COVID-19 Presents Channel Opportunities Around Edge Computing

… primarily about connectivity networks. And even though security definitions are also critical, it is about content and computing. Therefore, channel partners should mix niche content that needs computer processing with secured sites and access networks to gain advantage in the wider battle with the competition.

“Channels should be able to achieve and demonstrate a better understanding of the local and niche needs of many customers and businesses that do not wish to fit into the wider ‘pigeon hole’ that large players might prefer to put them into,” he said.

Fit-for-Purpose Solutions

Ultimately, there is some advice that applies as well to edge computing as it does to any other IT service offering: Establish yourself as a trusted adviser to your customer. That means understanding precisely what the customer needs and matching the technology to realise their own business goals.

“We have to add value to the customer and ensure that the solutions deployed are fit for purpose, properly monitored and easy to manage and maintain,” said Ewing.

“The edge is becoming an important part of the modern IT environment, but is subtly different from traditional deployments. It can be deployed at the front line and in increasingly smaller systems that won’t be found in traditional computer rooms or IT departments.”

Ewing points to the belief that you will only find an edge data center in a room under the stairs, or a corner of a shop floor — but this is not always the case.

Indeed, examples of an edge environment can vary from working trackside with a Formula One team, helping to increase their performance with localised, high-performance infrastructure in a single ruggedized rack, to working with a housing estate to help it manage a number a number of critical power deployments (UPSs) across a series of buildings.

“It is up to us as the partner to work closely with our customers to ease the pain of deploying, monitoring, managing and maintaining the technology to deliver on any promises or anticipated ROI they may expect from the edge. That takes a collaborative and value-add, consultative approach.”