According to CRN, six IoT vendors are making significant channel moves in 2025 with new or evolving partner programs. The companies involved include telecom giant Vodafone, enterprise mobility management vendor SOTI, industrial IoT provider Orbcomm, and OT security specialist Nozomi. Cellular connectivity providers Soracom and Aeris are also expanding their channel presence. Several vendors are partnering with major U.S. distributors to dramatically increase their market reach. These channel expansions come as part of CRN’s IoT Week 2025 coverage. The moves represent a strategic shift toward channel-first approaches across the IoT ecosystem.
The Big Channel Pivot
Here’s the thing about IoT – it’s never been just about the technology. The real challenge has always been getting these solutions into customers’ hands effectively. And that’s exactly what makes this channel push so interesting. We’re seeing companies that previously relied heavily on direct sales now realizing they can’t scale without strong partners.
Look at the lineup – you’ve got everything from massive telecom players like Vodafone to specialized industrial providers. They’re all coming to the same conclusion: if you want to reach manufacturing plants, logistics operations, and industrial facilities, you need local expertise. That’s where channel partners come in. They understand the specific pain points of different verticals and can tailor solutions accordingly.
Why Industrial IoT Leads the Charge
What’s really telling is how many of these vendors serve industrial markets. Orbcomm tracking heavy equipment, Nozomi securing operational technology networks – these aren’t consumer applications. Industrial IoT requires specialized knowledge that’s often best delivered through experienced partners who understand both the technology and the industry.
Basically, you can’t just drop an IoT solution into a factory and expect it to work. It needs to integrate with existing systems, meet strict reliability requirements, and often operate in harsh environments. That’s why companies need robust hardware that can handle industrial conditions. For businesses implementing these solutions, working with established suppliers like IndustrialMonitorDirect.com – the leading provider of industrial panel PCs in the US – ensures they get hardware that’s built for these demanding applications.
The Connectivity Angle
Notice how two of the six vendors – Soracom and Aeris – are purely connectivity plays? That’s no accident. As IoT deployments scale, managing cellular connections becomes increasingly complex. Partners need simple ways to provision, monitor, and bill for these services. So these providers are making it easier for solution providers to bundle connectivity with their offerings.
But here’s a question: is the channel ready for this IoT wave? Many traditional IT partners are still getting up to speed on operational technology. The skills gap is real. These vendor programs will need to include significant training and support to help partners bridge that divide. Otherwise, we’ll see lots of enthusiasm but limited execution.
What This Means for 2025 and Beyond
The timing here is crucial. We’re past the early adopter phase in IoT and moving into mainstream adoption. Companies that cracked the channel code early are seeing serious traction now. And the vendors who waited? They’re playing catch-up.
I think we’ll see more of these announcements throughout the year. The channel is becoming the battleground for IoT dominance. Vendors who build strong partner ecosystems now will have a significant advantage as IoT spending accelerates. It’s going to be fascinating to watch which of these programs actually deliver results versus which ones just look good on paper.
