Which of these channel partners do you see as being the most interested in IoT?

With the SIs, one thing I've been impressed with is I haven't seen this level of interest and enthusiasm for a long time.

I think if you go back to the early stages of the internet and what would happen with the web, and then go into enterprise cloud computing that accelerated very quickly – these sorts of changes, because they're all web enabled and supported by agile technology that can be deployed very rapidly – the ramp up is incredibly fast. Organizations used to say we'll wait and see, and then maybe we'll be fast followers- but it's getting harder and harder to do that. The organizations that invested early are still dominant, and in the next wave of digitization across industrial, whether its wind farms or power generation plants, there's a view it could happen very quickly. A lot of organizations we're dealing with – especially global SIs – are investing early on, and are keen to be seen as big players in the Industrial IoT space.