monetize the iot: show me the money - licensinglive€¦ · quantified self -ehealthcare...

Monetize the IoT: Show me the Money

Kevin Coyne - VP Product Marketing, West Corporation, Safety Services

Todd Steel - Director, Product Management in the Software Monetization division at Gemalto

Chris Kocher - Founder and Managing Director, Grey Heron

10 Key Areas Driving IoT Ecosystems

Smart Cars

Retail Stores

Quantified Self - eHealthcare

Connected HomesIntelligent Transportation

Agriculture 2.0

Smart Cities and eGovernment ($148B in ‘20)

Smart Buildings: Energy, Light, Security

Industrial Internet Utilities and Energy Grids

Chris Kocher [email protected]

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCI-u0v6f8MYCFYkQkgodeb0PnA&url=http://www.amazon.com/Bosch-1006VSR-8-Inch-Keyless-Chuck/product-reviews/B002ECEDE6&ei=SFewVY_qGImhyAT5-r7gCQ&bvm=bv.98476267,d.cGU&psig=AFQjCNESb8aDojyqsZQDLTbxEeNIbk0vzQ&ust=1437706212702507

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCI-u0v6f8MYCFYkQkgodeb0PnA&url=http://www.amazon.com/Bosch-1006VSR-8-Inch-Keyless-Chuck/product-reviews/B002ECEDE6&ei=SFewVY_qGImhyAT5-r7gCQ&bvm=bv.98476267,d.cGU&psig=AFQjCNESb8aDojyqsZQDLTbxEeNIbk0vzQ&ust=1437706212702507

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCP2Sq5q-6MYCFZIMkgodDG0JGg&url=http://www.wired.com/2013/02/fcc-wifi-connected-cars/&ei=OUWsVb2SJ5KZyASM2qXQAQ&bvm=bv.98197061,d.cGU&psig=AFQjCNG3f4DeOMpJuVtCkJdSC_r412uuug&ust=1437439479447526

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCP2Sq5q-6MYCFZIMkgodDG0JGg&url=http://www.wired.com/2013/02/fcc-wifi-connected-cars/&ei=OUWsVb2SJ5KZyASM2qXQAQ&bvm=bv.98197061,d.cGU&psig=AFQjCNG3f4DeOMpJuVtCkJdSC_r412uuug&ust=1437439479447526

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCI6vzPW-6MYCFZcTkgodqxAP5w&url=http://www.livescience.com/41807-incredible-tech-smart-homes.html&ei=-UWsVc7OAZenyASroby4Dg&psig=AFQjCNFhDJ2Q2y36akFatku5W8azzL9Wnw&ust=1437439713865957

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCI6vzPW-6MYCFZcTkgodqxAP5w&url=http://www.livescience.com/41807-incredible-tech-smart-homes.html&ei=-UWsVc7OAZenyASroby4Dg&psig=AFQjCNFhDJ2Q2y36akFatku5W8azzL9Wnw&ust=1437439713865957

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCLHJuuuU8MYCFZcriAod9cEPlw&url=http://www.whartonclubofcolorado.com/article.html?aid=324&ei=l0uwVfGhF5fXoAT1g7-4CQ&bvm=bv.98476267,d.cGU&psig=AFQjCNHIZTITOOfXGOf8Vfk5X7gxoWWt_g&ust=1437703424596634

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCLHJuuuU8MYCFZcriAod9cEPlw&url=http://www.whartonclubofcolorado.com/article.html?aid=324&ei=l0uwVfGhF5fXoAT1g7-4CQ&bvm=bv.98476267,d.cGU&psig=AFQjCNHIZTITOOfXGOf8Vfk5X7gxoWWt_g&ust=1437703424596634

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCNmnwMaV8MYCFQqkiAodbE8I3w&url=http://www.gig.com/blog/2012/07/31/peach-growers-in-california-farms-desperate-for-workers-to-pick-their-fruit-before-they-rot/&ei=VkywVdmkE4rIogTsnqH4DQ&bvm=bv.98476267,d.cGU&psig=AFQjCNFEHcF7fdsMX_3OT_3HbWVKTcbm3g&ust=1437703588745884

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCNmnwMaV8MYCFQqkiAodbE8I3w&url=http://www.gig.com/blog/2012/07/31/peach-growers-in-california-farms-desperate-for-workers-to-pick-their-fruit-before-they-rot/&ei=VkywVdmkE4rIogTsnqH4DQ&bvm=bv.98476267,d.cGU&psig=AFQjCNFEHcF7fdsMX_3OT_3HbWVKTcbm3g&ust=1437703588745884

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCPTIiIiW8MYCFZeciAod-BcJ6Q&url=http://netprowess.com/retail-stores-in-the-digital-age/&ei=30ywVbTdMZe5ogT4r6TIDg&bvm=bv.98476267,d.cGU&psig=AFQjCNHlf6rZXeP4sTJ364T5iltFZvPD0A&ust=1437703720699025

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCPTIiIiW8MYCFZeciAod-BcJ6Q&url=http://netprowess.com/retail-stores-in-the-digital-age/&ei=30ywVbTdMZe5ogT4r6TIDg&bvm=bv.98476267,d.cGU&psig=AFQjCNHlf6rZXeP4sTJ364T5iltFZvPD0A&ust=1437703720699025

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCPTsocqX8MYCFQyZiAodQ28HNg&url=http://www.elp.com/blogs/views-of-the-smart-grid/2012/04/the-smart-buildings-smart-grid-interface.html&ei=d06wVbTVBIyyogTD3p2wAw&bvm=bv.98476267,d.cGU&psig=AFQjCNEMYh5hmyYWdymevq1FBuwa1DwJDA&ust=1437704159025637

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCPTsocqX8MYCFQyZiAodQ28HNg&url=http://www.elp.com/blogs/views-of-the-smart-grid/2012/04/the-smart-buildings-smart-grid-interface.html&ei=d06wVbTVBIyyogTD3p2wAw&bvm=bv.98476267,d.cGU&psig=AFQjCNEMYh5hmyYWdymevq1FBuwa1DwJDA&ust=1437704159025637

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCOXIh7SY8MYCFRCUiAodUKcPWA&url=http://www.yelads.com/smart-city&ei=VE-wVeXOOZCoogTQzr7ABQ&bvm=bv.98476267,d.cGU&psig=AFQjCNELVwV4UVPSO0frLV98dSbNtG_xsw&ust=1437704374991134

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCOXIh7SY8MYCFRCUiAodUKcPWA&url=http://www.yelads.com/smart-city&ei=VE-wVeXOOZCoogTQzr7ABQ&bvm=bv.98476267,d.cGU&psig=AFQjCNELVwV4UVPSO0frLV98dSbNtG_xsw&ust=1437704374991134

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCOqp7cua8MYCFQ98kgodyEEMWw&url=http://faveable.com/articles/480/wearables-best-new-wearable-technology-trends-and-fashion&ei=n1GwVareK4_4yQTIg7HYBQ&bvm=bv.98476267,d.cGU&psig=AFQjCNEWphrYf7KayeLe3p_PyNEaLQnTwg&ust=1437704916392308

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCOqp7cua8MYCFQ98kgodyEEMWw&url=http://faveable.com/articles/480/wearables-best-new-wearable-technology-trends-and-fashion&ei=n1GwVareK4_4yQTIg7HYBQ&bvm=bv.98476267,d.cGU&psig=AFQjCNEWphrYf7KayeLe3p_PyNEaLQnTwg&ust=1437704916392308

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCKeQhqqe8MYCFUUVkgodihkCFw&url=http://www.leeds.ac.uk/info/125086/energy&ei=ilWwVaejIsWqyASKs4i4AQ&bvm=bv.98476267,d.cGU&psig=AFQjCNFc4DlLwARmSGPqI3tdPSgb-4UbJA&ust=1437705956379165

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCKeQhqqe8MYCFUUVkgodihkCFw&url=http://www.leeds.ac.uk/info/125086/energy&ei=ilWwVaejIsWqyASKs4i4AQ&bvm=bv.98476267,d.cGU&psig=AFQjCNFc4DlLwARmSGPqI3tdPSgb-4UbJA&ust=1437705956379165

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCPnUp-mf8MYCFUwbkgod4j4EDQ&url=http://www.thetruthaboutcars.com/tag/assembly-plant/&ei=G1ewVbnbKMy2yATi_ZBo&bvm=bv.98476267,d.cGU&psig=AFQjCNGTsQR4XFxq50m4XlObkGnB1fuqXw&ust=1437706303250258

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCPnUp-mf8MYCFUwbkgod4j4EDQ&url=http://www.thetruthaboutcars.com/tag/assembly-plant/&ei=G1ewVbnbKMy2yATi_ZBo&bvm=bv.98476267,d.cGU&psig=AFQjCNGTsQR4XFxq50m4XlObkGnB1fuqXw&ust=1437706303250258

Ecosystems Partnerships – Critical for Monetization

Technologies

• Semiconductors• Chip sets• Computers• Software• Apps• Networks• Cloud

Computing• Big Data • Predictive

Analytics• Machine

Learning• Computer

Vision

Platforms

• Internet• IP addressing• Cisco• Microsoft• Google• Intel• Qualcomm• ARM• Samsung• Gemalto• Citrix/Octoblu• Raspberry Pi• Arduino• Alljoin

Organizations

Retail StoresFactoriesFarmsTransportationEnergy UtilitiesHospitalsMilitaryIndustry AssociationsUniversitiesGovernmentsNGOs

Things

• Appliances• Homes• Buildings• Cars• Phones• Machinery• Planes• Buses• Fitness trackers• Cameras• Wind Turbines• Oil Rigs• Locomotives

People/Activities

• Health• Convenience• Travel• Shopping• Security• Entertainment• Cooking• Sleep• Exercise• Work• Planning• Operations

Business Models - Monetization


Link Monetization to Customer Value and Usage

• Better satisfy customers needs• Improve brand image/loyalty• Sell more of existing products• Sell new products/services• Increase ‘stickiness’ • Reduce churn – Increase LTV• Create new business models• Reach new markets• Be more competitive• Incent referrals• Price differently• Increase margins• Find new revenue streams

•Reduce costs•Streamline operations•Improve efficiency•Shorten cycle times•Minimize downtime•Improve safety•Shorten supply chain•Reduce inventory costs•Raise service levels for same cost•Eliminate wasted time, resources•Reduce labor costs•Remove ‘friction’•Reengineer operations•Reduce customer acquisition costs (CAC)

Cost Reduction Revenue Enhancement


http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCJjyl--f1MgCFc9ViAodR14NLQ&url=http://www.businessinsider.com/media-power-ranking-2010-9-17&psig=AFQjCNGwF9kltIe29AKYFgSaRi0guDWTFA&ust=1445540363488375

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRxqFQoTCJjyl--f1MgCFc9ViAodR14NLQ&url=http://www.businessinsider.com/media-power-ranking-2010-9-17&psig=AFQjCNGwF9kltIe29AKYFgSaRi0guDWTFA&ust=1445540363488375

The 4 Values (4V) Framework for Monetization

1. Vertical-Horizontal Integration

2. Value Creation

3. Value Migration

4. Value Delivery Systems


Key IoT Monetization Issues

Security and Privacy – an increasing threat• More devices, more distributed, more valuable data - offers new routes

for malware to penetrate systems, expose valuable IP…

Big Data, streaming off IoT - a huge monetization opportunity• Real time data collection and management to enable new subscription,

recurring revenue, per-use and other monetization models

Flexible, scalable products and biz models – a must • Advanced capabilities to easily scale, provision, update and manage

software and devices through remote feature enablement

Integration with existing ecosystems for ‘whole solutions’• Back office integration of IoT implementations with ordering,

provisioning, billing and support infrastructures


Company Confidential.

West Safety Services ©2016. All rights reserved.Company Confidential.

West Safety Services ©2016. All rights reserved.

Company Confidential.

West Safety Services ©2016. All rights reserved.

West, Safety Services at a Glance

• Industry-leading innovator of 9-1-1 solutions

• Mission critical voice and data services

• Secure data management, storage and analytics

• Customized solutions for regulatory compliance

• Trusted by governments and wireless carriers to deliver robust emergency communications

• Commitment to network stability, reliability and data integrity

• Safety services for enterprises and government entities

9

10

Smart Firefighting

11

National Emergency Services Ecosystem

12

Smart Public Safety Ecosystem

11/9/2016World of Watson 2016 13

DEMO

http://ec2-54-149-51-129.us-west-2.compute.amazonaws.com:8080/EAS/

http://ec2-54-149-51-129.us-west-2.compute.amazonaws.com:8080/EAS/

15

Start simple

Align with customer value

Focus on business model innovation, not just product

Extract value from adjacent markets

Bust internal, functional silos to build customer-focused solutions

Takeaways

Thank You!

monetize the iot: show me the money - licensinglive€¦ · quantified self -ehealthcare...

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