Where should the channel focus their IoT efforts?

We're very bullish on verticals. Certainly, horizontal infrastructure and application deployment still has relevance, but if you're really looking at value, [customers] want to understand that you know their business. You understand it at a fundamental or even more advanced level … What they really care about is that you understand it at least at the business-model level, like what hospital systems are trying to do. 

A vertical orientation is becoming increasingly more important. For us, it's one of the things we're really betting on to provide that higher level value that our customers are asking us to provide.