How Open Systems Technologies Builds An IoT Sales Team

Did you need to re-train your sales reps to deal with this new IoT engagement model?

I don't know if I would say we re-trained them as much as we did a lot of listening in the organization around the customer need so we could put our best people in their best spots to be successful.

About 18 months ago, we looked at our organization and said we have two distinct motions, and we internally made some changes around what we call enterprise technology and business transformation.

The enterprise technology side of our business is more focused on the data center, managed services, product, infrastructure, the whole as a service model. The business transformation side is focused around our custom app dev, our design strategy. Now we're seeing those two areas come together because IoT is really pushing that.