The Rise of ‘IoT in a Box’ and the Sales Opportunity

Internet of Things (IoT)

… larger deployments as the partner and customer become more comfortable with the technology and potential use cases. For example, partners have successfully implemented Sprint’s MyDevice “in-a-box” temperature control solution in the health-care, food-distribution and hospitality industries. And once customers get a taste of IoT, they almost always are eager to expand and try other use cases.

Vikrant Gandhi, industry director of IoT for Frost and Sullivan, says to keep in mind that: “[A] high degree of “plug-and-play” is available in some consumer IoT apps … but for purely enterprise deployments, we will still need a fair bit of integration/customization. Consider the range of device types, device capabilities, software/firmware versions, regulatory and compliance requirements, [and so on].

It’s all definitely improving with ease of deployment becoming a competitive requirement.

SB: This could effect customers, based on timing within the market once deployed. In other words, in fleet, if a customer needs updated scripting based on time increments for reporting, which includes speed, engine performance, erratic driving — then they’re reliant on their solution provider to build and design those scripts and perform OTAs. In another example, if they need the dashboard customized or if they’re performing a module change within “the box,” then they need to rely on the solution provider to test, vet, potentially perform the board spins on behalf of the customer, which could be a time inhibitor and costly engagement. If the down-channel customer requires carrier changes and their “IoT in a box” provider isn’t familiar with the API’s for this carrier, then there’s a learning and development cost, as well as time.

CP: What do you hope your audience will take away from your presentation?

SB: There are a plethora of providers available for every solution. It takes, time, energy and capital to develop these solutions, so if you’re planning to do this in a vacuum, then the learning curve is normally more costly than if you utilized a full blown “IoT in a box” provider. We do want the base Channel Partners audience to believe that the industry is getting to the point where IoT is easy for them to sell and deploy but with current IoT in a Box working on LoRa, we will need other technologies to make it truly universal.

NRC: Think about the 20.4 billion connected devices that we can pull into our projects. The IoT market is complex but full of opportunity.

Andrea Miner of Tech Data said, “In order to provide direction to our channel partners in IoT, we believe in providing repeatable solutions. Will those repeatable solutions or bundles have to be modified? In some cases, yes; however, the bundle makes the IoT conversation doable and makes the IoT market accessible to many more partners.”

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