How Open Systems Technologies Builds An IoT Sales Team

How do IoT projects differ from other IT projects?

Unlike in the past, the IoT project is an evolution – it's not a coming out of the gates: "Here's a $10 million PO like we might see with infrastructure." It's typically: "I have an idea, I need helping to think through it." Then [there is] solving and testing, putting a version of the product out and continued improvement. We're not seeing these big out of the gate multi-million dollar opportunities, even at the enterprise level.