Dicker Data (DDR) is a wholesaler and most of their resellers are box floggers (PCs, printers, network gear etc). IMHO... part of the reason why DDR failed to be an effective B2B IoT sales channel was their resellers didn't see the value. OHM has a long sales lead-time and small margins. For resellers it's just not worth the sales effort when they are so many other IT solutions to sell for a better ROI. Under a wholesale arrangement, DDR would take a margin first and then the reseller gets leftovers.
I think IoT was an experiment for DDR. I'd say failed experiment if you look at their IoT webpage. I recall CCP Tech (CT1) was paraded at the DDR IoT roadshow alongside BUD. I note CT1 has been removed from the DDR solutions list.
Across BUD and others in the B2B IoT space, resellers have not been an effective sales channel given the low-cost SaaS business model. If one of Australia's largest IT hardware distributors in Australia (DDR) can’t generate OHM sales, who can?
OHM is facing more competitors, legacy BMS systems being IoT enabled, value-chain participants (e.g. energy companies) offering IoT energy monitoring solutions, large companies using IoT platforms and COTS analytics solutions to build their own in-house monitoring systems. I think the company needs to articulate a new strategy for OHM. More of the same would be silly.
Yak
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