How Open Systems Technologies Builds An IoT Sales Team

What value do principals bring to customers?

In IoT, we're seeing the principals spending a lot of time with the customers, understanding their business, understanding their needs – they are asked to provide our perspective, it's truly a deep consultative relationship there. They are looked at by the customer as the subject matter expert. I think customers see a benefit in that, going into an account with so many complexities and different things moving, they have the principals who can provide a differentiated view. At the end of the day, the value the customer is receiving warrants it.