https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Services Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
    • Diversity, Equity & Inclusion
  • MSP 501
    • Back
    • MSP 501 Information Center
    • 2021 MSP 501 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2021 MSP 501
    • Circle of Excellence
    • DE&I 101
    • Top Gun 51
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Services Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
    • Diversity, Equity & Inclusion
  • MSP 501
    • Back
    • MSP 501 Information Center
    • 2021 MSP 501 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2021 MSP 501
    • Circle of Excellence
    • DE&I 101
    • Top Gun 51
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

Digital Transformation


IoT

Selling the Edge: Why Digital, IoT Demand Distributed IT

  • Written by Larry Hann
  • July 18, 2018
More organizations than ever are incorporating IoT-connected technologies into their operations, and solution providers are being called upon to design and manage edge compute sites to draw critical insights from this distributed data.

Transformational technologies such as the internet of things and artificial intelligence (AI) are gaining traction across all industries, and a wave of change is gripping the IT channel. My view: Solution providers who fail to support digital business will soon lack the expertise customers require. They’ll face significant revenue loss within a mere two to three years. 

One place there is opportunity to gain ground: the edge. 

As organizations look to enhance the performance of their IT services, they’re shifting to a more distributed model. Keeping up with the demands of advanced applications means deploying more IT at the network edge, thus bringing compute power closer to the where data is generated. There are many benefits to edge IT, such as reduced lag time in applications and cloud services, including those supporting IoT, as well as more effective data monitoring and analysis. New edge deployments provide ample opportunity for providers to empower customers with real-time insights from their data that will ultimately help them make better business decisions.

Herein lies opportunity. 

Consider the case of a retailer that has installed an IoT-connected camera to observe shopper habits. The store owners are focused on tracking consumer behavior to gain an understanding of how and where to target marketing efforts. They don’t want to worry about the technology that supports this real-time feed of data, even though transferring large data sets like real-time video is an expensive and time-consuming process that can introduce latency. MSPs can alleviate that by deploying compute power at the network edge to process and analyze feeds; this way, only relevant data is transferred to a centralized hub to offer data-driven recommendations to the customer.

The close monitoring of edge deployments also provides insight into IT trends that could easily be overlooked; for example, if a business experiences a slowdown or outright outage every Friday at 5 p.m., a managed service provider can monitor and analyze data to discover the source of the problem and work with solution providers to correct the problem.

Still, as the industry continues to digitize and decentralize, new challenges will arise for solution providers. Here are some considerations and best practices for MSPs preparing to do business on the edge: 

  1. Enhance your security services: With businesses increasingly incorporating distributed IT environments into their strategies, every service provider should offer some level of managed security, including endpoint protection and patch management; however, as cyber threats become more sophisticated and unmanned distributed IT increases the potential for attacks, providers must look into services beyond endpoint protection. Edge deployments often don’t have physical security or IT staff on site, so the remote management of security cameras and access control through the cloud will become an important service to offer. Moving forward, service providers must determine proactive approaches to protecting customers’ networks and data and respond to security incidents as they occur. 
  2. Figure out financing: As channel companies shift to a digital business model, they must also determine how to finance that move. A digital model offers a dispersed payment method, and monthly recurring revenue is not generated as quickly when compared with the upfront payments of a hardware offer. To compensate for slowed revenue streams, channel professionals must rethink their sales plans, consider upgrading their sales force and adjust for the business processes associated with a digital offering. Additionally, recent FASB updates to leasing transactions will require equipment leases to be recognized as capital investments. As a result, companies will ask their providers to implement a consumption model where the provider owns the hardware at the end of the lease. As such, the customer will not have to recognize the hardware costs on their balance sheets, and the onus is placed on the service provider to supply the capital to run customers’ IT.
  3. Gain the right expertise: To ensure a positive experience for customers, it’s necessary for channel professionals to have the industry knowledge and the appropriate resources to help customers identify and consume IT that enables their unique business needs. The partners must be able to understand and interpret their customers’ data and help them tease out business insights to make informed decisions. Ultimately, solution providers must remove the burden of IT from their customers and allow them to focus on what they do best, whether it’s selling clothes or delivering health care.

In the digital era, the possibilities are endless for customers to leverage technology that enables business success. But don’t discount the value of working on the edge.

Larry Hann is the director of digital-services programs for APC by Schneider Electric. He has been with APC for more than 20 years, supporting North American business relationships as manager for Tier 2 OEM partners and the Tier 1 IT distribution team. Additionally, Larry has held various positions with APC’s government channel partners, strategic partners and national-account businesses.

Tags: Agents Cloud Service Providers MSPs VARs/SIs Analytics Best Practices Business Models Cloud Digital Transformation IoT Security Specialty Practices Strategy Technologies

Most Recent


  • money
    'An Era Has Ended': Inside the $61 Billion Broadcom-VMware Deal Rocking the Software Industry
    "VMware was in a quandary," an analyst told Channel Futures.
  • Business megaphone
    Departing Microsoft Channel Chief Rodney Clark Announces New Job
    We know where Clark is headed after surprisingly leaving Redmond.
  • Layoffs, unemployed
    Lacework Confirms Layoffs Impacted 20% of Workforce
    Last November, Lacework raised $1.3 billion in growth funding.
  • focus a camera
    Knowledge 2022: ServiceNow Focused on Partner Experience to Drive Growth
    ServiceNow will roll out a reimagined partner program early next year.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • Focus
    Cisco Live! Day One: Focus on SASE, Passwordless, Purchasing Models
  • Microsoft Office 365 Business Booming for MSPs
  • Multicloud
    Google Cloud, Cisco Solidify Network Management Team-Up
  • 6, six
    Exclusive Networks Channel Update: 6 Takeaways

Upcoming Events

View all

Channel Partners Europe

June 14, 2022 - June 15, 2022

MSP Summit

September 13, 2022 - September 16, 2022

Galleries

View all

‘An Era Has Ended’: Inside the $61 Billion Broadcom-VMware Deal Rocking the Software Industry

May 26, 2022

Knowledge 2022: ServiceNow Focused on Partner Experience to Drive Growth

May 26, 2022

The Gately Report: Cybereason Helps MSSPs Provide Unified Security, Details Massive Espionage Ring

May 26, 2022

Industry Perspectives

View all

Increased Cybersecurity Vulnerability = Increased MSP Opportunities

May 25, 2022

Leverage Your MSP’s People Power

May 24, 2022

How SD-WAN Helps Secure the Expanding Network Perimeter

May 19, 2022

Webinars

View all

Simplifying SaaS Security for MSPs

April 27, 2022

How to Supercharge The Network to Support Your IT Superhero Moves

May 3, 2022

The 2022 MSP Challenge: Scale Service Delivery Despite the Talent Gap

April 21, 2022

White Papers

View all

Work Goes Remote – (and Other Top ITOps Trends)

May 25, 2022

The New Bottom Line: How MSPs Can Meet the Healthcare Crisis While Evolving Their Businesses

April 19, 2022

How to build a Security Operations Center (on a budget)

April 4, 2022

Channel Futures TV

View all

AT&T, Microsoft, Cisco, ThreatLocker on Unlocking Partner Potential

Agents Share ‘Secrets,’ Industry Opportunity

May 11, 2022

Vonage Addresses Potential Partner Opportunity via Acquisition by Ericsson

May 5, 2022

Lumen Technologies ‘Built for Growth and Scale’

May 4, 2022

Twitter

ChannelFutures

.@Lacework lays off 20% of workforce. #cloudsecurity dlvr.it/SR7Jsl https://t.co/Mg3OVXHAhe

May 26, 2022
ChannelFutures

#Know22: @ServiceNow focused on transforming #partnerexperience to foster more growth. dlvr.it/SR7Hbj https://t.co/J1BhmT3OzS

May 26, 2022
ChannelFutures

Departing @msPartner exec @rodneyc55 to become @johnsoncontrols chief commercial officer. dlvr.it/SR7HZN https://t.co/v0eVGBMKbQ

May 26, 2022
ChannelFutures

Everyone's talking about the massive Broadcom-VMware deal. @AnuragTechaisle, @Dataprise, @Carousel_Ind, @imlazar an… twitter.com/i/web/status/1…

May 26, 2022
ChannelFutures

Our latest Gately Report features @cybereason on MSSPs and growth, @Hornetsecurity acquisition, @marketsandmarkets… twitter.com/i/web/status/1…

May 26, 2022
ChannelFutures

“The ‘on premises versus cloud’ debate is dead” @DellTech @DellTechUK @DayneTurbitt explains the opportunity for… twitter.com/i/web/status/1…

May 26, 2022
ChannelFutures

.@Broadcom's acquisition of @VMware comes as the chipmaker reports that infrastructure software accounted for 23% o… twitter.com/i/web/status/1…

May 26, 2022
ChannelFutures

Are your #MSP clients struggling to handle their cybersecurity vulnerability? #cybersecurity #cyberthreats… twitter.com/i/web/status/1…

May 25, 2022

MSSP Insider

Business advice for MSSPs and news from the broader security channel.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2022 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X