IoT Partner Programs Expand to Form Stronger Alliances to Combat Complexity of an Expanding IoT Supplier Ecosystem

01 Nov 2016

In its recent analysis ranking more than 450 companies on their IoT service capabilities, ABI Research finds that IoT partner programs and their member companies are evolving their IoT offerings, with 54% of listed organizations receiving a high IoT maturity grade. IoT partner programs are ecosystems of companies focused on assembling end-to-end solutions around a supplier product portfolio. The programs streamline the IoT adoption process by enabling collaboration among hardware, software, and service providers across different technology sectors to deliver comprehensive IoT solutions for enterprises.

“IoT partner programs are critical, as supplier diversity and offer complexity is not lessening and no one company can deliver a complete end-to-end IoT solution,” says Ryan Harbison, Research Analyst at ABI Research. “Over the past year, companies like Dell and Intel continued to grow their programs to target additional verticals like manufacturing and energy. IoT partner programs ‘un-fragment’ the market for end-users and drive awareness to hardware, software and service providers that combined can deliver an end-to-end IoT solution.” 

Dell is expanding its partner program ecosystem with its series of IoT gateways, relying on partners like Action Point and Datatrend Technologies. Through a portal, Dell customers can search for the partners that will best fit their needs, based on a variety of metrics like vertical offerings and location. The initial program success is so strong that Dell aims to double its program members by the end of 2016.

Similarly, Intel’s IoT Solution Alliance continues to create interoperable, secure solutions to drive efficiencies and deliver device system performance insights. Program members like Advantech and relayr help Intel differentiate its devices and the value they provide to end users.

Partner programs drive value for parent organizations, like Dell and Intel, by expanding their ecosystem user base through their member company connections. The programs, in turn, drive value for member companies through incremental business opportunities. Finally, enterprises acquiring IoT capabilities enjoy faster time to market and potentially a more integrated solution.

“Today’s successful partner programs are the ones striking the right balance between their number of partners and the overall product offering,” concludes Harbison. “It is not about having the biggest partner program; it is about working to forge new alliances with like-minded partners across multiple sectors and consistently delivering valuable IoT services to a broad range of customers. It is about learning how to adapt in the expanding IoT universe.”

These findings are from ABI Research’s SI/VAR and Partner Program IoT Ecosystem Market Data. This report is part of the company’s IoT, IoE & M2M sector, which includes research, data, and analyst insights.

About ABI Research

ABI Research is a global technology intelligence firm uniquely positioned at the intersection of technology solution providers and end-market companies. We serve as the bridge that seamlessly connects these two segments by providing exclusive research and expert guidance to drive successful technology implementations and deliver strategies proven to attract and retain customers.

ABI Research 是一家全球性的技术情报公司,拥有得天独厚的优势,充当终端市场公司和技术解决方案提供商之间的桥梁,通过提供独家研究和专业性指导,推动成功的技术实施和提供经证明可吸引和留住客户的战略,无缝连接这两大主体。

For more information about ABI Research’s services, contact us at +1.516.624.2500 in the Americas, +44.203.326.0140 in Europe, +65.6592.0290 in Asia-Pacific, or visit

Contact ABI Research

Media Contacts

Americas: +1.516.624.2542
Europe: +44.(0).203.326.0142
Asia: +65 6950.5670

Related Service