how a simple iot solution is driving sales

How a simple IoT solution is driving sales

and empowering the customer

Stephen Harrison@TinamousSteve

Steve@Tinamous.com

A Brief Introduction to Me• Stephen Harrison @TinamousSteve• Started 20 years ago connecting blood gas

analysers using RS232 to Q-Pro• C# Contractor• Founder of Tinamous.com • A Private Twitter like platform for People and Things.

Alere Data Point PortalAlere PIMA Alere q

Data Point Experience Report

Image from video on AlereHIV.com

Image from video on AlereHIV.com

Image from video on AlereHIV.com

Image from video on AlereHIV.com

Image from video on AlereHIV.com

Videos: http://alerehiv.com/video/alere-connectivity/http://alerehiv.com/hiv-screening-detect/alereq-analyser/

PoC Solution

SoftwareSIMsUSB ModemsAnalyser

Data Point PortalAlere SIMsModemsAnalyser

24x7 Technical Support

Service Level Agreement

Legal Contract

Training & Documentation

Software Updates & New Features

Commercial Solution

This is fake test data!

Stock Management

The Heart Breaker

• Did you notice?

• No “patient” option!

• Patients don’t have access.

• Even clinician / device operator may not have access.

• BUT it’s still helps and adds value for the patient!

Connectivity Benefits

Customer Challenges

How many Analysers are working?

What errors do we see?

What is our error rate?

How many tests is a site performing?

How are my operators performing?

What value am I getting from my testing programme? What is the cartridge

consumption at sites?

Don’t just focus on what extra you can sell

You don’t have to sell something extra stuff for your thing to make it worth connecting.

IoT Buzzword Bingo

http://blog.tinamous.com/2014/11/03/iot-bingo-cards/

Data Point – Dull Technologies!• Small Data• SQL Server• ASP.Net MVC + Web API• FTP, VPN, CSV, PDF• On Premise servers• No upsell

Challenges – Device

• Stuck with horrible protocols (ftp)• Medical device needs certification• Device team not connected to connectivity team• We got what we were given• Only sends when the operator presses send.

Challenges – Customer

• Device allocation / Movements• Data trust – Date time default or changed on device• Reports, reports and more reports• More than just software and hardware• Understanding legal issues• Some customers don’t want data to leave the

country.• Ftp actually useful for customers!

• Poor internet connectivity – demos difficult

Conclusion

• Should you connect it? YES!

• Adds value to existing products and get benefits you didn’t expect

• It doesn’t have to be massive scale, sexy protocols, big data or use machine learning

Takk!Questions:

@TinamousSteveSteve@Tinamous.com

Visit AlereHiv.com for more details on usage