Building Alliances in the Cloud, Manhattans Project

In this episode of 10th Magnitude’s “Manhattans Project” Jason Rook, our VP of Alliances, joins me on location at Koval Distillery to discuss what makes a cloud ‘alliance,’ relationship building in technology and the business structure of ISVs. How can you find partner organizations that complement your offerings? What makes an alliance in the cloud different from other business partnerships?Let’s find out! Here are some highlights from our chat:

Michael: Are there any particular alliances that we have that are relatively new that we have to address scalability?…Do we have any alliance partners to address the expansion of IoT (Internet of Things) and the scalability of that infrastructure?

Jason: So you get the “Devices Guys” in the IoT space. The folks that make sensors and such. Brian [Blanchard] spoke in another episode about the healthcare space and construction devices and that’s an interesting ecosystem on their own. And then you have the ecosystem of the folks that distribute those devices, which has a whole OEM model around those devices and sensors. What we’re starting to see are people who come in and add value on top of those from a software perspective.
What we’re doing right now in the Internet of Things space is sitting back and figuring out who those players are [and] working with the ones our customers bring to us.

Customers aren’t coming to us saying “hey we want to buy devices,” customers are already way down that path. They have things that capture data. They’re asking us, “We have these devices capturing data, now what do we do with it?”

Michael: So we’re empowering them to analyze that data?

Jason: Yeah, right now a lot of our IoT dialogues with customers are about finding out where their data is, aggregating it, doing cool stuff with it, and even getting into stream analytics and predictive analysis with it.

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Pull up a chair, pour yourself a drink and enjoy. Cheers!