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.

  1. Demand Creation – Who’s marketing to who?  And who is really creating the demand?
  2. Product Expertise – Where is the support structure?  Should you really be selling a product you cannot support? 
  3. Programs Management – How defined is the channel?  Is their daily activity to support channel programs?  Why is this so important?

Featured Speakers

Terra Bastolich

VP of Marketing

Terra Bastolich, vice president of marketing for GetWireless, is a true advocate for M2M/IOT technology. She has spent more than 18 years of her career focused in the connectivity space, working directly with major OEMs, tier one operators and distributors. She has held strategic leadership roles in both sales and marketing for key hardware providers in IOT.

Tim Lewis

Senior Director of Channel Sales

Tim Lewis has built and directed wireless mobility partner channels for over 20 years beginning at Ingram Micro where he played a role in driving the convergence of data, voice and video solutions through resellers. Tim has directed successful partner channels at Intel, Nomadix, Bytemobile and Sierra Wireless before launching Nextivity’s first partner Channel in the U.S. around Cel-Fi Smart Cellular Coverage Products.

Reed Pangborn

Vice President, Channel Sales

Pangborn joined Airgain as Vice President for Channel Sales, North America in December 2017, with over 25 years of industry experience working for AT&T and its predecessor company, McCaw Cellular. Mr. Pangborn’s roles across his career have focused on sales leadership, contract management, sales operations, advanced mobility solutions, and applications sales. Mr. Pangborn is now leading Airgain's expansion into strengthening channel sales throughout North America with an emphasis on IoT and fleet management solutions.  

Dan Zanelotti

North American Director of Distribution and NSP
Sierra Wireless

Don oversees all sales, business development, and marketing efforts through distribution for Sierra Wireless; an IoT pioneer, empowering businesses and industries to transform and thrive in the connected economy. He has a demonstrated history of success in the channel, using his 20+ years of experience working with distribution. Don has also directed successful partner channels at D-Link and TP-Link USA before joining Sierra Wireless in 2016, working with a wide roster of broadline and value added distributors.


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