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@TheChannelCo

IoT Revenue OpportunitiesThe Low Hanging Fruit For MSPs

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about me

Anthony Pisano, Assoc. AIA

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IoT Demystified!

The Internet of Things

"A network of Internet connected devices able to collect and exchange data." It is commonly abbreviated as IoT. ... Simple.

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IoT in the “Comfort Zone”

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Break Out of your Comfort Zone!

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The MSP’s Common Denominator for IoT

THE NETWORK, YOUR NETWORK!

• As a client’s core IT MSP or trusted advisor they see you as ultimately responsible for the security, communications, and proper handshakes of all IP enabled nodes and devices whether you provided them or not.

• We always tend to get the first call during a crisis regardless if the MSP provided the items or not.

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The MSP’s Common Denominator for IoTTHE NETWORK, YOUR NETWORK

• Eliminate the finger pointing!

• Take as much ownership of the devices on your networks as possible

• Reap a benefit from an untapped revenue stream from a service that you may be involved in regardless with much less upside.

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What’s Really Possible?

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Become a Passive IoT Revenue Finder

When visiting any client or prospect:

• Absorb the space you're in and the business being conducted there.

• Ask yourself what’s missing?

• What can I enable on this network to improve the day to day flow and improve efficiency within this client’s space and beyond?

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What is the low hanging fruit?

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IP VideoPREM BASED/HYBRID CORE CLOUD CORE

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IP Access ControlCLOUD CORE

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IP AudioHYBRID DISTRIBUTED CORE

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Easy, Low Risk Deployment is KEY!

• Keep IT simple: POE, CABLE, EDGE DEVICE

• Less is more: Add functionality with as little physical hardware count as possible.

• Meet the client goals with simplicity and efficiency.

• Manage expectations of the final deliverable.

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The Connected EnvironmentLeverage the devices to the fullest of their capabilities

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Addressing IOT Security Concerns

• Addressing responsibility• Your network, You are ultimately responsible in the client’s eyes regardless of

trade/scope delineation or any terms and conditions for the devices connected.

• The 800lb Gorilla.• How to truly allocate responsibility

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Securing IoT devices is crucial. It knows no bounds, type, or client size. It is as important in a single-family home as it is in a global enterprise.

Addressing IoT Security Concerns

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•Respected

•Vetted

•Secured

•Maintained – Firmware! Firmware! Firmware!

Addressing IoT Security ConcernsIoT is as vulnerable as any other internet enabled device

but more so if not:

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• Real World Risk Scenario• An analog physical security vendor has just recently (yesterday) jumped into the IP

pond and is contracted to execute a job for your client and the dreaded email comes. Hello Mr. MSP, I’m from ABC security and we are installing a new IP camera and door access system for our mutual client. I need 20 static IP’s, 3 open ports, dyndns and your first born.

Addressing IoT Security Concerns

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Advanced Analytics & Data MiningData that is not being captured and analyzed is a squandered opportunity

and an unrealized organic revenue stream.

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CASE STUDY:

The Woolworth Building

Façade Restoration

2012-2013

UDS tasked to be physical

construction project

manager and given

autonomy to use any technologies it saw fit to add

efficiency to a logistically

complex process.

IoT infrastructure was utilized that transformed this

iconic landmark into a living,

breathing, entity utilizing

data mining and real time

construction analytics

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Discussion and Questions

BRIDGING THE PHYSICAL & VIRTUAL WORLDS

THANKS FOR ATTENDING!

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