By MAXfocus Guest Blog

In my previous column, I wrote about my belief that the Internet of Things is a predictable trend, and one solution providers can prepare for now. But what does preparation mean? What can a solution provider do now to take advantage of this trend? This is what we will cover in today’s article.

Preparation breaks down into two major pieces: tactics and strategy.

Tactically, solution providers can begin preparing their organizations and customers to take advantage of the coming trend. Strategically, there is the opportunity to position yourself now as the trend develops.

Thinking Tactics

The continuing proliferation of devices has resulted in a crisis of security. This proliferation will only continue, with more and more devices being joined to networks and connected to the Internet.  

Customers are in desperate need of help in implementing policies and procedures for devices, particularly mobile devices. Information security cannot be solved with technology alone; investment in people to secure systems is required.

Do your customers have information security policies? Mobile device policies?

These vital pieces of a holistic approach to security are not only necessary for customers, but are highly valuable consulting opportunities. Delivered as a service, they can become strong, profitable recurring revenue streams for service providers. Policies should not be “set it and forget it,” but rather ongoing processes that must be monitored and updated. They are thus ripe for solution providers to deliver now.

Network design has changed. Gone are the days when you could secure only the perimeter and trust devices within. With new types of devices coming into the network every day, a properly implemented layered security approach is required. Each device needs to be secured, complete with relevant antivirus, firewall, Web filtering and policy management, as appropriate for each.   

Different networks should be used for different types of devices–corporate-owned devices versus those personally owned, with access policies defined across boundaries. Access policies of “deny unless specifically allowed” will help secure networks. As new intelligent devices are brought online, they will be restricted only to the kind of access they require. This will prevent unwanted communications and thus compromise by those unauthorized.

This combination of practical changes to secure networks combined with policy implementation is not only wise to prepare for the coming device trend, but is also necessary right now and a very appropriate investment by business. Delivering benefits today, services around securing networks and providing layered security also prepare for the upcoming trend.

Being Strategic

Solution providers should begin research and training to understand the new classes of devices, particularly within their field. Serve medical customers? Tracking new developments in treatment using connected devices will expose ongoing management concerns for these devices. Are your customers in manufacturing? What are the new device classes in enabled systems you need to be up to speed on?  

The promise of IoT is that of connected systems bringing business intelligence. This is much more useful in particular industries. If your organization has already embraced a particular vertical, your opportunity lies in being among the first to understand how to translate these connected systems into business outcomes. Focus on going deeper into your understanding of the inefficiencies of your customers, with an eye on how technology can solve that problem as it becomes more intelligent.

Research and development is a critical part of any business growth strategy. Investment here is a wise choice in preparation for the Internet of Things. Even if that trend doesn’t pay off, both the tactical investment now in security as well as the strategic investment in understanding customers’ business outcomes will pay dividends, regardless. This makes exploring these concepts around IoT a wise investment.

Dave Sobel, Director of Partner Community at MAXfocus, is responsible for fostering the growth and success of MAXFocus Partners. As Director of Partner Community, he helps promote collaboration, education and innovation among MAXfocus Partners and among the industry as a whole, ensures they have access to business, technology and market resources, and are utilizing the MAX Platform to achieve positive growth, enhance their offerings and become best-in-class solution providers. Guest blogs such as this one are published monthly and are part of The VAR Guy’s annual platinum sponsorship.