Navigating Industrial Connectivity Starts With Cutting Through the Noise

When I talk with customers today, the biggest challenge they face isn’t usually the technology itself. It’s the amount of information they’re expected to keep up with. Industrial networking is changing fast with private cellular, Wi-Fi 6, edge computing, remote access, cybersecurity, sensors, and AI, and most teams don’t have the time to dissect what matters and what doesn’t. That’s where conversations with customers usually start. Not with equipment. Not with part numbers. With clarity.

After 17 years in communications, including more than a decade with Verizon Wireless, and now several years supporting industrial customers across the Northeast, one thing has stayed constant: customers are dealing with more choices than ever before. They know connectivity is critical, but they don’t always know which technologies fit their specific application.

My job is to help them sort through the noise, understand what problem they’re really trying to solve, and map the right solution to that need.

INS Is a Technology Company First, Not Just a Value-Added Reseller

One of the biggest misconceptions I run into is the idea that INS is just another equipment supplier. Anyone can sell hardware. What customers actually need is a partner who understands industrial applications and can help them design solutions that work in real-world environments.

At INS, we support customers in three ways:

1. Sourcing products
2. Specifying the right materials for the job
3. And most importantly, helping design and deploy full solutions based on the application

With more than 35 engineers who specialize in industrial and wireless networking, we don’t just recommend boxes; we help customers understand why something works, how it fits into their environment, and what it will support long-term. That’s a major shift from what many people expect when they first meet us.

Industrial Networking Is Not IT…and That’s Where Confusion Begins

Another challenge I see often is that teams approach industrial networking the same way they approach IT.

But the plant floor behaves differently:

The protocols are different.
The failure modes are different.
And the expectations for uptime are much higher.

Industrial networking requires an understanding of OT environments, control systems, and how machines communicate. Customers may not always realize that, and it’s not their fault. This space is evolving quickly, and most teams wear multiple hats. But that is why INS exists: to bridge that gap and help customers connect people, data, and operations in a way that makes sense.

A Real Example: Turning a 10-Acre Yard Into a Connected Workspace

One customer needed connectivity across a massive outdoor laydown yard, about 10 acres of open space used for material staging and equipment tracking. Their first thought was Wi-Fi mesh. It was possible, but it wasn’t the right fit, and the cost was high.

We talked through the application, looked at how the space was being used, and explored alternatives. Private cellular ended up being the perfect solution.

INS pulled in one of our wireless engineers, designed the system, and we deployed it in a week. I helped install it myself. As soon as the customer saw how well it worked, with consistent coverage, simple device management, and no downtime, they immediately started asking where else they could use it.

That moment happens a lot. Once customers experience the right technology in the right application, everything clicks.

The Panel Story: Why Planning Matters More Than People Think

Not every challenge is as big as a 10-acre deployment. Sometimes the smallest details create the biggest delays.

I once worked with a customer whose control panel, built by a third-party provider, arrived without proper documentation. There were no drawings and no build record. When we opened it, components were wired incorrectly, and the panel couldn’t be commissioned. It had to be shipped back, rebuilt, tested, and shipped again.

That experience reinforced something I see often: customers underestimate how much coordination and precision go into industrial networking projects. Good planning saves enormous amounts of time and money.

What Customers Want Most: Someone Who Keeps Up So They Don’t Have To

The theme I hear from customers across manufacturing, utilities, and distribution is the same:
“We don’t have time to stay ahead of every new technology.”

That’s understandable. Connectivity isn’t their whole job…it just happens to affect their whole job.

INS stays deep in this world every day:

• Tracking new wireless trends
• Testing private cellular solutions
• Understanding where AI is pushing data demands
• Staying ahead of OT networking standards

We bring that knowledge to customers so they don’t have to figure everything out on their own. It’s not about showing off expertise; it’s about making sure they’re not left behind as the industry evolves.

Where Industrial Connectivity Is Headed

Artificial intelligence is already reshaping how plants operate. You can expect to see:

• More edge processing
• More mobile devices
• More automation
• More data flowing from machines to analytics platforms

All of that requires a stronger network foundation. AI doesn’t replace connectivity. It depends on it.

That’s why helping customers understand their options now is so important. The decisions they make today determine whether their networks will support the next 3–5 years of innovation.

What I Tell Customers Who Feel Overwhelmed

If you’re not sure which technology fits your application, or you’re buried in competing recommendations, or you just want a second opinion, start with a conversation. Tell us what you’re trying to accomplish, what isn’t working, and what your environment looks like. We’ll take it from there.

The best solutions don’t start with part numbers. They start with understanding the problem.

Final Thought: Clarity Is the Real Value

When customers work with INS, they’re not just buying products. They’re gaining clarity. They’re getting a partner who listens, maps the right technology to the right application, and stands behind the solution. In a world full of new trends, buzzwords, and pressure to keep up, sometimes the most valuable thing we provide is simple: A clear path forward.