Phani Pandragi, Kii, IoT Forum 2016, Carrier Partnering
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Transcript of Phani Pandragi, Kii, IoT Forum 2016, Carrier Partnering
March 9-10, 2016 - Cambridge (UK)
Phani PandrangiChief Product Officer
Carrier Partnering As a Route To Recurring Revenue
About Kii
Kii’s IoT platform enables device manufacturers to create smart, connected products
Founded in 2007 after MBO from Nokia
HQ in Tokyo, US HQ in Silicon Valley and offices in China, Taiwan, Hong Kong and Europe (UK, Spain, Germany)
Kii co-founded IoT ecosystem “Space”(iotspace.org) enables distribution of IoT solutions into retail and carrier channels
@KiiCorp Kii.com
Recurring Revenue with Direct Sales
Recurring revenue is hard in this model because:
• No existing billing relationship with the customer
• Finding and capturing the customer is hard
• Higher bar for justification of recurring revenue
• Additional services (support, installation, logistics etc.) need to be in place – and are not easy
Recurring Revenue with Carrier Partnering
Recurring revenue more accessible in this model:
• Customer has existing (recurring) billing relationship with carrier
• Customer is captive to the carrier – so add-on upsell possible
• Recurring monthly fees is known and normal for the customer
• Carrier already has infrastructure (support, installation, logistics etc) – plus they have stores too!
• Most importantly, carriers want to monetize IoT
Recurring Revenue with Carrier PartneringCase Study
Text, data and voice plans that consumer is subscribed to
Tracker service for the kid
• Easy to add the new IoT “tracker” service to the account for $X more per month.
• Net new demographic added (kids) – carriers love this
• In-store and online sales
Kid Tracker - location tracking, two way calling
Add
Recurring Revenue with Carrier PartneringCase Study
• Add Wi-Fi smart bulbs as an additional tracker notification mechanism for the family
• Add Camera as confirmation mechanism – when kid gets home for example
• Neither bulb nor camera are products from tracker vendor (Haltian) – but carrier has relationship with them
• Additional services make additional recurring revenue
Not limited to products which need carrier connectivity
• This camera solution doesn’t use carrier connectivity (uses Wi-Fi)
• However, carrier can make this available as an add-on service to account
• And charge recurring revenue (monthly) for security service
• Camera manufacturer gets all the aforementioned benefits of carrier partnering
Thank you!
@PhaniPandrangi [email protected]
@KiiCorp Kii.com
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