Roundtable: Vendor Execs Sound Off On What It Will Take For Partners To Get Skin In The IoT Game

From manufacturing to the medical market, solution providers have an array of verticals where they can deploy Internet of Things (IoT) solutions.

From manufacturing to the medical market, solution providers have an array of verticals where they can deploy Internet of Things (IoT) solutions.

But success for solution providers in the IoT space requires building up new practices, adding different skill sets and forging new relationships with operational technology vendors.

At recent roundtable discussion hosted by CRN at the 2017 XChange Solution Provider conference in Washington D.C., executives from Hewlett Packard Enterprise, Cisco Systems and Forescout Technologies talked about where the IoT opportunities lie for the channel and how their partners can get ahead of the game.

The participating executives included Tom Bradicich, vice president and general manager of servers, converged edge and IoT systems at HPE; Bryan Tantzen, general manager of Cisco's connected industry and manufacturing business unit; and Todd DeBell, vice president of worldwide channel sales at Forescout.