bChannels and IoT Evolution (Part 2)

Be sure to read part 1 of this article, here.

bChannels and the Internet of Things evolution:

Last week I wrote about the evolution of the Internet of Things (IoT) from being a primordial soup. We looked at how IoT is becoming more prevalent and mainstream. How the mix of IoT is developing, evolving, and new life is coming forward. We dug a little into IoT hardware, applications, data and ISVs, and some of the niche verticals represented. We ended up looking at the routes to market as they are becoming clearer: vendors with platforms, installers and resellers, and marketplaces to buy from. This week’s blog looks at how these connections are and how they may evolve in the future. Included in this article, you will find what actions you should take, as a vendor participating in IoT to get the best outcomes and benefit from the way the primordial soup is evolving.

1. Who’s cooking soup, and what does good soup look like?

First, let’s look at the history of IoT and where it came from. If we look at some of the heavily verticalized IoT use cases today, like smart cities or smart metering, these have been built with ‘closed technology’ approaches from vendors working with a small number of selected SIs for the ‘complex’ end (building the systems) and a swathe of installer resources for the ‘simpler’ end. This is beginning to change as IoT becomes more pervasive and use-cases more extended.

We see evidence that IoT platform providers are reaching out for more SIs and smart installers. They want to attract more ISVs and SIs to make their offering richer and more compelling. These approaches are becoming more ‘open technology’ which is a model many will relate to. Examples are:

• Intel has been actively profiling and looking for IoT resellers across all geographies

• Microsoft is generating an IoT channel so it can drive consumption of their Azure IoT platform

• IBM, Software-AG and HPE are looking for ISVs and hardware vendors to add to their IOT marketplaces

• TechData has invested in building an ecosystem, and attracting players like Relayware to provide platform capabilities across EMEA

1. What do vendors need to look for to be successful as the ‘primordial soup’ evolves?

• Partner ecosystems: There is a clear developing need to identify, attract and connect the right partners to build IoT solutions, to offer, to install, to extend vendors reach and range. What is special with IoT is that the ecosystem of an IoT solution is itself very extended and disparate, which may require several connections.

• Catalogues and Marketplaces: Because IoT solutions are extended, disparate solutions requiring an ecosystem to sell, deliver, and support catalogues and marketplaces become more relevant as these solutions scale.

• Gaining early success: Building the right ecosystems, connecting with the right partners, and especially delivering successful use cases will be important as in any developing market initiative. The right partners in the first waves of smart cities deployments and use-cases are there – for the ‘closed system’ approaches already mentioned.

There are some emerging partner ecosystems with vendors we have already mentioned, but very few of them are pervasive, fully connected, rich in use-cases range and depth. This is changing now more rapidly – the soup is evolving and IoT life emerging.

1. What can we learn as the ‘primordial soup’ is evolving?

Somebody once said that the impact of new technology is overestimated in the early years, and underestimated in the longer term. IoT is definitely going to be an example of this. The rate of development and delivery of relevant IoT solutions is increasing and IoT is worth watching. Smart cities, retail, and health are all early case IoT examples and we expect these to accelerate. IoT platforms and marketplaces are pivot points. Partner ecosystems will pull together solutions for success. As IoT evolves, bChannels can help you understand and make a success of IoT.

• We have a well-developed understanding of IoT strategy and where it fits in today’s world. We can help you develop your strategy, plans and routes to market.

• bChannels has a rich history of working with the technology companies and helping clients build and connect partner ecosystems with ISVs, SIs, installers and resellers to scale for success.

• We have the ability to build partners and track the developing market. Your partnership with us will allow us to find the ‘up-and-coming’ partners that will form and extend this ecosystem, keeping it fresh as IoT develops.

bChannels can help you connect and enable the IoT ecosystem partners to energise your routes to market: We can be your ‘soup chefs’ as your IoT capabilities evolve.

Click here to reach out to bChannels about your IoT needs

#Whitepaper