(NOTE: This story was originally posted to CRN.com March 24.)

How Open Systems Technologies Handles IoT

It's not enough to know the technology behind the Internet of Things (IoT); solution providers also need to be able to juggle various aspects of their customers' organizations.

Open Systems Technologies, a Grand Rapids, Mich.-based solution provider, recognized the need for a sales team that can talk both IT and strategy during the consulting phase of IoT projects. When building out its Internet of Things practice, the company has hired both sales representatives, but also principals - or subject-matter experts -- who understand the issues that vertical markets face and how IoT solutions can resolve these problems.

Following are excerpts from CRN's discussion with Open Systems Technologies' director of marketing and communications, Michael Lomonaco.