IoT Opportunities For MSPs

We were recently asked to contribute to Comms Business magazine’s feature on the Internet of Things (IoT), exploring the technologies, trends, and opportunities shaping the channel. Below is the full, unabridged submission from Jenni Akrigg, Mobile Product Manager & Security SPOC at Giacom, sharing her perspective on how MSPs can embrace the next phase of connected technology.

Whether you’re already delivering IoT services or just beginning to explore the space, these insights offer practical guidance on where the market is heading, and how to capitalise on the growing IoT opportunities for MSPs.

How is the IoT market changing?

There are two key ways in which the IoT market is changing. Firstly, we’re seeing short-term shifts driven by trends, regulatory developments, and initiatives from network providers such as the PSTN switch-off and the closure of 2G and 3G networks.

Longer-term changes are more technology-driven. A good example is the introduction of SGP.32 eSIM, which enables the over-the-air provisioning of SIM profiles. This allows for seamless network switching and updates without needing to physically access the device or replace the SIM card.

This addresses some of the unique challenges of large-scale IoT deployments, where devices can be hard to reach. In sectors like agriculture and infrastructure, SIMs are often placed underground to support applications such as soil monitoring or structural health in smart cities – for instance, using sensors in tunnels or utility conduits.

What new possibilities are there today given recent advancements? What do you expect to follow in the next couple of years?

Recent advancements have significantly enhanced the capabilities of IoT, enabling smarter, faster, and more efficient connectivity – not just for everyday devices but also for highly specialised and niche applications.

The integration of SIM technology into compact IoT-compatible sensors allows for seamless deployment across a wide range of assets, including industrial machinery, vehicles, and elevators. These connected devices can now process data and make autonomous decisions at the edge, reducing reliance on cloud-based computing. This edge capability enables real-time responsiveness – essential in environments where latency and uptime directly affect business-critical operations, such as manufacturing, transportation, and healthcare.

Looking ahead, we expect several key developments:

• Massive IoT expansion: As sensor and connectivity costs continue to fall, adoption is accelerating across virtually every sector. This is being fuelled by end-user demand and the growing inclusion of IoT in reseller portfolios, which increases competition and drives affordability. As a result, even organisations with limited budgets can now access advanced IoT capabilities, opening the door to innovation at scale.

• Standardisation: More unified frameworks and protocols will emerge, making it easier to integrate devices across different vendors and ecosystems.

• Predictive maintenance: IoT enables machines to detect early signs of wear or failure, supporting a shift from reactive to proactive maintenance. By continuously monitoring key parameters, such as temperature in overheating machinery or pressure in gas and water systems, sensors can flag anomalies before they become serious issues. This helps reduce unplanned downtime, extend equipment lifespan, and improve safety and efficiency across industrial and commercial settings.

• Green initiatives: IoT will play a growing role in helping businesses reduce energy usage and waste by monitoring resource consumption in real time. As sustainability becomes a greater focus, I wouldn’t be surprised to see Ofcom introduce regulation for small businesses and consumers to support wider industry compliance.

In short, IoT is evolving from simply connecting things to actively solving real-world problems across every vertical.

What IoT technologies are in high demand in the Channel? Are any in decline?

Businesses are being pushed to expand their portfolios with scalable IoT solutions that align with emerging trends and help them stay competitive in a rapidly evolving market. The most in-demand IoT technologies are those that help organisations make faster decisions, improve efficiency, and maintain seamless connectivity.

The rollout of 5G is enhancing IoT connectivity, especially in dense environments like smart cities and large warehouses where multiple devices need to communicate simultaneously.

Businesses are moving away from generic, one-size-fits-all technology. There’s growing demand for vertical-specific tools such as smart traffic systems for cities or automated vehicle tracking solutions for logistics.

The decline of legacy technologies is also accelerating IoT adoption. The PSTN switch-off, for instance, is pushing organisations to find alternatives for services like red care, lift lines, and alarm systems – many of which are now being backfilled with IoT-enabled solutions.

Is IoT adoption opening up other opportunities, such as wraparound cybersecurity services?

IoT adoption is creating significant opportunities for wraparound cyber security services, but it also brings new risks that MSPs must address.

As the number of connected devices increases, so too do the potential attack surfaces. This requires robust security not just for individual endpoints, but for the entire network. The shift to remote working during the COVID-19 pandemic exposed these risks, with a surge in laptops, mobiles, and tablets accessing corporate systems from outside traditional perimeter defences.

Looking ahead, IoT growth is expected to far exceed what we saw during the pandemic, resulting in an even greater volume of vulnerable endpoints. As a result, securing IoT connectivity is no longer optional, it’s essential.

For MSPs and channel partners, this creates a dual opportunity to protect customers more effectively, and to grow their own portfolios through integrated cyber security offerings built with IoT in mind.

How can resellers and MSPs identify the best IoT vendor partners for their business?

Choosing the right IoT vendor is essential for driving profitable growth and gaining meaningful market share. The ideal vendor will demonstrate proven expertise, offer ready-to-deploy solutions, and have a strong track record of successful partnerships.

Resellers and MSPs should look for vendors with a clear ability to support key verticals with tailored solutions. Strong security standards are a must, ensuring the integrity of deployments from the ground up. Commercially, competitive margins are an important consideration, alongside access to enablement resources such as sales and technical training that empower partners to position and support the solution confidently.

Equally valuable is the availability of co-marketing resources and campaigns to help drive awareness and demand. Dedicated account management can make a significant difference, providing strategic support as the partnership evolves. Scalability should also be a factor – vendors need to demonstrate they can grow with their partners and support increasing levels of deployment. Finally, responsive and reliable support, both pre- and post-sales, helps to build trust and long-term success.

Final thoughts

IoT is evolving quickly and so are the expectations of your customers. From 5G infrastructure and predictive maintenance to security and sustainability, IoT opportunities for MSPs are more plentiful (and more profitable) than ever before.

If you’re ready to explore how Giacom can help you design and scale a successful IoT offering, get in touch with our team today.