October 28, 2025 • 31 mins
Revolutionizing the Channel with Energy and IoT: A Conversation with Vince Bradley
In this episode of The Wireless Way, host Chris Whitaker sits down with Vince Bradley, Founder and CEO of Abundant IoT, to discuss the transformative convergence of IoT, energy, mobility, and cloud solutions in today's tech landscape. Vince shares his extensive background in the technology services industry, including the success of Abundant IoT’s energy-focused solutions (EIoT), and the critical role of energy management and sustainability in modern enterprises. The conversation covers the state of the channel, the impact of AI and data centers on energy consumption, and practical advice for partners looking to expand their offerings to include energy solutions. Vince emphasizes the tremendous revenue and retention opportunities in the evolving tech landscape, underscoring the importance of staying ahead of industry shifts.
00:00 Introduction and Guest Bio
01:02 Vince Bradley's Career Journey
03:40 The State of the Channel and Industry Insights
06:28 Energy and IOT Convergence
11:58 Energy Solutions and Market Trends
20:26 Opportunities in Multi-Dwelling Units (MDUs)
22:18 Final Thoughts and Wrap-Up
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
chris_1_10-28-2025_1016 (00:00):
Welcome to another episode of The
(00:01):
Wireless Way.
I'm your host, Chris Whitaker,and yes, I'm eternally grateful
that you're here.
I'm grateful for my.
guest Vince Bradley known himfor years.
A lot of you in the US channelprobably know Vince Bradley,
right?
And if you don't, just a littlebit about him.
Always like to read a littlebio.
You know, Vince Bradley as thefounder and CEO of abundant IOT,
(00:22):
you know, very appropriate forthe wireless way.
it's a technology servicescompany headquartered in Los
Angeles that specializes in theconvergence of IOT Energy.
Yes, I said energy.
We're gonna hit on that, nodoubt.
Mobility and cloud solutions,everything that is just kind of
happening around us.
A Northern California native andgraduate of University of
(00:43):
California, Los Angeles, UCLA.
Vince launched Abundant iot in2021 with the intention of
creating what he calls EIOT,that's energy focused IO OT
solutions that deliver bothtechnological and sustainable
impact.
Two things that we just gottakeep thinking about, right.
before found an abundant IO ot,though, he built and led WTG
(01:06):
World Telecom Group and one ofthe largest technology services
distributors in the us.
later selling it to app directand app smartt and helping run
its network services and energydivisions.
under his leadership at AbundantIOT.
The company introduced itsflagship EIOT offering, which
was honored as a top IO OTproduct of 2022 and won Best in
(01:28):
show at channel Partnersconference and expo, partner
program for product awards.
Most recently, Vince steered thecompany into the sustainability
and ESG driven space.
Gonna talk about that.
If you're wondering what ESG is,we'll define that momentarily.
launching a consulting arm tohelp enterprises with their
energy transformation journeys.
(01:49):
And again, that energy topic,man, if you haven't been paying
attention, you're gonna see whyit really matters here in a
moment.
his commentary and vision appearin recent industry coverage on
how, IOT energy and, carbonmanagement are converging.
so I've taken away enough of hissteam already.
he lives in Malibu, Californiawith his wife and three
(02:09):
daughters.
I have three daughters, so I canrelate with you there.
Vince, do we leave anything out?
Does that sound like yourbackground?
Vince -5ede_1_10-28-2025_ (02:18):
Well, you know, thanks Chris.
And you know, I, yeah, I mean, Ithink that's pretty good.
It's a lot.
we've had a
chris_1_10-28-2025_101623 (02:24):
Well, You've done a lot.
Vince -5ede_1_10-28-2025_ (02:26):
Yeah.
it's exciting though to be onthe provider and supplier side.
That's a new thing.
And then, you know, doing theiot.
So, you know, thought aboutretiring then I thought, yeah, I
got one more in me.
I got a few more things to dohere and at the end of the day,
you know, we were the first onesreally to tap mobility, going
back 20 years right in thechannel.
(02:47):
And then again we did it againwith energy about 15 years ago.
So it's exciting and I think,you know.
What's not in the bio?
I mean, you know, first of all,it's just great to be here on
the podcast.
I'm a culture musician.
I'm a drummer with a band calledRun Streaming.
I enjoy surfing and playinggolf, although, more surfing the
web than anything.
(03:08):
know, abundance and energy word,and that that's the reason, you
know, that's one of the reasonswe where IOT's all connected
now, right?
10 years ago, solar and LEDlighting didn't have sensors,
but now everything does.
Hence the name Abundant iot, westarted off the year with a$1.6
billion deal with 80 million incommissions to the advisor.
it's exciting times.
chris_1_10-28-2025_101623 (03:31):
Yeah, I'd say so.
When you just think about theimpact, you know, you and, and
you're, you're in a very smallgroup of, channel professionals,
That kinda got this thing going.
And, you know, on that note,where do you see the state of
the channel and the industry?
what's your observation aboutthe here and now versus,
considering your past 20 plusyears?
Vince -5ede_1_10-28-2025_0716 (03:51):
I mean, it's clearly shifting, as
you know, the advisors haveadded cybersecurity, AI or
something different than telecomor and cloud, right?
We see it a bit differently.
We see it like energy is theother big utility other than
telecom, right?
So it's a utility conversation.
As a trusted advisor, it'sextremely easy to upsell energy.
To telecom clients.
(04:13):
that's really kind of the way welook at it.
That's when we talk about thestate of the channel.
What I say is that ultimatelywe're in a position right now
where people are shifting,shifting away from just the old
telecom services.
Sure, that's a foundation forthem, but really what they want
to do is say, Hey, we're gonnatap into some of these other
areas and, and we feel thatenergy is a great path for that.
(04:36):
So again, state of the channel,I mean, it's.
I think in a lot of ways therecould never be a better time to
be in this channel.
we've cracked this wide open andit's so exciting every day when
I talk to advisors, they tellme, you know, Vince, thank you
so much for cracking energy intothe channel.
I love this and it's a whole newworld for me, and it enables me
(04:56):
to, do more with my customers.
I'm excited to go to market,right?
So that's kinda my perspective.
it's a crazy time with AI forsure, right.
That's gonna affect all of thechannel we're addressing it.
So,
chris_1_10-28-2025_101623 (05:09):
You know, looking back to when you
started WTG and you know, kindof got in the channel, you know,
as that channel leader, whattechnologies were you, you know,
obviously connectivity is king,right?
Was was tech connectivity.
your primary only productreally, you know, 20 plus years
ago,
Vince -5ede_1_10-28-2025_ (05:25):
yeah, I mean, I think back in the day
it was the telecom stuff.
we were, by the way I will saythis, and I should have said it
before,
chris_1_10-28-2025_101623 (05:32):
I.
Vince -5ede_1_10-28-2025_071 (05:32):
we were the first ones to get into
local.
I put in PRI for EarthLink backin the nineties, right?
so, and the telecom act of 96happened.
We, we jumped into localservices.
So we've always been thatpioneer in the industry.
And, so that, that's kind of howwe started off back then, back
in the day with the CLdifferentiating from the gate,
(05:53):
right?
the, new stuff to the channel,like local services.
That was really the first one webrought in.
yeah, I mean it's, it was mostlyconnectivity, although we got
into a few things right, overthe years, one I just mentioned.
Right.
It was the, getting into the, Imentioned the mobility earlier,
earlier too, right.
And then also international.
(06:13):
These are some of the thingsthat we did.
were kind of a pioneer in thechannel was, you know, mobility
international and then energy.
again, I think that right nowit's, it's, it's teed up
perfectly upsell that product tothe customer base.
chris_1_10-28-2025_101623 (06:30):
You know that I've been on this
mission, on this journey, Idon't know, maybe 10 years,
right, in terms of wireless andiot.
And now this, for me, a newinterest in energy.
and I've always seen thisstruggle of, some traditional
legacy type telecom channelpartners, trust advisors, making
that pivot.
You know, it's not even a pivot,it's just an expansion, right?
(06:50):
To go from yes, you've made yourmillions selling connectivity in
dial tone.
Now guess what?
There's all these other advancedtechnologies you need to start
looking at.
From cloud and cybersecurity,and of course, all the countless
CX offerings, of course iotmobility.
that's the area that I'mpassionate about.
And it's fair to say, I thinkyou have a very strong passion
(07:11):
for this energy conversation.
What was the catalyst?
do you remember the time yousaid, wow, I need to focus on
energy more, but was there atrigger or some, aha moment of
what the opportunity lookedlike?
Vince -5ede_1_10-28 (07:24):
Absolutely.
I mean, you know where we'reseeing the unique opportunity of
the channel is.
Is energy, right?
That, like I mentioned, anincredible opportunity because
first it brings new revenue,Both upfront and recurring.
So people get paid now for whatthey do.
and then second, and in myopinion more importantly, is
when you upsell energy to yourtelecom base, the customers
(07:44):
don't leave.
It's the best retention tool youcan have because now you're
helping them with two completelydifferent industries and that's
invaluable to them.
the solution is a perfect fitfor enterprise customers.
'cause we can do all kinds ofthings in buildings to help them
too.
my favorite recent wins havebeen IO OT deals because we beat
(08:05):
out other IOT providers becausewe can use the energy savings to
defray the capital cost of IOT.
So that's been super excitingfor us, it's a great way to do
more for the customer.
Every time, enterprise customerssee this solution, they say,
where have you been?
we've been looking for someoneto integrate this stuff and
create that EIOT.
(08:26):
right place at the right time, Ithink is a good way to put it.
the journey's just starting.
chris_1_10-28-2025_101623 (08:31):
Yeah.
Vince -5ede_1_10-28-2025_ (08:32):
great opportunity right now on the
channel for sure.
chris_1_10-28-2025_101623 (08:35):
You know, in terms of messaging, you
know, this is something that I'malways thinking about.
like even just this morning Ihad this epiphany moment the
Great clips.
Chain has an app, and you canget in line, you can see what
the wait time is.
I'll even send you a messagebased off your geolocation
going, Hey, based on yourlocation, if you leave now, by
the time you get to the store,you can just walk in and sit
down.
(08:56):
I mean, what a great.
I mean, and that's not atraditional telecom problem that
a lot of telecom trustedadvisors are to even think about
solving who would ever gone to ahaircut place and said, Hey, let
me help you with technology toincrease your customer
experience.
And oh, by the way, they've seentremendous revenue growth from
this.
You know, so trying to get,people to think outside the box
(09:17):
in a sense.
So what's your messaging, forpartners that do find they are
that traditional kind ofstereotypical.
Circuit Slinger connectivity,dial tone, partner, how do they
make that change?
or how can they add themessaging to their website of,
is it simple or do you thinkit's a little more complex?
Vince -5ede_1_10-28-2025_0 (09:36):
It's actually pretty simple and, I
love the question because that.
really is the message and somany advisors have been so
excited to get going, right?
Really the message we try totell them is, I kind of
mentioned it before, it's reallyjust everything's connected.
Now, about it, like I mentioned,the LED in solar, right?
it didn't have sensors 10 yearsago, but now it all does, IOT is
(09:57):
on their journey, So they haveto do iot anyway'cause customers
are asking for it.
They wanna solve problems intheir facilities.
That is a perfect opportunity tojust bring energy in and it's
literally part of the journey,right?
So it's like, okay, customerasks, you know, I have a
problem, I have access doors Ineed to handle, right?
I got a hundred access doors Ineed to handle in my building.
(10:19):
temperature, you know, sensorsas well.
I need leak detection, all thesethings.
Well, you can help'em with allthat stuff and then you can
bring the energy services in aswell, and that's where it gets
super sticky.
What I always say is that's thebest we've found.
That's the best kind of thepitch to add the energy to the
conversation is, hey, we'veadded utilities because it's all
(10:41):
connected now.
And then you give that exampleof the solar and LED and IT
customers get it and they alsolove it.
And right now, by the way, themarket, it's ripe.
I mean, you know, I knowobviously this will be listened
to, you know, for months, but bythe time we hit January.
Pricing's gonna be like 30%higher.
(11:02):
And so right now what we'redoing is we're locking customers
in with these rates today.
even if they have a contractthat ends next year.
That's one of the unique thingsabout energy.
You can sign someone up for afuture start date.
we're super busy right now,locking customers in because
there is no lower point in thenext two years for energy
(11:23):
pricing.
So it's a great time forcustomers to lock in their
rates.
Think of a, like a mortgageright?
Lock your rate right now is notthe time'cause the prices are
going up.
So you wanna lock it and, youknow, this power crisis is, the
prices are going to gonna bedouble what they were last week
at the end of next year, right?
So here we go.
We need to buckle up and look atthis utility in this power
(11:45):
crisis and say, hey, this is anopportunity for us in the
channel.
in my opinion, that's how wekind of position it.
chris_1_10-28-2025_101623 (11:52):
I love why you, you know, you
mentioned that the energy crisisand the, the rates going up in
the next 90 days or so.
I've been reading a lot ofarticles about data centers.
You know, AI is driving thisneed for massive data centers.
One thing we know data centersneed a lot of is water and
energy.
how is that impacting, customersin that region, area of, of
these data centers or, or is iteven more of a national impact?
Vince -5ede_1_10-28-2025_ (12:16):
Great question.
it's a global impact.
Such a hot topic.
it really started years ago withthe hyperscalers putting
tremendous pressure on the datacenters even before ai.
And then of course you haveelectrification via EV charging
all kinds of other services.
Finally, crypto mining is backwith the new bill.
It's more popular than ever.
(12:38):
AI creates projections wehaven't seen since the polar
vortex only.
There's no polar vortex rightnow.
it's this AI curve.
it's crazy.
And so, you know, I think one ofthe things that really got me
was when you heard, EricSchmidt, the former CEO of
Google, went in front ofCongress earlier this year and
(13:01):
said that currently today AIcomprises 3% of the world's
energy, but in just a few years,it's gonna be 99% And it just
blows my mind.
And ever since I heard that,I've been watching it and it's
unbelievable where we're going.
there's absolutely a powercrisis.
A lot of people don't know aboutit yet.
(13:22):
but in a couple, few years,they're definitely going to see
it.
the grid is dilapidated.
it's got problems.
we can provide power to datacenters even faster than.
They can get it from the utilityand grid.
So I think, in summary, at riskfor companies not addressing
this crisis, right?
traditionally you can see lowerpricing in the spring, that's so
(13:46):
risky with this AI curve, right?
chris_1_10-28-2025_101623 (13:47):
Yep.
Vince -5ede_1_10-28-2025_ (13:48):
gonna happen?
There's too many things thatcould cause it to not go back
down, in the spring.
So again, we're recommendingeveryone lock in you know,
that's really the notion rightnow.
I think that all we need iselectricity and natural gas
bills we can do the rest.
Right.
So, you know, that's kind of thehigh level.
(14:08):
it's changing times.
Chris, for
chris_1_10-28-2025_101623 (14:10):
Yep.
let's talk a little bit aboutthat, as we're kind of over the
hump here.
And this has been a greatconversation.
When partners think about,great, Vince, I want to learn
more about energy.
partners are used to having arate card for, different speeds
and feeds, and they're used to,these kind of, CX seats or how
many phone lines I kind of giveus a high level of, what are we
actually selling here?
(14:31):
I mean, other than.
Locking in rates.
I know you've mentioned, solar,you've mentioned, ev chargers
and even generators.
is there a wide range of,offerings or if you were to put
in three or four buckets, whatwould that look like in terms of
what's the offering?
And by the way, if I'm notmistaken, aren't there some
states where maybe there's lessoptions because of regulation?
Vince -5ede_1_10-28 (14:52):
Absolutely.
In fact, a couple things onthat.
First of all, our ecosystem's agreat thing.
a picture tells a thousandwords, right?
And so, that's really animportant point is that, seeing
that ecosystem really helps.
But there's a lot there.
I mentioned LED and Solar as acouple examples, but some of the
other solutions, like one of myfavorite ones by the way, is the
(15:13):
Harmonic filter.
This thing is incredible.
you know, you're actually using8% more power than you need to
before you even turn the lighton.
we have a device, that actuallycan help reduce electric by 10
to 20% anywhere in the country.
it also protects the equipment.
So that one is amazing
chris_1_10-28-2025_101623 (15:31):
that one's not regulated.
There's no limitations therethat can be for a customer to
save money and cut back on that,consumption of energy in a
sense.
Vince -5ede_1_10-28-2025_0 (15:40):
It's an incredible device.
when we talk about energyefficiency, we talk about how to
reduce the use of energy, We'redistributed generation and
solar.
but at the end of the day, youknow, a couple more products to
include in that would be.
electricity and natural gasitself, right in the northeast,
Midwest, and Texas.
To answer that question, energyis deregulated so you can switch
(16:00):
the customer, and that's whatwe're busy doing right now.
we're locking those customers into protect them from the
volatility of this market.
that's really a common motion atthe moment.
in addition to that, along withelectricity and natural gas,
that's recurring revenue by theway.
Which of course we know thetechnology advisors really love.
there's some other productslike, water.
(16:20):
As it relates to data centers,we can reduce the use of water
by 30 to 40%.
it's pretty incredible what wecan do with that.
we address the problem ofcavitation, which is essentially
air in water.
And, it's amazing.
You take that air out and itmakes a huge difference.
There's other things involved,but, the air is one of the big
ones.
And then you have, energyexpense management, at the end
(16:42):
of the day, that's a hot producttoo.
You mentioned ESG, which isEnvironmental and social
governance.
mainly impact the, ESG.
a lot of what we do helps themwith that score, That ESG score
or rating, of course, investorsuse to, decide who to invest in.
So it's a big deal, especiallyin the enterprise.
Customers don't even know it,but they're, you know, people
(17:03):
look at that.
It's part of the d and b by theway.
ESG is, the ESG rating is on thed and b, and I think a lot
chris_1_10-28-2025_101623 (17:09):
Did not know that.
Vince -5ede_1_10-28-2025_071 (17:10):
So it's really good for them to
know, that, d b's looking atthat stuff.
it makes a big difference as itrelates.
and then I think some of thefinal products to, add to the
list there would be things like.
smart shipping, 24% off FedExand UPS.
I mean, that's also recurringrevenue and it's a sustainable
(17:31):
product.
That's why we have it in theenergy division.
LED lighting, of course.
and HVAC.
if people are not cleaning it,we can save them another, like
10%.
Which, if you add that to thatharmonic filter, now you're 20
to 30% off your electric bill.
So there's, we bundle the stuffis a good way to think about it.
ev charging still around and noquestion we can do that too.
(17:54):
the takeaway is just get theelectric and gas bills from your
customers, send them to us andwe'll get back to you.
We'll tell you there's a lot wecan learn from looking at the
load in those energy bills.
chris_1_10-28-2025_10162 (19:42):
That's fantastic.
Are you seeing a trend in whatthe customer use case is?
You know, is it, obviously, Iguess I would think the more
locations, maybe the bigger therevenue opportunity.
But are you seeing any trends oflike, what would partners look
for in terms of a customer,ideal customer profile?
Vince -5ede_1_10-28-2025_0716 (20:00):
I think, that's a great question.
it's interesting becausemulti-location We can do those
services, but like retail, notas much.
what we do in a retail space iswe put solar on the roof.
We have a product that we canmonetize the entire mall.
So an example of that would be,the mall signs up and everyone
in the building gets 10% offtheir electric bill a turnkey
(20:23):
solution on the roof, So you'regonna go to Westfield or the one
that gives you 10% off yourbill,
chris_1_10-28-2025_101623 (20:28):
Yeah.
Vince -5ede_1_10-28-2025_ (20:28):
large enterprise is really far the
best fit for us, right?
So think about, data centers,big commercial, industrial
customers.
Utilities companies like
chris_1_10-28-20 (20:39):
Manufacturing, maybe even the big warehouses,
Vince -5ede_1_10-28-2025_0 (20:42):
you, the big warehouses, we can do
the iot and the energy andthat's, customers love that we
do both because they, theyothers are not doing that.
It is very rare to find that cando that.
I mean as, and as an example, Ithink I mentioned it, but use
that energy savings to pay forthe iot.
(21:02):
Which is incredible, right?
So, but yeah, I'd say more afocus on facilities.
we can do multi-location, forexample, like hospitality's huge
for us too.
So that's a good example of moreyour multi-location type thing.
think of it this way, the biggerthe building, the better the
chance we can impact them, ifthat makes sense.
(21:25):
We've got malls.
To be clear with you, we aredoing services.
We can do business with justabout anyone.
are probably the one that is nota fit work with us, though.
Enterprise is a perfect fit, midmarket's a good fit, and then it
just kind of depends.
we're starting to see a lot moreshifting.
Once again, lots of shiftinggoing on And that also includes,
(21:48):
you know, looking atconsolidation of multi-location.
We're starting to see some ofthat too.
And the E IOT is there to catchit.
chris_1_10-28-2025_101623 (21:56):
Man.
Absolutely a lot.
That's one.
if you don't like change, you'rein the wrong business.
'cause a lot of change going on.
You know, speaking of change,another unique air.
In the channel.
I see this uptick in interestand it's because.
a lot of the cable codes areopening the doors to mdu,
multi-dwelling units.
I'm thinking condos, even,apartment complexes, assisted
(22:18):
living, that's a big uptick inassisted living.
You know, we're living longer.
People are needing a place tolive.
are you seeing opportunitiesthere?
Because I would think, you know,with a 300 or 700.
Unit, MDU, there's a lot ofwater waste, electricity, Is
that, can that any of theseproducts be kind of angled
(22:38):
toward that MDU vertical
Vince -5ede_1_10-28-2025_ (22:41):
great question.
MDUs are great because one ofthe things I will say about
energy is that it's good to getin early, And part of the reason
why is because, think ofcommercial real estate for a
minute.
You know, if you haverelationships with commercial
real estate, then you candefinitely get in there early
And you can get in on all of theequipment they may put in the
(23:01):
building, et cetera.
And so mdu are a great example.
We've had some wins in the MDUspace, We used the energy
savings to help pay for some ofthat infrastructure cost that
the MDU needed to tap.
So two examples I can think of.
One of'em was exactly what yousaid.
It was about 450 units.
We have a new one we're goinginto with that was 700 units.
(23:25):
The harmonic filter, the EVcharging the water solutions.
We brought all those in.
a massive impact for thatcustomer.
And then again, we can help payfor that iot with that savings,
right?
So it opens the door for thesecustomers.
MDUs are very popular today, andthat's a great space for us.
We do really well on it.
(23:45):
Again, it helps that we get inthere early with them, right?
Um, as they're developing, so,or renovating, right.
Those are two good times to getin with them.
chris_1_10-28-2025_101623 (23:55):
Well, Vince, we've talked about a lot
in a short time.
I am grateful for the time.
I love this topic.
like you mentioned, we're gonnabe meeting again, here in a week
or so.
check the show notes, folks.
There will be a link to, uponthe IOT's website and any other
information, the graphic that hementioned earlier about their
ecosystem.
I'll make sure there's a link onthere and the show notes.
so as wrap up, Vince, any lastwords for us?
(24:16):
Anything you wanna leave uswith?
Is there anything we haven'tdiscussed that we need to hit
on?
Vince -5ede_1_10-28-2025_07 (24:21):
You know, I think we talked about a
lot, to your point.
I think it's going back to that,what I started off with and
just, the opportunity in thechannel.
This is a different level ofopportunity for the channel
today.
I talked about that big deal,right?
1.6 billion, 80 million incommissions to the technology
advisor.
I couldn't be more excited aboutthat, right?
(24:41):
Over the next three years.
this is a completely differentlevel and you increase the
retention, right?
this is just one of thoseinflection points.
Chris, in my opinion, it's,bringing energy into the
channel.
I mean, it's definitely filledus up and, you know, we're
starting to see a lot ofactivity in the channel.
but it's one of those thingswhere it's not, it's an
opportunity to not only monetizethe relationships with the
(25:02):
customer.
But also to increase the valuewith them and keep them right.
So, but I think the last thing Iwould say would be, just to, to
take a look at your, you know,your base and say, Hey, look,
you know, where, who do I wannabe when I grow up?
You know, do I wanna work on thecyber?
I'm I gonna work on the cx?
Am I gonna focus on the ai?
(25:23):
Well, if it's, if it's ai, or ifit's energy, some of those
things that we're doing, we canhelp impact that.
help customers to go to the nextlevel, right?
So at the end of the day, thetimes are changing we're at the
forefront of that.
You know, we're really,
chris_1_10-28-2025_101623 (25:39):
Yeah, you are.
Vince -5ede_1_10-28-20 (25:40):
shifting everything right now.
And, yeah, that's kind of thehigh level.
I mean, again, it could be moreexcited about things where
they're going, into 26 and tohelp, you know, address this and
make a massive impact on thechannel
chris_1_10-28-2025_101623 (25:53):
Yep.
Vince -5ede_1_10-28-2025_0 (25:54):
with customers.
chris_1_10-28-2025_101623 (25:54):
as you were talking, Vince, and I
appreciate that.
I agree with you.
it's always good to end where westarted because it matters.
But I've been having a debatewith some colleagues and channel
friends.
I'd love to get your take onsomething.
and for the record, I think I'mon the fence with this.
I don't know which side I'mgoing, but the concept of,
trusted advisors.
(26:16):
you know, being an expertgeneralist, being able to sell
across the tech stack versussome technologists, some trusted
advisors are like, look, I justdo cx.
I'm just going to do call centeras a service.
That's all I'm gonna do.
Meanwhile, they're passing upall these revenue opportunities
because they said, I'm going allin with one part of the tech
(26:38):
stack.
then occasionally you run intothat one that's very open mind.
They're like, Hey, I'll sellanything that pays the
commission.
what's your observation ofpartners, do you see more of
them as generalists sellingeverything?
or do you see partners that arelike, I only wanna do
cybersecurity and, and there's,I don't know if that's a good
thing or a bad thing to be likean expert specialist versus an
(26:58):
expert generalist.
What are your thoughts on that?
Vince -5ede_1_10-28-2025_0716 (27:01):
I love this question.
And you know what I would saybefore I even answer the
question is I would offer out tothose people, I literally sat
down with an advisor two weeksago at an event, and he was
like, know, energy, we justdon't understand it.
I told him, I go, well, youdon't have to.
It's selling energy is easierthan selling telecom, right.
(27:22):
So really what you're doing isyou're adding value to your
customer and you're increasingthe retention.
But the important point I wouldmake about it is that, just say
you don't even want to get intoit.
You're like, okay, look, I just,I don't have time for it, or I
don't feel comfortable engagingon it.
There's another way, like wehave a referral program where
you can just literally hand offsomeone and say, Hey, look, I
(27:44):
don't wanna do the energymyself, but.
If you'll support me in it, thenwe can basically get you in a
situation where you'll get paidon it you won't have to really
do anything.
chris_1_10-28-2025_10162 (27:54):
Right.
Vince -5ede_1_10-28-2025_07 (27:55):
But I would also go back to the
question and just sayultimately, you know, the
generalist conversation versusthe specific I think obviously
it's important to be.
Focused on something, And be aSME in it, right?
A subject matter expert so thatyou can feel comfortable going
to market and focusing on thatas you go to market.
I also think it's important tohave that backup.
(28:16):
We call it The killer app.
The affiliate partner program.
And what it is is essentiallyjust the ability for you to just
put a lead in to say, Hey look,my customer's interested in
energy and you can just put itin there.
You don't have to do anything.
will literally support you onthe whole journey.
Just pay you.
So my point is, that increasesretention.
(28:38):
I know it's not for everyone,but I would say that, we have, a
double digit number of advisorsdoing this today with great
success.
it's a great way to not onlymonetize your base and retain it
at the same time Right.
Without even really needing tojump into it.
chris_1_10-28-2025_10162 (28:54):
That's right.
Vince -5ede_1_10-28-2025_0716 (28:55):
I really think, it is good to have
that laser focus and we have alot of advisors that are now
focusing on energy of like a CXor a cyber or something like
that, right?
my answer would be good tofocus, but also good to have the
other stuff to catch in your netright.
To not lose that business andnot lose customers is a good way
to put it.
chris_1_10-28-2025_10162 (29:16):
That's right.
I love it.
That's exciting times as youmentioned.
I love every minute of it.
thanks again.
I really appreciate your timetoday.
check the show notes, folks.
There'll be a lot of informationthere.
Appreciate your events.
Vince -5ede_1_10-28-2025 (29:29):
Thanks so much and thanks everyone for
joining.
chris_1_10-28-2025_101623 (29:31):
You bet.
glad you made it.
be sure to check out thewebsite, the wireless way.net.
if, a customer or a colleaguepopped in your mind as you were
listening, be sure to share thisepisode with them.
Call that customer.
again, in the show notes,there'll be ways how you can get
ahold of, Vince and his team inAbundant iot.
thanks so much and we'll see younext time on the Wireless Way.
Welcome to another episode of The
(00:01):
Wireless Way.
I'm your host, Chris Whitaker,and yes, I'm eternally grateful
that you're here.
I'm grateful for my.
guest Vince Bradley known himfor years.
A lot of you in the US channelprobably know Vince Bradley,
right?
And if you don't, just a littlebit about him.
Always like to read a littlebio.
You know, Vince Bradley as thefounder and CEO of abundant IOT,
(00:22):
you know, very appropriate forthe wireless way.
it's a technology servicescompany headquartered in Los
Angeles that specializes in theconvergence of IOT Energy.
Yes, I said energy.
We're gonna hit on that, nodoubt.
Mobility and cloud solutions,everything that is just kind of
happening around us.
A Northern California native andgraduate of University of
(00:43):
California, Los Angeles, UCLA.
Vince launched Abundant iot in2021 with the intention of
creating what he calls EIOT,that's energy focused IO OT
solutions that deliver bothtechnological and sustainable
impact.
Two things that we just gottakeep thinking about, right.
before found an abundant IO ot,though, he built and led WTG
(01:06):
World Telecom Group and one ofthe largest technology services
distributors in the us.
later selling it to app directand app smartt and helping run
its network services and energydivisions.
under his leadership at AbundantIOT.
The company introduced itsflagship EIOT offering, which
was honored as a top IO OTproduct of 2022 and won Best in
(01:28):
show at channel Partnersconference and expo, partner
program for product awards.
Most recently, Vince steered thecompany into the sustainability
and ESG driven space.
Gonna talk about that.
If you're wondering what ESG is,we'll define that momentarily.
launching a consulting arm tohelp enterprises with their
energy transformation journeys.
(01:49):
And again, that energy topic,man, if you haven't been paying
attention, you're gonna see whyit really matters here in a
moment.
his commentary and vision appearin recent industry coverage on
how, IOT energy and, carbonmanagement are converging.
so I've taken away enough of hissteam already.
he lives in Malibu, Californiawith his wife and three
(02:09):
daughters.
I have three daughters, so I canrelate with you there.
Vince, do we leave anything out?
Does that sound like yourbackground?
Vince -5ede_1_10-28-2025_ (02:18):
Well, you know, thanks Chris.
And you know, I, yeah, I mean, Ithink that's pretty good.
It's a lot.
we've had a
chris_1_10-28-2025_101623 (02:24):
Well, You've done a lot.
Vince -5ede_1_10-28-2025_ (02:26):
Yeah.
it's exciting though to be onthe provider and supplier side.
That's a new thing.
And then, you know, doing theiot.
So, you know, thought aboutretiring then I thought, yeah, I
got one more in me.
I got a few more things to dohere and at the end of the day,
you know, we were the first onesreally to tap mobility, going
back 20 years right in thechannel.
(02:47):
And then again we did it againwith energy about 15 years ago.
So it's exciting and I think,you know.
What's not in the bio?
I mean, you know, first of all,it's just great to be here on
the podcast.
I'm a culture musician.
I'm a drummer with a band calledRun Streaming.
I enjoy surfing and playinggolf, although, more surfing the
web than anything.
(03:08):
know, abundance and energy word,and that that's the reason, you
know, that's one of the reasonswe where IOT's all connected
now, right?
10 years ago, solar and LEDlighting didn't have sensors,
but now everything does.
Hence the name Abundant iot, westarted off the year with a$1.6
billion deal with 80 million incommissions to the advisor.
it's exciting times.
chris_1_10-28-2025_101623 (03:31):
Yeah, I'd say so.
When you just think about theimpact, you know, you and, and
you're, you're in a very smallgroup of, channel professionals,
That kinda got this thing going.
And, you know, on that note,where do you see the state of
the channel and the industry?
what's your observation aboutthe here and now versus,
considering your past 20 plusyears?
Vince -5ede_1_10-28-2025_0716 (03:51):
I mean, it's clearly shifting, as
you know, the advisors haveadded cybersecurity, AI or
something different than telecomor and cloud, right?
We see it a bit differently.
We see it like energy is theother big utility other than
telecom, right?
So it's a utility conversation.
As a trusted advisor, it'sextremely easy to upsell energy.
To telecom clients.
(04:13):
that's really kind of the way welook at it.
That's when we talk about thestate of the channel.
What I say is that ultimatelywe're in a position right now
where people are shifting,shifting away from just the old
telecom services.
Sure, that's a foundation forthem, but really what they want
to do is say, Hey, we're gonnatap into some of these other
areas and, and we feel thatenergy is a great path for that.
(04:36):
So again, state of the channel,I mean, it's.
I think in a lot of ways therecould never be a better time to
be in this channel.
we've cracked this wide open andit's so exciting every day when
I talk to advisors, they tellme, you know, Vince, thank you
so much for cracking energy intothe channel.
I love this and it's a whole newworld for me, and it enables me
(04:56):
to, do more with my customers.
I'm excited to go to market,right?
So that's kinda my perspective.
it's a crazy time with AI forsure, right.
That's gonna affect all of thechannel we're addressing it.
So,
chris_1_10-28-2025_101623 (05:09):
You know, looking back to when you
started WTG and you know, kindof got in the channel, you know,
as that channel leader, whattechnologies were you, you know,
obviously connectivity is king,right?
Was was tech connectivity.
your primary only productreally, you know, 20 plus years
ago,
Vince -5ede_1_10-28-2025_ (05:25):
yeah, I mean, I think back in the day
it was the telecom stuff.
we were, by the way I will saythis, and I should have said it
before,
chris_1_10-28-2025_101623 (05:32):
I.
Vince -5ede_1_10-28-2025_071 (05:32):
we were the first ones to get into
local.
I put in PRI for EarthLink backin the nineties, right?
so, and the telecom act of 96happened.
We, we jumped into localservices.
So we've always been thatpioneer in the industry.
And, so that, that's kind of howwe started off back then, back
in the day with the CLdifferentiating from the gate,
(05:53):
right?
the, new stuff to the channel,like local services.
That was really the first one webrought in.
yeah, I mean it's, it was mostlyconnectivity, although we got
into a few things right, overthe years, one I just mentioned.
Right.
It was the, getting into the, Imentioned the mobility earlier,
earlier too, right.
And then also international.
(06:13):
These are some of the thingsthat we did.
were kind of a pioneer in thechannel was, you know, mobility
international and then energy.
again, I think that right nowit's, it's, it's teed up
perfectly upsell that product tothe customer base.
chris_1_10-28-2025_101623 (06:30):
You know that I've been on this
mission, on this journey, Idon't know, maybe 10 years,
right, in terms of wireless andiot.
And now this, for me, a newinterest in energy.
and I've always seen thisstruggle of, some traditional
legacy type telecom channelpartners, trust advisors, making
that pivot.
You know, it's not even a pivot,it's just an expansion, right?
(06:50):
To go from yes, you've made yourmillions selling connectivity in
dial tone.
Now guess what?
There's all these other advancedtechnologies you need to start
looking at.
From cloud and cybersecurity,and of course, all the countless
CX offerings, of course iotmobility.
that's the area that I'mpassionate about.
And it's fair to say, I thinkyou have a very strong passion
(07:11):
for this energy conversation.
What was the catalyst?
do you remember the time yousaid, wow, I need to focus on
energy more, but was there atrigger or some, aha moment of
what the opportunity lookedlike?
Vince -5ede_1_10-28 (07:24):
Absolutely.
I mean, you know where we'reseeing the unique opportunity of
the channel is.
Is energy, right?
That, like I mentioned, anincredible opportunity because
first it brings new revenue,Both upfront and recurring.
So people get paid now for whatthey do.
and then second, and in myopinion more importantly, is
when you upsell energy to yourtelecom base, the customers
(07:44):
don't leave.
It's the best retention tool youcan have because now you're
helping them with two completelydifferent industries and that's
invaluable to them.
the solution is a perfect fitfor enterprise customers.
'cause we can do all kinds ofthings in buildings to help them
too.
my favorite recent wins havebeen IO OT deals because we beat
(08:05):
out other IOT providers becausewe can use the energy savings to
defray the capital cost of IOT.
So that's been super excitingfor us, it's a great way to do
more for the customer.
Every time, enterprise customerssee this solution, they say,
where have you been?
we've been looking for someoneto integrate this stuff and
create that EIOT.
(08:26):
right place at the right time, Ithink is a good way to put it.
the journey's just starting.
chris_1_10-28-2025_101623 (08:31):
Yeah.
Vince -5ede_1_10-28-2025_ (08:32):
great opportunity right now on the
channel for sure.
chris_1_10-28-2025_101623 (08:35):
You know, in terms of messaging, you
know, this is something that I'malways thinking about.
like even just this morning Ihad this epiphany moment the
Great clips.
Chain has an app, and you canget in line, you can see what
the wait time is.
I'll even send you a messagebased off your geolocation
going, Hey, based on yourlocation, if you leave now, by
the time you get to the store,you can just walk in and sit
down.
(08:56):
I mean, what a great.
I mean, and that's not atraditional telecom problem that
a lot of telecom trustedadvisors are to even think about
solving who would ever gone to ahaircut place and said, Hey, let
me help you with technology toincrease your customer
experience.
And oh, by the way, they've seentremendous revenue growth from
this.
You know, so trying to get,people to think outside the box
(09:17):
in a sense.
So what's your messaging, forpartners that do find they are
that traditional kind ofstereotypical.
Circuit Slinger connectivity,dial tone, partner, how do they
make that change?
or how can they add themessaging to their website of,
is it simple or do you thinkit's a little more complex?
Vince -5ede_1_10-28-2025_0 (09:36):
It's actually pretty simple and, I
love the question because that.
really is the message and somany advisors have been so
excited to get going, right?
Really the message we try totell them is, I kind of
mentioned it before, it's reallyjust everything's connected.
Now, about it, like I mentioned,the LED in solar, right?
it didn't have sensors 10 yearsago, but now it all does, IOT is
(09:57):
on their journey, So they haveto do iot anyway'cause customers
are asking for it.
They wanna solve problems intheir facilities.
That is a perfect opportunity tojust bring energy in and it's
literally part of the journey,right?
So it's like, okay, customerasks, you know, I have a
problem, I have access doors Ineed to handle, right?
I got a hundred access doors Ineed to handle in my building.
(10:19):
temperature, you know, sensorsas well.
I need leak detection, all thesethings.
Well, you can help'em with allthat stuff and then you can
bring the energy services in aswell, and that's where it gets
super sticky.
What I always say is that's thebest we've found.
That's the best kind of thepitch to add the energy to the
conversation is, hey, we'veadded utilities because it's all
(10:41):
connected now.
And then you give that exampleof the solar and LED and IT
customers get it and they alsolove it.
And right now, by the way, themarket, it's ripe.
I mean, you know, I knowobviously this will be listened
to, you know, for months, but bythe time we hit January.
Pricing's gonna be like 30%higher.
(11:02):
And so right now what we'redoing is we're locking customers
in with these rates today.
even if they have a contractthat ends next year.
That's one of the unique thingsabout energy.
You can sign someone up for afuture start date.
we're super busy right now,locking customers in because
there is no lower point in thenext two years for energy
(11:23):
pricing.
So it's a great time forcustomers to lock in their
rates.
Think of a, like a mortgageright?
Lock your rate right now is notthe time'cause the prices are
going up.
So you wanna lock it and, youknow, this power crisis is, the
prices are going to gonna bedouble what they were last week
at the end of next year, right?
So here we go.
We need to buckle up and look atthis utility in this power
(11:45):
crisis and say, hey, this is anopportunity for us in the
channel.
in my opinion, that's how wekind of position it.
chris_1_10-28-2025_101623 (11:52):
I love why you, you know, you
mentioned that the energy crisisand the, the rates going up in
the next 90 days or so.
I've been reading a lot ofarticles about data centers.
You know, AI is driving thisneed for massive data centers.
One thing we know data centersneed a lot of is water and
energy.
how is that impacting, customersin that region, area of, of
these data centers or, or is iteven more of a national impact?
Vince -5ede_1_10-28-2025_ (12:16):
Great question.
it's a global impact.
Such a hot topic.
it really started years ago withthe hyperscalers putting
tremendous pressure on the datacenters even before ai.
And then of course you haveelectrification via EV charging
all kinds of other services.
Finally, crypto mining is backwith the new bill.
It's more popular than ever.
(12:38):
AI creates projections wehaven't seen since the polar
vortex only.
There's no polar vortex rightnow.
it's this AI curve.
it's crazy.
And so, you know, I think one ofthe things that really got me
was when you heard, EricSchmidt, the former CEO of
Google, went in front ofCongress earlier this year and
(13:01):
said that currently today AIcomprises 3% of the world's
energy, but in just a few years,it's gonna be 99% And it just
blows my mind.
And ever since I heard that,I've been watching it and it's
unbelievable where we're going.
there's absolutely a powercrisis.
A lot of people don't know aboutit yet.
(13:22):
but in a couple, few years,they're definitely going to see
it.
the grid is dilapidated.
it's got problems.
we can provide power to datacenters even faster than.
They can get it from the utilityand grid.
So I think, in summary, at riskfor companies not addressing
this crisis, right?
traditionally you can see lowerpricing in the spring, that's so
(13:46):
risky with this AI curve, right?
chris_1_10-28-2025_101623 (13:47):
Yep.
Vince -5ede_1_10-28-2025_ (13:48):
gonna happen?
There's too many things thatcould cause it to not go back
down, in the spring.
So again, we're recommendingeveryone lock in you know,
that's really the notion rightnow.
I think that all we need iselectricity and natural gas
bills we can do the rest.
Right.
So, you know, that's kind of thehigh level.
(14:08):
it's changing times.
Chris, for
chris_1_10-28-2025_101623 (14:10):
Yep.
let's talk a little bit aboutthat, as we're kind of over the
hump here.
And this has been a greatconversation.
When partners think about,great, Vince, I want to learn
more about energy.
partners are used to having arate card for, different speeds
and feeds, and they're used to,these kind of, CX seats or how
many phone lines I kind of giveus a high level of, what are we
actually selling here?
(14:31):
I mean, other than.
Locking in rates.
I know you've mentioned, solar,you've mentioned, ev chargers
and even generators.
is there a wide range of,offerings or if you were to put
in three or four buckets, whatwould that look like in terms of
what's the offering?
And by the way, if I'm notmistaken, aren't there some
states where maybe there's lessoptions because of regulation?
Vince -5ede_1_10-28 (14:52):
Absolutely.
In fact, a couple things onthat.
First of all, our ecosystem's agreat thing.
a picture tells a thousandwords, right?
And so, that's really animportant point is that, seeing
that ecosystem really helps.
But there's a lot there.
I mentioned LED and Solar as acouple examples, but some of the
other solutions, like one of myfavorite ones by the way, is the
(15:13):
Harmonic filter.
This thing is incredible.
you know, you're actually using8% more power than you need to
before you even turn the lighton.
we have a device, that actuallycan help reduce electric by 10
to 20% anywhere in the country.
it also protects the equipment.
So that one is amazing
chris_1_10-28-2025_101623 (15:31):
that one's not regulated.
There's no limitations therethat can be for a customer to
save money and cut back on that,consumption of energy in a
sense.
Vince -5ede_1_10-28-2025_0 (15:40):
It's an incredible device.
when we talk about energyefficiency, we talk about how to
reduce the use of energy, We'redistributed generation and
solar.
but at the end of the day, youknow, a couple more products to
include in that would be.
electricity and natural gasitself, right in the northeast,
Midwest, and Texas.
To answer that question, energyis deregulated so you can switch
(16:00):
the customer, and that's whatwe're busy doing right now.
we're locking those customers into protect them from the
volatility of this market.
that's really a common motion atthe moment.
in addition to that, along withelectricity and natural gas,
that's recurring revenue by theway.
Which of course we know thetechnology advisors really love.
there's some other productslike, water.
(16:20):
As it relates to data centers,we can reduce the use of water
by 30 to 40%.
it's pretty incredible what wecan do with that.
we address the problem ofcavitation, which is essentially
air in water.
And, it's amazing.
You take that air out and itmakes a huge difference.
There's other things involved,but, the air is one of the big
ones.
And then you have, energyexpense management, at the end
(16:42):
of the day, that's a hot producttoo.
You mentioned ESG, which isEnvironmental and social
governance.
mainly impact the, ESG.
a lot of what we do helps themwith that score, That ESG score
or rating, of course, investorsuse to, decide who to invest in.
So it's a big deal, especiallyin the enterprise.
Customers don't even know it,but they're, you know, people
(17:03):
look at that.
It's part of the d and b by theway.
ESG is, the ESG rating is on thed and b, and I think a lot
chris_1_10-28-2025_101623 (17:09):
Did not know that.
Vince -5ede_1_10-28-2025_071 (17:10):
So it's really good for them to
know, that, d b's looking atthat stuff.
it makes a big difference as itrelates.
and then I think some of thefinal products to, add to the
list there would be things like.
smart shipping, 24% off FedExand UPS.
I mean, that's also recurringrevenue and it's a sustainable
(17:31):
product.
That's why we have it in theenergy division.
LED lighting, of course.
and HVAC.
if people are not cleaning it,we can save them another, like
10%.
Which, if you add that to thatharmonic filter, now you're 20
to 30% off your electric bill.
So there's, we bundle the stuffis a good way to think about it.
ev charging still around and noquestion we can do that too.
(17:54):
the takeaway is just get theelectric and gas bills from your
customers, send them to us andwe'll get back to you.
We'll tell you there's a lot wecan learn from looking at the
load in those energy bills.
chris_1_10-28-2025_10162 (19:42):
That's fantastic.
Are you seeing a trend in whatthe customer use case is?
You know, is it, obviously, Iguess I would think the more
locations, maybe the bigger therevenue opportunity.
But are you seeing any trends oflike, what would partners look
for in terms of a customer,ideal customer profile?
Vince -5ede_1_10-28-2025_0716 (20:00):
I think, that's a great question.
it's interesting becausemulti-location We can do those
services, but like retail, notas much.
what we do in a retail space iswe put solar on the roof.
We have a product that we canmonetize the entire mall.
So an example of that would be,the mall signs up and everyone
in the building gets 10% offtheir electric bill a turnkey
(20:23):
solution on the roof, So you'regonna go to Westfield or the one
that gives you 10% off yourbill,
chris_1_10-28-2025_101623 (20:28):
Yeah.
Vince -5ede_1_10-28-2025_ (20:28):
large enterprise is really far the
best fit for us, right?
So think about, data centers,big commercial, industrial
customers.
Utilities companies like
chris_1_10-28-20 (20:39):
Manufacturing, maybe even the big warehouses,
Vince -5ede_1_10-28-2025_0 (20:42):
you, the big warehouses, we can do
the iot and the energy andthat's, customers love that we
do both because they, theyothers are not doing that.
It is very rare to find that cando that.
I mean as, and as an example, Ithink I mentioned it, but use
that energy savings to pay forthe iot.
(21:02):
Which is incredible, right?
So, but yeah, I'd say more afocus on facilities.
we can do multi-location, forexample, like hospitality's huge
for us too.
So that's a good example of moreyour multi-location type thing.
think of it this way, the biggerthe building, the better the
chance we can impact them, ifthat makes sense.
(21:25):
We've got malls.
To be clear with you, we aredoing services.
We can do business with justabout anyone.
are probably the one that is nota fit work with us, though.
Enterprise is a perfect fit, midmarket's a good fit, and then it
just kind of depends.
we're starting to see a lot moreshifting.
Once again, lots of shiftinggoing on And that also includes,
(21:48):
you know, looking atconsolidation of multi-location.
We're starting to see some ofthat too.
And the E IOT is there to catchit.
chris_1_10-28-2025_101623 (21:56):
Man.
Absolutely a lot.
That's one.
if you don't like change, you'rein the wrong business.
'cause a lot of change going on.
You know, speaking of change,another unique air.
In the channel.
I see this uptick in interestand it's because.
a lot of the cable codes areopening the doors to mdu,
multi-dwelling units.
I'm thinking condos, even,apartment complexes, assisted
(22:18):
living, that's a big uptick inassisted living.
You know, we're living longer.
People are needing a place tolive.
are you seeing opportunitiesthere?
Because I would think, you know,with a 300 or 700.
Unit, MDU, there's a lot ofwater waste, electricity, Is
that, can that any of theseproducts be kind of angled
(22:38):
toward that MDU vertical
Vince -5ede_1_10-28-2025_ (22:41):
great question.
MDUs are great because one ofthe things I will say about
energy is that it's good to getin early, And part of the reason
why is because, think ofcommercial real estate for a
minute.
You know, if you haverelationships with commercial
real estate, then you candefinitely get in there early
And you can get in on all of theequipment they may put in the
(23:01):
building, et cetera.
And so mdu are a great example.
We've had some wins in the MDUspace, We used the energy
savings to help pay for some ofthat infrastructure cost that
the MDU needed to tap.
So two examples I can think of.
One of'em was exactly what yousaid.
It was about 450 units.
We have a new one we're goinginto with that was 700 units.
(23:25):
The harmonic filter, the EVcharging the water solutions.
We brought all those in.
a massive impact for thatcustomer.
And then again, we can help payfor that iot with that savings,
right?
So it opens the door for thesecustomers.
MDUs are very popular today, andthat's a great space for us.
We do really well on it.
(23:45):
Again, it helps that we get inthere early with them, right?
Um, as they're developing, so,or renovating, right.
Those are two good times to getin with them.
chris_1_10-28-2025_101623 (23:55):
Well, Vince, we've talked about a lot
in a short time.
I am grateful for the time.
I love this topic.
like you mentioned, we're gonnabe meeting again, here in a week
or so.
check the show notes, folks.
There will be a link to, uponthe IOT's website and any other
information, the graphic that hementioned earlier about their
ecosystem.
I'll make sure there's a link onthere and the show notes.
so as wrap up, Vince, any lastwords for us?
(24:16):
Anything you wanna leave uswith?
Is there anything we haven'tdiscussed that we need to hit
on?
Vince -5ede_1_10-28-2025_07 (24:21):
You know, I think we talked about a
lot, to your point.
I think it's going back to that,what I started off with and
just, the opportunity in thechannel.
This is a different level ofopportunity for the channel
today.
I talked about that big deal,right?
1.6 billion, 80 million incommissions to the technology
advisor.
I couldn't be more excited aboutthat, right?
(24:41):
Over the next three years.
this is a completely differentlevel and you increase the
retention, right?
this is just one of thoseinflection points.
Chris, in my opinion, it's,bringing energy into the
channel.
I mean, it's definitely filledus up and, you know, we're
starting to see a lot ofactivity in the channel.
but it's one of those thingswhere it's not, it's an
opportunity to not only monetizethe relationships with the
(25:02):
customer.
But also to increase the valuewith them and keep them right.
So, but I think the last thing Iwould say would be, just to, to
take a look at your, you know,your base and say, Hey, look,
you know, where, who do I wannabe when I grow up?
You know, do I wanna work on thecyber?
I'm I gonna work on the cx?
Am I gonna focus on the ai?
(25:23):
Well, if it's, if it's ai, or ifit's energy, some of those
things that we're doing, we canhelp impact that.
help customers to go to the nextlevel, right?
So at the end of the day, thetimes are changing we're at the
forefront of that.
You know, we're really,
chris_1_10-28-2025_101623 (25:39):
Yeah, you are.
Vince -5ede_1_10-28-20 (25:40):
shifting everything right now.
And, yeah, that's kind of thehigh level.
I mean, again, it could be moreexcited about things where
they're going, into 26 and tohelp, you know, address this and
make a massive impact on thechannel
chris_1_10-28-2025_101623 (25:53):
Yep.
Vince -5ede_1_10-28-2025_0 (25:54):
with customers.
chris_1_10-28-2025_101623 (25:54):
as you were talking, Vince, and I
appreciate that.
I agree with you.
it's always good to end where westarted because it matters.
But I've been having a debatewith some colleagues and channel
friends.
I'd love to get your take onsomething.
and for the record, I think I'mon the fence with this.
I don't know which side I'mgoing, but the concept of,
trusted advisors.
(26:16):
you know, being an expertgeneralist, being able to sell
across the tech stack versussome technologists, some trusted
advisors are like, look, I justdo cx.
I'm just going to do call centeras a service.
That's all I'm gonna do.
Meanwhile, they're passing upall these revenue opportunities
because they said, I'm going allin with one part of the tech
(26:38):
stack.
then occasionally you run intothat one that's very open mind.
They're like, Hey, I'll sellanything that pays the
commission.
what's your observation ofpartners, do you see more of
them as generalists sellingeverything?
or do you see partners that arelike, I only wanna do
cybersecurity and, and there's,I don't know if that's a good
thing or a bad thing to be likean expert specialist versus an
(26:58):
expert generalist.
What are your thoughts on that?
Vince -5ede_1_10-28-2025_0716 (27:01):
I love this question.
And you know what I would saybefore I even answer the
question is I would offer out tothose people, I literally sat
down with an advisor two weeksago at an event, and he was
like, know, energy, we justdon't understand it.
I told him, I go, well, youdon't have to.
It's selling energy is easierthan selling telecom, right.
(27:22):
So really what you're doing isyou're adding value to your
customer and you're increasingthe retention.
But the important point I wouldmake about it is that, just say
you don't even want to get intoit.
You're like, okay, look, I just,I don't have time for it, or I
don't feel comfortable engagingon it.
There's another way, like wehave a referral program where
you can just literally hand offsomeone and say, Hey, look, I
(27:44):
don't wanna do the energymyself, but.
If you'll support me in it, thenwe can basically get you in a
situation where you'll get paidon it you won't have to really
do anything.
chris_1_10-28-2025_10162 (27:54):
Right.
Vince -5ede_1_10-28-2025_07 (27:55):
But I would also go back to the
question and just sayultimately, you know, the
generalist conversation versusthe specific I think obviously
it's important to be.
Focused on something, And be aSME in it, right?
A subject matter expert so thatyou can feel comfortable going
to market and focusing on thatas you go to market.
I also think it's important tohave that backup.
(28:16):
We call it The killer app.
The affiliate partner program.
And what it is is essentiallyjust the ability for you to just
put a lead in to say, Hey look,my customer's interested in
energy and you can just put itin there.
You don't have to do anything.
will literally support you onthe whole journey.
Just pay you.
So my point is, that increasesretention.
(28:38):
I know it's not for everyone,but I would say that, we have, a
double digit number of advisorsdoing this today with great
success.
it's a great way to not onlymonetize your base and retain it
at the same time Right.
Without even really needing tojump into it.
chris_1_10-28-2025_10162 (28:54):
That's right.
Vince -5ede_1_10-28-2025_0716 (28:55):
I really think, it is good to have
that laser focus and we have alot of advisors that are now
focusing on energy of like a CXor a cyber or something like
that, right?
my answer would be good tofocus, but also good to have the
other stuff to catch in your netright.
To not lose that business andnot lose customers is a good way
to put it.
chris_1_10-28-2025_10162 (29:16):
That's right.
I love it.
That's exciting times as youmentioned.
I love every minute of it.
thanks again.
I really appreciate your timetoday.
check the show notes, folks.
There'll be a lot of informationthere.
Appreciate your events.
Vince -5ede_1_10-28-2025 (29:29):
Thanks so much and thanks everyone for
joining.
chris_1_10-28-2025_101623 (29:31):
You bet.
glad you made it.
be sure to check out thewebsite, the wireless way.net.
if, a customer or a colleaguepopped in your mind as you were
listening, be sure to share thisepisode with them.
Call that customer.
again, in the show notes,there'll be ways how you can get
ahold of, Vince and his team inAbundant iot.
thanks so much and we'll see younext time on the Wireless Way.
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