Channel Partners

FAL 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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COLUMN v cpvendorlocator.com Expand business and drive new revenue Channel Partners Vendor Locator – an online environment to fi nd your next supplier. With over 90 vendors in 50+ categories, Vendor Locator will help you make the connections you need. EXPLORE NOW Your partners are waiting for you. Your partners are waiting for you. Aligning information technology strategy with operational technology strategy. Let that sink in for a minute. I'll wait. And as it penetrates, I hope you'll see that this very simple definition is extremely powerful and universal. In fact, I'd say it's something of an E=MC2 moment. Before Einstein's equation, scientists knew that that stars were destroying matter to create energy, but they stars that stars were destroying matter to create energy, but they were that stars were destroying matter to create energy, but they destroying that stars were destroying matter to create energy, but they matter that stars were destroying matter to create energy, but they to that stars were destroying matter to create energy, but they create that stars were destroying matter to create energy, but they energy, that stars were destroying matter to create energy, but they that stars were destroying matter to create energy, but they but that stars were destroying matter to create energy, but they they that stars were destroying matter to create energy, but they had no idea of the relationship. Einstein gave it to them. How big of a bang happens when a company's IT and operational technology strategies are aligned? In oil and gas, it means that every deep-water rig exchanges more than a terabyte of information per day with onshore offices. It means that every valve on every pipeline is producing data about its own state and condition. That's the stuff you'd expect. But it also means a much better ability to do things like monitor vibrations of systems, or measure their power consumption as they do their normal jobs. When a normal job produces abnormal vibrations or power consumption, it probably means some motor somewhere is about to seize up, or worse, a weld joint is beginning to fail. The bottom line is, it means the difference between being reactive and being proactive, and that's the incredibly important transformation. It's critical that IT be involved here, because customers will be even more proactive when they can analyze data from sources across the business. Space doesn't permit me to work through extensive examples, but you can do it yourself. Every small business has opportunities. Businesses whose equipment doesn't fail don't disappoint customers. And operational alignment means more than just putting sensors on the stuff of business — though that's a huge piece of it. It also means working with technology fiefdoms like marketing, web services, customer support and more to ensure that the technology not only fulfills its operational intent, but that it reports back to company managers about how that technology is functioning. That data, if used wisely, provides insights to management and customers alike. And customers love that. The great news for the services channel is that this all services based. It all requires connectivity. It all requires a solid security infrastructure, and it's all worth doing. IT is central to the whole thing because it's data analysis that brings much of the benefit of a digital transformation. If you can help align information and operational technology, the result will delight end customers, and your clients will flourish. The next few years are going to be … transformational. Art Wittmann is vice president of the Business Technology Network for Informa Knowledge & Networking. linkedin.com/in/artwittmann @artwittmann 30 CHANNEL PARTNERS FALL 2016

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