Channel Partners

SPR 2016

For 25 years, Channel Partners has been a resource for indirect sales channels, such as agents, VARs and dealers, that provide network-based communications and computing services, associated CPE and applications, and managed and professional services

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PLUG INTO MRR WITH IoT COVER STORY T he Internet of Things (IoT) may not be quite the money machine suggested by some, but you'd better believe it's a real, live opportunity. "We made $250,000 last year tracking colic in horses," says Rickie Richey, CEO of Altaworx. "That sounds like a lot, but the average thoroughbred is worth $80,000." Owners and breeders are happy to shell out monthly to head off health problems. Altaworx's strategy is to develop custom machine-to-machine apps based on a customer's need, then bundle the software with sensors, cameras or other asset- tracking hardware and bandwidth — a 1GB plan, in this case. Altaworx, a member of the AT&T Partner Exchange, splits margins 50/50 with its agents and has seen 2,000 percent revenue growth between the M2M practice and its traditional IP and SIP products and services. BY ART WITTMANN CHANNELPARTNERSONLINE.COM 15

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