Finding the Support You Need to Monetize the IoT

Written By: Alex Jablokow
  • 2/5/2017

OEMs, System Integrators (SIs), Technology, and other Channel participants realize IoT impacts every facet of the business and brings great opportunity.

If you’re one of them, you don’t want to distribute your attention across the technical requirements of embedded sensors, analytic models, network connectivity, or a hundred other aspects of the IoT. You want to focus on bringing business value to your customers.

And the only way to do that is to work with the right partners.

Just because you’re part of an ecosystem doesn’t mean you can’t go extinct

The IoT is a complex environment that can only be successfully tackled by cooperation with other participants all along the IoT value chain. That’s not to say that this isn’t a competitive environment—it is fiercely competitive. It’s just that market success will go to those competitors who choose the right partners, nurture those relationships most effectively, and establish models that allow for effective capital investment, data use, and revenue distribution among all those partners.

This type of cooperation isn’t easy to establish or manage. But it is essential to success.

Looking for a platform

What are the most important things an ecosystem participant should look for in its choice of platform?

Support: your platform doesn’t guide you, your platform provides you with what you need in order to achieve your goals. Sometimes what you need is straight technical support, sometimes it’s access to more extensive industry knowledge in order to innovate effectively. You should be able to get the level of support you need.

Validated interoperability: the big advantage to using a platform is the certainty that your product, whether hardware, software, sensor, or device, will work with your other partners on that platform. That way you can focus on solving problems for your clients, rather than running extensive testing programs. Make sure your platform has a validation program, such as ThingWorx Ready, to ensure that interoperability.

Training and understanding: your platform should help you get better at what you do. Look for strong training programs that allow you to develop necessary IoT skills, skills that your partners can then be sure they can rely on. Check on the training support your platform can provide.

Marketplace visibility: the solution you’ve developed should be visible to everyone else in your community. If potential customers and partners don’t know what you have to offer, how can they work with you? Make sure your platform has an active marketplace, such as the ThingWorx Marketplace.

The benefits you can offer your customers through the IoT are endless

With the proper IoT partners you can offer your own customers cost reductions and increases in capability suited to their own business challenges. You can shorten their supply chains, reduce their cycle times, and shrink their inventories. You can help them develop new products more quickly, improve their customer satisfaction, and rationalize their pricing.

Find a platform—and find your partners. Watch the “Understanding the IoT Partner Ecosystem” webcast to learn more about the partner landscape, key features and functions, and the latest insights and trends.

  • CAD
  • Retail and Consumer Products
  • Connected Devices

About the Author

Alex Jablokow

A former engineer, Alex is now a writer on technical and healthcare business topics. He also provides marketing content for technical and healthcare businesses of all kinds at