Going Mainstream with IoT Education
How is the process of implementing and deploying IoT solutions changing as IoT technologies go mainstream? At CTIA 2016, Steve Brumer, Partner at 151 Advisor, and Fred Yentz, CEO of Telit IoT Platforms, speak with Abe Nejad from TIA Now. With various industries and verticals wanting to implement IoT solutions, they discuss the process of doing so and the impact of IoT Education for the communications technology enterprise community.
Stever Brumer shares what going mainstream with IoT means from a channel perspective. Companies that have been traditionally IT, ICT, or Telecom resellers are now trying to figure out how to participate in the IoT space. Their customers of decades are asking them what IoT is, how can they use it, and what they should know about it. Many VARs are trying to figure out where the money is and what is it that their customers want to solve by implementing IoT-enabled solutions.
Fred Yentz explains that the Information Communications industry has been more tuned into the prevalence of IoT-enabled solutions compared to the IT space. Telecom operators have been providing data plans for some time, so they were aware IoT solutions and so have some of their distributors and channels. However, their awareness did not necessarily bring the enterprise integration skills that customers needed to actually realize the value. While the IT community is good at understanding the enterprise value delivery, to them connectivity and device management were a mystery.
It is an era of needed implementation and there are now a loT of inquiries coming from standard businesses to their traditional IT resellers about IoT-enabled solutions to help them realize the value. As an industry, we need to make sure that we can give the IT VARs and the typical routes to market for these solutions good, easy-to-understand tools, education, enablement, and ultimately access to products. Convergence into the mainstream is forcing us to relook at different routes to market.
From a B2B and enterprise standpoint, the implementation is complex, including fleet management and new technologies. There are so many new aspects of IoT to keep up with beyond a new juicer or washing machine — it has expanded to building automation. There are all kinds of small to medium sized businesses and enterprises with an IoT desire and a different value proposition they need to realize at the application layer. With mature products and interested channels, these smaller businesses can implement IoT.
There has been a constant issue of education for customers and B2B about what IoT is and how to use information. Telecommunications companies and resellers need to be educated about IoT as well to understand the benefits to bring to customers. IoT allows businesses to look long term into the future and opens new capabilities for businesses.
Telit’s deviceWISE University offers a chance for someone to get an end-to-end education on how IoT is put together. Mainstream IoT distributors want to feed downstream bars with these opportunities and will sponsor weeks of education. The program allows participants to really experience what IoT is. While IoT is a popular topic of discussion, few people have a true understanding of IoT and have touched it.