IPExpo West 2012 M2M Highlights: Moving into the Industrial Revolution of M2M

ITExpo West

2nd – 5th October 2012

www.alanquayle.com/blog

© 2011 Alan Quayle Business and Service Development

Outline

• Digi – Device Cloud Platform and overall winner in the M2M Platform

Battle

• Eurotech – joint winner of the best enterprise deployment in the M2M

Platform Battle

• FedEx SenseAware - joint winner of the best enterprise deployment in the

M2M Platform Battle

• Kore – winner of the best service provider platform in the M2M Platform

Battle

• Analyst, Ron Gherman, Frost and Sullivan

• Analyst, James Brehm, Compass Intelligence

• AT&T – Simplifying M2M

iDigi Device Cloud Platform

Digi Snapshot

• $200M+ Provider of M2M Solutions

(NASDAQ: DGII)

• 660 Employees Worldwide

• 240 Engineers / R&D across the globe

• Global Leader in Cellular Router & Gateways

• Named to Forbes “Best 200 Small Companies” - 2009

• Named to Fortune’s "America's 100 Fastest Growing Small Public

Companies“ – 2009

• Global Organization

• US HQ in Minnesota

Business Process Integration

Managed Services

Consulting

Solution Design

Technology Selection

M2M Applications

Implementation

Logistics & Service

Warranty Management

Performance Monitoring

Repair & Maintenance

Customer Service

Energy Management

Inventory Management

Most M2M solutions today have to integrate into an existing business environment to have value – this is the barrier and revenue opportunity

Example of their embedded units using Zigbee, Cellular and good old Ethernet

Lightweight client to fit on most controllers

Web-centric approach to integrating the data

Pre-integrated into a range of enterprise applications

It isn’t just cellular, most industrial M2M applications are fixed. Cellular applies where things are moving, e.g. transportation, but we’re starting to see it

encroach into remote fixed applications.

The network is ‘in the noise’ compared to all the broader solution requirements

Digi gave a very clear business case on how they were able to stop collection agents pocketing cash, collecting cash only when necessary and repairing down

stations faster.

A significant bottom-line impact!

Digi International – M2M Products & Services

M2M Products/Services

Detail

Consulting Services Why and how to implement M2M solutions that impact business operations.

Requirements Analysis Business process analysis to determine ROI and total cost of ownership.

End-to-End Solutions Design

Design of unique M2M solutions to meet specific requirements and operating environments.

Wireless Design Services

Design and development of custom cellular, RF, Wi-Fi, satellite devices for M2M.

Network Connectivity Devices

Networking devices and solutions to connect, monitor, and control local or remote physical assets. (Network, Cellular, Satellite, etc.)

Cloud Device Management & Data Storage (iDigi)

Cloud-based Internet platform to manage data, remote devices & connect enterprise applications to remote devices.

Web/Mobile Applications, Hosting & Managed Services

Development of web & mobile based remote monitoring apps, integration services, device & carrier managed services.

The (Formerly) Missing Piece

Everyware Cloud

M2M Integration Platform

M2M Evolution

Battle of the Platforms

October 4, 2012

MQTT

Everyware Cloud Model Components

Collect

MQTT

MQTT

Rules Engine

MQTT

SQL MQTT

MQTT is a lightweight protocol designed specifically for machine to machine communications, where the data transmittal typically happens in bursts, potentially at random times and intervals, and the data itself is relatively small. MQTT is a publish/subscribe (pub/sub) protocol, which is perfect for M2M. Data producers (sensors, thermostats, blood pressure cuffs, control valves) all create data. The data (at the bottom of our slide here) gets collected in the gateway device. Data consumers, far away from the data producers (like people in control rooms and operations centers, as well as enterprise applications like billing, inventory management and security systems) need that data.

Mounted Devices Use Case: Reverse Vending Machine

Application:

Reverse vending machine vendor needed a rugged, reliable

communications gateway to exchange data from remote sites in harsh

environments to operations and maintenance centers.

Adding the Everyware Cloud to the solution allowed the IT team to

eliminate plans to expand data center equipment, power and space to

manage and process increased data traffic.

Data streams enable new functions, such as one-to-one advertising.

Key Success Factors:

Short time to market for hardware vs. RYO

EDC, offering real time data collection

Rugged hardware to reduce maintenance costs

Product:

Custom Rugged Gateway

Using their platform the software could be updated in real-time when new bottles were being claimed, as well as new revenue opportunities in advertising.

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SenseAware and Priority Alert: A powerful combination for near-real time monitoring and intervention

+ SenseAware was announced at the conference, as small unit rented monthly

(about $70 per month unlimited use) that detects temperature, humidity, location, light level, and pressure.

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What is SenseAware? SenseAware: an Information service with two

vital components

A feature-rich Web Based Application where information streams are received, viewed, analyzed, and audited

The sensing devices: to feed the application from inside packages, pallets, trailers, and warehouses

+

SenseAware equips your company to:

• Monitor location and condition of the shipments in near real-time

• Enhance security, care, custody and control to unparalleled levels

• Reduce loss and damage of the shipments in-motion or in inventory

• Analyze trends, sense and proactively respond to problems more effectively

• Extend service levels with customers and partners

• Innovate the definition of quality assurance

October 23, 2012

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• Current location: Know where your shipments are in near real-time

• Route and Time-based Geofence: Create a geofence along the route a shipment should follow. Set up alerts and be notified if the shipment deviates from this expected route. (Applies to ground shipments only)

• Accurate temperature — Verify the temperature of sensitive shipping environments, and receive immediate notification if they go out of a specified range.

• Exposure to light — Receive a notification when the sensor is exposed to light alerting you that the package has been opened.

• Relative humidity — Observe moisture levels inside your shipments.

• Barometric pressure — Detect changes in the atmospheric pressure that your products are exposed to.

SenseAware: Features and benefits Key Features Benefits to customers

What is FedEx Priority AlertTM?

•Specifically designed for industries that require a high degree of visibility and delivery compliance for their shipments:

• Healthcare

• Aerospace • Electronics and industrial machinery • Financial

•Contract-only, fee-based service that combines: • 24/7 personal support from a dedicated global

service specialist • Advanced shipment monitoring, proactive

notification and package recovery

•Shipments receive priority boarding on FedEx aircraft and priority clearance handling where available

What is FedEx Priority Alert PlusTM?

Includes all features of FedEx Priority AlertTM plus additional options, including:

• Dry-ice replenishment

• Gel-pack exchange

• Cold storage

Note: Additional options available for FedEx Express® shipments at select in-transit locations through On Demand Care. For details on On Demand Care, please refer to the Service Guide.

Global reach

• Service available internationally in more than 70 countries around the globe

• Intra-country service available in U.S., United Arab Emirates, Mexico, Switzerland, India and Canada

Convenience

• FedEx Priority AlertTM assistance available 24/7/365 at 1.800.257.0085

• Multiple billing options:

• Shipper

• Recipient

• Third party

For service availability, go to fedex.com/us/priority-alert.

Dedicated support

• An assigned global service specialist is responsible for your FedEx Priority AlertTM shipment activity, providing added assurance for your most critical shipments:

• Proactively monitors status of your package and freight shipments

• Notifies you of any shipment risks or delays

• Executes customized recovery procedures

Peace of mind

• Priority boarding and priority clearance handling

• Proactive monitoring, notifications and shipment remediation to resolve issues and help ensure on-time delivery

Priority Alert: Benefits to the customers

Great example of how to package a compete solution.

Global M2M Deployment Challenges and Opportunities

Chuck Horne

Vice President of Products

KORE aggregates operators networks into a global integrated service for enterprises – manage away the headache of dealing with multiple telcos

• The World’s Largest Pure-play M2M Global Network Provider

• The Leading M2M Platform Provider Featuring PRiSMPro

• 24/7/365 Support Organization

• Single Source for Multiple Technologies

• Fastest Path to Market for Network Services

• 700 Customers Across Multiple Industries

• The Experts in M2M Device Certification

• 600+ Devices Certified

Example text

About KORE

KORE at a Glance Over 1.3 Million M2M Devices Shipped

2003 2004 2005 2006 2007 2008 2009 2010 2011

KORE OEM partners

KORE – The Leader in Global M2M Connectivity

KORE – The Leader in Global M2M Connectivity

KORE’s Custom-built, Scalable M2M Services Network

Multiple, Redundant Connections into 8 Top Carriers Worldwide, and Counting

Deployment Challenges for M2M Applications • Ease of doing business – technical and business management

• (Platform) tools for scalability

• Technology choices

• Coverage

• Pricing over lifecycle

• Management of multiple SIMs across multiple in-country carriers

• Multi-national growth

o Multiple SIMs with unpredictable roaming rates and restrictions

o Regulatory requirements

KORE – The Leader in Global M2M Connectivity

SCENARIOS

Pla

tfo

rm

N

etw

or

k

Application

M2M Solution

Deployment Challenges for M2M Applications

• US GSM Services

GSM DEVICES

De

vic

e S

KU

s

A

US GSM

B

CAN GSM

E

AP GSM

F

AU GSM

US CDM

A

H

US CDM

A

• US CDMA Services Due to Coverage Issues

• Canadian GSM for Permanent Roaming

• Brazilian GSM Due to Regulatory Requirements

• GSM Connectivity Throughout Europe

• Connectivity in Singapore, Thailand and Korea

• Need a Low Cost Connectivity Option in Australia

C

BR GSM

D

EU GSM

KORE – The Leader in Global M2M Connectivity

I

LEO Satellit

e

Global Satellit

e • Require Satellite Connectivity

for Remote Devices Out of Range of Cellular

Key Considerations for a Global M2M Deployment

• Regulatory framework – what are the costs of compliance?

• Platform availability and feature set – does it meet your business requirements?

• Integration into back-office systems – what APIs or other machine interfaces

exist?

• Controlling costs – how much control over roaming zones and roaming rates do

you get from your provider?

• Reporting Data – what is the latency? Accuracy?

• Technical Support – to what degree is the partner prepared to support your

M2M business model?

KORE – The Leader in Global M2M Connectivity

Ron Gherman

Cellular M2M Communications - Market Forecasts

Direct M2M connections on cellular networks in North America to approach 75-80 million in 2018. These figures do not include laptops, netbooks, notebooks and tablets, which would be in excess of

50 million.

Source: Frost & Sullivan

I think this is a solid analysis of the opportunity, not hype based.

Cellular M2M Communications – State of the Industry

Source: Frost & Sullivan

Business cases in M2M focused on efficiency, not doing thing differently, as in the Digi business case.

James Brehm Senior Strategist and Technology Evangelist 210.639.3829 jbrehm@compassintelligence.com

James summed up the current situation very well.

Why deploy M2M?

Market or Revenue Growth Cost Reduction

How big is the market opportunity?

“Soon, there will be more than one trillion connected devices…” IBM TV Commercial “…there will be 50 Billion connected devices by 2020.” Hans Vestberg, CEO of Ericsson “In this model, there is literally no limit on the number of connections that can be part of the mobile grid: cars, appliances, buildings, roads, sensors, medical monitors and someday even inventories on supermarket shelves. All of these have the potential to become inherently intelligent — perpetually connected nodes on the mobile web.” Ivan Seidenberg, CEO of Verizon “When you look at the numbers between M2M and social networking companies, LinkedIn counts as its market every professional on the planet; that’s 1 billion people. Facebook is a little bit more ambitious, it counts as a potential customer over 2 billion internet users and counting. But if you look at M2M, we have a market which consists of over 7 trillion machines…” Dale Calder, Founder of Axeda “Once you embed it [wireless M2M application] in a business process, for example, customers are probably not going to rip you [out] when your annual contract is up.” Sprint Nextel Corp

Some of the numbers quoted are just silly

Hype or Reality?

Technology Trigger

Crest of Inflated

Expectations

Depression of Expectations

Educated Decision-making

Product Maturity

High Growth Above 14 percent

Medium Growth 7-14 percent

Low Growth Less than 7 percent

Declining Market

Tablet Computing

Contextual Computing

Smartphones

Feature Phones

Netbook and Smartbook

Landlines

M2M

This is the key point M2M has yet to find its position in the world – how effectively can it expand into other segments beyond transportation?

Are the numbers any good?

Many Numbers are Simply Wrong

Vehicle Telematics is the largest segment in the M2M market. Just 4% of consumer vehicles and less than 20% of fleets currently connected, the market potential is enormous!

Slightly different analysis than Frost and Sullivan, but James is a strong proponent of the untapped transportation opportunity. On the connected car I

remain more circumspect, as our handheld devices are more relevant.

57.24%

4.31%

14.15%

1.00%

9.09%

7.39%

6.83% Automotive, Transportationand Distribution

Smart Grid

Security

mHealth

RMAC

Transaction Terminals

MVNO / TSP

• ARPU’s range from $1 to $20

• One of the goals of service providers who have to invest in spectrum should be in efficiently utilizing the spectrum

• It’s about the cost per KHz of spectrum

• Compass is wondering if AMPU is not a better measure of success

Most EU operators have moved to AMPU (Average Margin Per User) for their consumer business.

The money is in the solution – hence why Verizon bought Hughes Telematics

Reasons to use Location Based Services for asset tracking – Lost goods

– Fewer future thefts

– Improved efficiencies

– Shorter time to market

– Safety

– Convenience

– Green

– Fuel savings

– Staffing

– Fleet management

– Brand protection

– More

• Roads and Vehicles: 4M miles of roads, 254M vehicles, 11.8M heavy trucks and busses

• Rail: 140,000 miles of railroad tracks and 1.4M rail cars

• Air: 5,200 airports including 5 of the 25 largest in terms of air freight and 13 of the top 25 in terms of passenger traffic

• Pipeline: 1.7M miles of gas and oil pipelines

• Waterways: 25,000 miles of navigable waterways

• Shipping Containers: 14.8M TEUs globally. (At any time, over 1/4 could be in the United States or inbound to the United States.)

Focusing on Transportation and Logistics

Transportation and Logistics has much market expansion – after seeing the SenseAware module from FedEx I think James is right

Simplifying M2M 5 Ways Decrease the Cost and Complexity

of Deploying M2M Solutions

October 3, 2012

David Kalb

AT&T

Director of M2M Business Development

I included this as I thought AT&T presented a good understanding of the M2M space the their role in simplifying / industrializing the current “hand-crafted”

industry. But it will continue to require solution selling.

Worldwide M2M Module Shipments

50

ABI Research, 09/2011, “Cellular Machine-to-Machine (M2M) Markets”

33.9 42.5

53.9

67.9

82.6

101.5

0

20

40

60

80

100

120

2010 2011 2012 2013 2014 2015

“There are more machines than there are people in the world.

Someday they’ll all be connected to the internet.” International Telecommunications Union

“Internet of Things” Report - 2005

“Today we have an M2M Supply Chain Mess” Yankee Group

M2M: Unlimited Opportunity / Immense Complexity

M2M Success faces numerous challenges

What’s the best way to configure

& activate devices?

How can I maximize battery

life?

How can we optimize the

payload? What regulatory certifications do

I need?

Can I have a rugged device

that is also lightweight?

Can I finance the hardware?

How do I manage support?

Can I get an affordable

wireless plan?

How do I protect my data?

How will we ship / track hardware?

What about international

coverage?

How will I handle billing?

What if something isn’t

working?

Can I integrate into our legacy and ERP

systems?

How do I manage my devices over the

air?

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Evolution of Wireless M2M Solution

Today

• Revenue growth; customer satisfaction

• Increased functionality & data, proactive processes

• Multi-country

Yesterday

• Cost reduction; reactive

• Low data usage, limited functions

• Local or national focus

Tomorrow

• New revenue streams

• Business Intelligence for automated self-healing’ processes

• Fully integrated global solutions

M2M Solution Stack

Applications

Hardware

Platforms

Connectivity

Infrastructure

Prof Svcs

Managed Svcs

SIM provisioning, Billing, Troubleshooting

Application / Device Management

Packaged M2M Application Solutions

Custom Applications, ERP/CRM Applications

Cloud Infrastructure

Data Centers, Back-end Systems, Cloud Computing

Wireless, Wireline,Satellite, WiFi, Zigbee, etc.

Chipsets, Modules, Sensors, Environmental Specs, Certifications: FCC, PTCRB, carrier,

industry (i.e. HIPPA)

Consulting, App Development, Integration, Deployment

Lifecycle and deployment services, help desk

1. Cloud Based M2M Services

2. M2M Service Delivery Platform

3. M2M Application Platforms

4. Global M2M Service Offerings

5. Vertical M2M Solutions

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Simplifying M2M 5 ways decrease the Cost and complexity

of deploying M2M solutions

1. Cloud Based M2M Solutions Improve Productivity • Real time collaboration across employees,

partners, customers

• Requirements for applications to work across devices

Reduce Cost • Low storage and server

utilization in non-peak periods

• Desire to pivot from Capex to Opex

Remove Complexity • Simplification due to limited IT staff down

market

• End-to-end ownership vs. multi-vendor service integrations

Demand to mobilize and virtualize assets, applications and activities

• Off-premise

• On-demand

• Easy to Use

• Device Agnostic

• Tiered Support

• Manage “Big Data”

Capabilities Why Important? • Pre-built Service Delivery platform specialized for m2m

• Features added based on customer demands in agile development

• Turnkey Business Management, Operations, Support • Service Provisioning

• Subscription Mgmt

• Billing

• Service Geography

• Business Models

• SIM Management

• Channel Management

• Customer Support

• Cost Management

• Diagnostics

• Fraud Management

• Analytics

• Order Management

• Inventory Management

2. M2M Service Delivery Platform

3. M2M Application Platform

Challenges of a global M2M deployment:

• Assembling and managing the best solution partners (hardware, software, systems)

• Integrating a global product, including hardware, software, network

• Deploying and managing solution in multiple regions

• Real-time management of network performance globally

• Cost controls and alarms for data usage by roaming devices

• Provisioning in real time

• Tracking and managing multi-protocol or multi-frequency SIMs

• Technical support

4. Global M2M Service Offerings

One SIM With Global Roaming Coverage

• Single global encrypted GSM SIM

• Unified billing and a single rate plan for digital data services

• Global diagnostics and device monitoring

• Lowest-cost data routing with roaming permissions controls

• Usage alarms

• Powerful reporting tools

Axeda

Forrester Research, Inc., “M2M Connectivity Helps Telcos Offset Declining Traditional Services”, November, 2011

5) M2M Vertical Solutions Transportation, retail, asset management, and utilities/energy

Emerging market opportunities include healthcare,

security/surveillance, and consumer products

Forrester Research, Inc., “M2M Connectivity Helps Telcos Offset Declining Traditional Services”, November, 2011

AT&T M2M Capabilities 10-year history with Over 13M connected devices under management

• Architectural Design Services • Application Development • Deployment & Managed Services • Lifecycle Management

• Packaged M2M Solutions • Developer Kits • Reference Frameworks • Strategic Ecosystem Partners

• AT&T Control Center Powered

by Jasper

• AT&T M2M Application Platform Powered By Axeda

• Global SIM • 200+ Countries • Global SMS • Location Based Services

• 1000+ Certified Devices • Device Innovation Labs • 3G Modules

Professional Services

Devices

Applications

Platform

Network