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Intel's New IoT Sales Chief Talks 'Customer Obsession,' New Hardware

Intel's new IoT sales chief, Brad Haczynski, talks to CRN about the chipmaker's new focus on 'customer obsession,' Intel's drive to help partners scale IoT projects and new 'purpose-built silicon' that will expand Intel's IoT portfolio.

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What are the kinds of channel partners that work with IOTG?

We have a bunch of programs, and of course this week, the big theme is how we're launching a new program, the Intel Partner Alliance. But if you think about the program in its current state, we have several. One is the IoT Solutions Alliance. Another one is the IoT Solutions Aggregator Program. So we those are good examples of programs where you bring in fellow travelers along with you to really drive IoT into the marketplace and create that scale. Because IoT is really about creating scale, driving [DM1] things like the [IoT] Market Ready Solutions, etc.

Have you had a chance to see what any customers or partners are doing for IoT projects?

I've seen examples, I've heard of examples, but one thing I know that is resonating especially within this partner community is our [IoT] Market Ready Solutions. So if you were here last year, you probably heard us talk about MRS. Well, I know that we [had] a pretty strong goal of Market Ready Solutions deployments for 2018, and we far exceeded that goal.

And what's really interesting about those deployments is the Market Ready Solutions that were deployed, we're seeing 90 percent of them right now have some level of repeatability. Which is exactly where we want to target in the marketplace, because you go, "okay if I have created a solution, and it's working, and it gets deployed and if it can be repeat deployable," then you now know you're onto something. So while we have a wealth of market-ready solutions, not all of them have necessarily been deployed. But the ones that have been deployed, we're seeing that good repeatability.

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