Executive Survey: The Impact of IoT On Routes To Market

As a business we work at bChannels with all of the largest B2B technology companies. We’re lucky enough to work with Cisco, SAP, Oracle, IBM and many other clients.

We asked the channel leaders for these large companies, and the channel leaders with a bunch of smaller companies, to give their opinions. We asked them about the impact of IoT on routes to market, and the likely changes to their channel partner programs as a result.

This graph shows how our seventy seven channel leaders responded to the question ‘Is IoT Important for my Company?’ You can see the responses by company size. The blue is the companies over one billion in turnover, and the orange is the smaller ones.

We’re seeing around 85% of channel leaders from the larger companies saying yes, and around 65% of channel leaders from smaller companies saying yes.

Here’s the same thing for the question ‘Is the Future Impact of IoT on Your Channel Clear?’

It’s in the same format. Blue for larger companies, orange for smaller. Here we see that around 60% of all companies large and small are uncertain about the impact of IoT on routes to market.

Points to consider:

• Smaller companies see IoT having a lesser impact on routes to market than larger companies. Around a third of channel executives from smaller companies do not see IoT impacting their routes to market.

• Around 60% of all channel executives, with large and small companies, believe that the future impact of IoT on routes to market is unclear. Although around 80% of channel executives know that it will impact their routes to market.

The content in this opinion piece is an extract from ‘The Impact of IoT on Technology Routes to Market’, a keynote presentation by Matt Rowland-Jones of bChannels. To read more visit Matt’s webpage here.

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