Building performance software suppliers are taking advantage of many different routes to market, which go beyond the traditional systems integrator approach. A multi-channel approach is evident for large and medium-sized new build projects whilst third party routes through System Integrators are favoured for retrofit projects. However as IoT Technology further penetrates Building Automation services the channels of distribution will under go some fundamental changes. Direct Channels Most building performance software providers target potential customers directly and some regard this approach as a core component of their sales strategy, particularly those companies who are positioned as service providers with a significant multi-site client base, such as EnerNOC and Ecova. Property management and EEM software providers seem to have had considerable success through the direct channel. However the move to BIoT is likely to persuade building owners to favour companies that can deliver a total solution. Many of the independent software suppliers will find it difficult to […]