How is the Internet of Things changing the way partners are selling technology?

A lot of channel partners right now focus on one-time hardware sales, and even though IoT involves products – like sensors and gateways – we're starting to see that end-to-end IoT solutions involve a lot more. Customers want to collect and analyze data from their devices, they're looking for security solutions, and most importantly, they're looking for a consulting partner to walk them through a strategy of deployment. Solution providers interested in IoT are now positioned to change their entire business model from one-time sales to a recurring revenue model.