Proving the Business Case for the Internet of Things

Affiliate programme aims to improve M2M connectivity

Steve Rogerson
January 21, 2015
California-based Aeris has launched the Neo affiliate programme to enable IoT ecosystem companies to integrate Neo M2M connectivity system into their processes.
Historically, IoT and M2M ecosystem partners have faced a disjointed and complex process when integrating cellular connectivity into their products. The industry norm for some mobile network operators offering M2M connectivity is a lengthy sales cycle, a complex on-boarding process and an opaque pricing model. With this affiliate programme, Aeris hopes partners can break through this complexity, simplifying the connectivity buying experience while improving profitability through a revenue sharing arrangement.
“The demand of connected devices is going to experience exponential growth as more companies are vying to enter the IoT marketplace in 2015,” said Andy Greig, vice president of sales in North America for Aeris. “The Neo affiliate programme is the perfect opportunity for our channel and reseller partners to add connectivity in a simple way, while developing stronger relationships with their customers through service and support.”
The programme is suitable for companies providing value-added services for the IoT and M2M ecosystem including: device manufacturers selling cellular-capable IoT and M2M devices; providers offering a complete IoT or M2M system for a specific vertical market such as fleet, health care and asset tracking; and distributors and resellers who resell a range of IoT and M2M products.
For all these segments, cellular connectivity forms part but it is the end user’s responsibility to find the provider. Through the programme, partners can integrate Neo into their buying process, in turn delivering value to their customers.
Participants benefit in two ways. First, they can participate financially as their customers grow. For most, the economic relationship with the customer begins and ends with the product sale. Through this programme, they receive a portion of the monthly revenue of each customer who signs up for the service. As their customers grow, partners get access to an expanding recurring revenue stream. Based on usage and length of the M2M programme, partners can double the profitability of a customer.
Secondly, each month Aeris will provide a report indicating key characteristics of customers’ usage – including amount of data consumed, location, traffic patterns and other key information. No customer-specific or confidential information will be provided but the data will nonetheless be valuable in increasing the partners’ understanding of their customer’s business.
“There is explosive growth and interest in M2M and IoT-enabled devices, but being able to provide customers with reliable and affordable connectivity options is a challenge in today’s marketplace,” said Bryan Eagle, vice president of business development at Minnesota-based Multitech. “A platform like Neo and this affiliate programme allows us to provide quick, reliable and affordable connectivity options to our customers for one to thousands of devices with just a click. Plus, we have access to a rich source of data on our customers’ usage patterns to better optimise their overall experience.”