IoT Channel Chronicles: Panel Of Solution Providers Discuss 'Velocity' Of IoT Opportunities

Is it surprising how quickly the Internet of Things is happening?

Van Deusen: We've been surprised by the velocity of the opportunities as they're coming to us now. Both our clients and vendors are saying to us, 'We need help in this space.'

We had a major brewery company – with a lot of consolidation in that industry, some players in that market that focus on supply chain analyzation of flow and meters, and just being able to understand that market is important. The opportunities we didn't even know existed are the ones surfacing now.

What percentage of sales tend to be recurring revenue?

Lawrence Van Deusen: I would say a significant amount of recurring revenue because once the systems are in place, they need to be monitored, the data needs to be harvested, we need to have the insights, a platform that it sits on, the application needs to be continuously updated, new features introduced. You can start small and expand with solutions. We've encountered a lot of scenarios where we we've started off solving one problem, and it's easily led to a bigger opportunity to go in there and look at things more holistically.