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Given that more IoT devices are attached to a network, it's very important to have network management tools in place to configure, monitor and anticipate issues to ensure the network is reliable and dependent.
management platforms that offer robust security measures to mitigate against risk and bad actors.” Phil adds that as a supplement to IoT enabled devices, Power-over-Ethernet capabilities bring additional flexibility and convenience when it comes to installation and positioning of IoT devices around SMB environments. “Not only are businesses able to power and connect IoT devices with only a single cable, they also have the capability to reposition those devices easily and without the added expense of calling in a professional electrical installer to make alterations,” he says. “Given that more IoT devices are attached to a network, it's very important to have network management tools in place to configure, monitor and anticipate issues to ensure the network is reliable and dependent. Solutions like D-Link’s Nuclias management platform help to deliver against this requirement, securely, efficiently and cost-effectively.” Reseller conversations This is just one thing that resellers should highlight when talking to SMB customers about IoT, but there are plenty of others that should also be part of the conversation. Richard notes that resellers should start with the outcome. “What does success look like for the customer?” he says. “Identify the key drivers for adopting IoT and highlight the benefits it brings.” Mike adds that resellers should embrace the technology too. “Then it is about opening
a conversation with customers who could possibly benefit – which is just about every customer, so the potential with IoT and smart devices is very good indeed. We certainly see this as a growing area of the market.” Future Indeed, as IoT technology continues to develop, and the use cases for SMBs continue to grow, the expectation is that the market will continue to grow strongly in the coming 12-18 months. “With more emerging IoT vendors bringing exciting platforms to a growing IoT marketplace there is a huge opportunity for resellers to add these solutions to their existing portfolio,” says Richard. “However, in order to differentiate, resellers need to identify where they can add value over their competitors, as IoT solutions need more than a simple product resell.” Kristian adds that the market for IoT solutions is set to expand as SMBs realise how accessible and impactful these technologies can be. “Through our partnership with Vodafone, Crystaline makes it easy for SMBs to access the benefits of IoT with Vodafone’s Smart Connectivity suite of managed IoT services. These solutions are designed to simplify IoT deployment, giving SMBs the tools they need to enhance productivity, security, and energy efficiency. IoT doesn’t need to be complex – with the right support, even small businesses can use IoT to unlock new levels of operational insight and efficiency.”
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Phil Huang business development manager, UKI
dlink.com
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