INTERNET OF THINGS
Coming of age The Internet of Things is becoming increasingly popular as businesses realise the potential value they can bring to a business, which means there are opportunities for resellers to get involved and add new revenue streams.
The turmoil brought across the globe by the COVID pandemic changed the way the UK works in several ways. One of the most noticeable is the increase in hybrid working, but another change is the growth in demand for Internet of Things (IoT)-enabled devices to help automate processes and improve efficiency.
installing a fully integrated system,” he says. “Some IoT solutions – smart buildings, for example – used to imply that the complete building would need to be ‘smart’. Whereas installing some passive infra-red and temperature sensors in specific areas can solve the business requirement. Vendors are also allowing for different protocols to be linked to their wireless access points so reducing the need of new additional gateways. “Customers are looking for an IoT device to give them correct and continuous missing data to answer the questions they have in their business. It then must either connect to an existing network or the data it produces must be easily integrated into the existing systems. Sensors also need to be fit for purpose and not overly complicated, and easy to install. Most of all, an IoT device must have a clear ROI. Monitoring something because you can isn’t a good business case.” Sam Colley, CEO of Pod Group, adds that many businesses are looking for more data on a product's journey, not just the start and end points but throughout the chain. “For instance, labels on deliveries can have sensors to show what happened to it from leaving the factory, through the warehouse and to delivery,” he says. “You know where it has been, what temperatures it has been exposed to or if it has been tampered with. We’re seeing a hunger for more transparency from end to end in the supply chain, logistics and even in sectors like agriculture. There's lots of additional business sectors that are demanding this increased level of information and greater insight.” Complex market But the IoT space is large, complex and fragmented, which can make selling it difficult. “In simple terms, the software, hardware and connectivity in each of those elements is very different,” says Sam. “And the level of knowledge you need to understand all of them
“Over the past few years, almost every industry has suffered significant disruptions due to global events, including supply chain issues and skill shortages,” says Bhavesh Patel, senior executive, IoT and IA – solutions and professional services at Ingram Micro. “This has led to customers actively seeking out IoT and automation solutions to improve operations across the board. Today, customers are much more educated about the IoT space and its resellers that are prepared for the conversations that are winning deals. “Customers are looking for solutions that can drive business outcomes and deliver a strong return on their investment. Currently there is a strong demand for solutions that help increase visibility, reduce spending and improve efficiency. These three requirements appear frequently across all industry verticals.” Elliet Hall-Jones, senior business development manager, Data and IoT, UK, TD SYNNEX, agrees that interest in the IoT is growing. “Customers are realising that they can solve their business requirements by adding individual IoT sensors as opposed to
Bhavesh Patel, senior executive IoT and IA – Solutions and Professional Services
uk-new.ingrammicro.com
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