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Ingram Micro Unveils IoT Marketplace, Outlines Six Steps To Solution Provider Success

With Ingram Micro’s new IoT Marketplace, Director of IoT Eric Hembree says the distributor has one simple message for solution providers: ‘Stop making IoT so hard.’

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Simplifying The Process

To help solution providers hit the ground running or quickly expand on prior IoT experience, Ingram Micro has introduced IoT kits that include sensors, gateways and other components. The sensors are optimized for the gateways to ensure data flows correctly, Hembree said.

Hembree declined to call them "bundles," as that term suggests bringing products together for pricing reasons only. "We have solutions and kits," he said. "The solutions can be priced with no up-front costs, but factored into the recurring revenue. Recurring revenue is the longtail business."

The kits target solution providers at different levels. One set of kits, aimed at solution providers just entering the market, contains about 90 percent of a complete solution, including sensors optimized for the gateways, leaving the final configuration up to the solution provider, Hembree said.

The other kit, for solution providers with some IoT experience, is about 60 percent of the complete solution and lets them provide more of their own value-add, he said.

Security for the solutions can be added via vendors such as Symantec, or solution providers can offer their own security solutions, Hembree said. Ingram Micro is also partnering with a third-party developer of a security chip that can be installed in many of the devices.

"The security portion is paramount," he said. "We want partners to have peace of mind with the solution."

Here are Hembree’s six steps for help solution providers succeed in IoT.

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