IT and Business Insights for SMB Solution Providers

Cultivating IoT Skills

With help from partners and some transferrable skills, the jump from IT to IoT can be a short one. By James E. Gaskin

DESIGNING AND DELIVERING IoT solutions requires a variety of skills, but not necessarily IoT-specific ones. In fact, IT is closer to IoT than you might think.

Seth Robinson, senior director of technology analysis for industry organization CompTIA, says IoT projects, like IT projects, must align technology with business objectives. Although IoT projects for collecting operational data, real-time asset monitoring, smart buildings, and tracking customer behavior fall outside the standard IT domain, according to CompTIA’s 2019 Trends in Internet of Things report, the required know-how is familiar territory. "Technical skills needed include hardware support, data management, data analysis, and network administration," Robinson says.

Seth Robinson

In most cases, he continues, companies can use training to close IoT skills gaps rather than hire specialists. Network admins who can tune a network today can learn to tune one that includes IoT devices tomorrow. Network segmentation and assigned priorities for IoT build upon what they already know.

An open mind is required though, according to Ken Hosac, vice president of IoT strategy and business development at Cradlepoint, a leader in 4G LTE network solutions. "IT folks who just look at laptops and printers are not the guys to help you move forward in IoT," he says. "Younger IT guys embrace the chance to grow and work with different customer groups using IoT."

Technical skills aren’t the only ones required, however. "IoT has to solve a problem,” says Paul Smith, owner of Datasmith Network Solutions, a 10-person MSP in Walpole, Mass. "The skill you need is to look for opportunities to keep the solution simple and really hammer the savings."

When a project calls for deep expertise, Smith relies on his primary distribution partner, Ingram Micro. "We use Ingram's professional services and grow our IoT business without using our own techs," he says. "We can sell $100,000 deals and not expand over our 10 people." He relies on Ingram for financing as well in many cases.

Cradlepoint leans on partners too. Hosac looks to Microsoft for IoT skills. When he took an "anyone can do it" IoT project proposal to his boss, for example, he was told to do it himself if that’s true. "With Microsoft's cloud support and our tools, I built an app to manage kiosks in eight hours. If a biz dev like me can do it, a VAR can certainly do it," he says with a laugh.

About the Author

James E. Gaskin's picture

JAMES E. GASKIN is a ChannelPro contributing editor and former reseller based in Dallas.

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