From IoT Service To IoT Profit IoTSummit March 2017€¢ IoT Monetization silver bullet is packaging...
Transcript of From IoT Service To IoT Profit IoTSummit March 2017€¢ IoT Monetization silver bullet is packaging...
© 2017 Transverse LLC - Confidential & Proprietary
F r o m I o TS e r v i c eTo I o TP r o f i t I o T S u m m i t
M a r c h 2 0 1 7
Michael Beamer | President
© 2017 Transverse LLC - Confidential & Proprietary
© 2017 Transverse LLC - Confidential & Proprietary
Michael Beamer, President, goTransverse
Michael Beamer is a 24-year technology and business leader with unique experience running technology teams and solutions in 40+ countries around the world. He’s been instrumental in the growth and success of companies ranging from pre-revenue startups to billion dollar global organizations.
© 2017 Transverse LLC - Confidential & Proprietary
© 2017 Transverse LLC - Confidential & Proprietary
• Lessons from the Internet hype
• IoT ecosystem and monetization opportunities
• Deep dive on dynamic monetization scenarios
• Feedback loops to maximize revenue potential
Today ’s Top ics
© 2017 Transverse LLC - Confidential & Proprietary
The In te rne t Hype Cyc leEx
pect
atio
ns
Time
InnovationTrigger
Peak ofInflated
Expectations
Trough of Disillusionment
Slope of Enlightenment Plateau of Productivity
Mid-00sRecovery
Early-00sDespair
70’s Research
80’s to early-90’sPioneering
Late-90’s Hype
Mid-90’s Growth
Failure to Deliver Value
Technology Focused
© 2017 Transverse LLC - Confidential & Proprietary
The IoT Hype Cyc leEx
pect
atio
ns
Time
InnovationTrigger
Peak ofInflated
Expectations
Trough of Disillusionment
Slope of Enlightenment Plateau of Productivity
Recovery
Despair
Research
Pioneering
Hype
Growth
Failure to Deliver Value
Technology Focused
© 2017 Transverse LLC - Confidential & Proprietary
IoT Solutions by Industry
IndustrialManufacturing
Medical Devices
Utilities andAutomotive
Manufacturing
Transportation and Logistics
Home Appliance and Pharmaceuticals
Oppor tun i ty i s Rea l and Coming
Monetization of IoT Solutions Do not generate service revenues from their IoT solutions
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IoT Driven Product Capabilities and Revenue Streams
• Vehicle/Object Detection
• Smart Braking
• Smart Acceleration/Deceleration
• Fuel Optimization
• … Anything….
Produc t Monet i za t ion
GPS
Door Latch Sensor
Hitch Sensor
Tire Pressure Sensor
Break Sensor
Small Cellular/WifiMAXRouter with Integrated VPN
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Manufacturer
Small Cellular/WifiMAXRouter with Integrated VPN
GPS
Door Latch
Sensor
Hitch Sensor
Tire Pressure Sensor
Break Sensor
Descriptive Predictive Prescriptive
Correlative Analytics
Improve THING Data
Manual Automate
Services
• Enable
capabilities
• Lower costs
• Reliability
Servicesw/THING
D ig i ta l Serv ices Monet i za t ion in the IoT Ecosys tem
ACT
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Dr iv ing Va lue
• Drive value through product à Smart Braking
• Drive value through traditional services à Fleet
Monitoring
• Drive value through outcome-based services à
Fleet Optimizations
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• You sell products that collect data (or could be retrofitted)
• You sell products that degrade or need service
• You sell services that could be expanded with access to
more data
• If none of that matters to you…don’t give up…
You Can Dr ive New Revenue I f…
© 2017 Transverse LLC - Confidential & Proprietary
© 2017 Transverse LLC - Confidential & Proprietary
+ =
ConsumptionOne-time and Subscription
Maximum Revenue
Max imize Revenue
© 2017 Transverse LLC - Confidential & Proprietary
H o w d o I p a c k a g e m y o f f e r i n g ?
Fleet Monitoring
FleetManagement
FleetOptimization
Additional Monetization Levers• Event Alerts• Event Actions
• Insights• Product Entitlement
• Data Archiving• New Sensors/Actuators
• Access to Data
• Predictive Analytics• 20 Event
Notifications• 2 ACT Events
• Prescriptive Analytics
• Device Access• Unlimited Events• 10 ACT Events
© 2017 Transverse LLC - Confidential & Proprietary
Dynamic Monet i za t ion
Real-time revenuevisibility
Rev Rec
Dynamic Pricing & Revenue Management
Adjusting for:• Surge Price• Discounts• Regional• Product• Market
© 2017 Transverse LLC - Confidential & Proprietary
K e y s t o S u c c e s s
I do not want smart braking, I want Fleet Optimization
Flexible and dynamic monetization models provide opportunity to generate value and revenue
Unlimited pricing and packaging configurations
New paradigms often require different tools to support the
mindset and business models
UnderstandingCustomer
Centric
ThinkDifferently
Have RightInfrastructure
Plan forDynamic Models
© 2017 Transverse LLC - Confidential & Proprietary
• Like the Internet, IoT Monetization will occur
• Value delivery will dictate early winners
• IoT Monetization silver bullet is packaging and pricing
flexibility
• Real-time visibility and agility are essential to
monetization
• Scale goes beyond volume; infrastructure needs to
support business scale
Key Take -a -ways
© 2017 Transverse LLC - Confidential & Proprietary
Q & A
© 2017 Transverse LLC - Confidential & Proprietary
© 2017 Transverse LLC - Confidential & Proprietary
Visit: www.gotransverse.comFollow us: @goTransverse
Email us: [email protected]
To reach out to Michael Beamer directly, email: [email protected]
Thank you!