keynote: 11:00 am –11:20 am iot buyers stand up to be …...
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Session I: 11:25- 12:35 pm Software Platforms Allow for New Models
Session II: 1:00 pm- 2:10 pm Hardware Unveils Advanced Efficiencies
Keynote: 11:00 am – 11:20 am IoT Buyers Stand Up to be Counted
Platinum Sponsor Gold Sponsors
Session III: 2:20 pm- 3:30 pm Connectivity Options Multiply
Partners
IoT Buyers Stand up to be Counted!
Keith KreisherExecutive Director
IoT M2M Council
Keynote Speaker
www.iotm2mcouncil.org
The International M2M Council
Mission:
Increase M2M deployments by proving the business case for the IoT.
• Operational since early 2014, the IoT M2M Council is a global trade
association that currently has 19 Sustaining Members, including some of the
largest and most influential companies in the M2M ecosystem. IMC
Sustaining Members join the group for the following reasons:
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Sustaining Members join the group for the following reasons:
– Adopter Outreach Programmes – exclusive access to the largest cross-
vertical group of M2M Adopters (enterprise users) ever assembled.
– Global Channel Relations – Sustaining members include global telcos,
the world’s largest chip-maker, a top-three module maker, and more.
– Thought Leadership – the IMC already produces news, business content,
and organic research on a global scale, shaping the industry agenda.
IMC Sustaining Members
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IMC Adopter Members
• Adopters are OEMs and enterprise users that qualify for IMC membership
as associates by providing demographic info. The IMC now has close to
10,000 Adopter Members and gains roughly 300 new ones weekly, making
it the largest and fastest-growing organisation in the M2M/IoT sector.
Adopters join to gain access to IMC content and interaction, including:
– Weekly, vertical-market newsletters in their field, now published for
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– Weekly, vertical-market newsletters in their field, now published for
energy logistics, healthcare, retail, building & construction, and smart
cities, while transportation and manufacturing have just started.
– The IoT Content Library, including over 50 case studies, plus white
papers, blogs, and more, all organized by vertical markets.
– Access to the IMC Membership Directory, where all members can
speak directly to each other via “in-mail”, much like LinkedIn.
IMC Adopters – IoT Buyers
All IMC Adopter Members register through inbound programmes. We don’t recruit – they come
to us, resulting in high engagement – average 30% open rates on IMC push content!
3M Healthcare | UK | Business Mgr
ABB | Belgium | Group SVP
Airport Authority HKG| PRC | Control Engr
Bechtel| USA | Sr Purchasing Spclst
Beiersdorf AG | Germany | Chief Scientist
E.On | UK | Ports & Shipping Manager
GE Water/Process | Belgium | Tech Leader
Grupo ACS | Spain | Engineer
GSK | USA | China Procurement Head
Fedex | PRC | Technology Svc Advisor
National Grid | UK | Director of Regs
Pakistan Railways | Pakistan | Chief Engr
Panalpina | UK | Head of Retail-Fashion
Parker Hannafin | USA | VP Tech & Innov
Philips | USA | Sr Dir Clinical Science & Rsch
BMW | Germany | Innovation Manager
Bombardier| Canada| Principal Engr Spclst
Bristol Myers | USA| CMC Documntn Mgr
Carrefour | Saudi Arabia| GM Food
CEVA Logistics | UK | Transport Supervisor
China Comm Const Corp | PRC | Business Mgr
Coca-Cola | Argentina | Innov & Supply Chn Dir
DHL | USA | Global Dir Safety Environment
Dole Food Co | USA | Head of Process Innov
DSM | Germany | Sr Energy Program Mgr
Ford Motor Co | UK | Transport Manager
Hyundai | India | Mgr of Operations & Sales
Ingersoll Rand | India | Mgr Testing & Reliability
Interlink China | PRC | Managing Director
Itron | USA | Director Business Development
J&J | Singapore| VP Strategic Business Systems
Johnson Controls | USA | EVP Ops & Innov
Kautex Textron | Belgium | Supply Chain Mgr
Kuehne & Nagel | USA | Director
Mitsubishi Corp | Japan | Chf Engr, New Energy
RWE | UK | Asset Strategy Mgr
SAIC | USA | Director-Smart Grid
Saudi Aramco | USA | Petroleum Engr
Sdv Logistics | France | Transport Dir
Siemens | Germany | Project Technical Mgr
Tata Group | India | Mgr Plant Engineering
Tesco | Thailand | Non-Food Commrcl Dir
UPS | USA | Global Solutions Director
US Dept of Defense | USA | Suprv Civil Engr
Wal-Mart | Guatemala | Logistics Mgr
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IMC Adopter-Member Demographics
600800
100012001400160018002000
IMC Adopters come from 25
different end-use product/service
Sampling of End-Use Products/Services
0200400600800 different end-use product/service
categories, including multiple
subsectors of the following…
• Logistics
• Retail
• Smart Cities
• Building & Construction
• Transportation/Automotive
• Energy
• Healthcare
• Industry
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IMC Adopter-Member Demographics
26%
16%
17%
7%6%
Geographic Regions
Europe
N/C America
M East /Africa
18%
23%53%
6%
Organisational Level
C-Level
VP / Director
Manager
Other
28%16%Asia
S America
Oceana
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• The IMC targets eight broadly categorized vertical markets – Healthcare,
Logistics, Retail, Building & Construction (including connected home),
Public Infrastructure (smart cities), Transportation (including connected
car), and Industry (including manufacturing) – broken into 25 subsectors,
and obtained fairly even membership distribution.
Conclusions on Base Demographics
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• The Middle East and Africa are over-represented, while (especially) Asia is
under-represented among the associates – English-language skew?
• Quality is solid – over 40% of the Adopter Members are at the director
level or higher, and fully 18% label themselves as “C-level” – 76% claim to
have direct participation in the buying process for M2M deployments.
Operations Dominates Adoption
45%18%
11%
4%
Principal Job Function
Operations
Marketing / Sales
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22%
18%
Product Devel / Design
IT / Data Mngmnt
Finance
It’s “Ops” Across Verticals
20
25
30
35
40
45
Finance
IT/Data Mngt
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0
5
10
15
20Sls/Mktg
Operations
Product Devel
Verticals: Who’s Buying What?
30
40
50
60
70
Cellular
Connectivity
Modules /
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0
10
20
30Modules /
Hardware
Software
Platforms
• A significant plurality of people (close to 50%) that serve markets as diverse
as “automotive telematics”, “health insurance”, and “agribusiness” self-
identify as operations. This is surprisingly consistent across a wide range of
vertical markets – 22 of 25 subsectors tracked by IMC fit this profile. [Only
three subsectors in the Retail industry were exceptions – semantic issues?]
Conclusions on Vertical Markets
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three subsectors in the Retail industry were exceptions – semantic issues?]
• IMC Adopter communities are not reflective of market size or opportunity,
but they are reflective of market profile with excellent statistical
significance. Hence we can conclude that, in a sampling of the 25 vertical
sub-sectors, the connected car market is relatively more “active” than fleet
management, smart meter manufacturing is more active than utilities,
health insurance more active than medical device manufacturing, and
agribusiness more active than manufacturing.
3% 10%7%
Where IoT Adopters go for
design/implementation services
In-House
Systems Integrator
In-House Implementation Dominates
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48%
32%
3% 10% Systems Integrator
App Developer / ISV
MVNO/Other Comm
Provider
Telecom Carrier
50
60
70
80
Wireless Connectivity Grows
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0
10
20
30
40
50
Cellular Satellite LP WAN Short Range Ethernet/Fixed
Now
In 3 Yrs
140
160
180
200
Cost Reduction Less Important
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0
20
40
60
80
100
120
Reduce Ops
Costs
New Revenue Customer
Req's
Comply
w/Regs
Now
In 3 Yrs
Trend Towards Bigger Projects
50%
60%
70%
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0%
10%
20%
30%
40%
˂ 1K 1K - 10K 10K - 100K 100K -
250K
˃ 250K
Now
In 3 Yrs
• IoT Adopters tend to buy systems-level software and connectivity, less so
components. IoT Adoption today is largely implemented in-house. Cellular
carriers are not generally recognized as a primary contact when starting
deployments.
• The reasons for deploying IoT solutions will undergo significant change in
Conclusions on Future Direction
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• The reasons for deploying IoT solutions will undergo significant change in
the near term – moving away from cost reduction, and towards generating
new revenue streams and meeting regulatory requirements.
• There is big movement towards larger deployments – the IoT sector
appears to be moving away from deployments of 1,000 devices or less.
Extrapolations on M2M Adopters
• M2M Adopters at the enterprise level tend to come from operations, and
therefore one might say that they are less likely to be technical in ways
that are recognized by “insiders” to the M2M/IoT sector.
• Every sector is different, but there is significantly more conformity
between M2M Adopters from different vertical markets than we would
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between M2M Adopters from different vertical markets than we would
have recognized – maybe there is an “IoT Community” after all.
Methodologies
IMC Membership TabulationsData presented on slides 7, 8, 10, 11, and 12 are direct tabulations taken from IMC Adopter
Member data points – 10,233 separate registrations as of 29 July 2015. The information is
provided by Adopter Members themselves, and is “cleansed” of obvious false information,
but results are not independently audited.
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IMC Survey ResultsData presented on slides 14-17 are tabulations taken from an IMC Adopter Member survey,
conducted by Beecham Research, which was completed on 16 February 2015, with a total
of 197 respondents. The information is provided by Adopter Members themselves, and is
“cleansed” of obvious false information, but results are not independently audited.
What’s next for the IMC?
Adopter Buyers’ IndexA quarterly survey of IMC Adopter Members buying patterns – including purchasing plans
projected for 6-, 12-, 18-, and 24-month periods – will be conducted quarterly, with the
intention of producing trends in buying plans as a leading indicator for the IoT sector.
Training / Certification
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Training / CertificationAs another form of rich interaction with Adopters, the IMC will use the quantitative data that’s
been collected here (and in the future) to develop a professional curriculum for project
management in IoT/M2M deployments. This will include an IMC certification.
More, Deeper ContentPlans call for development of new M2M/IoT case studies that are deeper than what’s been seen
in the industry, special reports on security and other new technical development areas, and
deeper surveys of the IMC Adopter communities.
Presenter, More Info
Keith Kreisher
Executive Director, International M2M Council
Keith Kreisher heads the London-based IMC, the world’s largest and fastest-
growing professional organisation for M2M and the IoT. He is also director
of the US-based M2M Zone exhibition. Mr. Kreisher has held senior
marketing management positions at business information companies
such as McGraw-Hill, Reed Elsevier, and Advanstar Communications.
For more Information:
The IoT M2M Council
16 Sussex Street
London SW1V 4RW
United Kingdom
tel: +44 20.7596.8777
email: info@iotm2mcouncil.org
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