBM, Cisco, Hitachi Vantara and Dell EMC.

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