Rob Kittler, Head of Connectivity Practice at Gamma, sees the IoT conversation shifting quickly. Partners are no longer being asked to simply provide connectivity. Customers now expect guidance on how connected technologies can improve operations, unlock new services and support wider digital ambitions.
In his view, IoT has moved from a specialist topic to a core part of how modern businesses run. Connected devices, real-time data and automated workflows are becoming central to everyday decision-making. This creates a clear opportunity for partners that can translate technical capability into practical business value.
Focusing on outcomes rather than technology alone
Kittler believes the most successful IoT conversations start with business challenges, not devices or networks. Organisations want to understand how IoT can reduce costs, improve visibility and increase service reliability. Use cases such as asset tracking, smart metering and remote monitoring show how data can directly improve operational performance.
By leading with outcomes, partners position themselves as advisors rather than product suppliers. That shift changes the relationship. Instead of one-off sales, partners become involved in shaping longer-term transformation programmes that evolve as customer needs grow.
Building trust through practical guidance
For Kittler, trust is earned through clarity and realism. Many customers know IoT could deliver value but are unsure where to start or how to scale. Partners who can quickly map clear, achievable roadmaps stand out.
He often points to the value of starting small. Pilot deployments allow organisations to test specific use cases, measure results and build confidence before wider rollout. This phased approach reduces risk and reinforces the partner’s role as a steady, knowledgeable guide rather than a pushy vendor.
Integration and ecosystems are now essential
Kittler also stresses that successful IoT projects rarely rely on connectivity alone. Customers need devices, platforms, analytics tools, and security to work together from day one. This makes strong partner ecosystems critical.
Those who collaborate with hardware vendors, software providers and specialist consultants can deliver complete solutions that solve real problems. It also ensures that IoT deployments do not operate in isolation but are embedded in broader business systems and processes.
A fast-growing opportunity for the channel
Looking ahead, Kittler expects IoT adoption to accelerate as organisations see clearer links between connected data and commercial performance. Growth in connected SIM usage and demand for global connectivity already signals how quickly the market is expanding.
He believes partners that step forward as trusted IoT advisors will capture the most value. That means combining connectivity expertise with a solid understanding of customer operations and long-term digital priorities.
Ultimately, Kittler sees the opportunity as bigger than technology. The real prize lies in helping businesses use connected insight to run smarter, faster and more efficiently. Partners that can deliver that shift will move from transactional suppliers to genuinely strategic advisors in an increasingly connected world.
