Industrials

<p style="text-align: justify;">The IIoT world is largely made up of two participant groups; young software-based System Integrators with resources focused on IIoT system integration, and traditional Industrial Manufacturers that have made product components for Industrial markets over a longer period.&nbsp; The exceptions to this pattern are those Large Industrial firms attempting to become integrators themselves (think GE or Rockwell Automation).&nbsp;</p><p style="text-align: justify;">For this reason, traditional Industrial Manufacturers who are NOT a part of the Large Industrials group will be well served to focus on their products&rsquo; integration into broader IIoT systems.&nbsp; This assertion is supported by three underlying points.</p><ol style="text-align: justify;"><li><strong><em> </em></strong><strong><em>Established manufacturers&rsquo; ability to agnostically integrate into a broad spectrum of IIoT applications will naturally drive system integrators toward their products.</em></strong></li></ol><p style="text-align: justify;">IIoT System differentiation will be sold not on component product features, but rather on interactions between and among parts of a network and, most importantly, how the data from one product adds to system insights. &nbsp;The tools that System Integrators possess today that manage sensor and machine data are not designed for a diversity of device data types or the massive volume of datapoints generated from real-time product interactions. &nbsp;Correspondingly, a product designed to contribute raw data to any network seamlessly will make the System Integrator&rsquo;s job easier, thus instinctively driving them toward that manufacturer&rsquo;s products.</p><ol style="text-align: justify;" start="2"><li><strong><em> </em></strong><strong><em>Foundational brand value is reinforced when a manufacturer leverages product versatility across IIoT systems.</em></strong></li></ol><p style="text-align: justify;">Having spent decades of Marketing capital and Sales efforts on building the product value of their brand; the emergent IIoT market provides Industrial Manufacturers a rare opportunity to cash in on the capital they have built as first-movers.</p><ol style="text-align: justify;" start="3"><li><strong><em> </em></strong><strong><em>At their current nascent level, IIoT System Integrators will rely on manufacturers with strong brands to reinforce their own reputations.</em></strong></li></ol><p style="text-align: justify;">Software system companies sell data management tools that promise improvement to their clients&rsquo; Industrial systems.&nbsp; However, this new selling model still requires a &ldquo;leap of faith&rdquo; from potential clients.&nbsp; System Integrators have come to recognize that their case is better supported by a portfolio of credible Industrial Manufacturers already selling to the client.&nbsp; Industrial Manufacturers are credibility builders for System Integrators because of their legacy relationships with end-user clients. &nbsp;&nbsp;&nbsp;</p><p style="text-align: justify;">As IIoT continues to integrate product and software to manage Industrial systems, large and complex networks grow ever more focused on advanced data modeling and analysis.&nbsp; Given the high perceived value of data created by Smart Systems, it is amazing how diminished the underlying product&rsquo;s role has become to effective integration.&nbsp; Industrial Manufacturers have a rare but highly valuable to set themselves apart as contrarians to this trend.</p>