IoT = IT + OT: Solving the Enterprise IoT Equation

Presented by

Rich Karpinski, Research Director for Voice of the Enterprise – IoT

About this talk

The Internet of Things (IoT) represents an enormous opportunity for technology vendors. But selling IoT outcomes – in particular into industries that have deep industrial or operational technology (OT) roots – is a fundamental departure from the traditional IT sale. Vendors face a more complex solution sale that goes beyond the usual IT buyer and involves multiple stakeholders that sit at the crossroads of IT, OT and strategic business agendas. For the first time ever, 451 Research launched a Voice of the Enterprise (VoTE) IoT: OT Stakeholder Perspective survey in addition to the quarterly VotE IoT: survey of IT decision-makers. Together, these two surveys provide complementary insights and guidance into the IT and OT view of enterprise IoT deployments, budgets, spending, technology priorities, vendor choices and more. Join 451 Research’s Rich Karpinski, Research Director for Voice of the Enterprise – IoT, to see highlights from this first-ever VotE IoT: OT Stakeholder Perspective survey and learn about: •How to best work with OT and IT buyers •The key OT-heavy verticals driving industrial IoT, including manufacturing, utilities, transportation, oil and gas and smart cities •How to target the very specific OT-centric use cases that are driving IoT deployments and spending in those verticals today – and in the future •How to position IoT products and services effectively with OT decision-makers – what they want and need from both their IT- and OT-centric vendors •Where and how OT and IT are collaborating most effectively on IoT – and where and why they are in active conflict (and how you can help)

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