Cisco IoT Strategy Will Unleash Services Opportunities, Forge Ties With Technology Vendors
Posted by Force 3 | November 17, 2016
Cisco Systems is putting its Internet of Things strategy into higher gear, aiming to leverage its massive networking footprint and next-generation technologies to take IoT devices to a new level. The strategy will unleash rich services opportunities for channel partners by enabling them to tap into an operational technology market hungry for turnkey IoT solutions, according to Cisco’s IoT leader, Rowan Trollope.“This is the biggest thing, in my opinion, to happen to Cisco’s business probably in 20 years,” said Trollope on stage at Cisco Partner Summit 2016, referring to the services opportunities becoming available in the operational technology market.Mike Greaney, CEO of Crofton, Md.-based Force 3, a wholly owned subsidiary of Sirius Computer Solutions, said he is bullish on Cisco’s new IoT strategy as well, adding that operational technology vendors are helping solution providers to close some gaps.“It helps fill in holes in a partner’s offering where they can align with these already-Cisco-recognized [vendors] who are already part of the team, if you will. We can then team with them and develop our own consortium of partners,” said Greaney.Force 3 already is targeting the federal market with some operational technology vendors, according to Greaney.“We’re spending a lot of time evaluating a variety of Cisco ecosystem partners and … [making] sure that [we] partner with a company [that has] technology or services that will resonate in the federal space,” he said.Greaney took it a step further, saying that Force 3 might even consider acquiring an operational technology company that aligns with its target market.“Along the way, some of them — if they have a particular niche that is appealing to us — they could become an acquisition target,” said Greaney. “So there’s a benefit there both ways — you can either build your offering and some of these companies will fill voids that partners may have, but they also might be appealing enough to invest in.”
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