Breakout Viewpoint: Networking, Connectivity and the IoT AI Opportunity

Infrastructure is core to every solution you sell, making it critical to solution success. In our networking and connectivity breakout sessions we identified and discussed how new avenues and partnerships can accelerate your growth. 

Oh, and here comes AI to further add complexity, interest and most important, business opportunity. Studies show that most technology executives say, “Should their companies fail to achieve their AI goals, data issues are more likely than not to be the reason.” Data is the key to ensuring AI can be scaled. IoT/machine learning use cases that create value are a top priority of the enterprise data strategy for many. This presents you with a significant opportunity.

Connectivity

It’s more critical than ever. Connectivity is the foundation for enabling applications and reaching all users as the online world shrinks and demands inclusivity, whether a worker is rural, working remotely, traveling, or in the office.

Expectations for performance were a prevalent topic, assuming 100 percent SLAs and availability, resulting in diversity and redundancy evolving from just critical locations to be the default standard for all locations.

Your customer requests for connectivity should lead you to larger discussions about solving business challenges, be it UC, IOT, SDWAN, cybersecurity, and cloud. Panelists noted that you shouldn’t overlook full-service providers, as they can not only help with opening up those opportunities but can fulfill all the requirements. Networking and connectivity suppliers can now offer many, if not all, services globally.

Another trend discussed was the type of connectivity being used to transport traffic. Panelists noted that it is becoming more agnostic as cellular bandwidth and availability continue to increase, multiple fiber providers are available now in most metro areas, the ability to recognize and prioritize quality of service (“QOS”) becomes universal, and global cable and fiber buildout continues.

This has allowed latency, throughput, jitter, and overall performance of applications to approach “Next Door” status and the ability to enable private and public cloud hosting to continue trending. Even with mobile and IoT applications, the audience discussed how it sees less reliance on geographical hosting and more on networking performance and resilience.

Artificial Intelligence 

AI is here. It’s being applied even in basic networking to assist in optimal routing solutions to maximize performance, predict circuit maintenance schedules, and provide insight analytics for network traffic and application routing. Its impact on all things related to customer service is being felt. 

As we mentioned above, it’s all about the data. This point dovetails nicely into the IoT conversation.

IoT Deals

From a business development perspective, panelists suggested you find and speak with the personas suffering from the pain points that networking and connectivity solutions solve. They suggested ditching the complicated technology acronyms and framing the conversation on the business issues. For example, in terms they understand, explain what you can track, what you can detect, how you can report on conditions, etc.

Another business development suggestion that was discussed, panelists suggested you zero in on the “telco closet.” They noted this is a surefire and simple route to get a foot in the door with the IT team. Explaining how SaaS helps alleviate concerns about capex will immediately pull on their heartstrings. 

Again, the topic of AI popped up frequently in this discussion about IoT. One of the fundamental components of an IOT solution is an analytics platform, in which AI plays a key role. This platform aggregates and stores all the data gathered from IoT devices and turns that raw data into actionable insights. 

Enhancing the Customer Experience at Public Venues 

The market opportunity related to technology’s impact on the customer experience at public entertainment venues continues to grow exponentially. Technology’s impact on ease of entry, staff and guest connectivity, and all things related to security all add up to a successful and memorable guest experience.

One of the trends discussed was the integration of separate networks into a single, converged network. The panelists noted the impact of this migration would support venue safety. For example, as patrons walk through an entry point, they see and experience detectors, security monitors, personnel, and much more. But what the patron doesn’t see is the facial recognition technology at work or a Security Operations Center monitoring elaborate reports in real-time.

Another example was demonstrated through the lens of the patron experience. Video data captured by cameras can be pulled through an AI filter to send an alert to open a new register if a concessions line reaches too long. Or Wi-Fi offloading, which can be used to ease the burden on the local cellular network, thereby increasing the performance for the user. 

Want to learn more? Check out the assets below. 

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Ken Mills

President

Ken Mills serves as President of Intelisys and is committed to driving growth for Intelisys and our partners. As a distinguished technology executive with over two decades of experience, Ken has previously held leadership roles at EPIC iO, Dell Technologies and Cisco, and served as a fellow with the U.S. Department of State. His strategic mindset has been an integral part of launching innovative products and solutions in the fields of AI, IoT, and 5G. Ken is driven by his curiosity and passion for groundbreaking technology and complex problems, and constantly explores new frontiers in the world of technology.

Monica Lutes

Manager, People & Culture, ScanSource, Inc. and Intelisys

As Manager, People & Culture, Monica has worked closely with Intelisys employees and leaders since 2018 and has worked with ScanSource companies since 2016. A Human Resources professional with 11 years of experience encompassing all areas of HR, especially employee relations, recruiting, compliance, and training, Monica approaches her role as Manager, People & Culture from a consultative perspective. Her goal is to provide advice and guidance to leaders so they can focus on growing the best teams for the business while also supporting employees’ goals.

Ansley Hoke

SVP Marketing, ScanSource, Inc. and Intelisys

Ansley Hoke is the Senior Vice President of Marketing at ScanSource, Inc., a role she has held since 2019, and extended her leadership to include Intelisys in 2023. She joined the company in 2001, serving in merchandising leadership roles for ScanSource POS and Barcode, including acting Vice President of Merchandising and then later VP of Merchandising for ScanSource Catalyst and overall VP of ScanSource Catalyst. She oversaw sales, supplier relations, and services. Known for her pivotal role in creating effective marketing strategies, Ansley has been integral in driving demand, enhancing partner programs, and significantly contributing to the company’s revenue growth and channel relationships.

Mike Baur

CEO of ScanSource, Inc. and Interim President of Intelisys

Mike Baur serves as Chairman and Chief Executive Officer at ScanSource. Mike has served as the Company’s President or CEO since its inception, as a director since December 1995, and as Chairman of the Board since February 2019. Mike has developed a deep institutional knowledge and perspective regarding ScanSource’s strengths, challenges and opportunities. He has more than 30 years of experience in the IT industry, having served in various leadership and senior management roles in the technology and distribution industries before joining ScanSource. Mike brings strong leadership, entrepreneurial, business building and development skills and experience to the Board.

Stephanie Bouras

Regional Vice President, Southeast

Driven by a partner-first philosophy and a passion for innovation, Bouras embodies a leadership style that’s both compassionate and data-driven. As the Regional Vice President, Southeast, at Intelisys, she’s leveraged her extensive marketing and sales experience to propel her team to new heights. A firm believer in aligning herself with her partners, she sees herself as a collaborator and an integral part of their business. This perspective has allowed her to forge deep connections and drive success. A Florida native, Stephanie’s attention to detail and unwavering commitment to her partners have been key factors in her success.

Michael Raspanti

Regional Vice President, Northeast

Michael joined Intelisys in June of 2020, as a long-time channel veteran. He is responsible for leading the Northeast Region, helping continue the tremendous momentum in one of our strongest markets while also recruiting new up and coming partners that will be the growth engine of our future success.

Kristy Thomas

Vice President, Partner Experience and Enablement

Thomas is responsible for Sales Partner enablement and education for all our technology segments, including CX, managed security, mobility, and connectivity. With over 20 years of executive background in telephony, UCaaS, CCaaS and Cloud services, Kristy enables her customers to think broader and deeper as she guides them through their decision journey. Some of the biggest deals in the channel have become a reality thanks to the expertise and humble excellence Kristy brings to her client’s projects.