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The Internet of Things (IoT) is constantly evolving technology that affects almost everything in today’s world, from cities to connected devices. IoT links smart objects to the internet, which enables an exchange of data in a secure venue. According to Cisco, there could be more than 50 billion IoT devices connected to the internet by 2020. EDGE360 has compiled the top stories surrounding IoT and its impact on Value Added Resellers (VARs). Read on to learn more.

Selling IoT Tech

VARs need to break out of their cocoon to be successful with Line of Business (LOB) buyers, according to Paul Buehler, Senior Business Development Manager, Strategy, Planning and Programs at Cisco. He explains that LOB buyers are extremely influential over technology decisions, making the connection between technology buyers and business buyers a must. VARs should be as educated as possible about the businesses they are calling upon, but you can’t be an expert on everything.

To help solve these issues, the Cisco’s Partner Industry Transformation team has created tools for VARs that will help guide them to identify their customers for better business outcomes. These tools help VARs build enough knowledge to approach a new customer and build a successful partnership.

Read more here.

Trusting IoT Devices

More IoT means more attack surface, making security a priority. “The IoT is still evolving, but adversaries are already exploiting security weaknesses in IoT devices to gain access to systems — including industrial control systems that support critical infrastructure,” according to the 2018 Annual Cybersecurity Report. To bolster security measures, there are some important questions you should be asking your technology vendors including:

• Do you understand the constraints of IoT?
• Do you deploy firmware updates and software patches?
These and other questions are imperative to the conversation you must hold with your technology provider to make sure that IoT is safe for your business. The Cisco Trust Center has some helpful tools related to regulations and updates to IoT that offer guidance as you move toward the IoT.

Read more here.

What’s on Your Network?

Knowing what’s connected to your network is an important security measure. If you don’t know what is there, you can’t protect yourself. Cisco’s 2018 Annual Cybersecurity Report exposes the fact that, in every sector, there were discrepancies between the number of devices IT managers thought were on their network and the actual number that were connected. Government IT underestimated connected devices by 12 percent, healthcare by 33 percent, technology by 43 percent, and finance by 50 percent.

In addition, more than 83 percent of the IoT devices analyzed had older OS versions with no patches available, making them more vulnerable to hacks. This risk can be hard to manage without the correct tools and resources, which is why Cisco offers tools for VARs on IoT.

Read more here.

IoT Opportunities for VARS is Growing

With IoT estimated to hit more than 50 billion smart devices connected by 2020, there are many opportunities for VARs to offer IoT-related solutions. According to Nik Sanchez, business development manager for IoT at Comstor North America, “We’ve reached an inflection point in IoT where the concept of the internet of everything has distilled down to the point that resellers and partners are understanding that they have to focus their efforts and really drive with solutions.”

Read more here.

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