a*star i2r sme engagement strategy

ConfidentialConfidential

Introduction to I2R

Productivity Dept.

SME Engagement

Strategy

Tan Guan Hong

January 2016

Confidential

Growing in a Blue Ocean

Market• Identify Demand &

Supply Eco-system

players

• Lower Ownership

cost

• Proven & Reliable

Technologies with

after Sales support

2%

98%

Market usage

Use

Don’t

BLUE Ocean

RED Ocean

Direction

Confidential

Strategy for SME Adoption

Create Market Demand by SMEUsers using

POC to promote awareness in improving

Productivity

When there is Market Demand, SMETech

and SMEStartUp will be keen to create

supply of Applications for SMEUsers

All Start Ups are SMEs but not all SMEs

are Start Ups (Approach is Different)

Confidential

1423

60

45

120

302

172 (Projected FY15)

0

50

100

150

200

250

300

350

FY 09 FY 10 FY 11 FY 12 FY 13 FY 14 FY 15

Number of Industry Project with SMEs

SME Engagement Track Record

FY09-FY13

Total: 262 Projects

Average 66 Projects/ Yr

131 Companies

92 @ Nov 15

TAP

start

Operate like a Start Up company !

FY14 Total:

302 Projects

Confidential

• Government is committed to supporting the growth of SMEHighTech

• Need to grow such SMEs. Our pool of Technology-based

companies is still relatively small, comprising of just 7 % of all

Enterprises (183,400 SMEs)

• These SMEs internationalize relatively early in their development

Singapore needs more outward looking SMEHighTech

Minister for Trade

and Industry

Lim Hng Kiang

2 July 2014

https://www.mti.gov.sg/NewsRoom/Pages/Mr-Lim-Hng-Kiang-at-Semicaps-25th-Anniversary-Dinner.aspx

Confidential

2013

Number of

Employment

(M)

Economical

Value Added

($B)

Value Added/

Employment

($K)

SME 2.2 162 73.6

Non-

SME 1.1 168 152.7

Source – SingStats

Value Added Comparison

Non-SME

SMEis 2.07 !

Our Local SMEs need

more help than MNCs to

increase their

Value Added / Employee

Confidential

Source : http://www.singstat.gov.sg/statistics/visualising_data/Singapore-Economy20052014.pdf

SMEs impact to Locals

Make up 99%

of enterprises

Employ 7 in 10

employees

SMEs are 99% of Enterprises &

Employ 70% of Locals

Confidential

TRL: 1 2 3 4 5 6 7 8 9

IP created suitable for

MNC- TRL 4 & below

SME

requirement

- TRL 7 to 9

Local Companies need higher TRL

Confidential

Two Main Clusters of SME

Demand : SMEUsers are End Users who

benefit from the Application of

Technologies

Supply : SMETech are Technology

Licensee &/ SMEStartUp who develop

Application for End Users of

Technologies 7 % of SMEs

93 % of SMEs

Confidential

Food Manufacturing

Construction

Precision Engineering

Retail

POC Design

& Short

Term support

Private Sector

Create

Demand

Create

Supply+ T-UP

Government Sector

as Lead User

A B C

Main

Contractors

Aerospace

SMETech

Marine

Deployed well

tested POCs

before large scale

deployments

POC

SMEUsers

High TRL

Strategy growing SME Eco-System

TD Pipeline projects

- IoT Construction

- Silt Monitoring

- VTO2

Support SMEs to grow their

Capabilities and Scale up

Phase #1Phase #2

High TRL Technologies

- IoT

- Camera as a Sensor

• Create Branding & Marketing

to create Awareness

• Leverage of IoT Eco-system

• High Visibility in News using

3rd Party Validation

Confidential

SME Strategic Partners

Trade Association for IoT and Robotics

Singapore Industrial Automation Association

Exhibition and Conference Organizer

Singapore Expo (Temasek Owned)

Next IoTAsia in China (Chengdu) 4Q16 and India 2Q17

Major Events for I2R Industry Branding and Outreach

Confidential

Strategy for Phase #1

Use RTGs to address immediate needs of SMEs with

Branding, Marketing & Outreach for Rapid Adoptions

Virtual Try On (VTO)

Snap2Tell

Intelli-Signage

Use SMETech (System Integrators &/ Licensees) to construct

and support RTGs for 12 months only

Use of SPRING ICV Grants to defray to cost of adoption by

SMEUser

Phase #1

Confidential

High Volume, Low Mix Projects

• End Goal

– Upgrade Capabilities of SMEUsers

– Up-Skill/Re-Skill Workers

• Approach

– Use High TRL

– Clear Market Demand

– TAP TI-Funded Pilot Deployment

– Order Fulfillment

and Deployment by SMETech

– Train staff with start up ambitions to

market RTGs on Marketing and selling

skills

Unit Head Dr G.H. Tan

Admin Support Janice Chan

Project Management

K.H. PoonTang Pak Kay Dennis Quek

Beevi (4)

Technical Support

Devon Ho

Operational Model

Phase #1

Confidential

Camera-as-a-Sensor

Snap2Tell Alive for Mass

Events

• Deployed in Celebrate SG50

with 100,000 downloads

• Adopted by:-

2 SMEs

4 Government Agencies

Phase #1

Confidential

Camera-as-a-SensorSnap2Tell Alive for

Training• Jumbo Sea Food

o Culinary Skill Training

• Security Industry Instituteo Capture and Transfer

of Experience

• Swee Lee Pte Ltdo DIY Guitar Tuning

Techniques

Phase #1

Confidential

Social Media Monitoring

SaaS by SME Tech for SME Users

• extracts topics from conversational data from online and social media and analyses their tonality and sentiments that are critical to businesses

Deployment

• 1 Licensee

• 2 deployments

IoT

Confidential

Funding Support

• PACT

✓ - MNCs

✓ - SMEs

Projects Characteristics

• Small Enough to Pilot Test &

Debug

• Big Enough to Showcase

• Asia Market to grow

externally

Strategy for Phase #2

Intelli-Signage

Snap2Tell

VTO

PU

B

SM

RT

SM

E

High Volume,

Low Mix

High Mix,

Low Volume

R&D

Investment

Model

Rapid

Development

Model

Funding Support

✓SPRING –

SME

✓Pilot –TI

En

gin

eeri

ng

Dep

art

men

t

Productivity Department

Quantity

Techn

olo

gy Phase #2

Confidential

I2R Core Funding &

Grants

ETPL GAP

TRL: 43 65 7 8 9

Research CommercializationDevelopment

HLT

CSI

DAD

NBT

ITS

Ocular

Robotics

Satellite

SMP

VC

…

…

Research 2 Development 2 Commercialization (RDC) Strategy

Quality, Reliability, Version Management,

Repeatability, Documentation, Pre-Production

Tests

Research Focus > Engineering Focus >

100 Projects 30 Projects 10 Projects

$X / Project $10 X / Project $100 X / Project

Known

knowns

Known

unknowns

Unknown

unknowns

Low

Financial

Risks

High

Financial

Risks

Economical

Impact with

Propagation

Effect

SPRIN

G TAP

T-Up &

TAP

SME Translation Center

• High TRL Prototypes/Demos

• Training

• T-Up staff to SMEs

• Leverage external Development Capacities

• Leverage on existing Platforms to SMEs & Start ups

A*STAR SME Office

SPRING/IDA

(e.g. CIP, ICV /

iSPRINT

Deployment by

SMETech

Confidential

Gov as End Users (PUB, NEA)

External

(Khean Chye)

Internal

(Daniel Mok)

Director(G.H. Tan)

High Mix, Low Volume Projects

Project Objective

Groom SIs/SMEsTech

Project Characteristics

Limited Players

High Intensity of Work

TAP’s TD Funded

Use Case known but

No Clear Market Yet

Operational Model

Phase #2

Confidential

Government as Lead User

Case Study

Phase #2

Confidential

Silt Monitoring (Water Quality & Quantity)

Contractors required to

monitor discharges from

construction sites

Contractors & Developers

have to keep waterways free

from mud

Help to Monitor Water Quality in Singapore

Silt

X

Demand

http://www.pub.gov.sg/ecm/Pages/default.aspx

Wate

r Level

Canal D

epth

Confidential

Silt Monitoring

Confidential

Silt Monitoring

• Imaging System Automatically monitors

CCTVs 24x7 for silt discharges

• Alerts when Silt discharges are detected

Many CCTVs

Over 500 construction

sites!

Analytics Dashboard for

CCTV monitoring

CaaS & IoT Solution

Confidential

Upd

ated

:

17/1

Pg

24

Silt Imagery Detection

System goes Live on

1 Feb 2016

12 November 2015

Mainstream newspaper

article on SIDS with PUB

Silt Imagery Detection

System goes Live on

1 Feb 2016

ECM Code of Practice

Confidential

ECM Eco-System

A*STAR Technology

embedded into PUB’s ECM

Code of Practice

Confidential

From: "Ridzuan ISMAIL (PUB)" <[email protected]>

Date: Thursday, 24 December 2015 11:09 am

To: Khean Chye Goh <[email protected]>

Cc: Tan Guan Hong <[email protected]>, "Soon Leong CHUA (PUB)"

<[email protected]>, "Hock Lai QUAH (PUB)" <[email protected]>

Subject: RE: PUB projects

Message Classification:Restricted

Dear Khean Chye

Thanks for your note. Generally, I am ok with the pitch, but I have some suggested amendments, more

for the accuracy/ nuancing.

The SIDS enables PUB to monitor the effectiveness of ECM measures implemented at the construction

sites to safeguard our critical water resources.

It also helps to minimize the manpower needed by some 800 contractors presently to monitor the ECM

on their sites and,

Eventually, it will also be shared with government agencies involved in development projects, such as

HDB, LTA and JTC, as well as other major private developers, so that the ECM on their sites may be

monitored more effectively.

Ridzuan Ismail Director Catchment and Waterways Department tel : 67313547 fax : 62359550

Email from PUB to inform scale up to PUB’s 800 contractors and then

later to other contractors of HDB, LTA and JTC

mailto:[email protected]





Confidential

Key sectors for next tranche

Sector Relevant Technologies

Snap2Tell VTO Toilet

Monitoring

Intelli-

signage

Silt

Monitoring

IoT

Construction

Retail

Hospitality

F&B

Constructio

n

Confidential

Helping SME to grow outside Singapore

Technology

Support Who

Grants CDG for Local

Expanding Overseas or

Test Bed Opportunities

Man Power

Bank Financing

Confidential

An SME has to navigation through Agencies for support….

Support :-

Build Capabilities to grow

Showcase Test Beds to Pilot Innovation Projects

Build Brand outside leveraging on Singapore Brand

Financing to grow Externally in Asset Light Company without Collaterals

Need a SME Business Platform to help them grow outside Singapore

Obstacle Race

Exhausted

SME

Competitors

protecting

their tuff

Confidential

IoT Eco-system

High

Processing

Low Power

Small Form

Factor

Embedded

Platform

ZigBee

Wi-Fi

3G/LTE

Communications

LoRa

Bluetooth

Customed

Design

MS

Azure IoT

IoT Cloud

System for

Data Sharing

Humidity

Temperature

0 Lux Camera

Application

Specific Sensors

Infra-Red

Strain

Rain

Light

….

Applic

ations

MNC MNC MNC MNC

Economy of Scale will Drive Awareness Up & Prices down

Branding,

High Customer

Engagement &

Financial Firewall

IoT Technology Platform

Branding,

High Customer

Engagement &

Financial Firewall

SM

ETech

no

log

y

SM

EU

sers

PACTStrong

MNC

Branding

Confidential

Customed

Design

MS

Azure IoT

IoT Cloud

System for

Data Sharing

Rational of having Customed and MS Azure IoT Cloud ?

For Large Organization with clear

Business case, jumping into MS Azure

IoT is better as no migration issues

• Use Proven IoT system by SMEUser to do a Pilot IoT project to help companies to

be aware IoT applications and train their staff.

• Base IoT system can use without any support. Display is simple and data is

downloaded in .csv file.

• When Company wants to host the system in their own server, we license to them

source code as a base

• Train a group of SMETech to understand the codes and modify for the SMEUser

• This is for small IoT systems up to 100 Nodes. Once the SMEUser is confident that

they can make a business case, then they can invest in a more professional

system with confidence. They now can specify their requirements better to call for

SMETech to quote

• If Project does not meet their IoT requirements, risk of failure is low then without

large investments.

106

103

Nodes

IoT Technology Platform

Confidential

Partners

IoT Business Platform

Partners

Partners

• Leverage Proven MS Channel Partners

whom MS has validated over the years

• Look at Value rather than at Cost alone

• Eco System growth

• Recruit ASEAN staff where SME intents to

expand next

Confidential

• Expand IoTAsia as a Business Platform

• IoT SMEs to come together

• Singapore Smart Nation before going

Overseas

• Small Enough to Pilot Test & Debug

• Big Enough to Showcase

• Asia Market to grow externally

Next IoTAsia in China (Chengdu) 4Q16

and India 2Q17


Confidential


Confidential

Confidential and Copyright 35

Founding Members:


Confidential


Confidential

• IoT SkillsFuture Training

• IoT Pilot Project for SMEs

• IoT Job Opportunities

• IoT SME Recruitment

• Interns and Part Time jobs

• Technical and Business Staff

• Students as IoT Trainers in Hackertons

IoT Man Power PlatformIoT Eco-system Skill Development

Confidential

When SME grows outside Singapore,

there is no Banking Facility to

support Project Financing except

only on Assets. But IoT is Software

and Intangible Assets

This is a Work In Progress as No

Strategy yet !!!!

IoT Financing Platform

Confidential

Financing Platform

Partners

Partners