The US market has dozens of distributors that transact billions of dollars of revenue each day, but the solutions being built for IoT cannot simply "get in line" with the rest of the products they sell. These solutions have numerous technology component and service considerations. Distribution can be simply defined as storage, transport, and financing of goods and/or services. However, in the fast-paced arena of IoT, the value-add is what fuels the growth. GetWireless is joined by three top tier IoT providers to discuss distribution, challenges and channel strategies.
Consider three simple factors when evaluating a distribution partner.
- Demand Creation – Who’s marketing to who? And who is really creating the demand?
- Product Expertise – Where is the support structure? Should you really be selling a product you cannot support?
- Programs Management – How defined is the channel? Is their daily activity to support channel programs? Why is this so important?