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.
9:00-9.30: 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.
Speakers: T.C. Doyle, Senior Content Director, Channel, Channel Futures & Terra Bastolich, Vice President of Marketing at GetWireless
9:40–10:30 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: Andrea Miner, Consulting Services - Analytics and Internet of Things, Tech Data
10:40-12:00: 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, Chief Revenue Officer@ Advantix & Founder, TeraNova Consulting Group
Panelists: Steven Baker, VP Product Management, KORE; Steve Bell, Senior Analyst, Internet, Heavy Reading/Informatech, Informa; Igor Borisoglebski, CTO, Truphone; Dr. Alan Zhou, Managing Partner, Anxin Capital
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: IoT End-to-End: Cultivating Growth Strategies
Full IoT solutions have numerous technology components and service considerations. So how does the channel pull a holistic package together and get the benefits flowing to customers? In the fast-paced arena of IoT, that integration is the true value-add and what fuels growth. Preconference sponsor GetWireless is joined by two top tier IoT providers to discuss opportunities, challenges and strategies for bringing IoT projects to fruition.
Moderator: Terra Bastolich, Vice President of Marketing at GetWireless
Panelists: Steve Brumer - Partner, Brumer Hubler IoT Group; Pat Sweeney, Director of Channel Sales at Sierra Wireless
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
Panelists: Steve Brumer - Partner, Brumer Hubler IoT Group; Lorraine Bassett, Principal, Global Business Development, IoT (Cloud) Amazon Web Services; Ravi Raghunathan, CEO, TensorIoT
5:00-7:00 IoT in the Channel Networking Reception (Location: Ballroom B)
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