How has your sales process changed as part of your IoT practice?

It's a really interesting question, and something we're working really hard to solve from an engagement perspective. We traditionally have been aligned to a sales-led organization, and have focused on IT – but that's not really the case we see in IoT. We're seeing the opportunities we're engaged in coming from the line of business, so that's great in some ways, but really challenging in others.

That organizational complexity is one of the more challenging areas of IoT – while these folks may sit on the same floor, they don't necessarily collaborate or integrate, or even speak the same language. We want to serve the business, and also the idea of IT and the business working together in a truly collaborative nature. And that can be a real challenge.