Once this conversation takes place, partners should collaborate with vendors to develop tailor-made solutions and services for their customers. Patterson says partners are critical in helping technology vendors sell their IoT products because, “no one company or vendor can do it by themselves. To develop the full end-to-end solution, we rely on partners who understand the different operation technology bases for the different verticals.”

Solution providers can deliver a complete end-to-end IoT solution to their customers developed by HPE and Arrow Electronics. This solution includes many features including sensors, data collection and edge computing. Patterson says, “When you can go to the customers and say, ‘We’ve got a complete solution, and we understand all of the nuances along that solution,’ I think that gives us a better shot at actually winning the business and making money.”

Partners are also backed by HPE’s easy-to-use online support center and Arrow’s on-site installation services for any questions they have while selling their solutions. “If you have two vendors working side-by-side, I think you’ve got that trust factor as well as the proven methodology that we have when it comes to providing solutions,” says Michelle Zant, HPE marketing manager for Arrow Electronics.

If solution providers are looking at entering the IoT market, some helpful tips to get them started include working in verticals they’re already familiar, assessing their current strengths and weaknesses, and, most importantly, don’t be afraid to ask for help.