IoT Playbook

In this episode, Mark Smith and his CleanConnect.ai co-founder, David Conley, share their story about building a new AI-software started that serves the oil & gas industry. They share the 7-Steps to 10x the valuation of your business. So, if you own an IT company (i.e. MSP, MSSP, etc.) and you want to learn how to 10x the value of your company, then this episode is for you.

In this episode, Colin Blair, VP of Specialized Solutions for TechData, shares his unique perspective based on talking to hundreds of partners about what is selling right now! Here's what Colin discusses: There is going to be a BIG recovery in Q1-2021 Packaged COVID recovery solutions Tele-Health Video Analytics that enhance physical security camera solution. Asset management - where are your trucks, people and other assets. Compliance, safety and health.  Physical distancing, thermal sensing. Grant-writing services.  TechData has a service focused on grant-writing to help MSP's win non-profit business. Manufacturing is going to be a huge growth sector post-COVID. Connect with the TechData IoT and Data Solutions Team Email: maitto;iot@techdata.com Visit: https://iot.techdata.com Explore the IoT and Data Solutions Resource Center (Catalogs, Events, Webinars, Podcasts, and more) Lean how TechData is helping manufacturers build resilient operations: https://resilient-mfg.com About Colin Blair Colin Blair is the vice president of IoT and Data Solutions for the Americas at Tech Data. In this role, he is responsible for the sales, strategic direction, profitable growth and acceleration of IoT, big data & analytics and vertical market solutions through the Tech Data partner ecosystem in North America. Colin’s team comprises business consultants, solution architects, sales, solution development and vertical market specialists focused on next-generation technologies. Blair joined Tech Data in February 2017 upon the completion of Tech Data’s acquisition of Avnet’s Technology Solutions division. Prior roles included vice president, Data Analytics, Cognitive Computing and IoT for Avnet Technology Solutions, Americas and vice president of Global Strategic Planning, where he worked with corporate business leaders around the world to perform competitive benchmarking, conduct business modeling, forecast gap analysis and scenario planning to support corporate strategy development, operational planning and regional execution. Blair has more than 25 years of industry experience in the information technology industry and distribution. He has demonstrated success in many facets of the business, including product development, product marketing, vertical markets, business development, sales management, account development and business strategy. Prior to Avnet, he worked for Texas Instruments and Motorola in various product development and product marketing roles in the semiconductor and telecommunications industries. Blair holds a Bachelor of Science degree in Electrical Engineering from Texas Tech University and a Master of Global Management from Thunderbird Global School of Management. About Your Host, Mark Smith Mark Smith is the host of IoT Playbook, a video podcast for the channel.  Mark is also the co-founder of  CleanConnect.ai, an IoTMSP specializing is AI solutions for oil & gas operators.

The whole country has been on lockdown for months and your clients & prospects are dying to get their employees and customers back  In this episode, Mark Smith, host of IoT Playbook, interviews Luis Alvarez, owner of Alvarez Technology Group, a security integrator in Salinas, CA.   Luis details a brand new business opportunity to help your clients reopen after the COVID lockdown.   This service complies with the new Whitehouse and CDC business reopen guidelines and uses camera, sensor and AI-based software solutions that any security integrator can deploy right now. In this 30-minute video, you will discover the 3 solutions Luis Alvarez is selling right now: A high-speed AI-camera temperature scanning platform from Dahua. This is the same system that Amazon announced they are installing in their warehouses. A high-speed hand-held solution from Hikvision.  An AI-based social distancing platform from FastSensor Plus, you will learn how you can sell all of these services as a managed service that generates recurring monthly revenue (RMR)..  Listen to this episode to explore if these services are a good addition to our line card.  By Mark Smith Mark Smith is the host of IoT Playbook, a video podcast for the channel.  Mark is also the co-founder of GatherSafely.com, a service that helps organizations reopen using cutting edge technology. 

In this episode of IoT Playbook, I interview Corey Kirkendoll, who was recently featured on the cover of ChannelPro magazine. Corey is an MSP in Dallas, TX who helps churches and cotton farmers with their IT needs, but also, has been helping them achieve amazing results by incorporating IoT into his managed service offerings. By working with mega-churches (over 1,000 attendees), Corey has seen the merging of facilities management, physical security and A/V into his managed IT business. This means EVERYTHING that touches the network is a managed service opportunity. Energy-as-a-service, AV-as-a-service, video surveillance as-a-service, and more. You’ll also hear how Corey uses IoT to help his agriculture clients, including improving the yields on cotton gins. And by helping increase yields, Corey helps them increase their revenues, which means his revenue is increasing as well. More Info: 5K Technical Services Corey Kirkendoll LinkedIn

VIRTUAL WORKFORCE: WHAT YOU WILL LEARN: How the virtual workforce is being shaped by the pandemic How Luis is helping his clients make the transition to working from home without compromising his managed security service stack The products and processes Luis is using to help his clients go virtual Why Luis believes this is a key turning point for SMB customers in the IoT space How to grow your own MSP and help your clients during this COVID-crisis How MSPs Can Help Clients During the COVID-Crisis With the COVID-crisis, the virtual workforce is expanding as most small businesses have allowed their employees to work at home. In this episode, I interview a frequent IoT Playbook guest, Luis Alvarez, an MSSP and IoTMSP in Salinas, CA. Luis is helping his clients make the transition to working from home without compromising his managed security service stack—business has been booming. In this episode, you’ll learn the products and processes Luis is using to help his clients. I guarantee that you’ll get dozens of virtual workforce ideas you can use in your own MSP right now. Plus, you’ll learn why Luis believes this is a key turning point for your SMB customers; many of your customers will decide to support a remote virtual workforce even after the lock-down period is over. So, if you’re trying to figure out how to grow your own MSP and help your clients during this COVID-crisis, then click the link below to watch this episode of IoT Playbook. I promise you will be encouraged and inspired by what Luis has to share with you about what’s working in his business right now. Going Virtual Amidst the COVID-Crisis Since the global pandemic has taken hold, the virtual workforce has expanded at a staggering rate and it continues to do so. As a result, Luis Alvarez and Alvarez Technology Group have seen one of their best quarters yet because business is booming. Since most of Luis’ clients are required to meet regulatory compliance, they must plan for different worst-case scenarios from natural disasters to pandemics. Luis and his team already knew how to handle the virus outbreak, and they also knew that the same measures could be applied to other businesses across the board. Talk to Your MSP About All of the Options Most firms are not compatible with the virtual workforce because their infrastructure is not set up for remote access. Luis advised his clients well in advance to implement processes and technologies that would mitigate the challenges associated with this large scale transition. He extended service coverage to all remote employees for ninety days, and it paved the pathway for his clients to take their operations virtual. Alvarez Technology group has guided them through the pivot with a best practices framework and step by step instructions to ensure success. Best Practices for Going Virtual Alvarez Technology Group’s set of best practices for the virtual workforce are universal. By taking the appropriate precautionary measures, your team will be able to make the most of their time beyond the office walls. He advises that employees use work-designated computers to connect to the servers safely, so new equipment is a necessity. VPNs and multi-factor authentication are critical to the security of your organization, and your MSP has to install their security software on your computers as well so they can access them. There is a lot of risk associated with taking your team virtual, but with a reliable firm managing your network, you can focus on keeping the business in motion. How to contact Luis Alvarez: Website: https://www.alvareztg.com/ Linkedin: https://www.linkedin.com/in/luismalvarez/ Twitter: @Alvareztg More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com myDevice webinar replay

STEP UP YOUR PRODUCTION QUALITY FOR A REASONABLE PRICE (H2) In this episode of IoT Playbook, I take you for a behind the scenes tour of my podcasting studio to look at the gear and software I use to produce the show. Many of you will be asked to host or participate in webinars, and eventually, you will want to be put on camera. Instead of using the default setup with a built-in microphone and laptop camera, you can upgrade your entire experience for a reasonable price. Head over to podcast.iotplaybook.com to learn what I am using in my own studio, as well as some great alternatives for a tighter budget. What You Will Learn: The software and hardware IoT Playbook uses in its podcasting studio The different lighting tools IoT Playbook uses How IoT Playbook records high-quality video for promos and solo shoots Different gear options depending on your budget Why upgrading your studio will dramatically improve your production quality How to use a green screen for webinars How to record and edit screen shares The IoT Playbook Podcasting Studio Set-Up (H1) If you want to host webinars, create video content for your business, or even build a podcasting studio of your own, the latest episode of IoT Playbook has everything you need to know about the gear. Find out what types of software and equipment IoT Playbook uses in its studio so you can start producing high-quality content for a minimal cost. Software (H2) Zoom: Zoom is the lifeblood of my podcasting studio. It is a cloud-based, video conferencing software that I use for webinars, meetings, and interviews. OBS: Open Broadcast Studio is a free tool that I use for editing promo videos where I don’t have a guest. Camtasia: This tool by TechSmith is great for recording screen shares and it is a powerful editing suite as well. “These equipment options will help you drastically increase your podcasting studio quality for whatever it is you’re trying to do.” Podcasting Studio Hardware (H2) Scissor Boom: The scissor boom is an adjustable microphone stand that is great for a desktop set-up Green Screen: This enables you to change the background to any image you want. Softbox Lights: Softboxes are standard in photography studios and they provide soft facial lighting. LEDs: The LED lights on either side of me shine against the green screen to keep it evenly lit. Tabletop Lighting Kit: Additional facial lighting that also eliminates reflections on eyeglass lenses. Sony DSLR: Primary camera for promos, webinars, and interviews. Audio Technica ATR 2100: Dynamic USB Microphone that eliminates unwanted ambient noise. http://bit.ly/2UnFviW IoT Playbook Resources: (H2) Learn How to Get Started With This Free Online Class: www.freeiotclass.com go.iotplaybook.com/offerbuilder

LAUNCH YOUR IOT SERVICE QUICKLY WITH A MASTER AGENT If you’ve been sitting on the sidelines, wondering how to jump into an IoT service opportunity, then this episode of IoT Playbook is designed just for you. Jonathan Smith is the channel manager for Hyperion Networks, a Master Agent with multiple carriers, and plug & play IoT solutions that you can start selling right away. Working with a Master Agent has the least barriers to entry to launch an IoT service that IoT Playbook has ever seen. Plus, you get to leverage the buying power and authority of a US-carrier, like Sprint or AT&T. If you want to start selling IoT managed services, but you don’t know what to sell, how to sell it, or how to support it, this episode will provide the answers you’ve been looking for. Just click the link below to get the IoT Playbook that will show you how to launch your IoT business quickly, even if you have no experience or startup capital. What You Will Learn: How to launch your IoT business quickly, even if you have no experience or startup capital Why working with a Master Agent has the least barriers to entry to launch an IoT service What is in the substantial product portfolio that Hyperion’s partners gain access to Case studies of Hyperion Partners’ products/solutions How to get started working with a Master Agent like Hyperion Partners IoT Service | Working With a Master Agent Hyperion Partners is one of the largest master wireless mobility dealers across the nation, and Jonathan Smith serves as a director of channel development where he oversees all aspects of telecommunications; wireless/wireline, direct/indirect, and channel distribution. Working with a Master Agent like Hyperion Partners has the least barriers to entry to launch an IoT service, and it also enables IoTMSPs to leverage the buying power and authority of a US-carrier, like Sprint or AT&T. In the latest episode of IoT Playbook, Jonathan walks us through the process of working with a Master Agent and he explains how to launch your IoT business quickly, even if you have no experience or startup capital. Join a Massive Network of Channel Partners IoTMSPs have had a lot of success selling telecommunications solutions in a wide range of industries. But when the conversation shifted to mobile, IoTMSPs often had to direct their clients to the carriers. Now, there are turnkey IoT service solutions in place that MSPs can add to their portfolio and get comped for. Hyperion Partners facilitates this by providing new channel partners with access to a substantial product portfolio that is activating. Because of Hyperion’s massive network of partners, they can offer more aggressive pricing and better compensation that is typically only available to the major players. IoT Playbook for Panic Buttons An extremely popular IoT service that is available right now are panic buttons for hotels. A new regulation was introduced requiring the installation of these devices for the safety of hotel workers. So, Hyperion Partners developed a solution in conjunction with MyDevices and their partners are taking it to market—not just in hotels, but in elementary schools, junior highs, high schools, hospitals, canna-businesses, and beyond. Partners have the support and resources behind them to execute shipping, installation, activation, and monitoring. To learn more about other opportunities you can take advantage of by working with a Master Agent, listen to the latest episode of IoT Playbook. How to contact Jonathan Smith: Website: https://hyperionpartners.net/ LinkedIn: https://www.linkedin.com/company/hyperion-partners-llc/ https://www.linkedin.com/in/jonathan-smith-5613986/ Twitter: @Hyperion_Prt @Htssllc1 More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com myDevice webinar replay

LEARN HOW TO NETWORK THOUSANDS OF IOT DEVICES There are billions of IoT devices that need to be monitored, managed and secured. And that job falls to professional IT staff or IoTMSP’s. Connecting a few home-type devices with minor interference can be done with WiFi. But, when you start scaling to hundreds of IoT devices in smart buildings, smart cities or industrial IoT, you need to look to solutions like LoraWAN or LPWAN. In this episode, IoT Playbook interviews Albert Behr from BehrTech. BehrTech is the creator of MYTHINGS, which uses LPWAN or Low-Powered WAN to connect hundreds of IoT devices through an LPWAN gateway. Click the link below to get the IoT Playbook for connecting low-powered IoT devices over long distances with lots of interference. What You Will Learn: Albert Behr’s journey into IoT Different types of wireless IoT technology BehrTech includes in their offering Why the IoT devices market has the best opportunities in tech How BehrTech is using IoT to provide moisture detection, air quality measurement and more An IoT Playbook for connecting low-powered IoT devices over long distances with lots of interference How BehrTech is networking thousands of IoT Devices IoT Devices | Moisture Detection in Commercial Real Estate After spending over thirty years in the tech industry, Albert Behr is highly qualified when it comes to judging new technology. And whether it pertains to the enterprise level or the consumer space, IoT devices, platforms, and managed services account for the largest market tech has ever seen. In the latest episode of IoT Playbook, Albert Behr of BehrTech joins us to talk about the process of networking thousands of IoT devices. BehrTech is the creator of MYTHINGS, which uses LPWAN or Low-Powered WAN to connect hundreds of IoT devices through an LPWAN gateway. Capitalize on an Underserved Market Any time there is a transition from analog to digital, the market experiences explosive growth. That is where we are currently at with IoT and it is the reason Albert Behr decided to build a business around IoT over any other type of emerging opportunities in the tech space. BehrTech has been in business for two years now and Albert and his team have finally sealed the certifications so they can go after the wireless IoT devices market. The wireless IoT market is critical to artificial intelligence and machine learning, so it is an enormous market that remained completely unserved until BehrTech entered the arena. Moisture Detection Case Study One area where these types of IoT devices are being utilized is the commercial real estate space. BehrTech has pioneered a moisture sensing system for one of downtown Toronto’s most well-known towers, because the building was constructed in the seventies, making water leaks inevitable. The building management has to keep a team on-call to respond to these sporadic leaks, but BehrTech’s IoT technology places sensors on every floor to detect moisture before any leaks form that are visible to the human eye. They are cheap, battery-operated, and durable, creating an opportunity for BehrTech to install thousands of them throughout the building and manage them moving forward. To learn about some of the other IoT opportunities BehrTech is pursuing, listen to the latest episode of IoT Playbook. About Albert Behr Albert Behr is an innovator and leader focused on technology commercialization. Born in Winnipeg, Behr has been in the technology industry for more than three decades. His experience spans high-level marketing, operational, and financing roles across leading technology companies and startups around the globe. While based in the U.S. and Asia, Behr held executive leadership roles with technology giants such as AT&T, Fujitsu, and Symantec. While in Canada, he served as chief strategy officer for BorderWare Technologies, COO of NRG Group, and senior VP for Platform Computing. For the past 20 years, Behr has been at the helm of the technology commercialization consultancy he founded, advising more than 1,100 tech companies. How to contact Albert Behr: Website: https://behrtech.com/ LinkedIn: https://www.linkedin.com/company/behr-technologies/ https://www.linkedin.com/in/albert-behr-3ab460/ Twitter: @BehrTech More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com myDevice webinar replay

BUILD A FOOLPROOF IOT OFFER IoT Playbook practices what it preaches, and host Mark Smith has officially become an IoTMSP. In this session of IoT Playbook, you will learn how to identify the top success factors in building an IoT managed service offer. Mark Smith provides an elaborate example of how he is using the top success factors in his own IoT managed service offer. And he explains his new IoT opportunity using the IoT Playbook framework from episode six. Head over to podcast.iotplaybook.com to learn this new copywriting framework. If you want to see how to use the IoT Playbook copywriting framework to build your offer, visit go.iotplaybook.com/offerbuilder to access the free offer builder tool that will help you quickly create the perfect IoT services offer that will convert into new sales. What You Will Learn: The top success factors in building an IoT offer How Mark is using the top success factors in his own IoT managed service offer How Mark explains his new IoT opportunity using the IoT Playbook framework from episode six An in-depth explanation of my IoT managed service offer How to create your own foolproof IoT offer using the IoT Playbook Offer Builder The IoT Playbook Offer Builder In Action Problem: Colorado’s new oil and gas regulation requires continuous methane leak detection. Loss: Firms have to comply which would increase their costs tenfold or bring on heavy fines. Avatar: Gas operators who want to comply with the new regulation code SB-181. Yes: The pilot client is working with IoT Playbook on a proof of concept. They are estimating a purchase of 100 pads worth of the IoT managed service which would be a ten million dollar deal. Business Model: IoT Playbook offers real-time methane leak detection as a service. Offer: Infrared and optical camera pairs, AI detection and software monitoring, and integration with SCADA systems are all components of the IoT Playbook offer. Offer Now: Presentation of the methane leak detection solution. Kall to Action: If you are in the oil and gas space and want to learn more, visit cleanconnect.ai. The Top Success Factors Problem: What is the number one problem you’re solving for your customers? Urgency, scarcity, and scale of the problem determine the value of your IoT managed service. Prospect: Who is your potential buyer? Product: What is your solution/offer stack? Process: What is your unique process for delivering your solution? Consider branding it with an original name to distinguish it from other similar processes. Projection: How much time, how many leads, and how many sales do you need to achieve your goal? Plan: What is your plan to achieve all of the above? The Top Success Factors Example Problem: Colorado regulation SB-181 requires continuous methane leak detection. Prospect: Every oil and gas operator in Colorado and other states that are introducing similar regulations. Product: Infrared and optical camera pairs, AI detection and software monitoring, and integration with SCADA systems. Process: Design, setup, ongoing maintenance, and software monitoring. Projection: If IoT Playbook only won business from 10% of the pads in colorado, it would still be roughly 4,300 pads. Plan: Market to existing clients of Clean Connect because it is a sister company to an existing oil and gas automation company, partnering with the camera company, and leveraging the co-founder’s client relationships. If you want to follow my journey with Clean Connect, visit go.iotplaybook.com/offerbuilder to access the free offer builder tool that will help you quickly create the perfect IoT services offer that will convert into new sales. I will be using numerous examples from my own IoT managed service business so that you can work through similar challenges in real-time. IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com go.iotplaybook.com/offerbuilder

HOW TO ORGANIZE AND MONETIZE IOT DATA Experts estimate there will be 30 billion IoT devices by the end of 2020. And while each one of those devices will be generating data, most of that data will be collected in unusable, proprietary formats. In this episode of IoT Playbook, I interviewed Michael C Skurla, the Director of Product Strategy for BitBox USA, an IoT data analytics company. Bitbox collects data from all IoT devices on a network, loads it up to a secure cloud, aggregates and analyzes the data, then transforms it into immediately usable formats. So, if you want to learn a simple solution for monetizing IoT data, then go to podcast.iotplaybook.com, where we interview the IoT solution providers who show you their playbooks for making money with commercial IoT. What You Will Learn: How to monetize data using BitBox by leveraging the mounting number of Iot devices Why the trend is shifting from data generation to data collection and organization How Bitbox organizes data into a useable format that can be easily mined The importance of ‘middleware’ in the world of data How your organization can tap into BitBox’s innovative IoT platform IoT Device | Bridging the Gap BitBox has been around since 2015 and it focuses on a unique area of IoT. This company recognized that the changing landscape of IoT is no longer about generating data; it is about collecting data and forging it into a usable form. While BitBox may sound like a piece of hardware, it is really a platform. It is an IoT device that aggregates-in everything it possibly can. It takes all of the data, moves it to a cloud platform, then organizes it into useful information so that users can mine the data easily. Mike Skurla, the Global Director of Product Strategy for BitBox USA, joins IoT Playbook in the latest episode to explain how we can monetize data from a mounting network of IoT devices. Middleware In 2020, people show up at their offices with a preconceived notion that data and IoT devices should work better together because that is what they are used to at home. But platforms have not necessarily excelled in the commercial or industrial space, and businesses are relying on antiquated systems to gather the data they need. Mike Skurla and his team at BitBox USA have bridged this gap by acting as what Mike calls ‘middleware.’ BitBox enables us to see how one system’s data relates to another and some of the largest companies in the world have already started to recognize the need for this technology. Bitbox Playbook Mike Skurla provides us with a playbook for one of BitBox’s projects, where a restaurant chain approached his company looking to reduce its heating and cooling costs. Prior to partnering with Bitbox, they spent 6-months looking at HVAC analytics, but could not see any patterns whatsoever. Within three days of installing a BitBox at each restaurant location, the BitBox analytics engine scanned the IoT devices and discovered that the restaurants with the highest energy costs had managers who left the back door open when they went outside to smoke. That revelation immediately saved their clients 30% in energy costs. About Mike Skurla Michael C. Skurla is the Global Director of Product Strategy for BitBox USA, providers of the BitBox IoT platform for multi-site, distributed facilities’ operational intelligence, based in Nashville, Tennessee. Mike’s in-depth industry knowledge in control automation and IoT product design sets cutting-edge product strategy for the company’s award-winning IoT platform leading the expansion of BitBox beyond DCIM while earning industry accolades and awards. His IoT industry insight and thought leadership have led to speaking engagements and publications in top industry outlets such as Critical Facilities, OilMan, and LD+A., and appointment to the CABA Board of Directors. How to contact Mike Skurla: Website: bitboxusa.com Email: mike@bitboxusa.com LinkedIn: https://www.linkedin.com/in/mikeskurla/ Twitter: @bitboxusa More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com myDevice webinar replay

IOT = I OWN THIS “I Own This”—That’s my new definition for IoT and one I “borrowed” from my guest, Andy Do, on this episode of IoT Playbook. I know IoT stands for Internet of Things, but once you start working on a big enough problem for your clients using IoT devices you’ll understand exactly what I mean. This is the attitude of any successful IoT managed service provider who serves as the chief architect of integrated solutions for their clients’ problems. If you find yourself in this position, the good news is you’re not alone. You can quickly assemble a team of experts to help you architect the solution. My guests on this week’s episode of IoT Playbook are Andy Do, an IoTMSP who owns TrackingforLess.com along with his partner, Brent Germain, the director of IoT business development for Synnex, a global IT distributor. So, if you’re interested in launching an IoT managed service, then check out this episode at podcast.iotplaybook.com, where you will learn how to assemble a team of IoT experts to help you launch your own IoT business. What You Will Learn: Why “indoor tracking” is one of the hottest untapped opportunities in 2020 How TrackingforLess, Synnex, and Microsoft partnered together to retrofit the City of Houston’s 1200 buses & trains with free, safe public wifi How TrackingforLess and Synnex have created an IoT plug & play solution for the new 2020 Hotel safety worker regulation—a business opportunity you could take advantage right now How Andy Do pivoted from manufacturing IoT devices to building full-blown IoT solutions Examples and playbooks of new projects Andy and Brent have been working on IoT Devices | Own Your Solutions Andy Do started in the IoT industry fifteen years ago as a components manufacturer. But as the industry evolved, Andy’s company shifted to a solutions-oriented business model by adding every part of the IoT trifecta (hardware, connectivity, and platform) to their repertoire. As the president of Trackingforless.com and Sensor-Works, Andy’s niche is tracking and sensors, but with a channel partner like Brent Germain, Andy’s devices make their way into a wide variety of different IoT solutions across the globe. Brent is a senior manager of IoT development at Synnex who operates with the notion that IoT takes a village. He works with vendors like Andy to figure out which IoT devices fit together so they can build unique IoT solutions and take them to market. “I Own This” IoT has been a buzz word for decades now, but recently, it has exploded in popularity. However, with so many IoT devices and solutions saturating the market, it can be extremely difficult to stand out amongst the competition. If you want to get a piece of the market, it’s not good enough to sell a part, activate a line, or sell someone else’s software. You have to own the solution, which means working with great channel partners like Synnex to compile tons of different technologies into epic offerings—then go sell them. It is a massive opportunity if your business can handle the cultural shift. Plus, the service model tied to it means additional recurring revenue on top of the solutions you sell. Sensor Playbook Indoor spaces are obviously not mapped out on GPS…yet. But a new project by Sensor-Works and Synnex is using sensor-based IoT devices to make this a reality. Andy Do and Brent Germain were approached by a large international airport that wants to use this technology to track their luggage carts throughout the facility. They are installing Bluetooth beacons throughout the airport, Bluetooth and LoRa on the luggage carts, and a cloud tied to a cellular router. That is just one example of an IoT solution that combines three different technologies to get the job done, and we haven’t even scratched the surface. About Andy Do Andy Do started in the IoT industry fifteen years ago as a components manufacturer and now he is the president of Trackingforless.com and Sensor-Works. Andy is also an electrical engineering and music graduate from Santa Clara University. About Brent Germain Senior BDM for IoT Solutions at SYNNEX SYNNEX as Hybrid IT Distribution – injecting specialization and services into scalable sales operations! SYNNEX on IoT – SYNNEX as Solutions Aggregator/General Contractor, pulling together all of the pieces for end-to-end IoT solutions and services! 10 Years in Technology 1 Year as Senior BDM in IoT Solutions at SYNNEX 4 Years as BDM in Security & Networking at SYNNEX 2 Years as Account Executive for IT Reseller 3 Years as Dell Solutions Specialist How to contact Andy Do and Brent Germain: Website: https://www.embeddedworks.net/ https://www.synnexcorp.com/ LinkedIn: https://www.linkedin.com/in/andytdo/ https://www.linkedin.com/in/brentgermain/ https://www.linkedin.com/company/embeddedworks/ https://www.linkedin.com/company/synnexcorporation Facebook: https://www.facebook.com/embeddedworks https://www.facebook.com/SynnexCorporation Twitter: @Embedded_Works @SYNNEX More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com myDevice webinar replay

SECURE YOUR CLIENTS’ IOT DEVICES Most of your clients and prospects already have IoT in their businesses—unfortunately, about 80% of it is unsecure. Since many businesses have not secured their IoT, hackers are able to breach their clients’ networks through their IoT devices. That is why it is critical to provide cybersecurity solutions that take IoT into account. In this episode, Josh Liberman, the President of Net Sciences, joins IoT Playbook to dive further into the topic of IoT security. Net Sciences is an MSSP in New Mexico that specializes in securing networks and IoT devices using Nodeware, an IoT security software tool. IoT Playbook also interviews the team at Nodeware to uncover more helpful tips for securing your clients’ IoT devices. Head on over to podcast.iotplaybook.com, where you can learn about IoT security from a channel partner and software company that specializes in IoT security. What You Will Learn: Josh Liberman’s role in Net Science and what they do Why IoT devices create so many vulnerabilities in your clients’ networks How to use software tools like Nodeware to secure your clients’ networks What Josh offers in his cybersecurity solutions bundle How Josh works with Nodeware as a channel partner Cybersecurity Solutions | Secure Your Clients’ IoT Devices If you’re providing cybersecurity solutions to your clients but their IoT is not secure, they are still extremely vulnerable to breaches and other cyberthreats. Part of the reason for this is because remote monitoring and management (RMM) tools perform scans that don’t pick up IoT devices, so the unsecured devices are ignored. As the President of Net Sciences, Josh Liberman has put a lot of time into mitigating these risks so he can provide the highest level of protection to his clients. Nodeware is an IoT security software tool that he uses to secure IoT devices and enable them to conduct business uninterrupted. Nodeware For channel partners and IoT vendors, the booming growth of IoT is a great thing. But that only rings true if we are able to maintain a handle on the mounting number of threats that come with it. Most IoT devices are unsecure out of the box, and they remain unsecure even when they are updatable. As a result, Josh and his team have been looking for ways to better segment IoT devices and generate awareness as they increase in number. They converged on Nodeware as a means of better checking their own work in order to identify vulnerabilities, deprecated protocols, and anything else they might have missed on a job. User-Friendly IoT Security The creators of Nodeware constantly find devices on their clients’ networks that expose them to vulnerabilities whether they know it or not. But now, the solutions are less bulky and more cost-effective. They offer asset identification in real-time through a single dashboard and you don’t need a PhD to use it. That is critical as IoT devices become more accessible to small business owners. IoT is currently both a problem and a solution for many small and mid-sized businesses across the globe. But effective cybersecurity solutions will help you identify their vulnerabilities so proper measures can be taken to mitigate the risk. About Josh Liberman Joshua Liberman has been working in IT since the early days, starting by assembling an IBM PC XT in Bakersfield, California in 1982. He worked in the 80s in various technical writing, editing and later, minicomputer management positions around the US, finally making it to the PC side in 1988. His personal interests include mountaineering, martial arts, writing, and event and travel photography. He holds a Philosophy degree, speaks five languages, travels extensively and raises Siberian Huskies with his wonderful wife, Heidi. How to contact Josh Liberman and the Nodeware Team: Website: https://www.netsciences.com/ https://nodeware.com/ LinkedIn: https://www.linkedin.com/in/joshua-d-liberman/ Facebook: https://www.facebook.com/NetSciencesInc/ Twitter: @NetSciences @nodeware Giveaway: http://info.igius.com/iot More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com myDevice webinar replay

ADD VALUE AND PROTECTION WITH CYBERSECURITY INSURANCE POLICIES 80% of all managed service providers that get breached will be out of business within a few months. Unfortunately, hackers are now specifically targeting MSP’s—to not only breach the MSP, but to access all of their managed service clients as well. Even if you don’t currently offer cybersecurity services, your clients will still blame you because you’re their IT guy. In this episode, IoT Playbook interviews Chris Christensen, the owner of Brightly Insurance, a leading provider of cybersecurity insurance. Chris dives into the benefits of cybersecurity insurance policies and how managed service providers can roll them out. Head on over to podcast.iotplaybook.com to learn how you can add cybersecurity insurance to your business and immediately provide value to your customers. What You Will Learn: How adding the right Cybersecurity insurance policy will protect your business and give you peace of mind. How you can make money selling cybersecurity insurance, even if you’re not an insurance agent And why adding cybersecurity insurance is one of the best ways of closing an IoT managed service deal. What features every cyber policy needs to have in order to be useful for you and your clients. What your cyber insurance company needs to do for you in the event your client gets breached Managed Service Providers | Add Value and Protection With Cybersecurity Insurance Policies Cybersecurity is an increasing concern in the world of IoT because IoT managed service providers are on the frontline. But getting hacked poses a significant risk for both you and your clients. That is why cyber insurance is quickly becoming a lifeline for businesses in the IoT space. Chris Christensen founded Brightly Insurance to help mitigate the risk and repercussions of cyberthreats as they become more advanced. But Brightly has done it in a way that is simple, attainable, and cost-effective for all of the clients they work with. Brightly is Cyber insurance 2.0. Cyber Insurance 2.0 Cyber policies are nothing new, but as traditional insurance agencies adapt to a new technical landscape, there seems to be a separation between the insurance companies themselves and the people who actually handle the breaches of managed service providers. Brightly is a part of a larger network of experts who have been dealing with remediation and restoration since the early 2000s. That is also why Chris and his team can offer both better policy rates and a higher level of service—they use their own people and sister companies throughout the entire process, making it a one-stop-shop. Don’t Settle for the Bare Minimum Brightly Insurance doesn’t just offer cyber insurance; they package it with other cyberservices to help prevent breaches from happening in the first place. Their process contains multiple phases that cover preparation and assessment, diagnostics and forensics, and even PR/client relations. Cybersecurity threats and the risks associated with them can potentially destroy managed service providers, so cyber insurance is nothing to mess around with. Don’t settle for coverage that you don’t fully understand, backed by an agency that doesn’t fully understand the risks your business is facing. Cyberthreats are only going to get more complex and in this business, you can never be too safe. About Chris Christensen Christopher Christensen brings 20+ years of successful sales leadership and delivering value to enterprise and small business customers through cross-functional teams in various markets. He has a proven track record of leading strategic, enterprise, and inside sales teams to drive top line growth and profitability. Chris is experienced in building, structuring, and integrating large, medium and small organizations. He is adept in driving high performance through selection and development of high functioning teams, equipping them with best industry practices and the right tools to accomplish the mission. Chris brings a strong understanding of the insurance industry and software solutions. Starting his insurance career over 25 years ago as a licensed agent, he has experience in Property & Casualty and Life & Health products with captive, association, and independent insurance agency environments. He transitioned into SaaS solutions and insurance technology over ten years ago and has had experience with multiple solutions serving the carrier, broker, and MGA space to include co-ownership of a P&L and product line, solution engineering, and driving marketing, development and production. Chris brings a unique combination of experience, strategic planning, execution, intuition and an understanding of customer needs along the entire insurance spectrum. He has spoken and participated in multiple industry organization and association events and meetings. He currently sits on the board for a local non-profit and holds an executive advisory position in operations for another. How to contact Chris Christensen: Website: https://www.brightlyinsurance.com/ LinkedIn: https://www.linkedin.com/company/gisinnov/ Facebook: https://www.facebook.com/gisinnov Twitter: @gisiglb More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com myDevice webinar replay Want to be notified first when new episodes of IoT Playbook come out?

How to Build the Perfect IoT Offer After a dozen interviews with successful IoTMSP’s, I noticed the same critical success factors for a high-converting IoT managed service offer. In this episode of IoT Playbook, I introduce you to the top factor: Regulations. Every big IoT deal started with a regulation that was a BIG problem for the client and a major opportunity for the IoT. Inside the episode, you’ll find out about the IoT Regulation Cheat Sheet–a list of regulations and IoT solutions that are selling right now. I also introduce the IoT Playbook Offer Builder. The IoT Playbook Offer Builder is a video-based mini-course designed to teach you all of the offer success factors and how IoTMSP’s are actually using those in their specific offers. You can sign up for the IoT Playbook Offer Builder for free here: https://go.iotplaybook.com/offerbuilder Inside the IoT Playbook Offer Builder, you’ll get: The IoT Regulation Cheat Sheet The key factors for any successful IoT Offer Video case studies from partners succeeding in multiple niche markets Why you should add Cybersecurity Insurance to your offer, even if you’re not an insurance agent How to close big IoT deals by offering as-a-service financing so your prospects can avoid big CAPEX investments How to quickly build your IoT offer prospect list And much more… You can watch/listen to the IoTMSP Offer success factors episode here: https://podcast.iotplaybook.com/podcasts/offerbuilder/ IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com Free IoT Offer Builder Mini-Course: go.iotplaybook.com/offerbuilder Check out the Free IoT Class, where you can learn 3 IoT Managed Services you can start in the next 30-days.

LEARN HOW TO SELL YOUR IOT MANAGED SERVICE QUICKLY Do you want to get in on this multi-billion dollar IoT managed services opportunity, but you’re not sure how to get started? In this episode of IoT Playbook, I discuss options for fulfilling your IoT managed service. Find out what works—even if you are just starting out, you’re not technical, or you don’t have a service department My guest for this episode is Jack Knocke. As the owner of IoT Advisor group, Jack helps vendors & partners build their channel sales around IoT and connecting solutions. Previously, Jack helped build out the channel partnership program for Verizon and understands how to help channel partners get started quickly selling their IoT managed service. In this episode, you will discover the pros & cons of building your own IoT support organization and learn how this decision will impact your revenue and profit. So, head on over to podcast.iotplaybook.com so you can get started selling your IoT managed service quickly; even if you’re starting from scratch. What You Will Learn: The pros & cons of building your own IoT support organization vs. outsourcing everything to a Master Agent How this decision will impact your revenue and profit How to fulfill your IoT managed service—even if you are just starting out, you’re not technical, or you don’t have a service department How to get started in IoT without building new infrastructure Agent-commission model vs. traditional MSP How to navigate the barriers to entry in IoT podcast.IoTplaybook.com/podcasts/iot-managed-service-jack-knocke-2/ IoT Managed Service | Sell Your IoT Managed Service Quickly; Even From Scratch As the owner of IoT Advisor group, Jack helps vendors find channel partners and build channel programs that are attractive to them. But he was originally in the telecom space where he helped build out the channel partnership program for Verizon. Jack moved into consulting so he could help IT guys do something different with their business models and add revenue. However, he quickly discovered that, in spite of the new technology and new vendors, all of the IoT managed service providers were trying to do the same thing—they wanted to help partners sell new products and services through channels so they could get the most out of their new technologies. Choose a Business Model That Best Suits You To have success with your IoT managed service, you don’t necessarily need to be experienced or technically skilled, and you don’t need a service department. Most channel partners come from a variety of different backgrounds. And many of IoT Playbook’s guests are living proof that you can enter the arena without building out entirely new infrastructure. Instead of taking the traditional MSP path where you are the face of the brand and the customer’s direct resource, Jack recommends using an agent-commission model. With an agent-commission model, you are selling a product for a vendor and generating revenue without having to fulfill, bill, or be on-call. The master agent does the legwork while you get paid. No Barriers to Entry The beauty of selling an IoT managed service with the agent-commission model is that you are entering a partnership in most cases. There is an orchestra of qualified specialists at your disposal to carry out fulfillment, installation, and management so that you can focus on growing your business. Other partners serve as technical experts so you don’t have to. You just have to be good at selling. So, don’t let any of these barriers to entry deter you from getting your piece of the billion-dollar industry. There are solutions to all of these challenges, and Jack’s story will help you navigate them and choose the right path. About Jack Knocke Jack Knocke is the founder and lead consultant for IoT Advisor Group, a consulting company that helps IT Solution Providers (MSPs, VARs, SIs, Agents) effectively build a practice around new technologies including IoT managed service and connected devices. Knocke’s intuitive focus on the partner business model ensures a plan and execution focused on partner strengths and capabilities to build a substantial complementary recurring revenue stream. Knocke also supports Vendors and Distributors as they seek to provide compelling messaging, effective operational processes, productive compensation plans and engaging onboarding to new Solution Providers. As an engaging speaker and a knowledgeable educator, Knocke has hosted numerous MSP workshops providing an interactive opportunity to learn, build relationships, role-play new approaches and build a new sales funnel. Knocke is a 30-year veteran of the telecom industry. Prior to founding The VAR Advisor and IoT Advisor Group, he spent five years as COO for master agency MicroCorp. Inc., where he automated, streamlined and guided the business through 400 percent growth and facilitated two acquisitions. Previously, he held senior business development and operations positions including InPhonic Inc. (INC Magazine # 1 Fastest-Growing Company, IPO 2004). Before that, Knocke spent 14 years with GTE/Verizon leading new initiatives in Marketing, New Product Development, Systems Integration, Product Fulfillment, and Finance. How to contact Jack Knocke: https://www.iotadvisorgroup.com/index.html https://www.linkedin.com/in/jackknocke More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com myDevice webinar replay Want to be notified first when new episodes of IoT Playbook come out?

SMART GREENHOUSES AND CANNABUSINESS The California Cannabis industry is one of the most heavily regulated industries in the world. While that presents a huge problem for growers, it has become a HUGE opportunity for my two guests, Luis Alvarez and Richard Newberry. If you’ve wondered how to get in on the growth of the cannabusiness market, then head on over to podcast.iotplaybook.com, where you learn about Smart Greenhouses and how you can take advantage of this rapidly growing opportunity. What You Will Learn: What is a smart greenhouse The opportunity for Smart Greenhouses in the global market Why IoT managed service providers are uniquely qualified to take advantage of this opportunity. Luis and Richard’s project with Matsui How the KMC Commander works podcast.IoTplaybook.com/podcasts/smart-building-technology-luis-alvarez-richard-newberry-2/ Creating Life With IoT Luis Alvarez is the owner of Alvarez Technology Group and Richard Newberry is the CEO of KMC Controls; two companies with a profound presence in the world of smart building technology. Smart buildings are the low-hanging fruit of IoT and recently, they have become increasingly popular in the cannabis industry. It has created a monumental opportunity for IoTMSPs as more and more facilities are being upgraded to keep business flowing. Old greenhouses are being retrofitted with smart lighting, automated water systems, and other technology while dispensary owners are installing IoT security systems to meet state regulations. There is a lot of movement in this particular niche, and it is a perfect time to get into the business of IoT. Data Consolidation and Smart Greenhouses Cannabusiness and agribusiness are not the only industries looking to overhaul their operations with new smart building technology. Recently, Luis and Richard did a project for Matsui, a flower business that provides most of the orchids in the United States. Matsui has sixty-five greenhouses to grow their product, but they do not have sufficient staffing or data management capabilities to effectively monitor everything that is happening. Luis and Richard helped them design a dashboard that consolidates all of their data and makes it accessible across all of their devices. Then, they figured out how to retrofit all of their greenhouses with intelligent technology. IoT Quality Control This is a perfect time to bring in smart building technology because it can save manpower and cut energy costs by nearly 40%. That is huge for cannabusiness because regulations are unforgiving and lighting for a small, personal grow-op can be upwards of $5,000 per month. When production costs are so high, everything must be done to ensure the product goes to market. The KMC Commander enables growers to install sensors and monitor everything from temperature and humidity to CO2. If you are interested in learning more about this technology and the opportunities associated with it, listen to the IoT Playbook episode, How Smart Greenhouses are Causing Cannabusiness to Grow – Guests: Luis Alvarez and Richard Newberry. About Luis Alvarez In less than a decade, Luis Alvarez has grown the Alvarez Technology Group, Inc. (ATG) from a small two-person consultancy to the premier information technology (IT) solutions provider on the California Central Coast, delivering IT services to more than 200 companies throughout the state. A visionary who never shies away from exploring exciting new technologies that might give his clients a competitive advantage, Luis specializes in working with executives and managers of small- and mid-sized businesses, sharing his expertise by advising them on trends, analyzing their systems for improved performance and planning how IT can help achieve their business goals. About Richard Newberry Richard is leading KMC Controls as the CEO to optimize growth and profitability. They have a new vision and mission with clear objectives and strategies. Their mission is to have Innovative and Intuitive solutions from Responsive and Supportive people. They are the industry leader in adopting IoT technologies for Intelligent Buildings. How to contact Luis Alvarez and Richard Newberry: Luis Alvarez https://www.alvareztg.com/ https://www.linkedin.com/in/luismalvarez/ Twitter: @Alvareztg Richard Newberry https://www.kmccontrols.com/ https://www.linkedin.com/in/richardanewberry/ Twitter: @kmccontrols More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com IoT Playbook’s free Offer Builder: myDevice webinar replay

NEED AN EXTRA NUDGE TO JUMP INTO IOT MANAGED SERVICES? If you’re still waiting to jump into IoT managed services, this episode of IoT Playbook may be the one that finally pushes you into the deep end. In this episode, I interview Jay McBain, the principal analyst at Forrester Research of Channel Partners and Alliances. Jay speaks at over 50 technology events each year and has covered IoT extensively. He claims that IoT products and services present the greatest opportunity in the history of the channel. Jay has studied dozens of channel partners who are already generating millions of dollars of revenue and he believes we’re just starting the phase of rapid adoption of IoT products and services. There are 35 million niche markets that a channel partner can pursue, so there’s plenty of opportunities to create your own future with very little competition. Head on over to podcast.iotplaybook.com to check out this episode. And, if you need help launching your IoT managed service, then check out IoT Playbook’s free Offer Builder that will help you find, create, and quickly launch your IoT products or managed services. You can find IoT Playbook’s free Offer Builder at go.iotplaybook.com/offerbuilder What You Will Learn: Jay’s story and how he became so focused on the channel Why IoT products and services present the greatest opportunity in the history of the channel How channel partners have jumped into the market and driven managed services opportunities (with examples) The transformation from channel partner to vendor (with examples) Current trends in IoT and predictions for 2020  podcast.IoTplaybook.com/podcasts/iot-products-jay-mcbain/ IoT is Here to Stay Jay McBain is an analyst who focuses on channels, partnerships, and alliances. He is constantly looking at the future of channels and takes a unique stance on IoT products because they are facilitating major advancements in the channel space. Jay works in twenty-seven different industries, which gives him a broader scope of the nuanced trends and opportunities being driven by IoT. For partners, vendors, and audience members alike, channels are an integral part of doing business and IoT continues to make them better. The Largest Opportunity for the Channel Jay thinks that IoT is going to represent the largest opportunity for the channel because unlike AI, IoT products are here NOW. Partners are using IoT to do multi-million dollar deals, and we are starting to see how IoT is being integrated with other industries, what solutions are working, and how the services can be replicated. This is not a matter of speculation or projection; this is happening right now. There are proven results, frameworks, and business models that mitigate the risk and open the door to anyone who is willing to put in the legwork and win business. Endless Opportunities in IoT Every company in every industry is taking a tech-centric approach. The subscription culture is dominant, and limitless opportunities for IoT products and services are available to anyone who wants a piece of the nearly $500B industry. The entire future of channels is based on working with partners because the consumer buying journey has changed. Partners are becoming tech companies themselves. So if you can show up as both a service company and a product, you double your chances of being found by the customer. This period of rapid transformation is the perfect time to jump into IoT, so stop waiting and join the movement. About Jay McBain Jay leads Forrester’s research and advisory for global channels, alliances, and partnerships. He focuses on B2B marketing in the age of the customer; understanding and navigating the complexity of multiple routes to market; ensuring contextual and relevant content to accelerate the indirect sales process; and describing the technology infrastructure to build and support channel relationships. His background is in channel leadership, sales, marketing, and operations, with a specific emphasis on indirect sales strategy/execution, covering multiple industries, segments, and underlying technologies. Jay is renowned for his industry thought leadership and expertise in partner recruitment, development, and acceleration through effective partner coverage, enablement, communication, and incentives. He is an expert in building and leveraging channel communities and one of the global leaders in social media, partner marketing automation, and other indirect growth strategies. Jay provides research, advisory, and consulting to companies ranging from Fortune 100 vendors to startups on the entire scope of their channel and alliance strategies. He is a contributing author and has been cited in numerous channel media publications, including Channel Reseller News (CRN), ChannelPro, ChannelE2E, The VAR Guy, MSPMentor, Channelnomics, Computer Dealer News (CDN), Australia Reseller News (ARN), eChannelNews, Business Solutions Magazine, ChannelLine, ChannelInsider, SearchITChannel, Redmond Channel Magazine, Vertical Systems Reseller, Channel Buzz, and SMB Nation. He also maintains a popular blog on channel trends. Jay is based in Florida but advises vendors, distributors, and partners around the world. How to contact Jay McBain: https://go.forrester.com/ @forrester https://www.linkedin.com/company/forrester-research/ More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com IoT Playbook’s free Offer Builder: myDevice webinar replay

A WIND-POWERED HOSPITAL? YEAH…RIGHT Taylor Clark, a frequent guest on IoT Playbook podcast, has done more smart city and smart building projects than anyone I know. But when Taylor sent me an email saying that he got an Atlanta hospital completely off the electric grid and powered by wind, I was still skeptical. “A wind-powered hospital? That’s impossible,” I thought. But after we recorded this episode, I was a believer. His solution really works and you’ve got to see it to believe it. In this episode of IoT Playbook, Taylor shows everything; the business model, the pricing, and a behind-the-scenes look at this cutting edge smart building technology. Head on over to podcast.iotplaybook.com and check out this amazing episode. I guarantee it will blow you away. What You Will Learn: How Taylor pitched his smart building technology to a hospital How wind power technology works Who Taylor made touchpoints with throughout the sales cycle The cost-savings of Taylor’s wind power IoT solution How Taylor’s technology is implemented and maintained The business model, pricing, and cutting-edge technology Taylor is selling podcast.IoTplaybook.com/podcasts/smart-building-technology-taylor-clark-1-part-3/ Wind-Powered Hospital – Innovative Smart Building Technology It is critical for hospitals to stay on the cutting edge of technology so they can provide the highest level of service; smart building technology plays a major role. Taylor Clark just wrapped up a project that will take a hospital entirely off-grid using wind power alone. He joins IoT Playbook again to talk about his latest project in-depth and continue the conversation about IoTMSP solutions and smart building technology. Taylor explains the business model, the pricing, and gives us a behind-the-scenes look at this cutting edge technology. Significant Cost Savings Initially, the hospital reached out to Taylor for information about solar power because they were planning to retrofit their facilities with smart building technology. The project would require substantially more power, so Taylor steered them toward wind power, which would cost ⅓ of the price. Once he reached the right decision-makers, Taylor walked them through the smart building technology, implementation, and the cost savings showing a complete ROI in approximately five years. The average savings for the following twenty-five years would be roughly $25M, so it was a compelling pitch at the very least. Broaden the Playing Field This type of smart building technology enables you to monitor the energy and functionality of every component, so maintenance is extremely minimal. There is a six-month lead time before the new wind wall is up and running, and the whole project is carried out with an as-a-service model. Based on the smart building technology design, mid-high rise buildings are ideal candidates because there is significantly more wind to maximize the power output, but anyone who is looking to go green is a prospect if you approach it with the right strategy. About Taylor Clark Taylor Clark’s career spans over 25 years in Sales, Finance and Technology. Starting as Assistant Direct of Revenue at White Water responsible for overseeing all revenue-generating verticals within the company. As a Sales Associate for Sprint, Taylor was consistently the highest-ranked sales rep in revenue and quality generating an average of 150% or higher attainment than anyone else and receiving over 30 awards. TIC Ent. he was a gold level authorized partner with AT&T and Nortel and project manager for all network and hardware orders sold by a team of 20. In 2004, Taylor Clark started an independent Telecommunications Consulting firm with over 45 Tier 1 level carrier agreements across the country. Negotiated a National Dealer agreement with every Bell carrier in the U.S. and ranked in the top 10 of all national authorized dealers in a pool of over 2,500 agencies. Created and managed agent relationships with over 150 companies across the country that referred in 7 figures annually. He formed LED Cents in 2010 offering nationwide all LED Lighting solutions, Lighting and Building Management Control Systems, turnkey installations, acquisition of all available incentives and rebates, accountant services, recycling, and labor and parts warranty service. CEO/Owner LED Cents, Marietta, Ga. 2010 – Present Taylor founded a LED lighting distributor and installation company for Atlanta, Ga., Houston, Tx., Chicago, Il., and San Diego, Ca. Our patented auditing software and LED technology served clients as small as grocery stores up to nationwide franchises, Fortune companies such as; Boeing and Georgia Pacific, to Major League Stadiums such as; Washington Nationals, Atlanta Falcons, San Diego Padres, and other arenas, Hospitals and more. CEO/Owner Alternegy, Marietta, Ga. 2012 – Present Taylor Clark founded Alternegy a Sustainability, IoT, and Telecom solutions company. Designing energy and water conservation services for commercial facilities and municipalities with smart controls. Some of the services include; LED Lighting, HVAC, Water Reduction/Reclamation, Cogeneration, Trigeneration, Solar, Facial Recognition, Security, Building Automation, Data Monetization, Artificial Intelligence, Smart Parks and more. How to contact Taylor Clark: http://alternegy.solutions/ More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com myDevice webinar replay

SMART BUILDINGS; SMART INVESTMENTS If you’ve been listening to the news in the US, you’ve heard about the Green New Deal, a multi-trillion-dollar plan to redo the energy infrastructure of the US. Part of that plan calls for upgrading every business building in the US to be more energy efficient. In this episode of IoT Playbook, I interview Taylor Clark, who explains how he is already saving building owners an average of 40% of their energy costs using Smart Building technologies and smart MSP IT strategies. Taylor Clark is the founder of Alternegy, an enterprise-level IoT managed service company that architects and manages enterprise-class IoT projects for cities, building owners, enterprise customers, agribusiness, and more. In this episode, Taylor reveals the two key drivers for smart building success and how you can jump into the Smart Building opportunity, one of the fastest-growing MSP IT opportunities in IoT managed services today. Taylor reveals his clever method for winning business away from the biggest players in the industry – stealing business from companies 100x his size. So, just head on over to podcast.iotplaybook.com and search for Episode 9, where I’ll show you the actual Playbooks that IoT managed service providers are using to make 7-figures or more of recurring revenue right now. What You Will Learn: The challenges and processes associated with selling smart building MSP IT solutions How to prospect large commercial buildings and who is involved How Taylor is using AI in agribusiness and cannabusiness How to identify the types of buildings that are ideal opportunities Why event recognition is gaining traction in the smart building space The importance of partnerships for pricing and packaging Why IT people have a major advantage in smart building solutions https://podcast.iotplaybook.com/podcasts/msp-it-taylor-clark-1-part-2/ Smart Buildings & Smart MSP IT When it comes to smart buildings and MSP IT solutions, lighting is still Taylor Clark’s bread and butter. However, he also offers an AI IoT platform that uses cameras for face and event recognition. Taylor brings a different solution to the table based on individual clients’ needs. But with smart buildings, prospecting can be a grueling process. Typically, you have to drag your value proposition up the ladder, starting with the building’s facilities manager, then the property manager, and eventually, the portfolio manager. Difficult it may be, a large majority of commercial buildings across the globe have not been retrofitted with a modern MSP IT solution and energy-efficient equipment. So, the reward heavily outweighs the cost of sale. There is a lot of money to be made in this space. Lighting and Event Recognition LED lighting should remain at the forefront when you are selling a smart building MSP IT solution because it is the most obvious opportunity. Once you establish a power reduction plan, you can begin to look at control systems and the technological infrastructure managing the building. This is where you embed your solution for recurring revenue. Then you can explore other opportunities such as AI. Event recognition is the first step in automatically figuring out what your MSP IT solution needs to do on a large scale. This combination has been extremely lucrative in schools, agribusiness, and cannabusiness, but there are opportunities everywhere. Partner Up Taylor Clark is not a bank, nor is he a lighting manufacturer; he is the architect of his MSP IT solution. He found a great banking partner, insurer, and equipment provider to help him navigate the complex deals in this space. Taylor also recommends finding a partner who can help you tap into the ROI of your IoT platform. Your prospects are only willing to pay for efficiencies and gains and you need to make them measurable. The person who understands the clients’ needs and how to design an MSP IT solution that meets them will see great returns. If you are coming from an IT background, you have a significant advantage there. About Taylor Clark Taylor Clark’s career spans over 25 years in Sales, Finance, and Technology. Starting as Assistant Direct of Revenue at White Water responsible for overseeing all revenue-generating verticals within the company. As a Sales Associate for Sprint, Taylor was consistently the highest-ranked sales rep in revenue and quality generating an average of 150% or higher attainment than anyone else and receiving over 30 awards. TIC Ent. he was a gold level authorized partner with AT&T and Nortel and project manager for all network and hardware orders sold by a team of 20. In 2004, Taylor Clark started an independent Telecommunications Consulting firm with over 45 Tier 1 level carrier agreements across the country. Negotiated a National Dealer agreement with every Bell carrier in the U.S. and ranked in the top 10 of all national authorized dealers in a pool of over 2,500 agencies. Created and managed agent relationships with over 150 companies across the country that referred in 7 figures annually. He formed LED Cents in 2010 offering nationwide all LED Lighting solutions, Lighting and Building Management Control Systems, turnkey Installations, acquisition of all available incentives and rebates, accountant services, recycling, and labor and parts warranty service. CEO/Owner LED Cents, Marietta, Ga. 2010 – Present Taylor founded a LED lighting distributor and installation company for Atlanta, Ga., Houston, Tx., Chicago, Il., and San Diego, Ca. Our patented auditing software and LED technology served clients as small as grocery stores up to nationwide franchises, Fortune companies such as; Boeing and Georgia Pacific, to Major League Stadiums such as; Washington Nationals, Atlanta Falcons, San Diego Padres, and other arenas, Hospitals and more. CEO/Owner Alternegy, Marietta, Ga. 2012 – Present Taylor Clark founded Alternegy a Sustainability, IoT, and Telecom solutions company. Designing energy and water conservation services for commercial facilities and municipalities with smart controls. Some of the services include; LED Lighting, HVAC, Water Reduction/Reclamation, Cogeneration, Trigeneration, Solar, Facial Recognition, Security, Building Automation, Data Monetization, Artificial Intelligence, Smart Parks and more. How to contact Taylor Clark: http://alternegy.solutions/ More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com myDevice webinar replay

AN IOT SMART CITY PLATFORM THAT GROWS WITH YOUR CLIENTS If you’ve heard of Smart Cities, but you’re not sure exactly what they are or how to approach that market opportunity, then you’ll want to listen to this episode of IoT Playbook. My guest, Taylor Clark, has completed more IoT Smart City projects than anyone I know. He has a unique and versatile IoT platform that is dramatically reducing energy costs for his clients. In this episode, Taylor is going to reveal the secrets behind a successful pitch. So, just head on over to podcast.iotplaybook.com, where I’ll show you the actual Playbooks that IoT managed service providers are using to make 6, 7-figures or more of recurring revenue right now. What You Will Learn: How to leverage your technical background to win IoT projects How Taylor managed the first built-from-scratch IoT smart city The key problems that smart cities solve and how solving those problems will help you win IoT business in any market The business model that will get your IoT smart city projects approved and funded without years of committee meetings The key decision-makers in a smart city project and why you NEVER want to agree to a proof-of-concept project The key financial partners you need in every big IoT project Why Taylor picked Azure as his strategic IoT platform https://podcast.iotplaybook.com/podcasts/iot-smart-city-taylor-clark-1-part-1/ IoT Smart City Platforms Taylor Clark is the CEO and owner of Alternegy, a smart city, smart development, and green energy company that builds a unique IoT platform for commercial properties and municipalities. Alternegy got its start in smart lighting, which opened a new line of business in helping companies cut electricity and utility costs. It snowballed into an opportunity to help construct a thousand-acre IoT smart city south of Atlanta, where Alternegy sourced the partners, found the technology, and researched the solutions. Taylor Clark made his entrance in municipalities and back into the commercial space where he now offers smaller IoT services in smart building. Show Value and ROI In smart cities, there are a lot of ways for an IoT platform to provide ROI, but lighting is the most prevalent utility so it is a great place to start. By addressing lighting first, Taylor and his team can reduce power consumption by 40-90%. It enables them to start building the neural brain while showing clients the value of converting. There are a lot of options based on topography, budget, and what the client is looking to accomplish, but the modular nature of Taylor’s IoT smart city platform makes it easier to generate recurring revenue. Solutions That Grow If you put the right IoT platform in place and it serves a specific purpose, you can build off of it and ingrain yourself in the client’s operation. Alternegy goes in there, meets the clients’ needs, shows the value and ROI, then explains how they can expand upon their new solution. The beauty of the IoT smart city solution is no matter what you’re using in the background, the dashboard stays the same. So, once you can show them a solution that does what they want and can grow with them, you will be locked in. About Taylor Clark Taylor Clark’s career spans over 25 years in Sales, Finance and Technology. Starting as Assistant Direct of Revenue at White Water responsible for overseeing all revenue-generating verticals within the company. As a Sales Associate for Sprint, Taylor was consistently the highest-ranked sales rep in revenue and quality generating an average of 150% or higher attainment than anyone else and receiving over 30 awards. TIC Ent. he was a gold level authorized partner with AT&T and Nortel and project manager for all network and hardware orders sold by a team of 20. In 2004, Taylor Clark started an independent Telecommunications Consulting firm with over 45 Tier 1 level carrier agreements across the country. Negotiated a National Dealer agreement with every Bell carrier in the U.S. and ranked in the top 10 of all national authorized dealers in a pool of over 2,500 agencies. Created and managed agent relationships with over 150 companies across the country that referred in 7 figures annually. He formed LED Cents in 2010 offering nationwide all LED Lighting solutions, Lighting and Building Management Control Systems, turnkey installations, acquisition of all available incentives and rebates, accountant services, recycling, and labor and parts warranty service. CEO/Owner LED Cents, Marietta, Ga. 2010 – Present Taylor founded a LED lighting distributor and installation company for Atlanta, Ga., Houston, Tx., Chicago, Il., and San Diego, Ca. Our patented auditing software and LED technology served clients as small as grocery stores up to nationwide franchises, Fortune companies such as; Boeing and Georgia Pacific, to Major League Stadiums such as; Washington Nationals, Atlanta Falcons, San Diego Padres, and other arenas, Hospitals and more. CEO/Owner Alternegy, Marietta, Ga. 2012 – Present Taylor Clark founded Alternegy a Sustainability, IoT, and Telecom solutions company. Designing energy and water conservation services for commercial facilities and municipalities with smart controls. Some of the services include; LED Lighting, HVAC, Water Reduction/Reclamation, Cogeneration, Trigeneration, Solar, Facial Recognition, Security, Building Automation, Data Monetization, Artificial Intelligence, Smart Parks and more. How to contact Walter Silin and Brian Bielawski: http://alternegy.solutions/ More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com myDevice webinar replay

ANYONE CAN BREAK INTO THE IOT MARKET Have you wanted to get into the $500B IoT managed service market, but thought there would be too many things to learn or that you had to get “certified” before you could sell your first IoT service? In this episode of IoT Playbook, I interview Walter Silin, a Denver-based Azure developer, who went from zero IoT expertise to selling his first IoT deal to a restaurant chain in less than two weeks. On top of that, his client was able to install the equipment themselves. And Walter has only had one support call from the client in 6-months, which turned out to be a dead battery in one of the IoT sensors. Head on over to podcast.iotplaybook.com, where I’ll show you the actual Playbooks, IoT managed service providers are using to make 6, 7-figures or more of recurring revenue right now. What You Will Learn: How Walter discovered the IoT service he sells How Walter sold his first deal How Walter has gone on to sell breweries and healthcare facilities with the same cold storage monitoring solution The JHACO regulation that requires healthcare facilities to maintain continual temperature logs for any cold storage How you can help healthcare companies solve that problem with an automated IoT plug & play solution How Walter leverages his Azure development skills to build custom dashboards for his IoT customers https://podcast.iotplaybook.com/podcasts/iot-services-walter-silin-brian-bielawski/ IoT is for Those Who See the Opportunity When Walter Silin came across Brian Bielawski’s booth at the Ingram Micro Services Tradeshow, he was blown away by the IoT mousetrap Brian had on display. It represented the power of IoT and its ability to transform tedious manual processes into highly efficient technological systems. Walter was inspired by the vast list of products and solutions that Brian offered, and he left the show with a new partnership and an IoT service that was ready to go to market. Find an IoT Solution That Inspires You You cannot effectively sell something if you don’t believe in its value, which is why Brian turned out to be the perfect partner. He helped Walter sift through the different IoT services, understand them, and pick one that presented the greatest opportunity. For Walter, it was a temperature monitoring solution. It tracks the performance of commercial refrigeration units to make sure they are meeting the requirements for regular testing—a task that is normally performed manually in every facility and required by the JHACO regulation. IoT Services Can Sell Themselves His first sale was a slam dunk even though Walter had no depth of technical knowledge for the IoT services he was selling. Walter teamed up with a technical expert who could answer product-specific questions and pitched a restaurant franchise without setting foot in their headquarters. Walter sent them five devices and a gateway and the solution sold itself less than two weeks from when he started. A lot of people questioned Walter’s decision to go into IoT, but he was motivated by the opportunity to come up with more efficient solutions, and that’s all it took. This is not a one-time project—it is recurring revenue with opportunities everywhere. Go get a piece of the pie. About Walter Silin and Brian Bielawski Walter Silin is the Founder and CEO of The Bauen Group, one of the fastest-growing Microsoft partners in the country. In just a few short years The Bauen Group has become a Gold Partner with Microsoft, specializing in application development and modernization in the Azure cloud. Under Walter’s leadership, The Bauen Group has aggressively pursued new technologies in data, dashboards, containerization, and AI that help businesses become more efficient and take full advantage of the cloud. Most recently he has applied these skills in the IoT space with enhanced monitoring, alerts, and dashboards to create additional value for these products. Brian Bielawski oversees business development for the Americas for myDevices, an IoT solutions company. He is responsible for managing strategic partnerships contributing to the expansion of the myDevices platform with a focus on building a global distribution and reseller network for IoT in a Box™ – plug-and-play solutions, created for multiple use cases in verticals such as hospitality, healthcare, food services and more. Previously, he was the Co-Founder and CEO of GamerCon, a non-profit event-based organization in the gaming industry. How to contact Walter Silin and Brian Bielawski: Walter Silin: https://www.linkedin.com/in/wsilin/ https://bauensolutions.com/ Brian Bielawski: https://www.linkedin.com/in/brian-bielawski-606b813/ https://mydevices.com/ More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com

PITCH LIKE A PRO Have you ever needed to create a sales presentation for your IoT services, but not known what to say? Or, have you delivered a webinar and nobody bought what you had to offer? If you sell technology and need to create a sales presentation, webinar, marketing brochure, or speak at a live event, then you’ll want to hear this episode of IoT Playbook where I will show you the exact step-by-step framework for developing a presentation that will help turn prospects into customers. So, just head on over to podcast.iotplaybook.com, where I’ll show you the actual Playbooks, IoT managed service providers are using to make 6 or 7-figures or more recurring revenue right now. What You Will Learn: How the Playbook framework will help you sell IoT services Examples of the Playbook framework How you can enter for a chance to present your solution on a future episode The Playbook Framework There’s nothing worse than staring at a blank screen with no idea what to write. In the context of IoT services, it happens all the time. So, if you are building a pitch deck or presentation to sell technology, I have the perfect framework for you. My Playbook Framework is designed to help you navigate this process with precision and simplicity. Learn to follow each step associated with the letters in my “playbook” acronym so you can pitch your IoT services like a pro. P-L-A-Y-B-O-O-K Problem: What problem are you trying to solve? Loss: What loss will your client experience if they don’t solve the problem? Aspiration: What will your client gain if they do solve the problem? Yes: Get buy-in from your client with a success story or case study. Business Model: What is the business model you are proposing (avoid technical nuances). Offer Example: Show an offer that other clients have been given in the past (case study). Offer Now: The offer you are presenting with your presentation. Kall to Action: Yeah… I know call starts with a ‘C,’ but what action do you want your client to take as a direct result of your presentation? Whether you are a vendor, channel partner, new IoTMSP, or anything else, this framework is effective for pitching IoT services in every scenario. Even if you don’t have a case study, there are many ways to find one. You can ask your vendor, or partner with another IoTMSP that has one—you can even cite someone else’s success story. Either way, this is a great framework to start with and it beats the heck out of a blank screen I challenge you test this framework with a real-life scenario and send it over to mark@IoTPlaybook.com. You might get a chance to present your solution on the show! https://podcast.iotplaybook.com/podcasts/iot-services-solocast-1/ More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com

The Shark Tank for IoT Solution Providers If you’re an IoT vendor and are struggling to get your IoT product launched, then you’re going to want to tune in to the current episode of IoT Playbook podcast with our special guest, Tom Snyder, the director of NCRIoT. NCRIoT has a FREE 12-week IoT accelerator program that has helped his members raise over $300M in startup funding. In this episode, you’ll discover how the NCRioT accelerator was created and what services it offers. You will learn how to apply for the NCRIoT accelerator program membership, where you will be prepared to deliver the perfect investor presentation for pitchfest. This is the Shark Tank for IoT solution providers. So, if you’ve been wondering how to get your IoT solution launched into the market or; how to raise investment capital for your IoT solution, then this episode was designed especially for you. Just head on over to podcast.iotplaybook.com, where we show you the actual Playbooks, IoT managed service providers are using to make 7-figures or more of recurring revenue right now. What You Will Learn: How the NCRioT accelerator was created and what services it offers How you can apply to become a member of the NCRIoT accelerator program How members got prepared to deliver the perfect investor presentation for pitchfest, the Shark Tank for IoT solution providers. How to get your IoT product launched into the market How to raise investment capital for your IoT solution https://podcast.iotplaybook.com/podcasts/iot-product-tom-snyder/ NCRIoT: The Expert’s Experts NCRIoT, originally the “Raleigh Internet of Things,” was formed as a medium to help people understand what IoT is and how it’s changing business. It quickly transformed into a networking, convening, and educational resource for the area, because success in IoT requires a lot more than wireless alone. The top minds in IoT had nowhere else to turn before NCRIoT was forged. Now, NCRIoT offers a twelve-week program to helps companies and individuals across the country take their IoT products to market. Take Your Idea Across the Finish Line NCRIoT also does “pitchfest,” which is like Shark Tank for IoT providers. Their program is designed to take an IoT product through the finish line. They help a lot of startups in the early-stage and work to develop their prototypes. But they also connect them with MSPs that have a managed service the startup can leverage. NCRIoT has a fee-for-service model for some of the work they do, but the large majority of it is relationship-based. If you are interested in learning more about how to get your IoT solution launched into the market or; how to raise investment capital for your IoT solution, head over to podcast.iotplaybook.com. About Tom Snyder Tom is Executive Director of RIoT, supporting the Internet of Things industry growth. By day he runs RIoT Labs, an early-stage startup accelerator, prototyping lab, podcast studio and event production nonprofit in Raleigh, NC. RIoT operates as part of the Wireless Research Center, a world-class wireless engineering services and test and certification facility. In his spare time, Tom co-instructs Product Innovation Lab, a Forbes award-winning multi-disciplinary course in Innovation and Entrepreneurship at NC State University. Prior to joining RIoT, Tom spent two decades in product development and technology incubation in NC, culminating in an executive leadership role at the ASSIST Center, a National Science Foundation sponsored effort to create wearable electronics for healthcare monitoring. He’s passionate about creating and fostering collaborations across disciplines, markets, and cultures. He enjoys the outdoors, woodworking, board games, big crowds, craft beer and ideas that are just crazy enough to work. You can learn more about RIoT and contact Tom at ncriot.org. How to contact Tom Snyder https://ncriot.org/riot-labs/ https://www.linkedin.com/in/tdsnyder/ More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com

Custom electronics professionals are building multiple streams of recurring revenue with their existing clients. For years, we’ve listened to custom electronics professionals (CE Pros) complain that homeowners will not pay for a monthly service contract to manage their home devices. In the latest episode of IoT Playbook, we discovered the cure for that problem. In this episode, IoT Playbook spoke with Mike Bloomfield who has grown his business by 400% per year by selling a business-level security managed service to homeowners. In our interview, Mike reveals the 3 secrets to making a high-ticket IoT managed service with homeowners including: the minimum square footage home that he will service; the managed security service he delivers at the home level; and how starting with managing IoT at the homeowner level has doubled his IT managed services for his business clients as well. So, if you’ve been wondering how to sell a high-ticket IoT managed service for home and business, this episode is designed just for you. Head on over to podcast.iotplaybook.com, where we’ll show you the actual Playbooks IoT managed service providers like Alan Weinberger and Mike Bloomfield are using to make 7-figures or more of recurring revenue. What You Will Learn: Why you will see significant returns as a member of ASCII How Mike Bloomfield grew his business by 400% per year selling a business-level security managed service to homeowners The 3 secrets to making a high-ticket IoT managed service with homeowners How to build multiple streams of revenue with your existing clients Find Your IoT Niche The vast IoT universe encompasses a wide variety of different niches, each extremely competitive. But the benefit to that is you can thrive as a highly-specialized IoT and managed services provider. Mike Bloomfield of Tekie Geek is a testament to that. Mike is a member of The ASCII Group, which was founded by Alan Weinberger. ASCII helps MSPs take advantage of leveraged purchasing programs, education and training, marketing assistance, extensive peer interaction, and more. Since 2012, Tekie Geek has provided professional IT services and support to businesses in Staten Island, NY, and the surrounding areas. The commercial side of Mike’s work is cut-and-dry. But more recently, Mike has gotten into the residential side of the industry by essentially combining the offerings of CE pros and MSPs. If a CE (custom electronics) pro comes in to do a home theatre, they complete the project and leave the picture. But Mike introduced a managed services element and changed the game. Residential Optimization A lot of these operations are extremely complicated, especially in larger homes where there can be up to fifteen routers to support the various entertainment systems and smart devices. So, keeping everything up and running is a priority for Mike and his team. There is a fine line when it comes to maintenance because he won’t touch residential computers unless it belongs to a client. However, they still cover inquiries for anything that is on a business-type of application. Tekie Geek installs routers that they can maintain and monitor, and they use remote rebooters so they can perform hard resets without rolling trucks. That technology enables Mike and his team to be more proactive with their troubleshooting and provide a higher level of security. This market is not used to charging a managed service fee, and the more prominent clients can be north of $1000 per month. But again, you can thrive with a highly-specialized business model if you are doing quality work. Residential and Commercial Crossover Mike brings business-class technology to the residential space for wifi, networked audio, access control, home automation, and a lot of other things. On business IT, Mike gets more profitability on his recurring revenue. On the residential side, Mike sees a lot more profit upfront. However, there is a lot of crossover because these types of projects can produce new opportunities as well. A lot of the people who can afford to optimize their residential IT are business owners, and Mike has turned numerous residential jobs into business accounts. That is yet another way that an MSP can thrive in a unique niche. So, if you want to hear more from Mike, listen to my episode, Residential IT Optimization, with Alan Weinberger and Mike Bloomfield. About Alan Weinberger and Mike Bloomfield Alan Weinberger founded the ASCII Group, Inc. (ASCII) in 1984 with 40 computer dealers. It was the first neutral, industry “Community Network” of independent computer resellers. He has successfully run the company for over 35 years as its CEO and Chairman of the Board. The original model has now expanded to over 70 programs that benefit MSPs and solution providers throughout the United States and Canada – all tied together in a singular network. ASCII promotes the independent solution provider as the best advisor for businesses to learn from and purchase IT products and services. Alan also founded TechnologyNet, Inc. a B to B marketplace in 1996 for the entire IT industry. Earlier in his career, Alan founded The Moscow Business School of Commerce Advisory Board at the time of the downfall of the Soviet Union. Alan also was the first Professor hired and helped found a Law School that many Harvard and NYU Law Professors have taught at over the years: Vermont Law School. Mr. Weinberger has a B.A. and J.D. degree from NYU, and an LL.M. from Harvard University. Mike Bloomfield is the President Geek of Tekie Geek, a Managed Service Provider based in Staten Island, New York. Mike is Staten Island’s most trusted IT Advisors, with a passion for Business Continuity, CyberSecurity, IT Infrastructure, and IoT. Mike can regularly be found published in numerous IT Publications or on the speaking circuit. Mike has had a passion for technology since an early age and has continued to push forward and ensures that he is always in the forefront of all technological advances. When Mike isn’t focusing on his business, he’s spending time with his beautiful wife and daughter, who give him the drive to keep going. He’s a true geek at heart and it becomes quite obvious when you start to talk Game of Thrones or Star Wars with Mike. Mike is also a proud Kiwanian and sits on a number of committees and boards throughout the local Staten Island community. Additional Resources: Mike Bloomfield: https://www.tekiegeek.com/ https://www.linkedin.com/in/mikebloomfield Alan Weinberger: https://www.linkedin.com/in/ascii https://www.ascii.com/ More IoT Playbook Resources: Learn How to Get Started With This Free Online Class: www.freeiotclass.com

Forget what you know about bidding for public sector work. This innovative IoT platform and sales process just changed the game. Selling technology to schools can be a frustrating process. You submit multiple proposals and navigate endless committees and approval processes to find out you’re just bid fodder. You do a lot of leg work so the prospect can get better pricing from an “insider” who already had the contract. I recently spoke to Terry McFarland and Jack Knocke who let me in on an IoT platform and sales process that bypasses all of that. In fact, Terry recently sold a $12M dollar deal to a district of 28 K12 schools. He did it quickly, by leveraging a powerful influencer that gave him the inside track. The IoT and AI platform they sold literally locks them in with the school--in fact, now all new technology must use their platform! So, if you’ve ever wondered how to make money with commercial IoT or, if you’re an IoT vendor who wants to build out a channel then, go to freeiotclass.com, where I’ll show you the actual Playbooks, IoT managed service providers, like Terry McFarland and Jack Knocke, are using to make 7-figures or more recurring revenue right now. What You Will Learn: The lucrative IoT opportunities in the education system How to sell a $12M managed service contract to a school district The structure of Terry and Jack’s resale model and how it affects future buying decisions How Terry sells the Interlogix one-touch lockdown system to public schools How Terry used a case study to reach key decision-makers IoT A La Carte Terry McFarland and Jack Knocke are collaborating on nearly $12M in IoT work for schools in K-12 and higher ed. Terry McFarland is the owner of Seamless Communication systems, a telecom agent and cloud-hosted voice over IP MSP. Jack Knocke is the owner of IoT Advisor Group, a firm that helps channel partners launch their IoT practices. They linked up through a mutual connection in the telecom space, intent on reinvigorating Terry's IoT business model and expanding his product set to achieve greater success. Terry's largest vertical used to be medical. However, when it comes to IoT, many of the HCAs and HSAs are using their own resources. The medical organizations tend to follow a stringent corporate structure, and it is hard to break into them. But the education system provided Terry with an entirely new set of opportunities. One-Touch Lockdown Before Terry moved to Florida, he spent eleven years in Colorado working for the Jefferson County School District. He was there during Columbine, which inspired him to take significant interest in school security. Terry's experience in education yielded a deep understanding of the IT needs in that niche. So, when Jack came into the picture, he found an IoT solution that meshed with Terry's background and skillset. In Terry's case, IoT encompasses anything and everything relating to IT infrastructure. But Jack helped him narrow his primary focus to campus security in K-12 and higher ed. Terry's offering improves the safety response process by tying existing technology together and enhancing it with advanced technology. IT teams do not want to adopt an entirely new system, so Terry preserves what is already in place and makes it more effective. Terry and Jack's role is to get their vendor in the door. They operate with an agent commission resale model and make money on every dollar sold. However, Terry also works with the vendor on installations if it falls into his area of expertise. This system creates multiple streams of revenue for him, but the model is a one-time commission. You don't have to be technical to sell this when you are an agent, and there are always opportunities to upsell. Summary The "one-touch lockdown" encompasses all of an institution's existing technologies with software that ties them together. But the best part is that Terry's offering is a la carte. Clients can pick and choose what suits their needs. However, many of the clients end up ordering more from the menu before the installation is complete. Active shooter scenarios are a significant driver behind this type of offering, but preparation is critical for reacting to any level of threat. There is a massive need in this market, so with Terry and Jack's strategy, you can profit while increasing the safety of schools across the country. If you are interested in learning more about the work they are doing, listen to their podcast episode, One-Touch Lockdown, with Terry McFarland and Jack Knocke. About Terry McFarland and Jack Knocke Terry McFarland is the owner of Seamless Communication Systems, which offers expertise in networking, phone systems, cloud services, carrier services, and IoT solutions. Terry has been in the Telecommunications industry for over 28 years. He started out as an installation technician and then transitioned to a Telecom Engineering position at a large school district in Colorado. Terry oversaw all telecommunication equipment design, installation, as well as project managing all carrier installations. After eleven years with the school district he moved to Florida where he worked for Bell South/ AT&T and was dedicated to another large school district designing, engineering, and maintaining their voice infrastructure. Eventually, his knowledge and passion led him to owning his own company, Seamless Communication Systems. Outside of work Terry enjoys being with his wife and five boys which entails attending a lot of football games, as four of the five are still playing in either high school or Pop Warner. Terry also enjoys riding his Harley as time permits. Terry is always available for consulting and can be reached at tmcfarland@seamlesscs.com. Jack Knocke is the founder and lead consultant for IoT Advisor Group, a consulting company that helps IT Solution Providers (MSPs, VARs, SIs, Agents) effectively build a practice around new technologies including IoT and connected devices. Knocke’s intuitive focus on the partner business model ensures a plan and execution focused on partner strengths and capabilities to build a substantial complementary recurring revenue stream. Knocke also supports Vendors and Distributors as they seek to provide compelling messaging, effective operational processes, productive compensation plans and engaging onboarding to new Solution Providers. As an engaging speaker and a knowledgeable educator, Knocke has hosted numerous MSP workshops providing an interactive opportunity to learn, build relationships, role-play new approaches and build a new sales funnel. Knocke is a 30-year veteran of the telecom industry. Prior to founding The VAR Advisor and IoT Advisor Group, he spent five years as COO for master agency MicroCorp. Inc., where he automated, streamlined and guided the business through 400 percent growth and facilitated two acquisitions. Previously, he held senior business development and operations positions including InPhonic Inc. (INC Magazine # 1 Fastest-Growing Company, IPO 2004). Before that, Knocke spent 14 years with GTE/Verizon leading new initiatives in Marketing, New Product Development, Systems Integration, Product Fulfillment and Finance. How to contact Terry McFarland and Jack Knocke: Terry McFarland: https://www.seamlesscs.com/ https://www.linkedin.com/in/terry-mcfarland-74345b79 Jack Knocke https://www.iotadvisorgroup.com/index.html https://www.linkedin.com/in/jackknocke Resources From Mark Smith www.freeiotclass.com  

Have you been interested in IoT, but not sure how to make money with it? A few months back I recorded a conversation with Luis Alvarez, an IT business owner, who let me in on his secret recipe for making money with IoT. He shares how he stumbled onto the opportunity, perfected it, and then shares three IoT managed services that are making him over 7-figures of recurring revenue right now. These are IoT managed services you can and should be selling right now in any market. In fact, my conversation with Luis is the reason I decided to launch IoT Playbook, a new podcast designed for technology business owners to help them grab their share of this $500B IoT managed service opportunity. So, if you’ve ever wondered how to make money with commercial IoT or, if you’re an IoT vendor who wants to build out a channel, then go to freeiotclass.com, where I’ll show you the actual Playbooks, IoT managed service providers, like Luis Alvarez, are using to make 7-figures or more recurring revenue right now. What You Will Learn: How angry seniors helped him Luis discover an IoT How Luis was able to sell an IoT monitoring & alert service to 189 clients that generates nearly $98k in MRR. How Luis sells a real-time alerts system to his banking clients using the same platform How Luis sells a video management service to his Cannabis clients and how How to profit from highly regulated industries. Beyond Traditional MSPs Luis Alvarez is the owner of Alvarez Technology Group, an MSP that serves around 200 clients. The company specializes in the agribusiness and cannabis industries and built its reputation working with PCs and servers. However, Luis saw an opportunity that was hiding in plain sight. As you know, MSPs are traditionally focused on the hardware and devices that users need to do their work. But what about the networks behind all of that? Integrated network monitoring was a service that most MSPs were not offering, so Luis capitalized on the deficiency. Network Monitoring As it turns out, there is a lot of money to be made monitoring those networks. So, Alvarez Technology Group began offering the service on a whim when one of its clients was called about persistent WiFi issues. Despite the fact that network monitoring was not on the menu, Luis accepted the challenge without hesitation. He came up with a number on the spot and designed the entire program around a price point of $480/mo. Now, it is a flagship package that turns up an additional $1M in revenue each year. Save Money and Increase Revenue There is a lot of technology beyond traditional RMM tools. But most of it is not good for managing IoT. So, once Luis found a capable tool that fit his needs, he could collect a staggering amount of information. Luis’ team deploys the tool, maps out the network, and identifies all of the devices to make sure they are properly configured. After that, they can see everything that is happening on the network. That means troubleshooting faster, solving network problems more efficiently, and rolling fewer trucks with quicker turnaround time. The new process enables them to upsell current clients and increase their offerings to new ones. In booming industries like agribusiness and cannabis, there is a significant focus on automation. But they rely more heavily on tablets, camera systems, and other technology than they do on PCs and servers. Alvarez Technology Group is meeting that shift in demand head-on. And they are helping progressive businesses integrate their network and technology management into one program. About Luis Alvarez In less than a decade, Luis Alvarez has grown the Alvarez Technology Group, Inc. (ATG) from a small two-person consultancy to the premier information technology (IT) solutions provider on the California Central Coast, delivering IT services to more than 200 companies throughout the state. A visionary who never shies away from exploring exciting new technologies that might give his clients a competitive advantage, Luis specializes in working with executives and managers of small- and mid-sized businesses, sharing his expertise by advising them on trends, analyzing their systems for improved performance and planning how IT can help achieve their business goals. Luis is considered an expert in business process flow and the integration of IT for maximum profitability. He led the industry towards a managed services model, an operational strategy that allows ATG to offer continuous monitoring and management of client IT infrastructure at an affordable price point. Luis designed the iTeam service delivery system based on this managed services model. Luis has lived and worked in the Monterey Bay area since 1986, after 21 years of combined active and reserve duty with the United States Air Force. While in the Air Force, he served in various command positions including the Air Force Information Warfare Center/Air Force Computer Emergency Response Team (AFIWC/AFCERT) and the Defense Intelligence Agency. Luis has been received numerous accolades and awards, most notably landing on the MSPMentor 250 list every year since its inception as well as leading the company to an appearance on the Inc. 5000 Fastest-Growing Private Companies list in 2011. He also recognized as a community leader, serving on the board of numerous non-profits, including the Monterey Jazz Festival, the Rotary Club of Salinas and the Monterey Bay Area Chapter of the American Red Cross. How to contact Luis Alvarez: https://www.alvareztg.com/ Twitter: @Alvareztg Resources From Mark Smith www.freeiotclass.com

Mark Smith is the host of IoT Playbook, the video podcast that shows you how to create and launch a profitable IoT Managed Service business. Mark is a serial entrepreneur and has created several 7-figure and one 9-figure technology business. See this episode and more on our website! What You Will Learn: The massive opportunity that MSPs have in the multi-billion dollar IoT managed services space How IoT vendors who want to build an IoT-ready channel can sell their solutions Why this podcast will open the door to significant streams of revenue Mark’s background in the IT industry The transformational nature of the IoT and Managed Services market What we will be discussing in future episodes  How to contact Mark Smith: Website: www.freeiotclass.com