Channel partners are posting wins in projects ranging from building smart cities using Azure to securing IoT applications and infrastructure using techs from Cisco, IBM, McAfee, Symantec and others. In this IoT World Pre Conference Workshop, we’ll discuss the components of success for partners who want to improve their IoT practices, suppliers looking to launch or improve their partner programs and enterprises looking to understand how partners can help them with IoT projects.
9:30-10.00: Welcome and “Channel 101”
What is the channel, exactly? T.C. Doyle, senior director of content for Channel Futures & Channel Partners, will discuss the various types of partner business models, from agents to VARs; explain where master agents and distributors fit; and answer attendee questions so that we enter the program with an understanding of how the channel is structured.
Speaker: T.C. Doyle
10.00–10:50 Session 1: Where Partners Deliver Value in IoT
Engaging the best partner firms can make or break a new product release or enterprise IoT project. In this session, we’ll explain the value partners bring to both IoT vendors and end customers. We’ll cover the integration and consultative capabilities you can expect from various partner types, how the channel makes money on IoT and what partners look for from suppliers and customers.
Moderator: T.C. Doyle
11:00-12:00: Session 2: Connectivity & Channel
From Sprint’s “IoT in a Box” product to AT&T’s 5G and vertical-specific offerings, carriers, cablecos and wireless specialists work with partners and master agents to provide the connectivity glue for IoT projects. In this session, we’ll discuss how partners choose and provision links and discuss what options are available to enterprises and sensor providers.
Moderator: Natasha Royer Coons
Panelists: Steven Baker, VP Product Management, KORE; Tiffany Wolf, VP of Sales Operations, Telarus
1:00–1:50 Session 3: IoT Security & Channel
Companies holding back from IoT agree: Security cost and complexity are major concerns. Today, locking down IoT infrastructure from sensor to data repository demands a range of technologies, from endpoint management to application security to threat monitoring and more. In this session we’ll discuss the must-have techs, how partners choose and vet security providers, and why suppliers and end customers must select partners with the expertise to integrate it all and keep IoT implementations safe.
Speaker: Michael Davis - CTO, CounterTack
2:00–2:50 Session 4: Platform & Channel
The IoT platform world is the Wild West, with hundreds of options. Gartner projects that it will take five to 10 years to reach maturity. For customers, it’s a high-stakes decision: open or proprietary? Vertical or general purpose? What hosting model is best, and are required sensor support, analytics and other tools available? And perhaps most important, Will this supplier be around for the long haul? As a platform vendor, you need the right answers to attract top partners. As a partner or customer, you need the tools to evaluate platform suppliers. We’ll address.
3:00–3:50 Session 5: Data/Edge/5G & Channel
Massive amounts of IoT sensor data are being generated. How do you as a partner help customers collect, store and process it to extract maximum business value? We’ll discuss placement, from on-premises to edge to cloud; whether 5G is really necessary for IoT success; how to choose a data center; what latency is acceptable for various use cases and more.
Speaker: Tim Kittila - Director of the Data Center Practice, Parallel Technologies
4:00-5:00 Session 6: IoT in the Real World Panel Discussion
For this panel we’ll discuss what it takes to execute a successful, channel-facilitated IoT project, with a focus on some lucrative verticals. We’ll hear about lessons customers learned working with partners and offer tips for replicating those wins.
Moderator: T.C. Doyle
Panelist: Steve Brumer - Partner, Brumer Hubler IoT Group
You can access the IoT in the Channel Workshop by:
Purchasing an "Everything Pass" HERE
Purchasing a "Workshops Day Pass" (13th May Access Only) HERE