Page 100 - Security Today, March 2019

Dear IP Man:
It seems like my customers are looking to add every device to their network these days, but I’m a little cautious about taking that leap. What do I need to know before adding Internet of Things solutions to my list of offerings?
- Considering Things
Dear Considering:
The Internet of Things, or IOT, has been a buzz word for some time. It’s not the next big thing, it’s “the” thing, and will connect everyone to everything. At ScanSource, we’ve been talking about IOT for several years now, strategizing and teaching resellers about the effect it will have on their customers. Our CTO, Greg Dixon, highlighted five key reasons why resellers should consider adding IOT solutions to their portfolio...
IOT is all about connectivity. By using sensors and beacons, IOT connects non- computing devices, like a commercial icemaker, to the Internet. As a result, the icemaker can “listen” to The Weather Channel and generate more ice on warmer days and less ice on colder days. In turn, the icemaker now becomes a smart device and becomes more energy efficient. Look for any opportunities to connect sensors or beacons to a non-computing device and turn a “dumb” device into a “smart” one.
It’s outcome driven. Think of IOT as outcome-as-a-service. It allows businesses to produce less waste, less cost, and incur
less risk. Or perhaps, they can become more compliant, more efficient, or more profitable. The end user, in conjunction with the reseller, is able to plan better
and predict these outcomes when implementing their technology solutions. The results become measurable outcomes and generate true ROI.
It’s current yet innovative. IOT is a combination of edge hardware, cloud services, and managed services. Therefore, as most resellers have some type of cloud offering (or are moving toward one), combined with managed services, those who are integrating IOT solutions into their product offerings will continue to reflect the natural progression of technology.
IOT can be managed remotely. Devices, platforms, infrastructure, data, and user interfaces can all be managed remotely from a dashboard that provides Business Intelligence to the end customer. Further, the dashboard alerts the reseller to maintenance needs and other information, providing a managed service agreement.
The opportunities are endless. We’ll
never know exactly how many devices, applications, and solutions can be connected, but IOT is highly diversified and allows for the potential of many billions of devices to be connected. These opportunities translate to endless recurring revenue opportunities for the reseller.
Sincerely, ScanSource’s “IP Man”
3 | ScanSource Focus SPRING 2019