Information superhighway

Driving Business Growth and IoT Success


The Internet of Things (IoT) continues to gain traction globally as more organizations in numerous industries incorporate IoT solutions at ever-higher rates. In fact, 88% of enterprise companies view IoT as critical to their success, according to Microsoft’s 2019 IoT Signals report.

Another significant statistic: By 2025, IDC estimates there will be 41.6 billion connected IoT devices or “things” generating more than 79 zettabytes (ZB) of data. These billions of devices are providing unprecedented business insights, enabling the digitization of operations and facilitating the introduction of new business models that can help improve your company’s competitive position.

In light of this rapid growth and immense opportunity, the best way to help your company meet high customer demand for IoT is to take an approach that supports easier access and faster adoption of next-gen technologies.

Leveraging economies of scale

Unlike the consumer space, where out-of-the-box IoT applications typically rely on a single connected device, commercial and industrial IoT solutions operate in a more complex environment with integration to heterogeneous legacy systems and processes.

As a result, consumer IoT applications are better positioned from the outset to leverage repeatability and economies of scale. Their benefits are clearly understood by consumers and commerce channels are available to reach critical mass.

However, there’s also good news for the IoT commercial and industrial space—delivery cycles for applications are shortening. As IoT matures and technology vendors and solution providers gain more experience developing and cross-selling solutions in multiple industries, they are increasingly moving toward delivering more standardized packages, reducing customization requirements and decreasing sales cycles.

How your company can achieve IoT scalability

Your company can meet the IoT needs of customers by working to improve overall reach and realize true scale. The key is to shift your focus from creating unique solutions to developing repeatable ones.

If every IoT solution you create is unique, highly customized or custom-made for each of your customers every single time, time-to-market significantly increases, limiting your ability to reach incremental customers and drive more revenue.

Furthermore, if you deploy custom solutions, you’ll not only delay adoption, but you’ll also increase your costs. This method results in lower margins and diminished returns on the upfront fixed investment required to define and develop each solution.

While these project-based services yield one-time gross margins of around 35%, repeatable solutions typically generate recurring revenue with gross margins above 65%. This represents a huge opportunity for your company.

Developing repeatable solutions

As you can see, placing focus on developing repeatable solutions will result in significantly higher profit for your business.

Repeatable solutions are replicable, integrated and have use cases in specific industry verticals. They are characterized by fixed delivery schedules, rapid implementation, specified performance and predetermined pricing. Still, repeatable solutions require some degree of high-end professional services such as business process re-engineering, system and network integration, and software customization.

The objective in offering repeatable solutions to your customers is to accelerate adoption so your company can achieve greater scale in less time. These solutions are created following the 80/20 principle, where 80% of the solution is standard for every customer and less than 20% is customized.

To get there, you can use incremental but complementary resources to develop and deploy IoT solutions significantly faster.

  • IoT Reference Architectures: Major vendors like Microsoft, Amazon, Intel or IBM offer a set of specifications that describe the elements of an IoT solution, such as the technology principles, composition of cloud IoT services and devices that have proved to be production ready.
  • IoT Kits and Solution Accelerators: Aligned to reference architectures, these are a ready-to-deploy subset of pre-integrated core components that jump-start the creation of a solution. The deployment typically includes all the required cloud-based services, along with code and analytics templates.
  • Packaged IoT Solutions: Productized solutions are ready to use and already include all the required hardware, software and connectivity for a particular industry vertical and use case. Typically, they can be tailored and extended to unique business needs with minimal effort.

It’s easy for your company to develop repeatable solutions. Simply break down the process into these four steps:

  1. Define: The best way to start is for your company to consider which industries to focus on, and then narrow them down to just a few. By doing this, you’ll learn what your customers really need in each vertical, while gaining deep expertise in relevant use cases.
  2. Develop: Next, take what you learned about your customers in the first step and find ways to repackage your existing solutions to enhance your offerings. Often, your customers may ask for something similar to your current solutions, creating opportunities to productize your offerings.
  3. Productize: Transform the components of your solutions into repeatable products. First, determine what differentiates your solutions from others in the marketplace. And second, establish a recurring revenue model that defines how you will monetize your solutions (subscription, pay-as-you-go, etc.).
  4. Promote: Use your channel strategy to open more doors for sales by working with your partners. Launch campaigns that promote your solutions to new and current customers.

Grow your business with the power of the platform

CloudBlue is well-positioned to help you reach millions of users and achieve economies of scale as a hyperscale commerce platform and the world’s largest cloud marketplace supporting anything-as-a-service both in the consumer and commercial IoT segments.

To see how one company, TIM, uses CloudBlue to accelerate their company’s success through automated cloud delivery of telco services, watch the case study.

For more information about how to find and use repeatable solutions to accelerate, scale and monetize your business, along with other valuable insights, read the white paper: How to Overcome the Top 3 Market Challenges of IoT.

Mike Jennett, Director of CloudBlue Platform Strategy, is an accomplished business and technology executive. With a deep focus on product development and go-to-market strategy, he plays a pivotal role driving strategic growth and market expansion. Mike’s career is characterized by his adeptness in driving technological advancements and his commitment to leading digital transformations with experience including IDC where he was VP of the Mobility and Digital Transformation IEP practices, and HP where he held numerous leadership roles. Mike’s expertise is also reflected in his published works and contributions to multiple tech publications. Mike holds a B.A. from California Polytechnic University.
Having previously to strategic product management, agile transformations, and user experience in CloudBlue, Taylor Giddens heads the Services & Solutions team where he ensures smooth delivery, operations and solution growth for our partners and customers.

The team includes technical account management, managed services, support, custom solution development, and customer enablement.

Prior to CloudBlue, his resume boasts leadership of some of the world’s largest companies during their digital transformations and marketplace launches. Taylor is a practitioner of servitude leadership when it comes to enabling his team to drive positive outcomes on the road to operational excellence.
Laurens van Alphen, a visionary entrepreneur with over 29 years of internet technology expertise, serves as Director of Technical Managed Services at CloudBlue, responsible for Operations and Delivery of CloudBlue SaaS.

As a Dutch racing champion and car enthusiast, he brings the same drive to the tech realm, steering Keenondots from a managed hosting firm to a global cloud enablement leader. Laurens is celebrated for his outcome-driven leadership, deep industry insight, and passion for balancing business innovation with client engagement.
Lincoln Lincoln is CloudBlue’s Head of Global Sales; having been with the company since November 2017. Leading CloudBlue’s global go-to-market organization, he’s responsible for driving accelerated and sustained mutual growth with CloudBlue’s customers and partners, as well as forming new customer partnerships across the Vendor and Provider ecosystem. As part of CloudBlue’s leadership team he is responsible the organisation’s revenue and continued market leadership by delivering and supporting products, services and solutions to organizations in established and new markets around the world.

Before joining CloudBlue, Lincoln was AppDirect’s Regional Director, Asia Pacific & Japan, responsible for forming, building and leading AppDirect’s business and operations across the APJ geography. He built and led AppDirect’s fastest growing and highest performing region globally within 3yrs.

Before joining AppDirect, Lincoln was EMC’s Practice Manager, Cloud Service Providers, APJ, working with the leading Service Providers to maximise their Cloud Business presence & market success. Lincoln joined EMC in 2007, and has over 20 years’ experience in the IT industry, having been based out of Singapore, Australia and the UK. Prior to EMC, he was in range of sales and channel positions at Symantec and VERITAS.

Lincoln has an Honours degree in Business Administration from Kingston University in the United Kingdom.
Brent Clooney is the Executive Director and Associate General Counsel for Ingram Micro Inc., and lead counsel for CloudBlue.

Brent is a Canadian based corporate lawyer with more than 20 years of experience as a strategic legal advisor both in private practice and as in-house counsel to large multi-national companies. Prior to joining Ingram Micro in 2008, he worked at a well-respected corporate law firm in Toronto, Canada and later served as general counsel for Toshiba Canada. During his 15-year tenure at Ingram Micro, he has held positions of increasing complexity and responsibility, and since being promoted to his current role in 2022, Brent is the legal lead for both Ingram Micro’s Canadian and global cloud businesses, as well as CloudBlue.

Brent holds a law degree (LL.B.) from Queen’s University, a Psychology degree (B.A. Honours) from Lakehead University, and has been admitted to the bar in Ontario, Canada since 2002.
Anurag serves as the Head of Product Management for CloudBlue and is responsible for product direction and driving innovation. His leadership has been marked by a keen focus on customer needs, growing the ISV ecosystem, and ensuring the continual evolution of CloudBlue’s product portfolio.

Anurag joined Ingram Micro in 2017 and has been instrumental in, positioning CloudBlue as an industry leading monetization platform for MSP’s, Telco’s and Distributors. Previously Anurag worked at Oracle and Microsoft where he managed many technology projects and programs.
As VP of Engineering of CloudBlue, Rony oversees the development and engineering efforts of the company. He is a recognized leader with more than 25 years of experience in Technology and Product.

Prior to joining CloudBlue Rony lead the R&D efforts at Tripwire acquired by Thoma Bravo, and Cedexis acquired by Citrix. Rony is a leader with extensive experience in transforming both complex technology problems into products that customers love and disjointed organizations into agile high performing teams.
Coen is a distinguished leader and entrepreneur in the realm of cloud technology. Currently serving as CEO of Keenondots and the Global Director of CloudBlue SaaS. He is passionate about driving innovation, fostering collaboration, and leading high-performing teams to achieve transformative results.

With a background as Managing Director of INTO Cloud and a pivotal role as Director of Products of KPN, he brings a wealth of experience in steering organizations through the complexities of the digital landscape.

Beyond the boardroom, Coen is a marathon enthusiast, demonstrating endurance and discipline in pursuit of both professional and personal goals.
Alyson has over twenty years of experience in demand generation, marketing automation and data management. She is responsible for leading the strategy and direction of the company’s brand, performance, and digital marketing.

Prior to CloudBlue, Alyson served as Ingram Micro’s Director of Global Business Intelligence Marketing Automation driving channel partner campaigns. Her tenure in marketing leadership at prestigious companies such as Western Digital, Ocean Institute celebrates redefining marketing campaigns and building top performing teams based on trust, experimentation, and results.

Alyson resides with her husband and three children in Orange County and is an active volunteer and donor within her children’s sports and education programs.

Darek Tasak is leading Customer Success & Value Creation for CloudBlue. In his role, he looks after CloudBlue customers globally during the entire lifecycle of our relationship: from the initial on-boarding, through in-life account management, always ensuring they build successful businesses leveraging our technology. Additionally, he is also in charge of Partnership & Alliances, as well as Pricing Management for everything we commercialize.

Before CloudBlue, Darek managed Ingram Micro’s Services division for hi-tech customers in Europe & APAC. His prior experiences include also launching and leading pan-European services business for TDSynnex, as well as strategy consulting with Boston Consulting Group (BCG).

As President of CloudBlue, Uddhav is a distinguished leader and visionary with nearly two decades of platform-building experience. He is an industry leader in digital commerce, the subscription economy, and monetization platforms.

Notably, at SAP, he spearheaded the transformation of their platform business into a multi-cloud platform-as-a-service, offering enterprise and developer-friendly subscription models. At Pure Storage, he championed the efforts to successfully disrupt the storage industry by creating revolutionary Storage-as-a-service, AIOps-as-a-service, and Disaster Recovery-as-a-service offerings with cutting-edge features and establishing a sophisticated subscription commerce infrastructure that is channel-friendly.

At CloudBlue, Uddhav guides and empowers businesses to rethink their monetization strategies by unlocking the power of digital ecosystems and marketplaces. CloudBlue provides enterprises with a mature multi-tier, multi-channel marketplace and monetization platform that enables usage-based subscription models and global delivery of Anything-as-a-Service solutions. Uddhav has played a pivotal role in shaping the future of the subscription economy through his innovative thinking and impactful contributions.

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