Listen Now

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