Delmation, providers of IoT solutions, support and service, are partnering with Daizy to provide scalable IoT solutions across the Benelux region.
With a rapidly developing channel partner program, and a growing scope of use-cases to support, Delmation needed a partner to simplify integration and the onboarding of new devices into their IoT program.
We caught up with Cas van de Zwaag, Business Development Manager at Delmation to find out more about their go-to-market strategy. 
“We noticed that more and more new partners are “embracing” IoT and finding Delmation.” explained Cas. “This has opened up a whole range of industries and use-cases for IoT, and with that a broad range of devices and increasing complexity.”
“The cost of supporting a growing range of devices and solutions was becoming painful for our partners – that’s where Daizy came in.”
“The cost of supporting a growing range of devices and solutions was becoming painful for our partners, who were also fearful of adopting new technologies into their ecosystems. – that’s where Daizy came in.”
“Daizy’s device onboarding service means that partners can mix and match hardware without having to change anything in their own applications.”
Cas explained how their partners ways of working have evolved with the introduction of Daizy. “My favourite part of the Daizy service is their device onboarding process. Previously, it could take days for our partners to get a new device up and running, now we just request Daizy to add the device to their device catalogue and the they take care of the rest. Payload decoding and data normalisation mean that our partners can mix and match hardware without having to change anything in their own applications.”
“Without Daizy our partners were effectively ‘locked-in’ to a solution that was inhibiting profitability and preventing scale.”
I asked Cas about how Daizy had been received by their channel partners. “Many of our partners have been operating IoT solutions in one form or another for some time. While their existing solutions are a ‘known quantity’, they are often more expensive and technologically inferior to the latest offerings. Field service teams knew how the existing solutions worked and the reaction to introducing new hardware or technology was rejected on the basis of risk, cost or complexity.” Cas explained that the perceived pain of introducing new technology was too painful. “Without Daizy our partners were effectively ‘locked in’ to a solution that was inhibiting profitability and preventing scale.”
“Daizy enabled our partners to focus on developing their own unique specialisms, and not on building their own plumbing’ for IoT.”
“Many of our partners are already operating their own cloud based applications, and so Daizy has been a perfect fit for their needs – plug and play solutions that provide a single point of integration for all aspects of an IoT offering, from deployment through to data ingestion. The Daizy mobile app means that field services teams can deploy any IoT sensor or gateway in minutes, regardless of the sensor type of manufacturer, without specialist training.”
“Aside from providing an innovative platform, the Daizy team have been great to work with – questions are dealt with promptly and we have regular access to their technical teams as we build out new propositions for our channel.”
Delmation represents a great opportunity for Daizy in the Benelux region and we’re excited to continuing building on a great partnership with Cas and the rest of the team.
