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IOT DISCUSSION
JULY 2016
Go-To-Market Position: Connecting People, Machines and Data
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Confidential
Customer-centric IoT solutions that drive brand loyalty & revenue growth
CustomerOwnership
CustomerBehavior
ProductHealth
RemoteDiagnose
CustomerLoyalty
Actionable Insights based Predictive Analysis
Market position for offerings.Most service providers arefocusing on product-centricdevice strategies.
IoT/CV Implementation
MobileVoice Email Chat SMS Social
Commerce & RevenueManagement
Payment ProcessingTaxationPayment Bank IntegrationRevenue Distribution
Customer Experience &Technical Support
Telematics Contact CenterTech SupportCustomer SupportCRM Integration
PartnerMS Azure IoT Suite POC – CV + Mobile Solution (JAPAC)
Web/Mobile App
Document DBStorage Blobs
Logic AppsLogic AppsEvent HubStream
AnalyticsIOT Hub
Power BIAzure ActiveDirectory
ConnectedDevices
IoTPortal Suite
Consumer PortalUsage-Based MarketingRetention MarketingAcquisition MarketingOmni-ChannelAdvanced Analytics/BigData
Acquisition MarketingRetention MarketingSubscription MarketingConsumer PortalShopping CartAnalyticsOmni-Channel With DigitalMarketing
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Confidential
Integrate your marketingplatform
IoT Solutions (Automotive Connected Vehicle Example, e.g. BlueLink)
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Confidential
Commerce &Rev Mgmt
Payment ProcessingTaxationPayment BankIntegrationRevenue Distribution
CustomerCare
Telematics ContactCenterTech SupportCustomer SupportCRM Integration
Storage DB
EventHub
StreamAnalytics
DeviceHub
EnterpriseBI
IdentityMgmt
Portal / MarketingSuite
Consumer PortalUsage-Based MarketingRetention MarketingAcquisition MarketingOmni-ChannelAdvanced Analytics/BigData
WirelessConnectivity
DeviceMgmt & Gateway Hub
CRM /Subscription
MgmtPackaging & PricingCustomer Mgmt/DataVehicle DataSubscriber Data
OEM CRMSystem
Customer CRMVehicle DataSales & ServiceCustomer PreferenceReporting
OEM ContactCenter
Customer SupportTechnical Support
PC
IC
ompliant
Screen-pop
Data
Sync
OEM Environment
Mobile
Voice Email Chat SMS
Social DigitalOmni ChannelMarketingConsumer PortalAgent PortalOEM PortalShopping CartDashboardAnalytics
Monthly HealthMonitoring &
reporting
OnlineCommerce
Safety &Emergency
ServicesPOI Services
LocationTracking &Marketing
OEM/TSPProvider
ProvisioningVeh. Crash NotificationCV Services
Solution Functionality (Built)
Confidential
Device Gateway Hub - Hub Managing/Communicating with Connected Devices – Enterprise IOT Hub• Device Master - Master record for each device designating subscribers and features enabled (typically stored in the Operational
Data Store). In the case of connected vehicle these records will include, year, model, trim, accessories, and color of the vehicle thedevice is in.
• Operational Data Store - High speed, high uptime, real-time database used by apps and the vehicle to validate if a given user has avalid subscription for a given feature to be accessed or performed.
• Device Management - Responsible for interacting with the devices to facilitate self registration and configuration of the devices tosupport the features indicated in the Device Master and Operational Data Store.
• Device Security - Responsible for enforcing the device and network security policies such as network segmentation, virtual privatenetwork, and device keys.
• Message Encryption - Responsible for enforcing the message encryption/decryption policies such as MD5, sequencing, tokens,and keys.
• Device Commands - Responsible for receiving requests from the vehicle and Subscription Management System, validating,authenticating, authorizing, translating, encrypting/decrypting, sending, confirming receipt, processing confirmation, and retrying perbusiness needs.
• Event Processing - Responsible for monitoring the sending and receiving of messages to the deice and subscription managementsystem and triggering actions based on predefined rules. For example a corrupt automatic crash notification (ACN) message from avehicle can trigger an alert to the call center to check the location of the vehicle and if the device fails to respond the agent can thenlook up the last geo location in the wireless network and then dispatch emergency personnel to that location.
• GEO Location - Routinely receives and logs the device geolocation in the Operational Data Store to be utilized by services likegeo-fencing, speed alert, and opt-in data clients.
• Data Collection - Responsible for querying, collecting, and logging the data utilized in marketing, opt-in data clients, and internalengineering.
Solution Functionality (Built)
Confidential
Subscription Management Functionality• Customer Master - Maintains the contact details of the various subscribers of services. Details range from name, address, email,
phone, twitter handle, FB reference, preferences, and apps installed.• Product Catalog - Maintains the product names, durations, prices, features, and revenue recognition rules for subscriptions as defined
by the marketing department by a myriad of elements such as year, model, color, accessories, and owner going as finite as by VIN.• Product Validator - Validates that any subscription products selected meet the defined business rules for pre-requisites of base
subscriptions and time.• Subscription Management - Manages the start and end dates of subscriptions including their transition from trial to paid and timely
renewal.• Promo-codes - Manages the inventory of approved promocodes to discount by price or extend duration.• Feature Master - Manages the inventory of available features by year. Model, trim, and accessories to ensure only compatible
features are represented or assigned to subscriptions.• Order Orchestration - The Subscription Management System initiates and monitors the features requested as they are sent and
provisioned on the Gateway/Hub and subsequently to the device to ensure billing and revenue recognition do not commence until theservice is working correctly and available for use.
• API Integration - The Subscription Management System provides the capabilities to provide API access including conversion andtranslation from REST to SOAP, SQL, and Proprietary protocols.
• Call Center Screens - The Subscription Management System provides the screens used in the contact center to support emergencycalls, information calls, and roadside assistance calls.
• Knowledge Base - The Subscription Management System serves and manages the contact center knowledge base to ensureanswers to frequently asked questions are always at hand and quickly accessible.
• Trouble Ticketing - The Subscription Management System serves and manages the trouble ticketing system used to track customerand subscription issues through to resolution.
• Credit reason codes - The Subscription Management System stores and manages the credit and cancellation reason codes whichcan be shared for reporting and analytics.
Solution Functionality (Built)
Confidential
Billing and Revenue Management Platform• Billing Master - The Billing and Revenue Management System stores and maintains the billing relevant details such as
taxation nexus, payment tokens, and billing history.• Card Tokenization - The Billing and Revenue Management System provides the PCI compliant mechanisms to securely
capture and tokenize credit and other payment methods and then use those tokens to collect payment.• Payment Processing - The Billing and Revenue Management System manages the payment collection process from
triggers to send pre payment collection reminders and payment method update reminders, transmitting the paymentrequests to the payment gateway, triggering payment success/failure emails, payment retries, and feature disable fornon-payment.
• Retry to Write-off - The Billing and Revenue Management System manages the payment retry process and relevantcommunication triggers through to write off.
• Tax Calculation - The Billing and Revenue Management System manages the storing and update of tax tables forcommunications and sales tax and provides an API that provides the applicable tax for a given amount in a specific taxjurisdiction.
• Tax Reporting - The Billing and Revenue Management System can maintain a log of tax calculations and then reportthem out by tax jurisdiction to be used as back up for sales/communications tax remittance.
• Revenue Settlement - The Billing and Revenue Management System can calculate and track revenue sharing forsubscriptions based on billing or payment receipt.
• Revenue Recognition - The Billing and Revenue Management System stores and manages the revenue recognition ofthe subscriptions and payments to ensure accurate and concise GAAP accounting.
Solution Functionality (Built)
Confidential
Reporting• Revenue - The Billing and Revenue Management System provides concise and accurate reporting of revenue
recognition per generally accepted accounting procedures (GAAP).• Transactions - The Billing and Revenue Management System can provide reporting by transaction including processing
fees.• Credits - The Billing and Revenue Management System can provide reporting of credits and promocodes by use and
monetary value.• Processing - The Billing and Revenue Management System provides reporting of the processing fees incured for all the
various entities involved.• Payouts - The Billing and Revenue Management System provides the reports of revenue sharing payouts.
We will integrate this with your marketing platform for marketing campaigns and channel management.
Useful Market Info
IoT Market Structure and Major Players (2016)
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ConfidentialSource: ABI Research
IoT Market Structure Value
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ConfidentialSource: ABI Research
• In 2024, total market value from IoT is estimated to reach $400B with global CAGR of 42%.• Market value from data processing/specific added value services could be almost x3 bugger
than cloud and hardware values combined.
IoT Market by Type
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ConfidentialSource: ABI Research
IoT Market by Type
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ConfidentialSource: ABI Research
IoT Services Spend by Industry (2013-2020; Millions of Units)
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ConfidentialSource: BI Intelligence
IoT Units Installed Base by Category & Subcategory (2013-2020; Millions of Units)
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ConfidentialSource: BI Intelligence
IoT Estimated Business Revenue from Software and Services
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ConfidentialSource: BI Intelligence
Projected Business Model Changes due to IoT (by 2020)
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ConfidentialSource: Forbes
IoT Spend by Major Industry (Percent of Revenue)
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ConfidentialSource: Forbes
IoT Spend by Major Industry
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Confidential
Average Spend on IoT
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Confidential
IoT Value Chain – Estimated Value Contribution by Category
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Confidential
Technologies that will have the greatest impact in driving business transformation
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Confidential
IoT Benefits/Challenges
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Confidential
IoT Monetization Opportunities
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Confidential
The Most Active IoT Investors
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Confidential
VC’s ranked by unique IoT investments 2010-2015