B2B Tech Talk with Ingram Micro
B2B Tech Talk with Ingram Micro

Episode · 3 years ago

What’s the Future of IoT Monitoring?

ABOUT THIS EPISODE

The Internet of Things is moving fast.  

There’s no denying the impact IoT will eventually have on all industries. Nonetheless, it can be difficult to see how IoT can benefit some businesses today. 

That’s why we asked an expert to fill us in. Eric Hembree, Director of IoT at Ingram Micro, sits down to discuss the practical impact IoT monitoring can have on businesses like yours. 

In this episode, we cover new sensor technology, our end-user-first approach, and more. 

Follow Eric Hembree on LinkedIn. 

More information about Ingram Micro IoT here 

We need to make sure that we're running the data analytics on the useful data and not necessarily all the data. You're listening to be tob tech talk with Ingram Micro, the place to learn about new technology and technological advances before they become mainstream. This podcast is sponsored by DEALINGK technology make your home smarter, safer and truly seamless. Let's get into it. In a previous podcast I asked Ingram micros chief country executive, Kirk Robinson, what he's most excited about in the next space of technology, and his answer was Iot. With all the technology you're surrounded and what is kind of the thing you're most excited about in the next space of technology, I think Iot. There's a lot of conversation around it and it's still early stages, but everything going there and what ties into it with Ai, machine learning, our PA's and data. So of course we had to do an episode focusing on the excitement of Iot. Welcome to be to be tech talk with Ingram micro. I'm your host, Carrie Roberts, and our guest today is Eric Henbry, the director of Iot at Ingram Micro, where he leads the US go to market team. He's responsible for leading the overall vision, development, strategy and execution of the Internet of things businesses and go to market programs. Welcome Eric, so excited to have you here today. Excited to be here. Appreciate it. Thank you. So today we're going to be discussing how IOT affects your business. Before we get into it, can you describe for us really clear and easily what Iot is and what has contributed to its growth recently? There is no easy answer to describe it. I guess the way I view Iot is that it should be seamless, you should almost not even know it's even there, but...

...the impacts of it should be monumental. Iote is very fascinating for me because it allows us to have that disruptive angle into the business that we haven't had since, you know, the proliferation of cloud right about ten years ago. So to me it's about generating data, it's about generating new workflows and thinking about how technology can solve our problems in a different manner. And how do you think it's just become more prevalent in the recent years? Well, I think the the technology is one thing. I mean we're starting to see a lot of advancements around sensor technology. You know, past five years we've seen sensors evolve from these kind of innocuous devices that need constant attention and batteries to be replaced to now we have battery lists sensors that are out there. So that expense has really gone down and added to a lot of the growth that we've seen in this area. A lot of other things to around, you know, five g coming out. That's really led to a lot of the advancements and you know a lot of people have been kind of holding their breath, wetting for a five g to really build out IOT. Well, you know, five G isn't the silver bullet for Iot. There's a lot of different other applications that can be leveraged in this space without even having that five g discussion. And you know, when I think of Iot, I think from a consumer standpoint, you know, smart home devices, things of that nature. Can you give some specific examples or use cases of how IOT could solve problems in new ways for a business? I think it depends on the vertical that we're talking about. You know, we have a number of different verticals that we aligned to Ingram micro. We have retail as one of them. We have smart cities, smart buildings, and you know what's what's great about that is that you know there's a lot of overlap between the solutions that...

...we offer. So, for instance, if you think of large industrial manufacturing as an example, where you have of a large shop floor, they're building a thousand widgets and our and you need to understand what the uptime is going to be on your robotic arms that are that are completing these tests day in and day out. And I know recently you had said in an interview that a lot of companies are missing a channel strategy when it comes to Iot. Can you talk about what that means and if you can describe an example of a great channel strategy for a business? Yeah, when we talk about our partners and Iote, they're very smart, they're very talented and they understand what Iote is from a technology standpoint. What I always like to reinforces that IOT is not a technology sale, it's a business sale. We need them to think differently about how they're going to engage their customers and how they're going to solve their customers problems differently. So with IOT specifically, a lot of when we talk about channel strategy. A lot of our partners don't know what they don't know. They need help and understand what's possible and with our approach, our channel strategy, to lead with and end solutions, that helps paint the picture for our partners for them to have that conversation with their end users. So really we've developed a lot of our marketing from an end user up approach to where we have a ton of bi data on who our customers and were micros customers are selling into. I'm we backdoor that within the opportunity. So I'll give you an example. We have a commercial refrigeration monitoring solution that's out there and what we've done is that we've done some internal bi and taking a look at who those and customers are, because we drop ship product them every single day and we classify them a certain way in our systems so that we can quickly find out who would have, let's just say, a refrigeration monitoring or commercial refrigeration you to in their locations. So this could be any hospitality...

...hotel, any sort of gaming and entertainment center, Medical Lads right where they need to keep specimens cold. We can match them up to particular reseller who sold them gear before and we can go to that reseller and say, Hey, here's a unique opportunity for you to go out and get acremental revenues from just by positioning this out in this space. So we do an end user first approach where we match the end user to the opportunity to the reseller, which is great and I know another question a lot of companies have is how do you kind of set up those sensors initially for Iot? Can you provide some insight on how to do that? When we talked earlier about, you know, the advancements of these sensors, a lot of them are largely plug and play, meaning that, you know, depending on the environment, you can use zip tie them to Iraq and aware how else, or put some double sided tape to put them right on the output of an hfax system to monitor the temperature and vibration of that. So a lot of these sensors just attached directly to relatively easily, you know what they're monitoring. Another example is buddy budd he's a little bit more unique because they monitor the energy output and and a facility right. So these are actually clips that clip around the main power lines running from an electrical breaker panel, so that's a little bit different. So you don't need to be an electrical engineer, though, or you don't even need to hire an electrician to do it. It's relatively simple to do. But if you're not familiar, I want to go poking around a breaker panel box and frisk shock in yourself. But again, the point is is that these sensors are largely plug and play. They're relatively easy to install and our partners need to understand the simplicity around it. But listen if they need help or if they're not comfortable going into that space, or if it's...

...simply a scalability issue where they may have the capabilities but they don't have the bandwidth to facilitate at deployment, we can help them through our Im link services. Hey everyone, we hope you're enjoying this episode of Beb Tech Talk With Ingram micro. Let's pause for a moment to recognize our sponsor. Dealing systems. Are Network speed slowing you down or security risks top of mind? Talk with De Link Systems, leverage award winning products and deployed networks that are second to none. With d link wireless surveillance and switching solutions. Contact Ashley Ruggerio at Ingram Micro today. That's Ashley as HL Ey Dot Rugerio. Are you GG ER IO at Ingram microcom? Also, before we jump straight back to today's episode, we want to share with you another resource you're going to want to check out. Did you know that you could start your guided journey through partner track today? It's D tool that eliminates uncertainty in the IT channel. You can access meaningful content, get trained on new tech and attend networking events, all while getting rewarded. Register now at Ingram micro partner trackcom. All right, let's get back to the show. One of the great things about Iot, which you had mentioned earlier, was the data that you get from it. Can you speak a little bit about how we can get clean data, the right data that we need from Iot? All comes down to edge compute, because IOT generates an enormous amount of data and, when you think about it, the amount of pedobytes of data that are going to be generated in the next couple of years, we need to make sure that were running the data analytics on the useful data and not necessarily all the data. So when we talk about edge computer software, we have a company called clear blade, who we rest recently entered into a partnership with, where their platform is...

...light enough to run on like a raspberry pie, so they can have a light version deployed out at the edge on the gateway itself and run data analytics and only send the important information back up into the cloud to run deeper analysis and create a deeper dashboards. I mean, that's great, that's that's incredible to see where all of this is going and I know Ingram micro has quite a few resources for those that want to learn more about Iot, including you have a site for all things IOT at Iot dot anger microcom, as well as a practice builder program. Can you tell us a little bit more about how businesses can utilize these? Absolutely so our website is really are starting point. It shows all of our solutions broken up by vertical it shows our kits, are components, are vendors that we've partnered with and that we have on boarded, and we continue to add information to that all the time. That also talks to our Iot University, where it is our customized e learning content specific for our partners to take advantage of and leverage they can also engage with my team directly from that site. That can send us a note to engage or an email to engage with us and we can. We're ready and willing to jump on a phone and talk through whatever that opportunity is. You mentioned our practice builder program. We're really excited about this because we've been spending the last few months, you know, dialing in exactly what we want this to look like. And really it's a process, right where we do a self evaluable, our partners do a self evaluation of their own capabilities, but then we go on site with them and spend half a day or longer taking that hard look in the mirror about their current capabilities. And if they said they rated themselves as a five as far as integration services, that's great. We don't, you know, think that they're lying to us, but we want to better understand where they what type of work they've done before, so we can potentially leverage that capability, that expertise that they already have for other partners...

...to take advantage of. There our IM link program. So it's all about creating this continuous ecosystem of partners and mind share because with how complex IOT is, when all of the different technologies that can be leveraged, from Dashboard integration to system integration and APP development and custom engagements. You know that could be daunting for partners to think of. The simple fact is is that Ingram micros their one stop shop to come to for part owners into leverage existing capabilities that are already out there so they don't feel that they have to create everything from scratch themselves. Yeah, I think the level of education that in your Michael provides is phenomenal and I know another thing that you are all doing is an in person summit September four through fifth, two thousand and nineteen and Irvine, California. Can you tell listeners a little bit about what to expect, who will be there, who should attend, what it will be all about? Yeah, we're really excited. It's our first ever event dedicated to all things iote. I mean we've shown up at our cloud summit and our one events, but this is strictly IOT content from start to finish. It's a we're calling a day plus event, where it starts on the fourth with a welcome reception and then all day on the fifth we have, you know, content with keynotes and industry leader, speakers from Microsoft and Cisco and other vendor partners that are sponsored there. Then in the afternoon we have a number of different breakouts broken up by specific tracks that they can go attend. Meanwhile, while that's happening, we also have our tech fare, our solution showcase, where folks can come in. We invite them to bring their end users as well to take a look at the solutions live and see the demos, feel the demos, understand the different components that make up the solution firsthand so that they can better understand how they can take these solutions to market. Now for you personally, you've been doing this for quite some time. Where do you see...

...technology going in the next year? I think we're going to start to see some consolidation around, you know, some of the smaller players in Iotea, and what I mean by that is that, with everything being so customized, we have a lot of great tech that's out there, but a lot of them aren't set up to be managed in the channel effectively, and that's really where the growth is going to be with Iot is through the channel, through these partnerships. So I think that we're going to start to see some of the bigger players bring in and acquire some of these edge technologies that are very specific to fill a gap that they may have currently. So mass consolidation from that standpoint. But we're also going to continue to see innovation in this space, because one drawback to iote is that, you know, it always gets a stigma of lack of standardization across the port. We're seeing that be addressed in some areas, but we're also seeing a number of ways to kind of limit that and streamline everything. Simple matter is is that Iot is secured exactly the same way that you would secure your existing infrastructure. The concepts remain the same. You have to protect from the edge on up, and we we have services and experts that can help craft that perfect solution for you. I love that. Now, if people want to connect with you personally to just ask questions about Iot as a whole or if they want to learn more about the things that Ingram micro offers along the topics of Iot, where can they do that? They can go to our website, as you mentioned, Iote, to Ingram microcom they can engage with my team directly. If they wanted to talk to me directly, I'm all over linkedin. I actually have linkedin pull up on my computer right now, just checking out the new post and news that's out there. They can find me on Linkedin and happy to engage and have those discussions there. Thank you so much, Eric, for being here. We greatly appreciate it and then pleasure carry if you like this episode or have a question, join the discussion on twitter at Ingram Texel with the...

Hashtag be Tob Tech Tok. Thank you for tuning in and subscribing to be tob tech talk with Ingram micro. You've been listening to bedb tech talk with Ingram Micro, posted by Carrie Roberts and sponsored by dealink technology. Beb Tech Talk is a joint production by sweetfish media and Ingram micro. Ingram micro production handled by Laura Burton and Christine Fan. To not miss an episode, subscribe today in your favorite podcast platform.

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