Miner says Tech Data’s partners that are most successful in IoT and analytics start with a single use case. This observation coincides with data from IDC as well, she says. Once partners master one use case, “then it builds to an adjacency for other use cases. Then the IoT practice starts to grow on its own without the heavy lift of, ‘Let’s build an IoT practice and invest in that.’ It becomes, ‘Let’s just invest in this one use case and just start selling and talking about that.’”
Vertical use cases that partners can start leveraging now are:
- Industrial—factory automation
- Healthcare—asset management
- Retail—smart shelving
- Smart cities—parking, facial recognition
“I know a lot of people think that these next-generation technologies are completely different and you need a different type of partner. I don’t think that’s true,” Miner stresses. “I think new partner types are selling next-generation technologies like IoT and analytics, but our legacy partners that were born in what IDC refers to as the ‘second platform’ are also very successfully picking these things up. And because we’ve prebuilt these solutions and are giving them a business plan to do it, and teaching them to have these conversations, there’s no reason why they can’t be successful, and we are seeing success in our more traditional partners.”
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