The rise of the Internet of Things (IoT) presents threats and opportunities for the channel. IoT is experiencing exponential growth, and new companies with different specialties are entering the market. To capitalise on these trends, channel partners of providers of services and products, including IoT connectivity, can further their interests in a number of ways.
Change = opportunity. IoT connectivity business is fast-growing, and it’s here that channel partners have a ground-breaking chance to create added value for their customers. By being proactive, and working with one or more providers, partners can leverage opportunities that enable them to thrive as the IoT landscape evolves.
IoT connectivity is an unavoidable and therefore critically important element of IoT solutions across the channel. To truly add value and stay ahead of the competition, partners must understand the strategies that can lead to success, or at least not being taken to the cleaners by the competition. Let’s take a look at the strategies.
Initiate the IoT conversation early
Preventing customers from drifting away to other providers is crucial. That means channel partners engaging early on about IoT requirements, sharing knowledge with customers – and prospects – about current and expected products and services. The partners should demonstrate that they are best positioned to discuss IoT possibilities and solutions. By initiating these conversations before the need arises, they can stay ahead of customer demands, keep customers on side and win new ones.
Start small and keep benefits tangible
IoT connectivity may seem complex, and it can be at first, so it’s important to start with small and simple solutions. By focusing this way on tangible business benefits that are easy to understand, partners can showcase the value of IoT in a short (but, going forwards, expandable) timescale. This approach enables customers to experience the benefits of IoT first-hand and gradually expand their IoT capabilities.
Deploy the right solution
Yes, that may sound very obvious and commonsense, but IoT connectivity is more than just inserting a data SIM into a device. It involves a holistic approach including selecting the right SIM, network, platform and commercial modelling. It’s critically important to avoid deploying inadequate solutions, such as using retail SIMs or mobile broadband SIMs, or an inappropriate type of IoT SIM, for mission-critical applications. Channel partners must ensure they deploy the 100% correct connectivity to avoid disasters, disillusioned customers, a poor reputation and lost business.
Get the positioning right. Be an expert
Avoid providing consumer-facing connectivity solutions without the necessary security, infrastructure and service level agreements (SLAs) required for a reliable, always-on service. Rather, position as an expert in a specific vertical or sector, and/or leveraging, where necessary, the expertise of trusted providers like Cellhire. By focusing on specialised knowledge, channel partners can provide comprehensive solutions tailored to their customers’ unique needs.
Make good use of available expertise and broad experience
Concentrate on fostering strong relationships with customers while expanding capabilities to include IoT connectivity solutions. By partnering with experienced providers, channel partners can offer scale, resilience, pedigree, and expertise. Deep and broad experience of a provider can help ensure reliable support, successful implementation and keep customers onside.
Embrace the growing market
As stated at the beginning, the rise of IoT presents both a threat and opportunities for the channel. Opportunities are plenty. Threats come not only from lack of knowledge in critical areas, but also being unprepared for the changes and challenges that are happening now and lie ahead. Be prepared and embrace the market as it grows.
Partner! Collaborate!
By aligning with trusted providers, channel partners can protect their reputation while gaining support for new opportunities – and benefiting from support during the initial and growth stages as their capabilities expand.
To conclude – through initiating early conversations with existing and potential customers, and deploying the right solutions and positioning themselves as experts, channel partners can confidently meet the increasing demands of IoT communications. Collaboration with trusted providers can help partners adapt to market and technical changes and help ensure they stay ahead of the curve – while continuing to provide highly appropriate solutions.
In brief, for the channel, IoT connectivity and collaboration with a provider mean…
- New conversations – which can lead to tomorrow’s revenues being here today
- “Getting there” before the competition “eats your lunch, takes you to the cleaners”
- New incremental annuity revenues
- Account stickiness. Customers are more likely to stay
- A wealth of opportunities to be discussed with the provider and customers
More at http://www.cellhire.co.uk/partners/iot
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