As our world of physical devices and data exchange becomes more and more connected, business processes are rapidly changing. We are entering a new era of computing technology called the Internet of Things (IoT.) Like many of the disrupters of the past such as virtualization and cloud computing, IoT presents many challenges to both end-user customers as well as the channel. It shifts the players and standard conversations of Information Technology (IT) to be more aligned with Operational Technology (OT.) In fact, Gartner foresees by 2020, we will see this convergence grow, we are talking 50 percent OT service providers seeking partnerships with IT-centric providers for IoT offerings.