Internet of Things
SMARTER SYSTEMS, STRONGER GROWTH
Channel partners are finding fresh revenue streams as SMEs adopt IoT to modernise operations, cut costs and strengthen resilience, opening the door to new managed services and long term support opportunities. Roger Tao, Director of Telco & ISP Business, D-Link, explains.
F
or years, the Internet of Tings (IoT) conversation has centred on large enterprises. Global manufacturers, logistics providers,
utilities and retailers have invested heavily in connected devices, smart infrastructure and real- time analytics to improve efficiency and gain a competitive advantage. For these organisations, IoT adoption has become
increasingly achievable because they possess one critical asset: internal expertise. Dedicated IT teams, digital transformation specialists and experienced systems integrators allow them to evaluate technologies, integrate platforms and manage increasingly complex connected environments; and, importantly, to drive a competitive advantage. However, small and medium-sized enterprises (SMEs) operate
in a very different world. While they stand to benefit just as much from IoT, they rarely have the in-house technical teams capable of navigating a rapidly evolving ecosystem of sensors, connectivity standards, cloud platforms and security requirements. For many, the challenge isn’t recognising the value of IoT; it’s knowing where to start… and who to ask.
42 | July/August 2026 But closing the gap between enterprise and SME
IoT adoption creates one of the biggest commercial opportunities the channel has seen in years.
The IoT market is mature, but complex Te IoT market is now mature, but increasingly complex. Hardware is more affordable, connectivity is more reliable, and cloud platforms make data easier to access and analyse. AI and automation have further expanded what is possible, enabling predictive maintenance and smarter decision-making. However, from an SME perspective, the ecosystem can
feel overwhelming. Tere are multiple competing wireless standards, edge computing options, security models and analytics platforms. Every IoT vendor claims to offer the ‘best’ solution, yet few SMEs have the expertise to determine which technologies genuinely solve their operational challenges, boost their productivity or will add to their bottom line. And, unlike large enterprises, SMEs cannot afford lengthy technology evaluations or expensive implementation mistakes. Every investment needs to be right, and deliver measurable business value quickly. Tis is where the channel and its expertise in IoT become indispensable.
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