Intelligent Tech Channels Issue 01 | Page 41

FUTURE TECHNOLOGY

IoT offers vast channel opportunities

The Internet of Things aimed at connecting the unconnected has reached a tipping point . By 2020 , nearly 50 billion devices are expected to be connected to the internet . According to Cisco research , IoT will be a $ 19 trillion opportunity for businesses and governments globally over the next 10 years . With an estimated 99.4 % of physical objects still unconnected , the opportunities for partners within the IoT space are multi-fold .

The connection of devices , machines , and things allows generating , analysing , and communicating intelligent data , increasing operational efficiencies and powering new improved business models . It opens avenues to create strong partner ecosystems which include solution providers , independent software vendors , technology partners , and consulting firms . They can provide solutions that address changing market conditions , enable flexible consumption models and help customers achieve desired business outcomes .
Designing solutions for IoT requires deep understanding of solution spaces and an ability to connect hierarchical systems . It requires understanding specific usage models and domain expertise to translate those user models into sensors , actuations , control logic , data aggregation , and local network connectivity and service layers .
Partners developing applications for a specific line of business or vertical market can win huge because IoT is largely about selling to customers on business outcomes . Analysts say by the end of the decade , 90 % of IT spends will be controlled by line-ofbusiness , so the ability to deliver business outcomes becomes really critical .
Opportunities for partners Safety and security
As more devices get connected to the internet , security will be one of the major challenges for enterprises looking to converge unrelated networks , traffic demands , advanced data analytics and a new class of intelligent applications that increase productivity without sacrificing security .
There will be a heightened need to secure the complete networking architecture . Partners who can provide integrated security solutions will stand to gain the most .
Manufacturing Global competitive pressures are challenging manufacturing companies to drive inefficiencies out of their systems , manage workforce skill gaps and uncover new opportunities . To simplify and address complexities and adapt to market changes , there is a need to intelligently connect all parts of the value chain , quickly and easily share information with every department , employee , partner , and customer .
Connected systems reduce maintenance costs and downtime , enhance the ability to aggregate data and present dashboards accessible on the web that allows effective monitoring of operations . Partners will be needed to provide nextgeneration cybersecurity , secure-access , and compliance solutions for critical infrastructure .
Oil and gas Collaborative solutions that help accelerate workflows with improved information gathering and expert communications will be needed . This will help improve decision making and business outcomes for energy companies , and reduce expensive operational issues . Partners providing integrated solutions will help customers gain secure industrial automation and control systems environment to protect workers and facilities in the energy industry .
Channel success Visibility By developing a vast array of market leading solutions spanning hardware , software and services , vendors can enable their solution partners to get access to channels where solutions can be integrated and taken to market to enable differentiation .
Business outcomes << sub sub head >> Partners can use new solutions to reach a broader set of customers and increase their relevance beyond IT . They can strengthen their role as trusted advisors and capitalise on new market opportunities with horizontal , vertical solutions and services resulting in higher revenues and profits .
Connections Partners must connect with each other so that they can create a repository of solutions that enable improved business outcomes for the enterprise across applications , products and services .
IoT provides opportunities for partners to derive greater value from connections amongst people , processes , data and things . Partners need to jump on the IoT band-wagon and enable themselves for future success .
Shadi Salama is Channel Leader , Middle East Theatre at Cisco
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