Iot Mag April 2018.Qxp Layout 1

IoT Now: ISSN 2397-2793 Q2 2018 • VOLUME 8 • ISSUE 2

TALKING HEADS Vodafone IoT's Stefano Gastaut says automotive and insurance services will lead the way to mega-scale IoT

MANUFACTURING SMART ENERGY TRANSPORT AGRICULTURE IoT GLOBAL NETWORK How better analytics are New efficiency for living, Connections for a IoT efficiency in Log on at transforming factories. working and playing. moving industry. the ﬁeld. Read our www.iotglobalnetwork.com See our Analyst Report at See our Analyst Report at See our Analyst Report at exclusive Analyst to discover our new portal for www.iot-now.com www.iot-now.com www.iot-now.com Report inside this issue products, services and insight

PLUS: 9 PAGE IoT IN AGRICULTURE INSIGHT REPORT • Tata Communications on why it has selected LoRa for Indian IoT connectivity • Just how smart are smart factories? • How to prove payback on Industry 4.0 projects • Why LPWA networks are opening the door for new IoT apps • eUICC Special Report: Why simpliﬁed, flexible connectivity is what IoT needs • BERG INSIGHT REPORT ON NB-IoT • News at www.iot-now.com 10 EUROS FOR10 YEARS FLAT RATE

1NCE IS ABOUT ENERGIZING YOUR BUSINESS

AND CREATING NEW OPPORTUNITIES IN AREAS YET UNCHARTERED. IoT CONNECTIVITY DISRUPTED

TALKING SMART HEADS 10 FACTORIES 40

ANALYST 59 REPORT 27 NARROWBAND-IoT

IN THIS ISSUE 16 INTERVIEW 42 CASE STUDY Tata Communications’ Anthony Bartolo Eberhard Klotz explores how to prove says cost, power consumption and ease Industry 4.0 initiatives can provide 4 EDITOR’S COMMENT of design are behind his company’s payback on investment George Malim fears he’s been given a selection of LoRa technology in India dumb meter 45 eUICC SPECIAL REPORT 5 COMPANY NEWS 20 AGRICULTURE Tracy Hopkins tells tales of the Wireless Logic Group acquires Mdex for 46 INTERVIEW ubiquitous connected cow encrypted communications, Verizon Stream Technologies’ Mohsen Shakoor launches connected vehicle brand and Robert Shah explain how eUICC is 24 INTERVIEW eliminating the need to manage multiple Sara Brown says that the range, cost and 6 MARKET NEWS contracts and orchestrate underlying power optimisation advantages of LPWA Accenture and Tomorrow Street systems collaborate to help late stage start-ups, are opening the door to new classes of IoT apps fog computing market to be worth 50 eUICC US$700m by 2024 Beecham Research’s Robin Duke- 27 IoT NOW INSIGHT REPORT – Woolley asks who needs eSIM for IoT? 7 PRODUCT NEWS SMART AGRICULTURE Soracom announces pay-as-you-go In the latest of an ongoing series of 53 INTERVIEW Sigfox connectivity, SAP Predictive specially-commissioned, independent, Aeris’ Evan Whitelock tells George Malim Engineering Insights enables digital asset analyst-written Insight Reports Fredrik how eUICCs can provide organisations management Stålbrand, a senior analyst at Berg with greater flexibility and control of 8 PARTNER NEWS Insight, explores how the agriculture their connectivity Harman and Groupe PSA work together industry is focusing on yield on cybersecurity, British Army recruits maximisation and cost efficiency enabled 56 eUICC ADVANCES Software AG to improve troop readiness by the precision technologies of IoT Peter Dykes assesses what is standing in the way of eUICC development 9 THE CONTRACT HOT LIST 36 INTERVIEW A round up of the latest Internet of Stéphane Dejean details how private low 59 ANALYST REPORT Things contracts power wide area networks are providing Tobias Ryberg, a co-founder of Berg enterprises with turnkey connectivity Insight, reports on narrowband-IoT (NB- 10 TALKING HEADS IoT) developments and says now is the Vodafone IoT chief says automotive and 38 CASE STUDY time to generate business from the insurance services will lead mega-scale Inside Kerlink’s LPWAN deployment at technology IoT deployment the Grand Paris Metro 64 EVENT DIARY 14 LoRa 40 SMART FACTORIES Where to go and what to see Peter Dykes assesses why developing Annie Turner assesses just how smart markets are engaging in large scale LoRa factories have become deployments

Cover Sponsor: Vodafone – Internet of Things: Vodafone has over 25 years’ experience in providing IoT solutions worldwide in all the major industry verticals such as Automotive, Insurance, Utilities, Manufacturing, Health. With over 66.5 million connections, Vodafone IoT brings together unrivalled capabilities; the world’s largest network, a comprehensive set of IoT solutions and a long track record of success which means our customers are confidently connected, receive unmatched services and benefit from proven expertise.

From IoT managed connectivity to managed IoT services, Vodafone will enable you to harness the full potential of IoT technology and help your business succeed in a digital world.

Visit www.vodafone.com/business/iot for more information or follow us on twitter @Vodafone_IoT

IoT Now - Q2 2018 3 COMMENT The smart meter experience has not been electrifying – bring on the robots Slap in the middle of the UK’s planned roll-out of smart energy meters to every household, I have been blessed with the installation of a smart meter, writes George Malim. The problem is it doesn’t do much and isn’t integrated with any of my other smart home technologies

The UK jumped in, along with many other Knowing I’m burning gas and using coal in nations, and embraced the concept that the form of electricity doesn’t help me to EDITORIAL ADVISORS smart meters would be highly valuable to reduce consumption or be more green and consumers as they seek to control their the fact that I have this meter doesn’t make energy costs and gain previously unavailable me an adopter of other smart home visibility into their bills. The £11bn project has technologies that would enable me to run been specified to see every home have a my home more efficiently. Instead, I’ve got smart meter in a four-year installation phase more data about my habits but no means to running from 2016-2020 – however that has do anything with it. Robin Duke- been subtly downgraded to every home Woolley, CEO, being ‘offered’ a smart meter by 2020. I can only conclude that the lofty aspirations Beecham Inevitably some commentators say the of the smart meter project will come to Research project is lagging behind but installations are fruition in a future phase and utilise the projected to peak next year with 20 million expensive infrastructure that is being put smart meters being installed between 2016 into homes to aid green initiatives and help and 2018 – so plenty of homes will have the consumers manage their bills. If not, that new meters. £11bn, which will ultimately be passed to consumers by their energy providers, will not Andrew Parker, As the lucky recipient of one of those 20 have been money well spent. In fact, this project marketing million devices, I’m a little bewildered. This is type of incompletely thought through director, a huge and expensive project but my project makes it easier to understand why, in Connected Living, GSMA experience has been relatively smooth. My analysis of the findings of a recent survey by energy provider offered me a smart meter I Mindshare, Reboot Digital Marketing found accepted and a few weeks later my traditional that 25% of Brits would elect robots to meters were replaced and I’m apparently positions of power in favour of human now smart. However, while it was interesting to politicians. glance at my near real-time energy consumption for a few days after the installation, the Enjoy the magazine! cheap, black and white screened device Gert Pauwels, M2M marketing doesn’t seem to do very much. George Malim director, Orange Business

Contributors in this issue of IoT Now We are always proud to bring you the best writers and commentators in M2M and IoT. In this issue they include:

Robert Brunbäck, CMO, Telenor Fredrik Stålbrand, Robin Duke-Woolley, Connexion senior analyst, Peter Dykes, CEO, Beecham Berg Insight journalist Research

MANAGING EDITOR BUSINESS DEVELOPMENT PUBLISHED BY George Malim DIRECTOR WeKnow Media Ltd. Suite 138, Tel: +44 (0) 1225 319566 Cherisse Jameson 70 Churchill Square, Kings Hill, Aileen Smith, [email protected] Tel: +44 (0) 1732 807410 West Malling, Kent ME19 4YU, UK head of Ecosystem [email protected] Tel: +44 (0) 1732 807411 Development, EDITORIAL DIRECTOR & PUBLISHER Huawei Jeremy Cowan DIRECTOR OF STRATEGIC DISTRIBUTION Technologies Tel: +44 (0) 1420 588638 PLANNING UK Postings Ltd [email protected] Charlie Bisnar Tel: +44 (0) 8456 444137 Tel: +44 (0) 1732 807411 DIGITAL SERVICES DIRECTOR [email protected] Nathalie Millar Tel: +44 (0) 1732 808690 DESIGN [email protected] Jason Appleby Ark Design Consultancy Ltd Tel: +44 (0) 1787 881623 David Taylor, managing IoT Now magazine covers worldwide developments in the Internet of Things (IoT), machine-to- All rights reserved. No part director, M2M, machine (M2M) communications, connected consumer devices, smart buildings and services. To of this publication may be Telefónica UK receive ALL 4 ISSUES per year of the printed magazine you need to subscribe. The price includes copied, stored, published delivery to your chosen address worldwide. BUY A 1-YEAR, 2-YEAR, or 3-YEAR SUBSCRIPTION © WeKnow Media Ltd 2018 or in any way reproduced without the prior written 1 Year UK£60.00 for 4 issues / 2 Years £110 (8 issues, save £10.00) / 3 Years £155.00 (12 issues, consent of the Publisher. save £25.00). SUBSCRIBE ONLINE: [email protected] 4 IoT Now - Q2 2018 COMPANY NEWS

Wireless Logic acquires German encrypted data communications specialist Mdex NEWS IN BRIEF Wireless Logic, a wide range of application scenarios European IoT and vertical sectors. Total invests US$50m to become connectivity platform provider, Wireless Logic Group has acquired a founding partner of Cathay has announced the Mdex for an undisclosed sum. Smart Energy Fund acquisition of However, it expects that Mdex will Total Energy Ventures (TEV), Hubei Mdex, a German contribute revenues to the group in High Technology Investment Guiding M2M and IoT excess of €8m with EBITDA of €1.25m Fund Management Co. (Hubei High service and in the financial year 2018/2019. The Oliver Tucker, Tech) and Cathay Capital have signed a solution provider acquisition is Wireless Logic’s fourth Wireless Logic Group Heads of Agreement to launch the for encrypted data since its secondary management Cathay Smart Energy Fund, an communications via mobile networks, buyout supported by CVC Capital in investment fund dedicated to China’s DSL and satellite. 2015. Most recently, the group refinanced existing debt facilities energy sector. The fund will focus its backed by an underwritten £115m investments on emerging technologies The Hamburg-based organisation, and new business models of the Chinese founded in 1997, delivers a broad stretched senior financing package provided by a combination of banks energy sector, notably renewable energy, range of IoT and M2M secure network energy internet, energy storage, solutions including network including SMBC, Park Square Capital and HSBC. distributed energy, smart energy and low components such as routers, SIM carbon activities. It will allow Total to cards, IP services and encryption. Commenting on the Mdex acquisition, explore new opportunities in China and Mdex’s own data centres provide Oliver Tucker, the chief executive of identify new business models and highly-secure and high-availability Wireless Logic Group, said: “Welcoming technologies. solutions for a growing user base with Mdex into the group enables us to roots in energy, building technology significantly strengthen our product TEV and Hubei High Tech will invest and production. A key service is the and services offering across Europe. around RMB300 million in the fund translation and interpretation of Mdex brings exceptional levels of (US$50 million) each. Following the first machine data, visualised through a technical ability and commercial closing, other partners will join the fund tailor-made platform, for multiple uses experience within Germany and is a with a target final volume of capital of including system monitoring and highly regarded brand in its field. The over RMB1.5 billion (around US$250 predictive maintenance. 32-strong team will complement our million). existing Munich-based operation and Mdex has in excess of 4,800 together will cement our position as Patrick Pouyanné, the chairman and chief customers with a portfolio of ready- the leading IoT connectivity platform executive of Total, said: “China is at the to-operate packaged solutions for a provider in Europe.” forefront of 21st century energy technologies. Through this investment, we are delighted to become a part of the innovation ecosystem of the Chinese Verizon launches new connected vehicle brand energy sector, benefiting from the knowledge of the Chinese market that Verizon has launched Verizon of at Verizon Connect is the potential Cathay Capital brings to us. We believe Connect which completes the our current and future technologies that it represents a significant growth integration of its existing connected have for massive societal impact,” said and innovation potential in areas of new vehicle division with two recently Andrés Irlando, the chief executive of energies and sustainable development acquired fleet and mobile workforce Verizon Connect. “We’re working with and resonates with Total’s ambition to management software companies – customers to maintain cold chain become the responsible energy major.” Fleetmatics and Telogis – under a integrity and keep perishable items single, combined brand. Verizon safe during transport, routing Connect is the culmination of more customers’ vehicles more efficiently than US$5bn (€4.05bn) in to reduce emissions, monitoring TT Electronics completes investments and offers customers a vehicle diagnostics to improve fuel acquisition of Stadium Group one-stop approach to connected efficiency, and providing a gamification vehicle software and services. app that helps customers recognise TT Electronics has completed the and reward their safest drivers, just to acquisition of Stadium Group. Stadium is Verizon Connect provides the name a few [examples].” a supplier of design-led technologies connectivity and data insights to with product capabilities including enable its customers to be more The Verizon Connect portfolio of connectivity solutions, power supplies, informed about vehicle and worker solutions and services includes human machine interface (HMI) and location, efficiency, safety, comprehensive fleet and mobile electronic assemblies. Stadium designs productivity and compliance. Verizon workforce management software and manufactures products for a wide Connect customers also benefit from platforms, embedded original range of applications including the the combined experience of 3,500 equipment manufacturer (OEM) smarter home, industrial robotics, dedicated professionals and nearly 20 hardware, and Hum by Verizon, a medical equipment and aircraft cabin years of telematics, mobile workforce connected vehicle device that helps controls, working with significant and fleet management expertise. create a safer, smarter and more customers in the industrial, aerospace connected driving experience for and defence, medical and transportation “One of the things we’re most proud consumers. sectors.

IoT Now - Q2 2018 5 MARKET NEWS

NEWS IN BRIEF Accenture and Tomorrow Street collaborate to help late stage start-ups Smart home surveillance camera market to surpass Accenture and Tomorrow Street, US$9.7bn by 2023 Vodafone’s innovation centre, are to collaborate to help growth stage Cameras with full software and service innovators become successful feature sets at sub-US$200 (€162.39) businesses. Working with the price points will fuel growth of the smart Tomorrow Street management team, home surveillance camera market Accenture will help the start-ups according to recently published research accelerate product development, by Strategy Analytics. The firm forecasts providing support in the areas of the the global market to exceed US$9.7bn internet of things, security and artificial (€7.88bn) in consumer spending by 2023, intelligence. The collaboration will also with security service providers such as provide the start-ups with direct ADT, Alarm.com and Vivint, and exposure to communications industry Warrick Cramer, Tomorrow Street independent camera vendors such as executives, enabling them to gain Amazon, Netgear and Nest set to take insights into the needs of the industry confident that together with Tomorrow the reins. on a global scale – which is Street, we can create the right fundamental to the success of the conditions for innovation to develop at The report, ‘Smart Home Surveillance start-ups’ products and services. the rapid pace the industry requires, Camera Market Analysis and Forecast’ helping to accelerate and scale presents Strategy Analytics’ assessment “The introduction of new, leading-edge innovation in Europe.” of market trends, analysis of the technologies is critically important to competitive landscape, and market ensure that the communications Warrick Cramer, Tomorrow Street’s forecasts of consumer spending and unit industry continues to flourish,” said chief executive, added: “Accenture and sales by device type and price band Gene Reznik, a senior managing Tomorrow Street both recognise the through to 2023. It provides insights into director at Accenture who leads the importance of innovation and the role the impact of technology advancements company’s Technology Ecosystem & start-ups have to play in driving it. and product trends for companies Ventures practice. “We have partnered Accenture’s innovation programmes, seeking to capitalise on opportunities in with many growth-stage companies deep technology and industry expertise, this market. developed through our Accenture combined with the Tomorrow Street Ventures organisation, strategically ecosystem, will be a huge advantage in “Our research and analysis of the smart investing in the most promising helping to make the startups within home surveillance camera market has innovations in the market. We are the programme a success.” identified the market’s hot spots,” said Jack Narcotta, a senior industry analyst in the firm’s Intelligent Home Practice. “We expect spending on video doorbells, the GlobalPlatform and IoT Connectivity Alliance fastest growing segment, to reach US$1.4bn (€1.14 bn) by 2023, up from sign MoU to develop and support industry-wide US$500m (€405.98m) this year.” standards for IoT security

A Memorandum of Understanding Secure Element (SE) and Trusted Fog computing market will be (MoU) has been agreed between Execution Environment (TEE), both of worth over US$700m by 2024 industry associations GlobalPlatform which address various functional and and the IoT Connectivity Alliance security requirements in IoT, including The size of the fog computing market is set (ICA). The two technical bodies will the protection of authentication to exceed US$700 million (€567.51 million) work to develop and promote a services, device attestation and cloud by 2024; according to a new research standardised approach to Internet of enrolment. Collaboration between the report by Global Market Insights. The Things (IoT) security based on secure two associations will foster the report states that increasing penetration of component technology. This will adoption of GlobalPlatform SE and cloud computing platforms is fostering fog reduce the cost and streamline the TEE standards as security baselines for computing market growth. development of large-scale consumer IoT devices, and simplify their and industrial IoT deployments. integration. This work will enhance Over the past decade, cloud computing interoperability and reduce the cost has emerged as a driving force in the IT The ICA is committed to promoting and complexity of secure IoT ecosystem. It is estimated that the establishment of an open, deployments. approximately 80% of enterprises are interconnected and secure ecosystem utilising the capabilities of the cloud for the global IoT market which, Fang Qiang of the Security Standard computing platform in their businesses and according to the McKinsey Global Work Group at ICA, said: “It is the number is further anticipated to Institute, is expected to reach US$11 expected that the market scale of increase in the future. trillion (€8.96 trillion) by 2025. One of China’s commercial IoT will grow from its key priorities for the year ahead is US$2,155bn (€1755.01bn) to As cloud computing platforms offer the development of secure US$3,610bn (€2939.95bn) by 2020. computing, storage and networking authentication for IoT devices and However, the security incidents that we services across all the business sectors, it cloud services, to tackle the issue of have seen recently have resulted in frees customers and enterprises from the IoT security fragmentation in the fragmentation of the IoT market and specifications of various details, which may Chinese market. its related technology. To solve this result in issues for latency sensitive problem, the standardisation of IoT applications in sectors such as healthcare, GlobalPlatform standardises two security mechanisms is desperately energy and utilities. secure component technologies, needed.”

6 IoT Now - Q2 2018 PRODUCT NEWS

Cloud-native IoT platform delivers Sigfox LPWAN NEWS IN BRIEF connectivity across borders on per-use basis Horizon Robotics unveils Soracom, a management and billing. All pricing for the AI embedded smart provider of a service is provided on a pay-as-you-go camera cloud-native basis. For customers in the early stages of platform for the development, this offers a low-cost path to Artificial intelligence (AI) start- Internet of Things release. Customers already at scale benefit up Horizon Robotics has (IoT), has from simplified and predictable global introduced a new HD smart announced the billing and management. camera with embedded AI that availability of a is capable of facial recognition pay-as-you-go, Charges are calculated daily based on at up to 99.7% accuracy. The pay-as-you-grow location, uplink and downlink volume, with smart camera HR-IPC2143 is a service for the several tiers available based on usage and first of its kind with applications Sigfox global low volume discounts applied automatically in public security for the real- Kenta Yasukawa, Soracom power wide area depending on number of active devices. A time detection of potential network (LPWAN). typical scenario such as a GPS tracker suspects, and in retail for The Sigfox network, available in more than deployed in France and reporting its identifying VIP customers as 45 countries and territories, is used to location 50 times a day would see daily they enter a store. connect millions of objects collecting and charges as low as €0.0127 (US$0.016). transmitting IoT data. “The smart camera is a reflection “Soracom was created to give developers of Horizon Robotics’ mission – to Soracom currently provides more than and enterprises around the world access to provide high-performance, low- 9,000 customers worldwide with over-the- self-service, cloud-native, pay-as-you-go power and low-cost products air connectivity designed specifically for IoT service for IoT,” said Soracom co-founder utilising cutting-edge artificial applications. These customers now have and CTO Kenta Yasukawa. “This global intelligence technology,” said Dr. the ability to centrally manage both Sigfox offering lets them worry less about Kai Yu, the chief executive and GSM/LTE and Sigfox connectivity across connectivity and focus squarely on creating founder of Horizon Robotics. regions from a single user console, with the new services and experiences.” “Other companies can only benefit of centralised connection deliver a portion of the equation, but we are able to integrate all these form factors to create a complete business solution SAP Predictive Engineering Insights rather than just a stand-alone camera.” enables digital asset management

engineering methodology for calculating Antenova ships high forces, stresses and fatigue based on sensor data with a high-performance 3D performing 3G and engine to provide visualised engineering 4G/LTE antennas insights. Antenova, a manufacturer of Customers can increase operational antennas and RF antenna efficiency by connecting real-time modules, is now shipping its two engineering insights both to core business newest antennas: Integra and processes and to other SAP Leonardo– Inversa. These new chip antennas based asset management solutions, are designed specifically to including SAP Predictive Maintenance and perform in 3G and 4G diversity Service and SAP Asset Intelligence Network. applications with very small printed circuit boards (PCBs).

Hans Thalbauer, SAP “This solution delivers on our Industry 4.0 vision for a network of digital twins to help At just 3.3mm high, the antennas SAP has introduced SAP Predictive our customers predict and improve asset are ultra-compact, so they can Engineering Insights, a cloud-based system performance and reliability with be used in slimline devices that that creates virtual equivalents of physical engineering insights,” said Hans Thalbauer, will be unobtrusive in use. The assets to provide real-time, intelligent the senior vice president for IoT and Digital antennas perform efficiently analysis based on sensor feeds. Supply Chain at SAP. “We are enabling a with a small ground plane, and virtual network for secure and distributed can even be used on PCBs as Powered by SAP Leonardo, the offering systems of record, real-time collaboration small as 65mm. Where the PCB replaces the need for physical inspections across the digital supply chain, new is smaller than 75mm, Antenova with ongoing, live digital inspection and business model delivery and advanced provides an additional active analysis. It combines a standard analytics.” tuning circuit to overcome bandwidth reductions.

IoT Now - Q2 2018 7 PARTNER NEWS

Harman and Groupe PSA collaborate on

NEWS IN BRIEF cybersecurity for next gen vehicle architecture

Harman International, Cybersecurity for Connected Cars at Sierra Wireless completes now a wholly-owned Groupe PSA. “Groupe PSA has been digital transformation of subsidiary of Samsung focusing on cyber for the last five years, 1.9 million smart vending Electronics, focused launching a partnership with the Harman on connected Automotive Cybersecurity team to use machines technologies for their expertise and define the necessary Sierra Wireless, a provider of automotive, consumer cybersecurity measures for Groupe PSA’s integrated device-to-cloud and enterprise next generation architecture.” solutions for the Internet of markets, and Groupe Things (IoT), reported that the PSA, the second “We have focused on implementing and International Vending Alliance largest car maker in evaluating Harman’s ECUShield solution (IVA), the largest global network Europe, has announced on a Peugeot Car to establish an Intrusion with 1.9 million vending machines Yuval Weisglass, the companies are Detection System proof-of-concept,” he in more than 70 countries, has Harman working together to added. “This level of collaboration has selected Sierra Wireless’ Smart build a comprehensive been important and essential for Groupe SIM and AirVantage IoT Platform cybersecurity strategy for Groupe PSA’s PSA since 2013 and we will continue to to support its vending service next-generation connected and incorporate cybersecurity technologies delivery. autonomous vehicles platform. The into the whole lifecycle of our products.” announcement marks a two-year joint 100 million customers interact work relationship between the two Yuval Weisglass, vice president, Harman with IVA vending machines daily, companies, spanning across multiple Automotive Cybersecurity, added: “To but the vending experience has projects–from analysing potential threats, protect semi-autonomous and ADAS remained largely unchanged for through security design, to a feasibility systems against various types of cyber the last 25 years. IVA’s smart black study of advanced Intrusion Detection threats, now is the time to adopt a box solution, powered by Sierra Systems for ADAS, Autonomous and security-by-design approach, developing Wireless IoT Services, is Next-Generation vehicle network unconventional detection and protection transforming the vending industry architectures. capabilities. We’re honoured that Groupe by enabling new business models PSA consistently selects Harman as its and customer experiences, “With more connectivity and technology cybersecurity partner – a strong including cashless payment, touch advancements in the car come incredible testament to Harman’s understanding of screens, targeted advertising, safety enhancements but also potential the intricate concerns and ultimate online monitoring and more cybersecurity risks,” said Eric Dequi, cybersecurity solutions required by the efficient management. senior expert on EE Architecture and automotive industry.”

Buoy Labs enters strategic British Army recruits Software AG relationship with Delta to support readiness objectives Faucet Company Buoy Labs, creators of the Buoy Software AG services, designed to be externalised. The single-point, artificial intelligence has been Army required an application programme (AI)-powered smart home water selected by interface (API) management platform to management device, and Delta the British enable governance, monitoring, securing Software AG is part of a Faucet Company, the Army to and support of the APIs. The Army also consortium supporting the improve the required a technical solution to be able to manufacturer of Delta, Brizo and British Army Peerless products, have way it shares integrate with large defence applications announced a strategic relationship critical information needed to prepare its to expose reference data and services. to advance smart home forces for operations. The vendor is a innovation. With category technology partner of a major multi- Software AG was chosen to spearhead expertise and insights, Buoy Labs vendor open consortium that is improving the Army’s digital transformation strategy and Delta Faucet will work to the Army’s understanding of the and create an API management platform elevate connected home water readiness of its troops and equipment that will securely connect systems and experiences, from whole-home before any deployment, helping to save data and enable integration with legacy water management to water millions of pounds. systems. The Army’s strategy is based savings and usage. around two key technologies: Software Like many organisations, the British Army AG’s webMethods integration platform “Success in consumer hardware is saddled with a number of overlapping and CentraSite, the API catalogue and often relies on the strength of an legacy technologies, with information services registry. organisation’s partnerships,” said siloed in many different systems and Keri Waters, the co-founder and databases contracted to system “Without effective data and services, it’s chief executive of Buoy Labs. “To integrators. This can lead to long delays in very difficult for planners to understand find a partner in Delta Faucet gaining access to data and making our forces’ state of readiness, or to create Company with over 75 years of changes to the application functionality. much-needed services for our soldiers; experience as a global leader in this is where the Software AG API suite is the home water industry and a The Army has been on a journey to adding real value,” said Lt. Col. Dorian start-up’s drive toward rapid decompose large monolithic internal Seabrook, head of operations at Army innovation, is a tremendous gift.” developed applications to loosely coupled Software House.

8 IoT Now - Q2 2018 THE CONTRACT HOT LIST

IoT Now January and February 2018 It's free to be included in The Contract Hot List, which shows the companies announcing recent contract wins, acquisitions or deployments. Email your contract details to us now, marked "Hot List" at

Vendor/Partners Client, Country Product / Service (Duration & Value) Awarded

Airgain McLaren Technology Multi-year partnership agreed for Airgain to build on its expertise in high performance antenna systems within Group, UK the automotive sector 2.18

AT&T Caterpillar, 155 countries Deal for AT&T to provide global SIM card and IoT management services to help track, manage and deploy asset connectivity for Caterpillar heavy machines 2.18

AT&T Waterbit, USA AT&T selected to provide secure connectivity for automated irrigation system provider 1.18

Digi International Zamboni, US Deal to develop customised application for connected ice resurfacers 2.18

GE Noble Drilling, global Partnership to create Digital Rig for drilling operations based on Noble’s drilling vessel and enabled by the GE Predix platform 2.18

Gemalto Transatel, global Selection of Gemalto remote subscriber management platform by mobile and IoT connectivity provider 2.18

Haltian Lindström, Europe Multi-million Euro deal to supply more than 100,000 devices and a managed IoT data layer service to towel dispensers 2.18

Italtel Rold Elettrotecnica, Italy Agreement to collaborate with household appliances manufacturer on Industry 4.0 initiatives 1.18

Nokia EDF, France Nokia chosen to test performance of LPWA networking technologies for French power utility’s research and development unit 2.18

PTC Colfax, US ThingWorx Industrial Innovation Platform selected manufacturing and engineering technology company to align IoT efforts and accelerate development 2.18

PTC BMW, Germany PTC Windchill selected as product lifecycle management backbone for production and sourcing of bills of materials 1.18

Quortus e-BO Enterprises, Belgium Collaboration to provide secure computing and LTE connectivity for offshore wind farms 2.18

Sequans Wagz, US Deal for Wagz connected dog collars to be connected to IoT with LTE enabled by Sequans chips 2.18

Sierra Wireless Intellinium, France Safety shoe maker selects Sierra Wireless modules for development of smart safety footwear 2.18

Sierra Wireless Girbau, Spain Sierra Wireless device-to-cloud IoT system selected to transform commercial laundry machines 2.18

Sierra Wireless XSun, France Sierra Wireless device-to-cloud IoT system chosen for solar-power, autonomous drones 2.18

Software AG Trackerando, Germany Software AG’s Cumulocity IoT platform selected to help Trackerando with accurate monitoring and tracking of vehicles, assets and people 1.18

Thin Film Electronics Campari America, USA Utilisation of Thin Film’s near field communication and smart packaging capability as part of marketing campaign 1.18

Vodafone Mango, Spain Deal to support digital fitting rooms for high street fashion retailer 2.18

Sealed Air to use PTC ThingWorx connectivity to link factories and gain digital insights

PTC has announced that Sealed Air Sealed Air prides itself on delivering Corporation, a global provider of food innovative products with a key focus on and product packaging solutions and sustainability principles and looks to services, has selected PTC’s ThingWorx technology to continually improve how Industrial Innovation Platform to it develops and brings those products improve operational efficiency across its to market. This philosophy led Sealed entire value chain. Air to choose ThingWorx to serve as the information hub across its With production facilities around the enterprise, connecting plant assets with world, Sealed Air serves an array of end ThingWorx Industrial Connectivity and markets, including food and beverage monitoring key performance indicators, Jim Heppelmann, PTC processing, food service, retail, such as machine efficiency and healthcare and industrial, and capacity potential across individual our operations to become best-in-class, commercial and consumer applications. lines and entire plants. as well as lower our environmental It offers food servicing and food footprint. PTC’s ThingWorx will be processing industries extended shelf life “Sealed Air is a knowledge-based, essential in support of such initiatives.” and enhanced productivity by reducing market-driven company centred on downtime and conserving energy and offering innovative solutions that enable Jim Heppelmann, the president and other resources. The company also our customers to increase growth, while chief executive of PTC, added: “Around provides product safety to help conserving the planet’s natural the world, in dozens of use cases, customers reduce costs associated with resources,” said Marc Hamer, corporate ThingWorx is helping companies damage, restocking, and reshipment. vice president, Customer Experience, improve efficiency, while reducing This helps reduce the environmental Global CIO and chief digital officer, resource consumption. We’re delighted impacts of additional wasted energy Sealed Air. “Internally, we also strive to now to be helping Sealed Air fulfil its and emissions. continually improve the efficiency of growth plans and conservation ideals.”

IoT Now - Q2 2018 9 INTERVIEW

Automotive and insurance services set to lead mega- scale IoT deployment

As global director of Vodafone IoT, Stefano Gastaut leads the mobile operator’s Internet of Things (IoT) business unit and is responsible for driving its IoT growth, business strategy, products and profit and loss at a global level, including for the Vodafone Automotive business. Prior to this role, Gastaut was chief executive of Vodafone Egypt, which provides services to more than 40 million customers. In this position he improved net promoter score (NPS) amongst consumer and enterprise customers, driving revenues and market share from 40% to 45% in two years.

Earlier, Gastaut was chief executive of Vodafone Partner Markets where he was responsible for forming strategic alliances with local operators around the world to extend Vodafone’s reach. Gastaut joined Vodafone in 2004 and has held a number of senior positions in both consumer and enterprise in Vodafone Italy and Vodafone Ireland.

At Mobile World Congress 2018, Gastaut shared his vision for Vodafone IoT and his views on the markets short to medium term development with George Malim, the managing editor of IoT Now ▲

SPONSORED INTERVIEW

10 IoT Now - Q2 2018 IoT Now: You've recently taken up your new role leading IoT within Vodafone. What attracted you to this position?

Stefano Gastaut: It’s an area in which we have clear leadership and therefore a business in which Vodafone can have a say. This is a relatively new business in Vodafone with new challenges but big opportunities as well. We can Stefano Gastaut, be at the forefront of those Vodafone and I find that stimulating.

The other attraction is that this sector is going to go through rapid change. I’m sure that in five years, when we look back, we’ll say we thought IoT would be x and instead it’s y – that’s

going to be an exciting ▲ environment to work in.

IoT Now - Q2 2018 11 INTERVIEW

There are probably three verticals in terms of simple connection volumes that will be big but then I’d add some services as well

IoT Now: Which verticals do you see as having In contrast to the automotive sector in which the greatest short-to-mid-term potential? service providers are adding hardware and data traffic and hoping to build services on top, in SG: There are probably three verticals in terms of insurance, you’re replacing a traditional, existing simple connection volumes that will be big but business with a new approach where you can be then I’d add some services as well. The three more accurate so it’s an easier transition to make. verticals are utilities, automotive and healthcare. In the insurance industry some of the players We see those three today and in the next three have really figured this out while others are years as the dominating verticals on the reluctant to accept the destiny of the industry. I connection side of IoT. think those that are going full speed towards IoT- enabled insurance will be proved to be right. However, when I look at services in addition to pure connections, the clear industry leading the IoT Now: Now that IoT is moving out of the pilot way is in the automotive sector. A second, less project and test phase and entering the obvious market, is insurance with insurance mainstream in many sectors, how do you see the services based on IoT presenting an enormous market developing? opportunity. We really think insurance will be profoundly changed by IoT and it’s important to SG: There are several layers to this question. First, recognise that I’m not talking about this change our customers are expecting that we provide happening in ten years but in the next two or them with predictability and that means devices three years. and solutions backed by service level agreements (SLAs). We’re moving away from pricing IoT in The key reason for this is that the core business of terms of the quantity of data and moving to insurers is pricing risks. The more information you agreed levels of service. Customers realise how have available to do that, the better at it you important it is for specific quality of service to be become. For example, with motor insurance the provided to enable effective delivery. charge used to be based on the main driver’s demographic details and driving history. However, Another model we’re starting to see is pricing being able to charge based on each user’s driving based on outcomes. This involves a service that style and duration is clearly more powerful. IoT generates €x value remunerating a service gives insurers access to a huge pool of data to provider with a percentage of that value. The enable them to price more accurately. second point is that technically solutions are more standardised. In the past it was acceptable This could easily extend beyond automotive to to have a unique and distinct project per home, travel and health insurance – in fact, customer. The development of more anywhere you see the possibility to provide standardisation will mean new customers will specific, individualised data as opposed to become more comfortable deploying IoT generic information is where insurers will be solutions. able to generate value. The number of connections might not hit the same volumes as Finally, the increased maturity of IoT places new for utilities but in insurance the use cases offer demands on us to adopt more mature processes ▲ great value to the insurer. and behaviours. Part of the strategic review I’m

12 IoT Now - Q2 2018 The largest and foremost trend for all IoT technologies is that everything becomes a service. The moment you accept everything decentralises and is a service, you need a direct connection. In automotive, it’s evident that’s going to happen.

doing now is to identify how to do this effectively. technologies is that everything becomes a Today, we really see chief executives of our service. The moment you accept everything customers getting involved, as well as chief decentralises and is a service, you need a direct technology officers and procurement people. connection. In automotive, it’s evident that’s However, five years ago, IoT was championed by going to happen. advanced technical personnel but now it’s chief executives who realise IoT presents an The second trend to highlight is that there will be opportunity for them to change their businesses. multiple layers of technology and it won’t be an either/or question of whether NB-IoT or 5G is IoT Now: Obviously you have connectivity but best. There will be many different technical what wider role do you see Vodafone having in options coming down the line. the development of IoT? IoT Now: What can we expect from Vodafone SG: Connectivity in itself is and will remain core to IoT in the coming year? what we do. However, how we provide it will change because instead of providing 3G and 4G SG: Obviously I can’t mention specific plans but in connections we’ll also provide Narrowband IoT general terms you will see some really clear (NB-IoT) and any other technologies that are investments in strengthening our leadership needed to serve our customers. presence in connectivity. We already have some NB-IoT coverage in nine countries and we will We’re building the machine network but it’s not build more of that for sure. one thing that will be the same – with the arrival of 5G it will change again. The delivery Another area we’re focusing on is evolving smart technology will therefore change continuously. capabilities to our connectivity platform. We will be building on our analytics and device We won’t just provide connectivity. In some management capabilities as the marketplace verticals we’ve decided to play a major role in the wants. service side of IoT. In the automotive industry we play this role and insurance is another area in You’re also likely to see some activities in the which we’re already providing services beyond services parts of the automotive and insurance connectivity and will scale up our activities. I industries from us. An industry is in the making believe that in five years we will have a big IoT here and we’ll pursue the opportunities along connections business but one that is more internal and potentially external lines to achieve complex in terms of connection technologies. In leadership. addition to that we’ll have a substantial services business serving two or three more industries in The final aspect to mention is Vodafone’s addition to automotive and insurance. commitment to the IoT market. Digital transformation is not possible without IoT and we IoT Now: What do you see as the key IoT trends see our leadership in this technology as a in the next few years? valuable catalyst for growth not just at Vodafone but for the sector as a whole. www.vodafone.com/business/iot SG: The largest and foremost trend for all IoT

IoT Now - Q2 2018 13 LoRa

LoRa gets a boost from the developing world

Much has been written and said about the progress of LoRa in the world’s developed economies, but the technology is also gaining rapid acceptance in the developing countries as well, with large scale deployments in places such as India, Africa and South America, writes Peter Dykes

Perhaps one of the most ambitious deployments Tata Communications is the LoRa network. is on the Indian subcontinent. VS Shridhar, Recently, Tata Communications partnered with senior vice president and head of Industrial IoT MOTWANE to deploy 300 smart street lights for (IIoT) at Tata Communications says, “India is Jamshedpur Utilities and Services Co. (JUSCO), seen as a high-growth potential market for IoT India’s only comprehensive urban infrastructure and it has recently taken the lead in global smart service provider, using LoRaWAN technology. cities development. Tata Communications is The system enables smart features such as building the foundation for IoT in India – building switching the lights on and off or dimming them the world's largest LoRa network, spanning remotely from a central command centre. The nearly 2,000 communities and touching over lights can be adjusted in clusters depending on 400 million people in total. In 2017, the company need in each location, which helps reduce had already deployed LoRa network in 38 cities manpower costs and energy consumption in India, with many more cities planned in 2018. further. The initiative will bring together devices, applications and other IoT solutions to create an Indeed, Tata recently announced a tie-up with India-wide IoT ecosystem.” digital infrastructure provider Mahanagar Gas Limited (MGL), one of India’s leading natural gas He adds that a tangible example of an IoT distribution companies, to deploy 5,000 smart network which has been rolled out in India by gas meters in Mumbai. The company says the ▲

14 IoT Now - Q2 2018 VS Shridhar, Arnab Das, Iain Stevenson, Tata Communications Aricent Comsol

new smart meters will give households and traction. In 2017, Argentina-based telecoms and “IoT offers businesses unprecedented visibility and control technology player Inversiones Condor (ICondor), solutions for over their gas usage and enable MGL to enhance also launched its IoT network using LoRaWAN operational efficiencies. Tata predicts that the based on Semtech Corporation's LoRa devices smart cities, global smart gas meter market is set to grow and wireless RF technology. ICondor, which smart businesses, from around US$1.59 billion in 2016 to US$2.27 created what is now the Movistar network and billion by 2021 and it expects that there will be also the Claro (America Móvil) network. The and even many of around 130 million smart meters across India in company is now working to create an Argentine the challenges we the next three years. and South American nationwide IoT LoRaWAN network which it began in Buenos Aires and face as a society” But there is more. Arnab Das, the vice president Rosario. The company is aiming to cover the and global business leader for Service Line-IoT whole country by July 2018. ICondor says it will Offerings at Aricent, says, “The [Indian] market is serve many of the typical markets for IoT on the cusp of significant growth in low power including asset tracking, metering, smart city and wide area network (LPWAN) deployments with smart home applications and smart agriculture. several operators and technology firms are forming various alliances to address the service The other hot market in South America is Brazil. infrastructure availability. There are indications Following the release of new technical requirements that a net is being created of LoRa WAN for radio frequency (RF) communication devices coverage that includes up to 50 cities across enabling the operation of LoRa devices and India. A significant number of use cases that can technology throughout Brazil by Anatel, Brazil’s drive IoT application uptake are in trial phase National Telecommunications Agency, Semtech using LoRa technology. The software and says it is ready to roll out a LoRaWAN nationally. deployment and support service providers have According to Frost and Sullivan, by 2021, the IoT also scaled up their readiness to provide trained market for applications and hardware is set to personnel and innovative software driven generate US$3.29bn in Brazil. intelligent services.” “The recent actions taken by the telecommunications Elsewhere, LoRa technologies are also gaining regulatory agency for the largest country in Latin traction. In in 2017, South African wireless America have facilitated the immediate rollout of connectivity provider Comsol launched an open a LoRaWAN network in Brazil and, likely, the architecture LoRa LPWA network nationally in continent,” said Marc Pegulu, vice president and 2017. Backed by Cisco and IBM, the company general manager of Semtech’s Wireless and claims it is the largest IoT network in Africa and Sensing Products Group. “Citizens of the eighth was deployed on the back of Comsol's R1.5 billion largest economy in the world will soon benefit (US$122m) Open Access Layer 2 National from low power wide area networks (LPWANs) network investment. It services all the major powered by Semtech’s LoRa Technology in a metropolitan networks in South Africa. variety of exciting applications, including cities, building, supply chain and logistics, agriculture and "IoT offers solutions for smart cities, smart metering.” businesses, and even many of the challenges we face as a society, for example managing scarce It is becoming quite clear that the major drivers resources like water. By enabling smart tracking, behind the rollout of LoRa in developing regions smart perimeter control, smart agriculture, smart of the world include smart cities, utilities and buildings, as well as smart city applications like agriculture, the latter being particularly important metering and manhole cover monitoring, IoT is in those countries with agro-based economies. already fundamentally changing how we live. We While IoT alone cannot feed the world, it could are proud to introduce the network that is going potentially make agriculture a far more efficient to empower African utilities, businesses, and undertaking. Similarly, by creating efficiencies in individuals to gain the benefits the IoT offers," areas such as energy management, it could be an says Iain Stevenson, the chief executive of Comsol. important part of developing nations’ strategies for growth without the attendant pollution In South America, LoRa is also gaining rapid experienced by the industrialised countries.

IoT Now - Q2 2018 15 INTERVIEW

Cost, power consumption and ease of design and configuration see LoRa selected for Indian IoT connectivity

Tata Communications has recently started to roll-out LoRa technology for its low power wide area network (LPWA) across India. Here, Anthony Bartolo, the digital infrastructure provider’s chief product officer, details the needs of developing markets and the Internet of Things (IoT) applications that are driving adoption. He also explains why Tata Communications has chosen LoRa in preference to narrowband-IoT (NB-IoT) technology

IoT Now: Most industry forecasts place the government support along with local developing economies very much in the enthusiasm for technology adoption plays an forefront of IoT adoption and usage – why do important role in IoT growth rates in developing you think this is? countries. GSMA Intelligence recently published an interesting set of statistics in its ‘IoT: the next Anthony Bartolo: There are a number of factors wave of connectivity and services’ report. This at play. The developed economies by definition indicates that while the Asia-Pacific region will already have quite well-developed infrastructures, continue to be the largest regional market for which is something that many developing IoT connectivity, this is fuelled by industrial IoT economies do not have. IoT can be perceived as rather than consumer IoT adoption. Therefore a way to overcome infrastructure challenges and the charge is led by enterprise adoption of IoT drive innovation to address challenges around for a range of use cases including smart areas such as water management, agriculture, manufacturing and Industry 4.0 adoption, population growth and others. logistics, transportation, agriculture, smart city services, public utilities and associated uses. For this reason, governments and local GSMA Intelligence indicates that Asia-Pacific, municipalities in developing countries are very Middle East and Africa combined will contribute open to encouraging investment and use of IoT. around half of all global IoT connections by ▲ A combination of national and regional 2025, with all three regions demonstrating

SPONSORED INTERVIEW

16 IoT Now - Q2 2018 significant growth up to 2025.

IoT Now: What sort of common challenges do organisations face, when they are embarking on a new IoT project?

AB: IoT-related projects usually demonstrate positive results in the proof-of-concept (PoC) phase. However, in some cases an organisation may not be ready to immediately scale up the project. One of the reasons for this can be that an IoT project often touches multiple organisational processes and boundaries and there is no single owner to help take advantage of the benefits without encroaching on someone else’s turf. Hence, IoT projects can get caught up in internal struggle of ownership and this issue can have significant impact on the actual implementation of the project, when going beyond the PoC phase. Anthony Bartolo, Tata Communications IoT projects can also be subject to the bureaucracies of large organisations, and it can take time to administer a way around the procedural obstacles. Partnering with an ▲

IoT Now - Q2 2018 17 INTERVIEW

organisation that has already but important reason is to do with enabled IoT solutions many times IoT security. In this area, LoRa can help enterprises navigate these presents a secure option. The LoRa issues. Ultimately, taking advantage protocol uses a combination of of significant benefits associated device, network and application with IoT outweighs the occasional level encryption, making it a highly organisational tangle. secure technology.

IoT Now: With all the technology IoT Now: Why is an ecosystem We assessed a options available, why focus on approach important in order to LoRa for LPWAN? What about NB- enable specific services? Could number of low IoT? strategic partnerships be an power wireless alternative to engaging with a AB: We assessed a number of low wider, open ecosystem? technologies, power wireless technologies, including LoRa, including LoRa, NB-IoT and others. AB: While our aim is to become a We identified LoRa technology as core enabler for connected devices NB-IoT and fulfilling our requirements across a in India, we understand that we will others range of criteria, including cost, need to work with a number of power consumption, ease of design partners in a broader ecosystem to and ease of configuration. We achieve this. Our customers have selected LoRa not only for its range indicated a range of challenges – and low power consumption from technology fragmentation to advantages, but also for the success needing help with how to derive of the LoRa Alliance in developing value from IoT data. Hence, it will be and promoting the LoRa ecosystem easy for these customers if they with several hundred technology could avail a range of services by companies and service providers engaging with a single ecosystem. adopting the technology around the world. This will enable seamless proliferation and adoption of IoT LoRa can be used for both fixed and across sectors. Being able to work mobile devices. Its bi-directional with a single source for connectivity, communications capabilities hardware sourcing, applications, support multiple classes of device, data analytics, consulting, thus unlocking use cases requiring maintenance and managed services faster application reaction time for will enable enterprises to focus on network initiated transactions. LoRa their core business and not worry is robust to local signal interference about engaging with different and it is relatively easy to densify service providers for all-round network coverage if required. connectivity solutions.

LoRa provides excellent indoor and IoT Now: How is Tata underground coverage, so coverage Communications engaging with the can be augmented with femtocells, market in support of IoT? to cover specific areas – for example indoor car parks or underground AB: We started deploying our IoT ▲ metro transport systems. The final network in Mumbai, Delhi and

18 IoT Now - Q2 2018 Bengaluru – which have all had live consumer survey that revealed how networks since June 2016. Since then Indians believe that IoT-enabled we have been constantly developing automation at work and in and expanding our network households can help them. coverage. We now provide coverage across 38 cities and industrial areas, IoT Now: How do you see IoT each having a population of more developing in the coming 24 than one million people. months? Do you see developing markets continuing to lead adoption Our network coverage extends along and usage of IoT? seven major industrial and logistics corridors in India, including Mumbai- AB: We expect growth to continue to Ahmedabad-Delhi-Kolkata-Chennai- be driven by the developing Bengaluru. By mid-2019, we aim to economies. In the case of Africa, for expand our network to include more example, growth is predicted to than 16,000 macro gateways and exceed all other regions, albeit from a 50,000 femtocells, covering a small initial base of connectivity. The We expect population base of around 400 Middle East region is also expected growth to million people, making it the largest to witness double-digit growth in LPWAN in the world. connectivity. continue to be driven by the We recognise that the true value of The Asia-Pacific and South Asia IoT lies in developing solutions for markets represent an already developing real world challenges, not just in significant and established economies. In providing a network and connectivity. developing economic and industrial Hence, we are working to provide a region for IoT. Growth and scale in the case of scalable, pan-India solution platform these regions will be a significant Africa, for and a complementary deployment factor driving overall, global adoption platform, facilitating device plug-and- of IoT technology and usage. In the example, growth play and supporting multiple coming years, we expect increasing is predicted to applications managed on a single proliferation of use cases, more proof exceed all other platform for developers to work with. of concept trials and a continuous Our unified IoT platform movement towards higher volume regions, albeit encompasses device and service based, commercial deployments. from a small management, analytics, business and operating support system While the private sector plays a initial base of (BSS/OSS) infrastructure, a data significant role in IoT adoption rates, connectivity service cloud layer and network government initiatives will inter-working. nevertheless have an impact. We are already seeing this in India with the The platform supports multiple Indian government’s smart city applications and use cases. In initiative, as well as AIS-140 intelligent addition to our network roll-out and transportation, IoT enablement for platform development, we are public service vehicles. building up a local ecosystem of designers, application developers, Innovative technologies including hardware and technology partners. cloud, artificial intelligence, analytics There are a number of ways to and robotics are required to blend engage customers, such as through with IoT in order to truly transform provision of connectivity application businesses. Increasing interest in and programme interfaces (APIs) in the adoption of Industry 4.0 initiatives cloud, with which our customers can along with making the manufacturing develop their own applications. We industry in particular and associated are also engaging with some of the segments in general more efficient top technology colleges in India to will also provide impetus for IoT get their engineering students adoption. With reports predicting interested in the potential of IoT. In industrial IoT as a driver for growth in February 2018, we published our developing markets, it is apparent inaugural ‘India IoT Report’ which can that IoT growth will become a part of be viewed here: a broader trend for new technology www.tatacommunications.com/wp- adoption over the next two years and content/uploads/2018/02/IoT- beyond. Report.pdf . The report is a www.tatacommunications.com

IoT Now - Q2 2018 19 AGRICULTURE

IoT in agriculture tells tales of the ubiquitous, connected cow – and other connected things

As I sit writing this article with a fabulous glass of viognier I can taste the irony, we are all intellectually aware that the world needs to produce much more food and wine, of course, writes Tracy Hopkins the chief marketing officer of Everynet. Emissions modelling suggests that agriculture-related emissions alone will take up almost 100% of the world’s carbon budget by 2050. Meat and dairy production are especially carbon intensive, making livestock farming a key component of total agricultural emissions

According to the World Economic Forum: Nations, the commercial drivers pushing the “The dominant paradigm of global food farming landscape to evolve from the historical security is that humanity needs to increase micro-farms run by families to large scale food production by 50% to 100% by 2050” macro-farming operations, precision and urban but dramatically increasing total global food faming. Innovation in farming technology in production in not the answer. To sustainably the late 19th century gave us tractors and feed a planet of nine billion we must find ways harvesters while today much new innovation to produce food far more efficiently, optimise is focused on the IoT of which the common the supply chain, waste less food and be denominator is data, data and more data. much kinder to the environment. The smart factor however is not simply about the data, it is about the insight that can be The Internet of Agriculture gained from the data, and how, when this There are many new initiatives to make insight is combined with context or situation agriculture smart. These include the work of awareness, it can drive both local actions and the Climate-Smart Approach (CSA), the Food enable intelligent business decisions that are and Agriculture Organization of the United relevant at that specific time. Farming will not ▼

SPONSORED INTERVIEW

24 IoT Now - Q1 2018 Sara Brown, Fredrik Stålbrand, MultiTech Berg Insight

• Tolerance for latency and possible packet loss suited for the needs of smart farming. Farmers All of LPWA’s big – even small amounts of data may need to be tend to operate on razor thin margins, which three benefits – truly real-time in, for instance, medical makes the cost to deploy a sensor monitoring monitoring or emergency response scenarios, solution critical to its success. In the case of range, cost and others, may not, for example, soil moisture LoRaWAN, it’s important to note that a significant power optimisation content is not likely to change significantly if portion of farmland is operated in remote areas, you have to wait five minutes. many of which may not have access to cellular – are particularly • Spectrum management to avoid interference technology. LoRaWAN technology enables well-suited for the – in unlicensed LPWA solutions, there are ways farmers to build their own network, covering miles to prevent interference, but may require some of farmland, and backhaul to the internet using needs of smart additional effort beyond dedicated/licensed their local Wi-Fi or Ethernet connection. farming spectrum solutions. • Where are your end points – do you require FS: What type of applications do MultiTech’s deep in-building penetration? solutions enable in the agricultural sector and • Financial models – do you prefer to finance the what are the impacts for farmers? project as a capital expense or as operational expense; from a risk perspective, what kind of SB: MultiTech is rapidly growing its footprint in the service level agreement do you require/are you agriculture space, with devices monitoring all willing to pay for? sorts of things from animal location and behaviour, generators, feeders, soil and leaf Of course, if you’re looking for high bandwidth to moisture, weather, irrigation systems, waste water move a lot of data, such as in video streaming and pest control, as well as environmental applications, you probably shouldn’t be looking at contaminants, as it is particularly important to LPWAN. know if toxic gas is present in barns, grain silos and other locations. FS: What are the main challenges at the device level and how should they be addressed? Ultimately, the impact is providing the information farmers need to make better decisions in order to SB: Today, the principal challenge at the device optimise their costs, safety and, most importantly, level is the availability of what I call consumable yield – which is critical to a farmer’s own bottom edge devices. Here again LoRaWAN is ahead of line, and to addressing what the Food and licensed technologies by simple virtue of time – Agriculture Organization of the United Nations with more than 100 certified devices. refers to as a growing food crisis. Nevertheless, this year will be particularly important for vertical market specific edge FS: Will agricultural solutions be deployed on devices to be certified, manufactured and public LPWA networks or will large commercial marketed at scale. I think we’re still a few years farms and cooperatives prefer private LPWA away from that kind of adoptability for NB-IoT. networks? There are certified modules, but, as we all know, it takes time to integrate a module into a finished SB: I think we’ll see a combination – in fact we device. already are. Some of our customers in the agriculture market are looking to utilise both FS: Which vertical markets have been leading licensed and unlicensed LPWA technologies to the adoption of these technologies? create their own last mile networks to extend public cellular coverage – aggregating the data SB: We have seen a lot of activity particularly in from the LoRaWAN network and transmitting it the smart cities and smart buildings space, as well back to the internet using the nearest Cat M1 or as agriculture. Other areas include energy and NB-IoT tower. utilities, medical and even transportation. Ultimately, I think geography will be a critical FS: How does LPWA address the requirements factor in this particular space, as it will still be at of agriculture? least a year before the cellular carriers are able to offer ubiquitous LPWA network coverage. SB: All of LPWA’s big three benefits – range, cost Historically some excellent farmland has been left and power optimisation – are particularly well- out of range. www.multitech.com

IoT Now - Q2 2018 25

ANALYST REPORT SMART AGRICULTURE Berlin, GermanyG 15-16 May M 2018 #IooBSupply Follow Us: Transfforming YYoour Digital Supplly Chain

The 2nd Annuual Internet of Supply Chain FUTURE TECH Analytics, advanced robotics & sensor technology conference has been designed to showcase how BLOCKKCHAIN for Supp ply connected annd digital technologies will enhance Chain Management your supply c hain and provide attendees with the AI Streamlining claims management expertise to r educe costs, create transparencyy,, processes, saving money and improving eﬃciency deliver value and improve eﬃciency! The event CONNECTIVITY Create a Reliable, will not only showcase how connectedand Ubiquitous Network digital technoologies will enhance your supply TECHNOLOGY Integration and chain, but also provide you with the partners interoperabilityy challenges ROI Generating value from IoT and and know-howw on blockchain, autonomous, proving the ROI through test AI and much more. cases and pilots

GET FRESH INSIGHTT:T: Alex Bähr Dario Calderoni Julian Harrison, Nadina Busuioc Raul Speakers to get Director Processes SCM Operation Head of Technology,y, Analytics Lead Coutinho Garrido,o, you excited and & Data COE, Directorr,, Supply Chain, Supply Chain, CTO, sparkk new ideas.

What’s’s more, you may be eligible for a complimentary VIP pass saving you £495* BOOK NOW Visit: iosc-de.internetofbusiness.com Call: +44 (0)203 841 8342 & SAVE RSVP YoYour VIP Pass

Organised by: Sponsored by:

*complimentary passes must be qualiﬁed and are not guaranteed ANALYST REPORT

A new wave of IoT solutions leads the way to more sustainable farming

Global demand for agricultural products is on the rise. By applying advanced technologies in agricultural production, farmers are able to measure and manage the variability of crops in the fields and animals within the herds. Connected equipment, sensors and controllers are being deployed across farms worldwide to increase yield in order to meet the growing demand for food driven by population growth and urbanisation. According to analyst firm Berg Insight’s latest research in the space, the agricultural sector is significantly underpenetrated by IoT technologies but set to experience a wave of technology adoption, writes Fredrik Stålbrand, a senior analyst at Berg Insight

Growers have known for a long time that Every growing season, farmers have to make variations in their fields exist, modern about 40 to 50 decisions about each individual technologies have however enabled detailed field. Across large farms this can easily amount measurements of such variations. The to several thousand decisions per season, introduction of global positioning system (GPS) which makes it very challenging to stay technology in the mid-1990s marked the informed when making those decisions. Farm advent of precision agriculture, as it allows for management software enables analysis and precise positioning of agricultural machines visualisation of field data and is also used to driving in the field. Today, farmers utilise create prescription maps that describe how sensors mounted on GPS-guided equipment much product to apply at specific locations along with satellite imaging, soil sampling and across a field. Telematics systems in tractors in-field sensor systems to collect a wide range and combine harvesters allow for seamless of data from their fields. The collected layers of wireless data transfer of field and machine data geocoded data form a digital representation of to and from the machines. ▼ their crop fields and are used for decision support.

IoT Now - Q2 2018 29 ANALYST REPORT

Figure 1: Global agriculture in numbers Source: Berg Insight, 2018 9.8 570 US$ 3 274 billion million million people by 60% 2050 trillion farms dairy cows increase in in annual demand for production 12% 32 food by value of land area million 2050 used for crop tractors 31% production in use of land area covered by forests

Advanced technologies enable far According to AgFunder, companies in the farm greater precision in agricultural tasks management software, sensing and IoT One of the most widely adopted solutions in segment received US$464m in funding in 2017, arable farming comprises auto-guidance up 28% from the previous year. These systems, which have the capability to companies mainly focus on providing solutions automatically steer the machine across the field for measuring and modelling various conditions according to a preselected pattern. Auto- in the field to monitor for example weather, soil guidance systems allow machine operators to moisture content, crop performance, diseases focus on the task performed rather than the and pests. steering operation. The technology provides greater accuracy and reduces overlaps Historically, farmers have primarily relied on compared to manual steering, leading to a regional weather forecasts from airport reduction in fuel consumption, working hours weather stations that were infrequently and use of inputs. updated. Modern in-field sensor systems can measure weather, soil and crop conditions from The use of precision farming technologies and more than 40 environmental data parameters practices aims to optimise the application of at frequent intervals. Local weather monitoring seeds, fertilisers and crop protection chemicals may for example provide insights into according to conditions in specific zones of the fertilisation timing, as heavy rainfall can wash field. For example, it is estimated that uniform away the applied fertilisers. In addition, weather application of fertilisers across a field leads to data can be used for crop management, yield over-fertilisation of roughly 40% of the area, forecasting and disease modelling. while also causing a reduction in yield by 10%. In precision fertilising operations, higher Another area targeted by a number of start- application rates are used in parts of the field ups comprises remote pest monitoring. where nitrogen run-off occurs, while lower Agricultural pests are responsible for significant application rates are employed in other areas. losses to the world’s annual crop production. Thus, farmers are able to reduce the Traditional pest management is typically a consumption of fertilisers as well as increase labour-intensive undertaking as it requires yield by 10–15%. manual scouting throughout the crop fields. Moreover, satellite imaging is typically also Huge range of new sensing solutions insufficient due to its infrequency. Modern solutions utilise connected insect traps and Software and services built on top of sensing data modelling for risk evaluation to time the hardware have attracted the attention of application of pesticides. venture capital firms and input manufacturers ▼ which are investing heavily in the space.

30 IoT Now - Q2 2018 Figure 2: Major smart agriculture applications Source: Berg Insight, 2018

machines such as harvesters, forwarders, Machine management bunchers and excavators. Therefore, machine Remote diagnostics uptime is one of the most critical factors to Maintenance planning ensure productivity and profitability. Transport management Modern forestry equipment integrates Precision agriculture telematics systems that provide functionality Guidance and automated steering for remote diagnostics and maintenance Yield monitoring and mapping planning. The attachment rate of telematics Precision seeding systems in forestry equipment is markedly Precision fertilising higher compared to that of agricultural Precision spraying equipment. Many of the industry incumbents are also active in the construction equipment Remote sensing market and have offered their systems as standard on their range of equipment for many Satellite imagery years. Drone imagery

Remote monitoring and control Farm consolidation drives technology adoption in dairy farming Weather monitoring Pest monitoring and control Increased demand for meat and dairy products Irrigation management has resulted in larger herds per farmer, making livestock management and manual Precision livestock farming observations challenging. In large-scale dairy operations, the ratio of cows per worker is Cattle monitoring often greater than 200. Large farms have Herd management typically made necessary investments in barn Performance monitoring infrastructure, automation and radio frequency identification (RFID) to create a stress-free Machine uptime critical in forestry environment that supports larger herd sizes operations and reduces the need for manual labour. Forestry shares many of the characteristics of agriculture but differs from crops because of its In dairy operations, precision livestock farming multi-year lifecycle. The industry encompasses technologies are used to optimise the milk yield a range of activities including forestry from each animal. Apart from keeping the herd management, harvesting and forest planning healthy, a high fertility rate is crucial to

and the tasks often require specialised maximise efficiency as a large number of non- ▼

IoT Now - Q2 2018 31 ANALYST REPORT

Figure 3: Wearable devices for cattle monitoring (1) ear tag, (2) halter, (3) neck collar with counterweight, (4) reticulorumen bolus, (5) rear leg pedometer, (6) upper tail ring, (7) tail head inject and (8) vaginal bolus

Figure 4: Installed base of wireless devices for applications in agricultural production

35.0

30.0

25.0

20.0

15.0

10.0 Million units

5.0

0 2017 2018 2019 2020 2021 2022 Livestock segment Farm equipment segment Field segment Forestry segment

Source: Caja, G., Castro-Costa, A., & Knight, C. (2016). Engineering to support wellbeing of dairy Source: Berg Insight, 2018 animals. Journal of Dairy Research. 83. 136-147.

lactating cows results in lower production cellular networks are used in some niche volumes along with high costs of feed and applications. The main application areas for other inputs. Each additional day a cow cellular communication comprise telematics remains dry can cost a dairy producer up to and in-field sensor systems. Among the US$6 in reduced profitability. network technologies, LPWA technologies are expected to achieve the highest growth rate Body-mounted sensor systems together with and realise a significant market position in the herd management software are used to achieve remote monitoring and control segment. satisfactory herd health and timely insemination when a cow is in oestrous. A wide variety of wearable technologies are All major equipment manufacturers commercially available to measure a range of have initiatives related to precision parameters in individual dairy cows. The agriculture and telematics devices can be used for monitoring of Most high horsepower machines are today behaviour, lameness, mating, calving, rumen standard fitted with global navigation satellite function and position. system (GNSS) receivers and field computers. Yield monitors which collects data on crop yield and moisture content are furthermore The installed base of wireless IoT present in almost all new combine harvesters. devices in agriculture reached 18.8 Deere & Company became the first million in 2017 manufacturer to launch a telematics system in Berg Insight estimates that the installed base of 2002 and a number of manufacturers are today wireless devices for applications in agricultural offering factory-fitted telematics systems as production amounted to 18.8 million standard on new agricultural machinery. connections worldwide in 2017. Growing at a Telematics has however a long way to go compound annual growth rate of 10.6%, the before it becomes mainstream in the industry. number of connections is expected to reach 31.1 million in 2022. Wireless sensor systems fitted Leading vendors of precision agriculture on livestock account for the vast majority of all solutions include the world’s largest connections due to their wide adoption in dairy manufacturer of agricultural equipment Deere cow monitoring applications. For data & Company, followed by the US-based transmission, these systems typically employ precision technology vendors Trimble, Topcon 802.15.4-based network technologies, while Positioning Systems, Raven Industries and Ag ▼

32 IoT Now - Q2 2018 Figure 5: Major vendors active in smart agriculture

Source: Berg Insight, 2018

Leader Technology. Hexagon holds a strong per hectare basis, on a value standpoint the position in the positioning segment through its segment is very large. The return on investment subsidiary NovAtel. Among the top agricultural of remote monitoring solutions has thereby equipment manufacturers, AGCO and CLAAS proven to be high. have also developed proprietary solutions, while CNH Industrial and SDF collaborate with third-party companies to integrate precision Dairy equipment manufacturers technologies into their range of agricultural partner with specialist sensor providers equipment. The traditional dairy equipment original equipment manufacturers (OEMs) including Manufacturers of agricultural inputs such as DeLaval, GEA Group, Lely and BouMatic offer seeds, crop protection chemicals and fertilisers comprehensive portfolios of milking robots and have expanded their software offerings notably feeding systems that enable farmers to scale in recent years, predominantly through their milk production through process acquisitions. The market for data-oriented automation. In order to sell technology to dairy applications and agronomic services are also farms, local presence is a necessity and the targeted by a host of start-ups. Major providers large manufacturers are supported by include the Monsanto subsidiary The Climate distributors and local sales representatives in Corporation, Canada-based Farmers Edge and markets worldwide. the newly formed DowDuPont with its Encirca services. Most OEMs have chosen to partner with smaller, specialised companies to provide A group of companies have emerged as leaders advanced sensor technology along with their on the nascent market for in-field sensor milking equipment and farm infrastructure systems that are used for remote monitoring solutions. An exception is Swedish DeLaval, applications. These include Davis Instruments, which provides a comprehensive portfolio of Pessl Instruments with its METOS brand, integrated remote monitoring solutions for herd Semios, Hortau, AquaSpy and CropX. Although management along with its dairy equipment. shipment volumes in this segment is still low, Important providers of sensor systems for herd the pace of adoption of sensor systems has management include Netherlands-based increased significantly in recent years, Nedap and The Allflex Group subsidiary SCR predominantly in the specialty crop segment. which both sell their systems to a number of While the specialty crop segment is small on a leading dairy equipment manufacturers and ▼

IoT Now - Q2 2018 33 ANALYST REPORT

genetics companies. Other significant players include Fullwood, Dairymaster and Afimilk which acquired Silent Herdsman in February 2016.

The traditional industry boundaries in the agricultural sector are beginning to blur Partnerships and consolidation among agricultural equipment manufacturers and precision technology companies marked the theme of the last decade. Alliances are now expanding in scope among agricultural By partnering with companies with equipment manufacturers, input producers, complementing capabilities, leading players software companies and agronomic services aim to transform from selling equipment and providers. These relationships take many forms, inputs to selling complete yield optimisation ranging from transactional agreements based solutions to farmers. Berg Insight is of the on application programme interfaces (APIs) to opinion that groups of companies working more formal and complex relations involving together in ecosystems will be able to capture contracts and service-level agreements. Trimble the most value from precision farming data. has for example a long-standing technology Investments in APIs and microservices along partnership with CNH Industrial, but also has with an open IT architecture will be key to the integration agreements in place with additional development of technical platforms that can OEMs such as AGCO and Deere & Company as support the flexibility needed in the digital well as the input manufacturer DowDuPont. ecosystem that is emerging within the agricultural industry. Moreover, input manufacturers are actively investing in agricultural technology ventures through their corporate venture capital arms. The agricultural sector is significantly These investments are predominantly driven by underpenetrated by IoT technologies strategic objectives rather than financial. With Most farms are still family-run businesses and extensive knowhow in plant biology, input often employ an informal style of management. manufacturers are positioned to become The adoption of precision farming solutions important providers of crop modelling and and software is demanding growers to learn prescription maps by incorporating farm new farming practices and become more management software as part of their offering. organised. In addition, the increasingly complex ▼

34 IoT Now - Q2 2018 technological environment that farmers offer enhanced support for their operate in demands dealerships to offer precision farming portfolios. Berg Insight a greater extent of services to integrate expects that the on-going of farm and support the range of technologies consolidation trend and increased that are utilised in precision farming. This professionalisation of the industry is likely is increasingly addressed by established to continue and result in stronger focus precision technology companies such as on yield maximisation and cost efficiency, Deere & Company, Trimble and Topcon which are proven advantages with using Positioning Systems that are actively precision technologies. investing in their channel partners to Fredrik Stålbrand Berg Insight

About Berg Insight Berg Insight is dedicated M2M/IoT market research firm based in Sweden. We have been specialising in all major M2M/IoT verticals such as fleet management, car telematics, smart metering, smart homes, mHealth and industrial M2M since 2004. Our vision is to be the most valuable source of intelligence for our customers. Berg Insight can offer numerous market reports, detailed market forecast databases and advisory services. We provide custom research tailored to your requirements including focused research papers, business case analysis, go-to-market strategies and bespoke market forecasting.

Our clients include many of the world’s largest mobile operators, vehicle OEMs, fleet management solution providers, wireless device vendors, content providers, investment firms and venture capitalists, IT companies, technology start-ups and specialist consultants. We have provided analytical services to 850 clients in 70 countries to date. If you have any questions about our market report subscriptions and advisory services or simply want to understand how Berg Insight can help you, don't hesitate to contact us at [email protected]

www.berginsight.com

IoT Now - Q2 2018 35 INTERVIEW

Simplify and accelerate IoT network design, deployment and operation with end-to-end turnkey solutions

Stéphane Dejean, the chief marketing officer at Kerlink, tells Fredrik Stålbrand, a senior analyst at Berg Insight, about Kerlink’s evolving positioning as a Network-as- a-Service (NaaS) provider and its activities in the market for private low power wide area (LPWA) networks

Fredrik Stålbrand: Could you start by giving us addressing two IoT use cases – fleet management an introduction to Kerlink and outline your and smart metering, but Kerlink has continuously offerings for the LPWA market? added new solutions to its portfolio. The company launched the world’s first LoRaWAN Stéphane Dejean: Kerlink was founded in 2004 gateway in early 2014 and co-founded the LoRa by two engineers with strong expertise in radio Alliance together with partners in 2015. Today, we frequency (RF) communications for the M2M are one of the largest providers of infrastructure market. The business was originally dedicated to equipment for LoRaWAN IoT networks. We ▼

SPONSORED INTERVIEW

36 IoT Now - Q2 2018 recently also enhanced our portfolio with value- SD: It is built on a mix of increasing our global added services to streamline network operations reach, adding value-added services to our and to support innovative business models and portfolio, crystallising the appropriate ecosystem monetisation of opportunities in the IoT domain. of partners like application-enablement platform In addition, Kerlink has been listed on the providers, and targeting new types of prospects Euronext Growth Paris Stock Exchange since May and segments. For example, the Kerlink reference 2016. We have quickly built a strong track record design solution targets companies that are interested of LPWA deployments and serve many leading in integrating LoRa connectivity in their devices. telecoms operators, as well as private network We are also developing a partner programme and operators worldwide. actively recruiting value-added resellers and system integrators to strengthen our sales channels. This FS: During 2017, Kerlink organised its will also enable Kerlink to better address the needs operations into two business units. What are of local and regional partners. Over the past five Stéphane Dejean, the focus areas of these new business units? years, the company has achieved a compound Kerlink annual revenue growth rate of 62%, so we are SD: The evolution of our organisation was a confident of reaching our 2020 revenue target. strategic decision that we took to maintain Kerlink’s agility. We have separated our activities FS: How do the requirements differ between the to accelerate our business transformation around two major customer groups that you serve – services and applications. Kerlink Infrastructure public telecom operators and private network Solutions now covers the portfolio of carrier- operators? grade network-related infrastructure, management solutions and professional services. SD: Let me start by clarifying the distinction Kerlink Advanced Services focuses on designing between these two groups. Public operators and deploying our reference design, device comprise traditional mobile network operators management and geolocation solutions. The such as KPN, Proximus, Orange and Tata portfolios of these business units are Communications that we are supplying, but also Fredrik Stålbrand, complementary, but the solutions can also be newcomers, like cable operators and tower Berg Insight sold separately. For example, our geolocation companies that are using this new technology to solution can be deployed on top of a third-party deploy networks and make the service publicly LoRaWAN network. Openness of our solutions available. Since the technology uses unlicensed and interoperability are key for us. bands, companies don’t need a licence to deploy the network, which lowers the barriers to entry. FS: Have you added any products to your Private network operators typically include large portfolio in the past year? utilities and industrial companies and smart cities Kerlink’s one-stop- that are more focused on specific applications shop value SD: On the infrastructure side, we extended our and use cases. While public telecoms operators proposition for private portfolio with the core network management require carrier-grade solutions along with robust network operators solution Wanesy Management Center and an network management services, private network indoor gateway. The Wanesy Management Center operators deploy simpler solutions with a encompasses turnkey is a very modular and complete solution that straightforward user experience. IoT network solutions provides comprehensive tools for network that enable companies monitoring and control via self-service portals FS: What solutions does Kerlink offer for or cities of all sizes to and Application Programme Interfaces (APIs). private network operators? The platform supports Kerlink’s Wirnet series of design and deploy gateways, but is also compatible with third-party SD: Kerlink’s one-stop-shop value proposition for their own IoT network gateways. On the services side, we have added private network operators encompasses turnkey and manage its solutions for device management and geolocation, IoT network solutions that enable companies or operation as well as the Kerlink reference design offering, cities of all sizes to design and deploy their own which is a package of hardware, software, IoT networks and manage their operation. We development tools and guidelines. These also offer professional support to help customers solutions help service providers and developers model and design scalable IoT networks, which to design, bring-to-market and efficiently manage significantly accelerates activation. In addition, their fleets of connected objects. Geolocation is a our network management solution, Wanesy strategic focus for Kerlink and we are convinced Management Center, supports multiple that it can add a lot of value to enterprises in a deployment options, including on-premises and range of vertical industries. SaaS. We have also formed a partnership with Microshare, a US-based IoT data management FS: Kerlink has set an aggressive revenue target company, to complement Kerlink’s network of €70m for 2020, compared to about €25m in offering with a highly scalable data collection, 2017. What is the company’s strategy to reach enrichment, storage and sharing solution that this target? allows businesses to securely monetise their data. www.kerlink.com

IoT Now - Q2 2018 37 CASE STUDY

Kerlink helps Grand Paris Metro Project realize its tunnel vision with LoRaWAN connectivity

When Worldsensing, a Barcelona-based Internet of Things (IoT) and operational intelligence technology provider, needed to create an edge-based, connected computing infrastructure to support tunnel construction for the Grand Paris Metro construction project, it turned to Kerlink to provide its low power wide area network system

Worldsensing Worldsensing’s technology required low-power By using Industrial IoT (IIoT) communications provides smart connectivity on nodes placed 20 metres technology, Worldsensing needed to create underground in Parisian tunnels. To achieve the nodes for the Paris Metro project that could cities and industrial required operational performance Worldsensing gather data from sensors installed deep in metro customers with selected Kerlink to provide LoRaWAN gateways tunnels. These critical sensors are needed to tools to understand and support services. With Kerlink’s help, measure tunnel structural data including changes Worldsensing created a low-touch, high quality in incline and positioning, load, structural strain the performance of solution that is set to last for at least eight years, and structural deformation. The safety of distributed well beyond the Grand Paris Metro completion construction workers and the citizens of Paris infrastructure, date in 2022. can be enhanced through carefully aggregated and analysed real-time data from these sensors. improve efficiency Worldsensing provides smart cities and industrial and make customers with tools to understand the To achieve these goals, Worldsensing needed a performance of distributed infrastructure, communications infrastructure and services predictions improve efficiency and make predictions. partner that could supply a high quality, reliable, wireless solution that would also minimise node power consumption, as the node batteries Worldsensing pioneers needed to last through to 2022. IoT deployments The Grand Paris Metro project is one of the Kerlink was able to provide the answer with a largest, urban, public transportation projects of Low power wide area network (LPWAN) IoT the 21st century. According to the Société du solution, deploying a solution with a set of Grand Paris, the project will culminate in a new gateways and support services. The combination metro for the capital of France, providing of Kerlink Wirnet Stations and network design connections to developing neighborhoods, three support was the right set of hardware and major Parisian airports, business districts and services to power Worldsensing’s research centres. 400 Loadsensing nodes.

The Grand Paris Express will serve 165,000 “Our solution for the Grand Paris Metro project companies and transport two million commuters needed end-to-end quality and monitoring, from daily, creating vast new opportunities for sensor to node to gateway,” said Juan Perez, the economic development. product manager for Loadsensing and ▼

SPONSORED INTERVIEW

46 IoT Now - Q2 2018 “The true opportunity that eUICC presents for global enterprises is to simplify logistics and reduce costs

the complexity of the overall solution which and require managed connectivity across multiple requires orchestration of a multitude of inter- platforms. Stream’s eUICC solution streamlines the related elements, which includes the inherent enterprise’s logistics resulting in significant cost restrictions of underlying platforms such as legacy savings. Furthermore, Stream unlocks new revenue connectivity management platforms. streams through IoT-X’s ability to enable global enterprises to re-sell connectivity to the market The true opportunity that eUICC presents for with competitive rates that Stream has established global enterprises is to simplify logistics and to date and continues to strengthen through its reduce costs. There are many ways that Stream global commercial reach. provides these benefits to the enterprises to enable them to truly take advantage of the IoT Now: How does Stream simplify this process opportunity presented by eUICC. Stream provides for large scale enterprises connecting globally? a managed end-to-end eUICC connectivity service, eliminating the need for the enterprise to Robert Shah: Whilst the market is fast realising sign contracts with multiple parties and develop that the adoption of eSIMs is inescapable, it was infrastructure and systems to orchestrate the not foreseeable. As a result, many platforms underlying systems. In short, we enable the global provided by traditional vendors have limited enterprise to insert, or integrate eUICC SIMs into support for eSIM and will continue to be restricted their devices anywhere, and deploy anywhere; by their heavy technical approach. Naturally, this ensuring that devices have access to the impacts the capabilities of the individual MNOs appropriate eSIM profiles and wholesale rates - that subscribe to their services, leaving the drastically simplifying supply chain processes and enterprise with multiple providers and systems to reducing costs. maintain their connectivity. In contrast, IoT-X’s agile network, infrastructure and integration Proprietary multi-international mobile subscriber methodology truly simplifies the process for identities (IMSI) and traditional roaming solutions enterprises to adopt and scale with eSIM. would still result in the enterprise establishing and maintaining separate processes for devices that Since its inception, Stream has provided standards would eventually be deployed in different regions based multi-MNO approach, coupled with cutting

and inevitably have contact with multiple CSPs edge IoT network infrastructure and management ▼

IoT Now - Q2 2018 47 INTERVIEW

“Stream acts as a single provider of global eUICC connectivity and orchestration for the global enterprise

technologies via IoT-X. This has historically gateway that ensures secure data transit for any simplified connectivity at any scale for enterprises. connection. eUICC truly lends itself to the existing capabilities provided by Stream which, coupled with recent This approach results in the APN setting remaining enhancements, distinguishes Stream as a leading consistent even when the eSIM profile changes player. Through a single contractual relationship from MNO A to B, enabling a hassle free and with Stream, enterprises can access multiple eSIM seamless swap in MNO service. Users of IoT-X can profiles to meet different needs, ranging from local manage eSIM profiles manually via a graphical in-country profile/connectivity to regional and user interface (GUI) and application programme global roaming profiles. interfaces (APIs); as well as automating the profile swap based on business rules such as location. As Stream continues to invest in the development of a result, if a device goes from country A to B, the its footprint, which can be utilised by enterprises eSIM profile can dynamically swap per the pre- even if the new profile is on-boarded a year after defined rules. the device has been deployed. This flexibility removes the historic vendor lock-in issue that has The automation extends to the rate plan on the prevented enterprises from deploying effectively subscription. Users do not need to manage their at a global scale. Through a single platform and connectivity via the platform but can be assured underlying network infrastructure, enterprises can that their subscriptions automate as per the orchestrate and monetise their connectivity specific rules configured on the platform. whether it is or not eSIM based, across multiple Regardless of which eSIM profile the subscriber MNOs, geographies and technologies. From a connects to, IoT-X users have a unified experience commercial perspective, Stream eliminates the both via UI and API, gaining access to deep need for enterprises to agree contracts directly analytics, billing, monitoring and lifecycle with multiple MNOs, instead Stream acts as the administration. Furthermore, IoT-X’s capabilities single vendor for global connectivity with are not just restricted to cellular connectivity, but competitive rates that enterprises would not any type of network, including satellite and low typically have access to directly with MNOs. power wider area networks (LPWANs).

IoT Now: What are the unique features that help IoT Now: Why don’t the enterprises do this drive this and what are the benefits of managing themselves? eSIM with IoT-X? RS: The reality is that it is not so simple! The overall MS: IoT-X simplifies the fragmented eSIM and IoT solution requires orchestration of various elements, connectivity ecosystem, resulting in several that are core to the functionality of the solution. The benefits for anyone seeking to adopt IoT-X, be it a global enterprise has a choice to either procure a global enterprise, original equipment manufacturer managed service by a partner like Stream or invest (OEM), MNO or mobile virtual network operator in the development of their own systems. The (MVNO). The approach enables zero touch latter would require significant up-front and provisioning and automation to meet ongoing investment, not to mention the slow time sophisticated needs per individual user. From an to market irrespective of the investment made. internet protocol (IP) infrastructure perspective, all networks that are integrated to IoT-X are done so A high level overview of the technical hurdles to in a unified manner whereby the traffic is routed overcome in order for the enterprise to do it over Stream’s global access point name (APN), a themselves includes the need for the system that ▼

48 IoT Now - Q2 2018 “There are two ways that the MNO can capture business from global enterprises via eSIM: directly and indirectly

they develop to integrate with different types of recognised widely by the market. MNOs are network infrastructures from different MNOs and unable to service global enterprises, as they have a different platforms for connectivity management – multi-geography multi-MNO requirement which is that is, of course, if that MNO is one of the few something typically offered by managed who has a communication management platform connectivity service providers – or IoT MVNOs; as (CMP), be it proprietary or such as that provided a result they have and continue to win significant by Cisco Jasper or Ericsson. In addition, they will global contracts. need an integration to multiple underlying remote SIM provisioning (RSP) systems such as those There are two ways that the MNO can capture provided by IDEMIA, G+D and Gemalto. It business from global enterprises via eUICC: becomes further complicated if the global directly and indirectly. For the indirect approach, enterprise is seeking to on-bill its own customers, the MNO can make its eSIM profile available to the which would result in the procurement or rare types of managed connectivity service development of yet another system for IoT/M2M providers like Stream which possess technology to traffic rating and billing. orchestrate connectivity and eSIM profiles from multiple MNOs and provide an end-to-end Stream acts as a single provider of global eUICC managed service to the enterprise client. This is connectivity and orchestration for the global something that traditional MNOs resist, but local enterprise. Stream’s unique infrastructure and IoT- competing MNOs are capturing. X platform provides users with deep insight into their connectivity regardless of whether it is eUICC For the direct approach, MNOs have an or non-eUICC based, regardless of operator type, opportunity to challenge the status quo for regardless of underlying systems – CMPs and RSPs connectivity by truly taking advantage of eSIM – and regardless of geography. Our unique and enabling themselves as a hybrid of an MNO infrastructure allows us to on-board and integrate and MVNO. This means that the local MNO new network operator partners in weeks. partners use their international counterparts to re- sell their profiles and wholesale connectivity. This In addition, Stream has a strategic footprint that approach is different from existing agreements has been developed since launching Europe’s first between MNOs, which are centred around cellular M2M tariff in 2002. This means the traditional roaming. As described previously, the enterprise does not need to contract with multiple commercial aspect is not the only barrier that MNOs, but simply enter a single agreement with exists, it is largely the technology. Stream to access a global footprint and competitive rates. Stream’s commercial and Consider an MNO which is one of the few that has technical agility also allows the enterprise to bring a CMP. It is extremely likely that their existing CMP its own connectivity to be integrated to IoT-X. will at best only allow them to provide their customers with visibility of connections on the IoT Now: What opportunity does eSIM present MNOs who also subscribe the that CMP. That is for MNOs and how does Stream help MNOs also assuming that the CMP has eUICC capture this? capabilities. Stream not only provides the MNOs with the technology to overlay underlying CMPs MS: MNOs traditionally service their domestic and orchestrate eSIM profiles from multiple MNOs, customers by providing connectivity on their own but also the wholesale rates meaning the MNO network or roaming options for international does not need to establish individual agreements www.stream- connectivity which comes with several restrictions with MNOs. technologies.com

IoT Now - Q2 2018 49 EUICC

Robin Duke-Woolley, Beecham Research

Who needs eSIM for IoT? Beecham Research has been researching and assisting with strategy development in the IoT market for nearly 18 years. In this article, chief executive Robin Duke- Woolley explores the opportunities and challenges of introducing eSIM and embedded universal integrated circuit cards (eUICCs)

The quick answer to this question is – everyone. OEMs in all sectors – buildings, consumer, energy, The somewhat longer answer is . . . it depends. healthcare, industrial, networks, retail, You need to look carefully at the teeth of any gift security/public safety and transport – must now horse and eSIM is no exception. It pays to take develop service strategies for their offerings in care because the subject of SIMs is surprisingly order to compete in their own future market, complex. It is not just about technical solutions – unless they already have. That means they must the greater complexity actually lies with include internet connectivity for their IoT products. commercial issues. As this fact has become more widely understood, the means for connecting IoT products have Why is eSIM needed? become more critical. For mobile operators, the For product manufacturers (OEMs), there has traditional SIM card is both a boon and a problem. never been a greater need or opportunity to A boon because it provides increasingly important connect their products to the Internet. As Figure 1 security safeguards. A problem because, as the shows, a product that is not connected stands or volume of connected IoT devices grows more falls by the product offering itself. That offering quickly, the logistics of shipping so many SIM cannot generate data for new services or be cards and matching them up with the right updated with new software features, so will connected devices becomes ever more quickly lose its competitive position in the market challenging and costly. Either the volumes get compared with others that are connected and can throttled by the logistical difficulties – which add do these things. More than this, an unconnected potentially huge costs – or the SIM needs product cannot be remotely maintained either changing to accommodate them. This is one and its performance in the field cannot be reason why SIM evolution is needed. Together checked. The total value of an unconnected with others it has led to both the multi product resides in the product itself, whereas the international mobile subscriber identity (IMSI) total value of a connected product includes both and the eUICC forms of SIM. the product and all the services created by it being connected. Do we need both In essence, that means a product that is not multi-IMSI and eUICC? connected is likely to have an increasingly serious The difference between multi-IMSI and eUICC is competitive disadvantage compared with a similar quite subtle. The eUICC itself is a SIM capable of competitive product that is connected, and is being remotely provisioned and comes in a range therefore less likely to prevail in the longer term.

of form factors. eSIM refers to the whole solution ▼

50 IoT Now - Q2 2018 Within a network profile are many IMSIs and a Multi IMSI approach provides the facility to change the IMSI that is active on a particular connection

Figure 1: Connected products create more value than unconnected ones

Transition Value Non-Networked Point Networked Marketplace Marketplace

Networked Products Profits come from consumables, services and content as well as the product itself Non-Networked Products Profits come only from the product / device itself 1. Device becomes a way to deliver the services 2. Services become the means to ciltivate an ongoing customer relationship

Time

Source: Beecham Research

of providing a remotely provisioned SIM, that there are no standards for Multi IMSI – it is including the hardware, software and essentially proprietary. For eUICC there are both subscription management system needed to proprietary and standard – in the form of deploy it. It is also the case that the technology conforming to the GSMA Specification. It is worth for remotely provisioning a SIM has been noting that the GSMA is not in fact a standards- commercially available for a few years, but making body and does not profess to be, in the initially in proprietary solutions. In response to the way that, for example, ETSI is. However, it saw a growing potential of this technology the GSMA, real need to develop a standard for eSIM to aid which represents the majority of mobile market development for mobile networks, operators worldwide, has now created and particularly in the IoT space. continues to develop an eSIM specification for remote SIM provisioning that represents the This development is being brought to market by industry’s best approach for creating a standard. a variety of market players, some new to the Remote SIM provisioning involves downloading a market and others who have helped to shape it network profile and network key, which in turn over many years. In the latter camp is KORE, now requires the consent of the network operator that a global IoT solutions provider with a long history owns the network profile. To do a network swap of offering connectivity for M2M and IoT requires two network profiles from different solutions. KORE in particular is working on the operators to be present in the SIM – the original transition from Multi IMSI to eUICC and the GSMA one and the one being swapped to. version of eSIM with a particular principle in mind – what will create a rising tide that lifts all boats Within a network profile are many IMSIs and a in the IoT market. With that in mind, proprietary Multi IMSI approach provides the facility to is a retrograde step with true market change the IMSI that is active on a particular development coming from aiding introduction of connection. This can mean changing from one a standard as quickly as possible – even if that IMSI on one mobile network to another IMSI on takes a little longer. The company has long another – in other words, a network swap similar experience of working closely with network in effect to an eUICC. In order to make that swap, operators and the GSMA and also with providing at least two IMSIs need to be present on the SIM. multi-IMSI, having been one of the pioneers Typically there is space on a SIM for several and introducing that to the IoT market. some systems offer the facility to remotely download a new IMSI. Their view of this transition is therefore instructive and reflects their long experience in

A key difference between the two approaches is this market. For KORE, proprietary eSIM solutions ▼

IoT Now - Q2 2018 51 EUICC

Figure 2: eUICC and multi-IMSI projected IoT growth

eUICC + Multi-IMSI Projected IoT Growth M units (excludes Connected Cars) 70.0

60.0

50.0

40.0

30.0

20.0

10.0

2016 2017 2018 2019 2020

Source: Beecham Research

do not provide a sufficiently significant step Of course, with this huge potential upside comes forward compared with multi-IMSI so the GSMA more risk. At contract renewal, the owner of a Specification of eSIM, which is still evolving, is large number of connected devices gains the their preferred approach. In addition, they argue opportunity to switch mobile operator if they can that both multi-IMSI and eSIM are relevant for the secure a better deal with another one. In other future – they intend to continue offering both to words, so long as the eSIM technology and suit different customer needs. Certainly, there is a commercial undertakings – the willingness to real need for the market not to get sidetracked share network profiles – operate as intended, the into proprietary versions of eSIM, of which there owner is no longer effectively locked in to their are several. Beecham Research created a GSMA original choice of operator for the life of those paper explaining the issues of proprietary versions devices in the field. The negotiation has a much of eSIM, which can be viewed at this link: greater chance of being a proper negotiation, http://www.beechamresearch.com/download.as which in turn means greater focus on issues other px?id=39. This is also available on the GSMA site. than just the cost of the connectivity – coverage, for example, and technical support. That way A further key issue with all of these solutions is leads to real market development. mobile operator acceptance. Whether it is a network swap (eSIM) or IMSI swap (multi-IMSI), What is really of concern to operators is they can only be achieved with the consent of the increasing the risk without the reward of much network operators whose network profiles/IMSIs higher volumes. So, which comes first – opening are involved. As often portrayed, eSIM is being up to greater risk or gaining the much higher introduced in the teeth of opposition from mobile volumes? Operators are trying to secure the operators and that they are doing all they can to second before accepting the first, because the slow it down. But is this really the case? Clearly, other way round is clearly commercially eSIM provides a much more streamlined and cost- unattractive. Essentially, that suggests the market effective method for provisioning mobile for eSIM will take off initially through a series of connectivity in a secure way. It lends itself to very large volume deals, rather than lots of small ones. large volume deployments in ways that traditional That being the case, the continued requirement SIM cards could never hope to emulate. As a for Multi IMSI is evident. result, it is a certainty that introducing eSIM will substantially increase the number of connected devices on mobile networks at a much faster rate Contact us at: than in the past over time. [email protected]

52 IoT Now - Q2 2018 INTERVIEW

eUICC presents the next step towards multi-carrier, multi-platform IoT

The embedded universal integrated circuit card (eUICC) introduces a means for organisations to evade the traditional constraints of subscriber identification module (SIM) cards issued by mobile network operators under cellular connectivity contracts. These contracts have required organisations to replace operator SIMs if they wish to change provider but eUICCs enable organisations with greater flexibility and control. Here, Evan Whitelock, a product manager at Aeris, tells George Malim how eUICCs can provide organisations with greater flexibility and control of their connectivity, especially as volumes ramp up to mass scale

IoT Now: What do you see as key eUICC power and can take advantage of lower cost eUICC obviously benefits? connection rates. To take advantage of that, the is a hot topic in flexibility offered by eUICC will be vital. today’s IoT Evan Whitelock: eUICC obviously is a hot topic in today’s IoT world, especially around cellular However, not all the benefits of eUICC are reality world, especially connections. I think that’s because of the yet. This is a new technology and, while it is around cellular potential the technology can deliver. The value to standardised, there has been hesitancy on the connections the customer lies in the incredible flexibility part of cellular carrier partners to dive into this. eUICC enables, which will manifest itself in Sometimes, communication of the benefits has different ways, according to the characteristics of been overdone. For example, being able to specific deployments. optimise coverage based on which network has the best coverage at a given time in a given The most obvious of these is service assurance. In location is not quite here yet, although that yesterday’s world, you would take SIM cards from capability soon will be available. a provider and then, for better or worse, you would be locked in to that provider for, in many IoT Now: How are connectivity providers cases, the life of the device. Even though reacting to the emergence of eUICC? Do they connectivity contracts typically are not as long as fear the technology will disintermediate them? the expected lives of IoT devices, the cost of sending someone to go and switch the SIM card EW: They absolutely will lose exclusivity and, for would defeat the purpose of changing them, that’s an understandable concern. The connectivity providers. Put simply, the cost of value of eUICC to customers is in the increased changing a SIM outweighs any savings or service flexibility and control it enables. But this isn’t just gain offered by an alternative provider. plucked out of the air. Operators will have to sacrifice a bit of control. It makes sense that there A key eUICC benefit, therefore, is to be able to is some hesitancy because the subscriber switch to an alternative provider with better service numbers represented by IoT devices contribute to or rates and to not get locked in to an existing their total connections, and operators are very provider as rate reductions continue elsewhere. concerned about losing net additions of Don’t forget there’s a race to the bottom on price connections. eUICC means customers could move going on in the cellular market and no one should 50,000 units off an operator’s network with a lot be committed to paying last year’s – higher – price. less effort than ever before. It’s also important to recognise that as more and more deployments grow to the point where real Naturally, mobile operators will have some ▲ scale exists, organisations have greater buying opposition to that. Also, there is the issue of

SPONSORED INTERVIEW

IoT Now - Q2 2018 53 INTERVIEW

overlapping footprints between operators. Operators will be cautious about enabling customers to have control and the ability to switch back and forth between providers. Over time, this will work itself out and business agreements will be put in place to allow multiple profiles to be maintained on the eUICC. To me, it looks like the enablement of mobile number portability in the consumer cellular connectivity marketplace, and I think that’s the direction eUICC deployment will take. However, the big difference is that IoT connectivity has become so commoditised and the volumes will be so large that everyone is moving to a multi-carrier approach for IoT connectivity.

Aeris is no different to any other provider in this respect as we’ve been working on eUICC for some years now. It’s important to view eUICC as just the next big step towards a multi-carrier, multi-platform IoT. This is a traditional direction but it will be interesting to see how flexible mobile carriers are in The value of eUICC comparison to mobile virtual network to customers is in operators (MVNOs). the increased I think that MVNOs, for us as a carrier- Evan Whitelock, flexibility and Aeris neutral provider, will be more control it enables aggressive in creating the multi-carrier environment because, where possible, mobile carriers will want as much traffic as possible.

IoT Now: Do you think the benefits of eUICC are well understood?

EW: Customers absolutely should know about the concept. When you look at many of the solution creators in this market – whether they provide services or equipment – I think, traditionally, they have been experts on the challenges they solve in the world. For example, an original equipment

54 IoT Now - Q2 2018 manufacturer (OEM) will be an expert on the EW: We are in the middle of a fundamental shift We view eUICC as a challenges in their market while an application in which everybody is moving towards an tremendous service provider (ASP) will be an expert on the environment that creates flexibility. Both eUICC opportunity and service they provide. Connectivity is an afterthought and OTA capabilities are part of this and, as the we’re actively and has been viewed as a necessary evil. market is validated, will increase competition, which I view as a good thing. moving forward with However, as the capabilities of eUICC become our own eUICC more widely available and better understood, The flexibility is both for the customer and the capabilities today these organisations can start to wrap their minds provider because it enables suppliers to broaden around what this technology can do for them. with whom they work and integrate. For example, greater flexibility means that deployments on My main concern is that there is slightly misleading another platform still can be managed by a information out there today that implies multiple different provider. This is where everyone is going carriers are available on a single SIM right now. and it is a direct reflection of the fact that no We’re not quite there yet but, as solutions are built single technology or single global roaming SIM is around this technology, the functionality will good enough anymore. become clearer and, if you fast forward a few years, eUICCs will become the norm. Broadly The reality is that in order to provide the flexibility speaking, customers recognise that, as they make required by everybody, everything has to be on a the next big leaps, the concept around creating an platform and available. While eUICC is not a efficient, scalable, multi-carrier, multi-technology requirement for everyone today, in a few years it landscape will be fundamental to success. will be closer to a standard offering than a value- added one. It’s an important capability, much like IoT Now: Do the conflicting or inconsistent the security of OTA upgrades today, but it terminologies surrounding eUICC and eSIMs depends on the exact deployment scenario of a hamper market perception? customer or owner of a solution as to how – and when – it will be deployed.

EW: I think so, especially because we’re only now IoT Now: What is Aeris’ approach to eUICC? getting into the broader education of the market. What do you offer and how do you see the I’m not very concerned about this in the long market developing? term because the message will become consistent, but today a lot of people are saying EW: We view eUICC as a tremendous opportunity they’re first to market and are bringing shallow and we’re actively moving forward with our own information that can be misinterpreted. eUICC capabilities today. We have the objective of building out an underlying framework to support It does seem now that you can search for eSIM or our customers so, when customers with buying eUICC and get the same answers, and that power can negotiate contracts without our help, creates a degree of confusion. In addition, there we’ll have the foundation for them to do that and are some underlying difficulties. For example, future-proof their solutions. They may not wish to without a subscriber management platform, you add a second profile for five years but they can do can’t achieve many of the benefits of eUICC. so then as the requirements of their service dictates. Having said that, I really believe this is just a symptom of the introduction of any new eUICC is, therefore, a solution we’re committed to technology. As the market place continues to be and it directly compliments our view of where we educated, everything will become much clearer. want to take our business. We’re excited by the prospect and we continue to find new use cases IoT Now: Does eUICC really matter as we enter and value within eUICC. The long-term potential the era of over-the-air (OTA) upgrades and other is enormous. www.aeris.com flexible means of managing devices?

IoT Now - Q2 2018 55 eUICC advances

eUICC development continues but mobile operators guilty of dragging their feet

Embedded universal integrated circuit cards (eUICCs) are gaining a lot of attention because of the flexibility and control they offer but, amidst the hype, there is a degree of over- promising going on about the technology's capability today. In addition, there are distinct factors which are slowing development, for instance, the idea that eUICC enables devices to swap networks on the fly according to the best capacity available is not yet reality. So what’s standing in the way, asks Peter Dykes?

“Today we’re not Conformity to standards is key to the wider working with the industry to actively develop the really able to adoption of eUICC according to some in the IoT needed evolution in standards.” industry. Emmanuel Routier, the vice president of change profiles on verticals for IoT and analytics at Orange Business “At Orange we are committed to complying with the fly, due to Services, says that as things stand, original standards, to enable our customers to get the equipment manufacturers (OEMs) wanting to maximum flexibility,” he adds. “For example, we performance and benefit from changing eUICC profiles can only do are currently in the process of implementing technical so at the beginning, or end of the contract – two version 3.2 of the eUICC standard, which will use cases supported by Orange in IoT and that enable a SIM profile change on heterogeneous constraints” were tested intensively with other mobile network architectures. Today, you need to make sure that operators (MNOs) from the Global M2M all of the components from MNOs, SIM card Association. So at present, for a car manufacturer manufacturers and management platform with eUICCs in its cars, using the standard providers, are working together.” implemented by Orange means they can only change profiles at the car delivery stage, or at the The problem is compounded by the fact that end of the contract. MNOs are reluctant to make their subscription profile widely available. This is particularly “Today we’re not really able to change profiles on important because the OEM manufacturers are the fly, due to performance and technical increasingly being seen as a major driving force constraints,” says Routier. “One important behind IoT adoption. In a recent white paper, element that the telecoms industry needs to Robin Duke-Woolley, an analyst and the chief address to make eUICC a success, is to implement executive of Beecham Research, wrote: “The big the standard specifications, particularly the latest volumes of connected devices in the future will releases. To be on top of these standards you increasingly come from OEM-based applications.

need to engage actively at GSMA and the It is also increasingly the case that products ▲ standardisation bodies level. Orange is currently originally designed for after-market applications

56 IoT Now - Q2 2018 Emmanuel Routier, Orange Business Services Robin Duke-Woolley, Beecham Research

are being adapted by their manufacturers to have “MNOs, largely, are still placing business “MNOs, largely, are integrated connectivity. It is this OEM-based restrictions around when/where/how their still placing business category of applications that will be the real profiles can be used – preventing the coverage growth driver for IoT and it is therefore this optimisation use case,” adds Whitelock. “Where restrictions around category that the eUICC and eSIM solutions have we see the need to continue education is around when/where/how primarily been designed for.” the actual value propositions that eUICC solutions can deliver today. In order for eUICC their profiles can be However, for the OEMs to come on board, two technology to reach the full potential of used – preventing things need to happen, according to Evan delivering value, MNO carrier profiles need to be Whitelock, senior product marketing manager for widely available for enterprises to use – with the coverage Aeris. First, there is the need for more education limited restrictions. eUICC technology is still very optimisation use on the real capabilities of eUICC solutions and new, and MNOs have yet to actively participate in second, MNOs need to make their profiles more what I’ll call restriction-free eUICC solutions. case” widely available. He believes there is a hesitation MNOs are still looking to lock deployments onto on behalf of SIM buyers today because the their network, and eUICC solutions enable the benefits, potential and costs of eUICC SIMs are mass migration of subscriptions off of their not clear. “In many cases, inexperienced IoT network – negatively impacting their net solution builders are not aware of eUICCs and subscription reporting. It is difficult to predict their potential benefit,” he explains. “In other exactly when the MNOs will begin to make their cases, the messaging in the marketplace has profiles widely available with limited restrictions; been slightly misleading and has caused however, over the next two years we should start confusion even for the more experienced IoT to see larger IoT deployments with buying buyers. But as education continues to improve, power successfully negotiate profile control with and as IoT builders become more and more some MNOs.” comfortable with eUICC SIMs, their potential benefits, and their actual value, we should see Even so, Whitelock is not optimistic about things more traction over the next year.” changing overnight. “We would classify the current eUICC development stage as nearly- He adds that much of what is being discussed – complete … from a technology standpoint. The from many different types of industry players – technology, standards, platforms and others have focuses more on the potential capabilities such all been created and specified and eUICC as the value proposition of coverage optimisation offerings are standardised in terms of the which is often presented as a benefit of eUICC technology,” he says. “What are still works in solution. And while technically eUICC solutions progress are the business rules around MNO can enable a coverage optimisation solution, profiles within an eUICC solution. There is still a where the strongest coverage profile can be lot of progress needed on this front before eUICC dynamically selected at any given time – the SIMs become the sole SIM for IoT. But we should industry does not yet have participation from the continue to see progress over the coming years MNOs to enable such a use case. as eUICC deployments and demand grow.”

IoT Now - Q2 2018 57

ANALYST REPORT

NB-IoT networks are here, now it’s time to make business

According to the Chinese zodiac, the Year of the Dog began on 16 February 2018. While the future is always shrouded in uncertainty, one of the most certain predictions for the year is that narrowband IoT (NB-IoT) will hit China’s tech sector with full force. Huawei predicts 150 million NB-IoT connections by the time for next year’s spring festival and China’s Ministry of Industry and Information Technology (MIIT) has set a national target for 600 million NB-IoT connections by 2020, writes Tobias Ryberg, a co-founder of analyst firm Berg Insight

Elsewhere in Asia-Pacific, Europe and other in a concerted effort to accelerate the transition regions, more than 40 mobile operators expect from 2G to 4G in the already booming domestic to see the first large-scale deployments of cellular IoT market. commercial applications based on the latest new addition to the 3GPP family of standards. The Similar changes are also happening at a slower global roll-outs herald a new phase in cellular pace in other parts of the world. In Europe, the IoT with new opportunities and threats to the leading mobile operators are making good industry. Once the technology is in place, it is progress towards ubiquitous coverage for NB- time to start making business. For hardware IoT. Vodafone has been among the leaders in vendors and connectivity providers, the the development of the standard and will roll challenge is make sure volumes grow faster than out commercial services across all its networks the rate of price erosion. On the applications until 2020. At the end of 2017, the operator had side, the key is to identify scalable business live NB-IoT services in Italy, Spain, Ireland and opportunities that appeal to large customer the Netherlands. During 2018, availability will be segments. extended to Germany, the UK and Czechia. Deutsche Telekom launched in Germany and the Netherlands in Q2 of 2017 and plans to extend The next phase in cellular coverage to an additional six European IoT begins now countries. China is driving a major paradigm shift in the global cellular IoT industry. The country has Other European operators with live NB-IoT embarked on one of the world’s largest digital services in early 2018 included Orange, TIM and infrastructure projects that will result in billions Telia. Telefónica will start deployments in Europe of new connected devices in the coming five later this year. Adoption in North America is also years. NB-IoT has been designated as the starting to take off. T-Mobile USA switched on country’s preferred low power wide area NB-IoT services in Las Vegas in February this (LPWA) network technology and plays a key year and Verizon has confirmed plans to build a role in the national policies. The state-controlled nationwide network covering 2.56 million square mobile operators are deploying nationwide miles by the year-end. Australia, Singapore,

network infrastructure and subsidising hardware South Africa, South Korea, Turkey and the UAE ▼

IoT Now - Q2 2018 59 ANALYST REPORT

are other examples of countries where rollouts billion (US$725m). That is roughly half of are already underway. Supported by global Verizon’s IoT business and less than Vodafone network deployments, Berg Insight expects that generated from an installed base of 67 million yearly shipments of NB-IoT devices will grow at connected devices. a compound annual growth rate (CAGR) of 41.8% from 106.9 million units in 2018 to 613.2 Calculated based on the average number of million units in 2023. connected devices on the China Mobile’s network over the year, the average revenue per device dropped by 48% from CNY 64 (US$8.4) Figure 1: NB-IoT device shipment forecast in 2016 to CNY 33 (US$4.4) in 2017. There are (World 2018–2023) two possible explanations for those results.

Millions Either the bulk of the new devices connected in the year generate extremely low ARPU, or else 700 there is a significant share of non-revenue 600 generating devices included in the operator’s 613.2 IoT subscriber base. There are indeed some 500 526.6 question marks around the sustainability of the 400 427.2 Chinese IoT market and its exceptional growth.

300 Recent footage showing piles of smart bikes 316.5 rounded up by city authorities to be discarded 200 just a few months after they were put into use 187.8 and that must be taken as a worrying sign.

100 ▼ 106.9 0 Figure 2: Mobile operator IoT revenues 2017 2018 2019 2020 2021 2022 2023

NB-IoT 1400 Source: Berg Insight 1300 1360 1200 Turn volume growth into 1100 revenue streams 1000 900 The next generation of cellular IoT networks can 800 support an exponential increase of the number 700 800 725 of connected devices. This capacity will be 600 (US$ million) needed. China Mobile’s annual report for 2017 500 revealed that the operator added on average ten 400 million new cellular IoT connections per month 300 during the year. At the end of the period the 200 281 operator had 229 million connected devices. 100 149 More connections do not however automatically 0 translate into proportionate revenue growth. In Verizon Vodafone China Telefonica China the same period, China Mobile’s IoT revenues Mobile Unicom increased by a more modest 44% to CNY 5.5 Note: Only operators reporting IoT revenues separately are included

60 IoT Now - Q2 2018 The biggest challenge for traditional telecoms Manufacturing companies are starting to players in the next phase of the development of develop Industry 4.0 concepts for their supply IoT will be how to turn massive volume growth chains. Many consumer brands are into significant revenue streams. Typical NB-IoT experimenting with connected products. In use-cases with expected yearly revenue streams between, transport and logistics companies of US$1 per connection must be deployed at have long experience of tracking goods and now immense scale to generate meaningful cash look to the opportunities with real-time tracking flows. One way of achieving this will be to tap on a resolution down to individual packages. into new application areas where NB-IoT is an Adoption in developed economies is mostly important enabling technology such as Industry market-driven with enterprises going through 4.0 and connected consumer products. Verizon cycles of pilots, evaluation and implementation reported the highest public IoT revenue figure based on return on investment (ROI) among the world’s mobile operators of US$1.4bn calculations. The process is protracted and in 2017, largely because it is the world’s largest complex due to the number of players involved provider of fleet management services for in any value chain. China is taking a very direct commercial vehicles. The players who identify approach, essentially mandating that the largely and monetise similar opportunities in emerging state-controlled enterprise sector must application areas like asset management and implement Industry 4.0 concepts as quickly as transport tracking will be well positioned to possible. It remains to be seen if the eastern or become future revenue leaders in cellular IoT. western approach will be more successful from an economic point of view. From a technology perspective, China’s push will however certainly drive innovation and reduce the cost of Industry 4.0 gains momentum communication technologies by creating NB-IoT and other LPWA technologies create massive demand. new opportunities for intelligent networking and automation in the enterprise and consumer Industry 4.0 will drive demand for LPWA space. A web of connectivity reaching from the connectivity especially in supply-chains. One of supply chain to the end consumer can reduce the main volume applications will be ultra-low- cost and improve the customer experience. cost tracking devices. At some point, radio Industry 4.0 is a name for the current trend of frequency identification (RFID) tags and automation and data exchange in manufacturing barcodes will be replaced by active trackers. technologies. From a cellular IoT perspective, There is a growing consensus in the the main implication of the concept is that the transportation industry that pallet tracking flow of raw materials, parts, components and becomes economically viable at a unit cost finished goods will be networked. The around US$5. Active tracking of individual networking requires the presence of parcels is today economically viable on high- communication technology in transport vehicles, value products. Lower cost and infrastructure pallets and parcels. Beyond the point of for recycling trackers will progressively lower the manufacturing, the same form of connectivity threshold. Technology innovations like printable will be required in the distribution chain, across RF chipsets and disposable batteries for one- distributors, retailers and into home delivery. time use will be key enablers for volume growth. ▼

IoT Now - Q2 2018 61 ANALYST REPORT

Redefine consumer experiences connected consumer products will through connectivity predominantly use ultra-low-cost cellular communication. The trend is starting in China The concept behind Industry 4.0 applies equally and will eventually spread to other regions. NB- well to consumer markets. Post-sale, the IoT is going to be the primary enabling digitised consumer brands of the 21st century technology, with 2G as an intermediary solution will seek to build a web of connected products for early adopters. to build a stronger relationship to customers and offer improved customer experiences. The prime example is the smartphone, through OEMs versus aftermarket and the rise which brands like Apple and Samsung interact of new service provider categories with consumers on a daily basis. Many consumer The Industry 4.0 technology landscape offers products will increasingly resemble smartphones significant opportunities for new categories of by becoming more dynamic and interactive. IoT solution providers. General packet radio Whitegoods and other home appliances will be service (GPRS) enabled the rise of telematics early volume segments. service providers that today offer a wide range of applications for connected cars and fleet One example of future trends can be seen in air management. NB-IoT will similarly enable the conditioners. Leading Chinese brands are rise of dedicated service providers in the fields adding connectivity to their products for of asset management and transport tracking. multiple reasons. It improves the customer Just as in vehicle telematics, there will be both experience by allowing the consumer to switch original equipment manufacturer (OEM) and the appliance on and off remotely. The same aftermarket solutions available on the market. A capabilities can also be used to participate in key lesson learned from the telematics industry energy management schemes where the local is that aftermarket providers are more flexible power utility can switch off loads to avoid than OEMs and faster to market with new demand peaks. On top of that, connectivity innovations. On the other hand, OEMs have an enables a new business model where cooling is advantage in developing more advanced sold as a service. In emerging economies with applications as they have full access to all data booming urban populations who live on low in their own products. income, pay-as-you-go business models have already proven highly successful in the mobile Asset management is an application area where industry. Applying the same model to consumer aftermarket solutions have major advantages. appliances has a great potential for generating Any organization that decides to network all of growth. The early efforts of the bike sharing its assets will have to deal with a significant industry can provide a glimpse of the future. installed base where connectivity will be retrofitted. The biggest challenge of such a Connected consumer products will become project is how to access more than just basic prevalent in all parts of the world. There will physical data like position, acceleration and however be significant differences in how temperature. The telematics industry was lucky products are being networked. In developed to have the standardised on-board diagnostics economies with high fixed broadband (OBD2) interface available in all vehicles. penetration, smart home gateways and Originally intended for engine inspection, it was managed Wi-Fi/Bluetooth connectivity will be able to provide rich data about the status and key enablers. In mobile-first markets, cellular is condition of the vehicle. Asset management the only connectivity option. Therefore, solution providers would benefit greatly from a ▼

62 IoT Now - Q2 2018 similar standardised interface for embedded contents, track their movements and report systems. OEM solutions can provide higher this information. value, but only for specific asset categories. NB-IoT meets the technical requirements for Transport tracking is even more open for container and pallet tracking, but not for third party solutions. Complex industrial parcels. Apart from the cost, the supply chains involve multiple parties and environmental aspect of disposable trackers modes of transport. The digital organisations is highly troublesome. A potential solution to that want real-time information about the the problem can be found in the beverage flow of goods and products will be able to industry where billions of cans and bottles do that by keeping track of containers, are being recycled through an extensive pallets and parcels. The primary role of a network of machines. An intelligent transport tracking solution provider will be connected parcel, which can be recycled at to make those objects intelligent and the nearest convenience store, would Tobias Ryberg, networked so that they can sense their revolutionise e-commerce. Berg Insight

IoT Now - Q2 2018 63 EVENT DIARY

HLTH – The Future of HIMSS Europe IOT TECH Europe Healthcare Event Barcelona, Spain - 27-29 May 2018 Amsterdam, The Netherlands Las Vegas - 6-9 May 2018 http://www.himsseuropeconference.eu 27-28 June 2018 https://hlth.co /sitges/2018 https://www.iottechexpo.com/europe/

AI Expo Europe Amsterdam, The Netherlands 27-28 June 2018 https://www.ai-expo.net

Blockchain Expo Europe Smart Cities week Amsterdam, The Netherlands Santa Clara, USA - 7-9 May 2018 GSMA Mobile 360 Series 27-28 June 2018 https://blockchain-expo.com/europe/ www.smartcitiesweek.com/2018-Silicon- – Privacy & Security Valley/ The Hague - 30-31 May 2018 http://www.mobile360series.com/privacy- Car HMi UX Redefined Europe Smart Cities Expo security. Berlin, Germany - 27-29 June 2018 Toronto, Canada - 7-8 May 2018 https://car-hmi.com https://smartcitiesexpoworldforum.ca The Smart City Event Atlanta, USA - 4-5 June 2018 GSMA Mobile World http://www.thesmartcityevent.com/atlanta/ Asia IoT Business Platform Congress Shanghai Shanghai, China - 9-10 May 2018 TU Automotive Detroit Shanghai, China - 27-29th June 2018 [email protected] Conference & Exhibition www.mwcshanghai.com Detroit, USA - 6-7 June 2018 Digital Transformation World 2018 https://automotive.knect365.com/tu-auto- – TM Forum detroit/ NICE, France - 14-16 May, 2018 https://dtw.tmforum.org The Industrial IoT Event Atlanta, USA - 6-7 June 2018 http://www.iiotevent.com/atlanta/registration. aspx Security of Things World 2018 Blockchain 360 Berlin, Germany - 1-3 July 2018 https://www.securityofthingsworld.com London, UK - 12-14 June 2018 https://blockchain-expo.com/europe/ 3rd IoT Global Innovation Forum 5G North America Portland, USA - 10-11 July 2018 Texas, USA - 14-16 May 2018 http://www.iotglobalforum.com https://tmt.knect365.com/5g-north-america/ Industry of Things World Asia 2018 Internet of Things World Singapore - 15-17 July 2018 Santa Clara, USA - 14 -17 May 2018 www.industryofthingsworldasia.com https://tmt.knect365.com/iot-world/

Connected and Autonomous Vehicles IoT World Europe Santa Clara, USA - 14-17 May 2018 London, UK - 12-14 June 2018 https://tmt.knect365.com/connected- vehicles/ https://get.knect365.com/iot-world-europe

Internet of Things European Summit Connected Britain 2018 Brussels - 15-16 May 2018 London, UK - 19-20 June 2018 https://eu-ems.com/ https://www.terrapinn.com/conference/conne cted-britain/index.stm Asia IoT Business Platform Thailand Internet Supply Chain Thailand - 24-25 July 2018 etail Europe Berlin, Germany - 15-16 May 2018 [email protected] London, UK - 19-21 June 2018 https://iosc-de.internetofbusiness.com/ https://etaileurope.wbresearch.com Asia IoT Business Platform Indonesia Digital Utilities Europe 2018 AI Leaders Summit Boston Indonesia - 28-29 August 2018 Amsterdam - 16-17 May 2018 Boston, UK - 21-22 June 2018 [email protected] http://www.wplgroup.com/aci/ https://forwardleading.co.uk/meetings/ai- leaders-boston-2018

Autonomous Machines World 2018 Berlin, Germany - 25-26 June 2018 http://autonomous-systems.tech

URLLC 2018 The 6th IoT Forum CE London, UK - 4-6 September 2018 Vienna, Austria - 16-17 May 2018 http://urllc2018.executiveindustryevents.com/ https://www.iot-forum.at Asia IoT Business Platform Taiwan Utility Week Live 2018 Taiwan - 11-12 September 2018 Birmingham, UK - 22-23 May 2018 [email protected] https://www.utilityweeklive.co.uk/ Industry of Things World 2018 4th Smart Cities India Expo 2018 Digital Healthcare Event Berlin, Germany India - 23-25 May 2018 London, UK - 27-28 June 2018 17-21 September 2018 http://www.smartcitiesindia.com https://www.digitalhealthcareshow.com https://www.industryofthingsworld.com

64 IoT Now - Q2 2018 Seasoned, strategic data.

Beecham Research is the leading strategic advisor on IoT. With over 25 years experience, we provide the market data and advice to help shape your IoT business plans.

Boston London Suite 456, 359 Newbury Street 2 Bath Place, Rivington Street Boston MA 02115 London EC2A 3DR [email protected] 617-531-0650 +44 (0)207 74749 1944 beechamresearch.com Simmpple, truusted, scalable IoT

Transforming your business coulddn’t be easier withVh Vodafone’s end-to-endId IoT solutions. Trust Vodafone to accelerate your IoT transformation. We’re known by industry analysts as an IoT leader, having pioneered its development for over 25 years. Today we manage over 65 million IoT connections across the globe. Togetherwith our ecosystem partners, we can support your IoT-enabled transformation. vodafone.com/IoT

The future is exciting. Readdy? IoT Now: ISSN 2397-2793 Q2 2018 • VOLUME 8 • ISSUE 2

Guide to Internet of Things World 2018

TALKING HEADS Software AG's Bernd Gross says IoT success relies on rapid implementation, open platforms and security throughout

PLUS: How to pick up the right partners for your IoT apps • IoT Global Awards 2018 winners report • Could your partners have the right recipe for IoT success already? • Why IoT's a growth engine for SMEs • Latest news online at www.iot-now.com

CONTENTS

IoT Now Guide to Internet of Things World 2018 S14 S6 IoT GLOBAL INTERVIEW AWARDS WINNERS S10 PARTNER SELECTION

S12 EVENT PREVIEW

S12 EVENT PREVIEW IN THIS ISSUE IoT Now provides its preview of this year’s Internet of Things World conference and exhibition S4 NEWS The latest from across the Internet of Things S14 IoT GLOBAL AWARDS The winners of the inaugural IoT Global Awards are S6 INTERVIEW announced Software AG’s Bernd Gross tells George Malim that rapid implementation, open platforms and security throughout S16 FEATURE make up the ingredients for IoT success Paul Hughes says in the search for IoT profits there’s much that can be learned from your partners S10 PARTNER SELECTION Annie Turner seeks out the tips and tricks for picking the S18 FEATURE right IoT partners Alison Mitchell emphasises that IoT is for SMEs too

Cover sponsor: Software AG (Frankfurt TecDAX: SOW) helps companies with their digital transformation. With Software AG’s Digital Business Platform, companies can better interact with their customers and bring them on new digital journeys, promote unique value propositions and create new business opportunities. In the Internet of Things (IoT) market, Software AG enables enterprises to integrate, connect and manage IoT components as well as analyse data and predict future events based on artificial intelligence (AI). The Digital Business Platform is built on decades of uncompromising software development, IT experience and technological leadership. Software AG has more than 4,500 employees, is active in 70 countries and had revenues of €879 million in 2017. www.softwareag.com

PUBLISHED BY: WeKnow Media Ltd. Suite 138, 70 Churchill Square, Kings Hill, All rights reserved. No part of this publication may be West Malling, Kent ME19 4YU, UK Tel: +44 (0) 1732 807411 copied, stored, published or in any way reproduced © WeKnow Media Ltd 2018 without the prior written consent of the Publisher.

IoT Now Guide to Internet of Things World I Q2 2018 S3 NEWS

IoT helps German researchers tackle North Sea plastic pollution

“We embed low-cost satellite trackers and wave height, to understand and into floating buoys which provide a predict surface drift behaviour as well wealth of information on the movement as how debris travels in the water of plastics on the sea’s surface. This column and on the sea floor. helps us understand how plastic debris moves and how it is affected by the One of the most revealing discoveries complex interaction of wind, current so far has been the huge effect of wind, and tides.” with some buoys beaching in as little as one month having travelled up to 700 Buoys are fitted with a 7×5 cm SPOT miles: “It is clear that the influence of Trace device which includes an the power of the wind on the IoT is tracking drift patterns integrated GPS receiver, simplex movement of floating particles in the transponder and motion sensor. This North Sea is greater than we SPOT Trace and Globalstar satellite Internet of Things (IoT) solution allows anticipated,” said Meyerjürgens. communications are helping researchers to accurately track drift researchers at the University of movement using the Globalstar LEO Mark O’Connell, the general manager Oldenburg in Germany better (Low-Earth Orbit) satellite for EMEA at Globalstar, added: “Global understand and combat plastic constellation. awareness of the gravity and scale of pollution in the North Sea. pollutants in our oceans is at an all-time Using sophisticated modelling tools to high. We are proud that our satellite A team from the University’s Institute analyse complex ocean currents at the communications are helping the of Chemistry and Biology of the Marine surface, the team can study the University of Oldenburg research team Environment is studying the movement movement of waste on the ocean. The to better understand ocean behaviour, of floating plastic pollution to get a University’s 3D computer simulation enabling them to deliver solid scientific clear picture of the drift patterns. PhD programmes use the data from the evidence to stakeholders to tackle the student Jens Meyerjürgens explains: SPOT Trace devices, including depth pressing issue of plastic pollution.”

NEWS IN BRIEF InterDigital to contribute to 5G infrastructure roll-out in Bath and Bristol Electric Imp and Microsoft partner to accelerate secure InterDigital, a mobile technology IoT connectivity research and development company, announced that it has won a bid to Electric Imp, a global provider participate in the UK 5G Smart Tourism providing secure edge-to-enterprise project. The project is part of Phase 1 of IoT connectivity, announced that it will the 5G Testbeds and Trials programme offer Azure-based managed services run by the UK government’s Department on its IoT platform. Commercial and of Digital, Culture, Media and Sport industrial users can take advantage of (DCMS) and will be led by the West of Azure IoT Hub and Electric Imp’s England Combined Authority following scalable and secure connectivity its success in securing £5m (€5.73mn) platform to simplify retrofits of new from the UK government to trial a Roman Baths will gain 5G infrastructure and existing products for end-to-end superfast 5G network at tourist IoT applications. The new offering destinations in Bath and Bristol. architecture trial. The 5G Smart Tourism expands Electric Imp’s cloud options project will once again see InterDigital to include a public impCloudTM on The trial will see 5G infrastructure put in and BIO collaborate, with InterDigital’s Azure, enabling existing and new place at the Roman Baths in the city of FLIPS solution delivering important Microsoft customers to implement Bath, and in Bristol at the M Shed improvements on key performance Azure-based IoT solutions. museum, in and around the We The aspects, such as latency and Curious science centre, and in throughput, for virtual and augmented “With access to Azure and Electric Millennium Square. InterDigital will join reality use cases in the tourism space. Imp’s powerful IoT platform, Microsoft the consortium of 25 companies and Azure users are gaining pre-integrated organisations, made up of 5G network “Winning this bid is a perfect testament connectivity that virtually eliminates service providers, tourism and business to the importance of InterDigital’s the complexities of deploying, support organisations, tech hubs, research and development in the mobile commissioning, securing, and research bodies and others. technology space,” said Alan Carlton, managing IoT devices at scale,” said vice president, InterDigital International Hugo Fiennes, the chief executive and The announcement further reinforces at InterDigital. “We are committed to co-founder of Electric Imp. “Industrial InterDigital’s key role in the development helping towards the successful rollout of and commercial customers can now of 5G and adds to the company’s 5G in a way that will significantly change easily and securely connect new and portfolio of UK technology research and and enhance the way we live our lives. retrofit IoT applications to Microsoft development projects. For example, in This is about much more than smart Azure IoT Hub and fully realise the August 2017 InterDigital partnered with tourism: a successful trial will position value of Microsoft’s advanced data Bristol is Open (BIO) to showcase its the West of England as a leader in analytics, machine learning and other FLIPS (Flexible-IP services) solution, the harnessing 5G technologies to connect powerful tools.” world’s first successful Multi-Access citizens, homes, transport, businesses Edge Computing (MEC) 5G network and organisations.”

S4 IoT Now Guide to Internet of Things World I Q2 2018 NEWS

Telensa wins Whakatane District Council NEWS IN BRIEF smart street lighting project Nokia opens Cloud Collaboration Hub in Singapore

Nokia is strengthening its cloud and data centre services with the official launch of the first Nokia Cloud Collaboration Hub in Asia. Based in Singapore, the hub is an execution centre where multivendor cloud services from strategy, design, execution and delivery are provided. It is one of three hubs in the world, with the other two located in Texas, US, and Reading, UK, offering innovative tooling and automation, as well as DevOps-based cloud development Whakatane will have smart street lights and delivery.

Telensa, a provider of connected street claims to be the world’s most popular The Nokia Cloud Collaboration Hubs lighting and smart city applications, has connected streetlight system. include a multivendor lab set-up with been selected by Whakatane District cloud services experts co-located to Council to deploy its PLANet intelligent “Telensa PLANet will help Whakatane help operators visualise, develop and street lighting system. The project, part of District Council reduce costs whilst execute their plans. The global network a New Zealand Transport Agency improving our street lighting service,” said of hubs reflects the growth of Nokia’s programme to convert existing road Council Transportation manager Martin portfolio of services and capabilities to lighting to LEDs, will involve replacing Taylor. “This project is a significant step address the increasing demands of Whakatane’s 2,500 streetlights with forward in intelligent infrastructure and operators looking to accelerate their wirelessly managed LEDs. The project is will deliver a safer, smarter, and more transition to the cloud. due for completion in June 2018. efficient service environment for District residents.” Telensa PLANet is an end-to-end Arundo Analytics partners intelligent street lighting system, Will Gibson, the founder and chief consisting of wireless nodes connecting commercial officer at Telensa, added: with Acteon Group to deliver individual lights, a dedicated wireless “Following our recent announcement subsea machine learning network owned by the city, and a central with Wellington, we are delighted to be Arundo Analytics, a software management application. The system working with Whakatane to deliver a company enabling advanced analytics pays for itself in reduced energy and more efficient streetlighting service, one in heavy industry, has announced a maintenance costs, improves quality of that can respond to the District’s partnership with Acteon Group, an service through automatic fault reporting, changing needs.We are also excited integrated global provider of subsea and turns streetlight poles into hubs for about the potential for low-cost smart services, to deliver machine learning smart city sensors. With more than 1.5 city applications, enabled by the new models for subsea applications on the million lights connected, Telensa PLANet lighting network.” Arundo Enterprise platform.

“The Arundo Enterprise platform is able to rapidly deploy and manage TÜV Rheinland and SecurityMatters to harness next machine learning models at extreme generation industrial control system cybersecurity solutions scale across multiple businesses and clients,” said Cody Falcon, the vice TÜV Rheinland and SecurityMatters, a assessment capabilities to control their president of product at Arundo. “These provider of operational technology (OT) networks. SecurityMatters’ technology capabilities give Acteon a key network assessment and protection, have and TÜV Rheinland’s Industrial Services advantage to quickly deliver value from announced a strategic partnership aimed experience will provide plant operators advanced analytics to their customers.” at helping worldwide industrial services with the most complete set of services clients such as manufacturing plant and solutions for functional safety and Acteon uses its deep domain expertise operators, energy and utility companies, cybersecurity excellence. in subsea equipment monitoring, data transportation and transit system analysis and engineering insight to operators to rapidly detect and remediate “Combining our expertise in industrial support customers with their the increasing cybersecurity threats services and operational technology (OT) engineering and cost challenges–both targeting their operational technology security, we are one of the very few current and future–by providing infrastructure. organisations that offer this level of deep efficiency-driven solutions. This expertise to our clients concerned about partnership with Arundo will enable SecurityMatters provides critical the safety and security of their both companies to develop high-value infrastructures and industrial companies operations,” explained Frank Luzsicza, analytics for operating companies with best-in-class industrial cyber executive vice president, Information and supporting global customers through resilience technology which empowers Communication Technology, TÜV tools like machine learning and artificial asset owners with unrivaled visibility, Rheinland Group. intelligence to reduce the cost asset of threat detection and continuous ownership by 30%.

IoT Now Guide to Internet of Things World I Q2 2018 S5 INTERVIEW

IoT success relies on rapid implementation, open platforms and security throughout

Bernd Gross is senior vice president of IoT and Cloud at Software AG. He was previously responsible for the IoT Business at Nokia Siemens Networks and chief executive of Cumulocity and has seen IoT develop from an exciting concept for the future into a market reality. Here, he tells George Malim, the managing editor of IoT Now, how organisations can establish sound foundations for the future stages of their IoT implementations by identifying their goals, selecting their partners and ensuring they have flexibility and security

IoT Now: What do you see as the main how a web company does analysis on a browser motivations for companies to deploy IoT to continuously improve usability. In IoT, this is the technologies and what is accelerating uptake of same concept but being applied by smart device IoT in general? makers.

Bernd Gross: Typically, we categorise demand for In a traditional business, it’s not easy to access IoT platform technology in three areas. data about how products are used but once the Deployments either focus on lowering cost, products are connected you get the data points increasing efficiency or supply side optimisation, that enable you to engage with customers in new and growing revenues. Lowering cost is an easy ways and that’s a compelling attraction of IoT for way to show the business case internally for many organisations. organisations and it’s often a first way in for IoT. Having an initial service that generates cost The third category is increased sales. It’s obvious savings or efficiencies to the extent that return on that having the ability to introduce a new business investment in IoT can be established is an easy to model such as providing an asset as a service or understand way to gain organisations’ shifting from a capex to an opex model offers commitment to investing in IoT. significant opportunities to organisations. This capability helps them to differentiate from their The second way in is if a company wants to reach competition and extend the value they can deliver a new level of engagement with its customers. to their customers. This might be if they are motivated to provide a better customer experience by improving a Such an offer might involve predictive product’s functionality or its interface. In this maintenance capability to ensure machine uptime. scenario, knowing how a product is used enables This was not previously possible because the improvements to be made. This is very similar to machines weren’t connected but now it’s possible ▼

SPONSORED INTERVIEW

S6 IoT Now Guide to Internet of Things World I Q2 2018 Bernd Gross, Software AG

to monitor the machine to ensure it is running well. This can be monetised, either by manufacturers or their distributor partners.

IoT Now: That seems a complex approach for organisations that are new to IoT capabilities. Which approach is motivating the market place the most today?

BG: Recently we have seen a lot of cost optimisation-driven initiatives, especially in industrial IoT (IIoT). For example, discrete machine manufacturers such as DMG Mori, the largest equipment makers in the metal working industry, or Homark, which makes machines for the furniture industry, are using our IoT platform technology. They’ve focused first on cost optimisation but now want to use IoT to grow their businesses with new revenue models.

These might, for example, involve introducing recurring revenue models instead of a simple one- time machine sale. In addition, companies might be able to use IoT to enable them to offer services to improve machine productivity or predictive maintenance packages. They can build new revenue streams while differentiating themselves from being purely makers of machines. As a machine maker your capability to differentiate has certain limitations imposed by the nature of the machine in questions. However, IoT can enable the performance of the machine to be maximised and its maintenance and support to be done in new and

efficient ways. ▼

IoT Now Guide to Mobile World Congress I March 2018 S7 INTERVIEW

If you’re using We see IIoT as the leading vertical in which (MVP) approach could enable a company to start companies are engaging with IoT to move from with a discrete IoT product. They could start with cloud, you have pure cost saving to new revenue generation and an app that is separate from IT and other to make sure that creating differentiation. processes such as remote alarm management for the provider’s a fleet of machines. This would demonstrate value IoT Now: How is the ability to connect and but remain self-contained. We recommend rolling multi-tenant analyse the physical world enabling new out a separate app, learning to manage the new concept opportunities to be identified? environment and ensuring it is up and running and works well for six to nine months before slowly separates the BG: As I said earlier, the capability IoT brings improving capabilities with an agile methodology. database enables companies to act similarly to web companies that analyse how users interact with A second step would be to increase efficiency by their products and services. These insights can integrating the new data insights you are now then be applied to enable product enhancements. collecting with your existing process, such as Once devices get online it’s quite surprising that supply chain management. Finally, the third step is people out there are managing their businesses in to innovate around the new service offering and the same way that they did 50 years ago. Of use artificial intelligence (AI), predictive course, they’ve introduced IT in that time but intelligence and other technologies to enable new they’ve only really digitised their back offices. We revenue generating services. now see IT and business applications converging so companies can have a full understanding of IoT Now: Why is it so important to use their business that encompasses inputs from technologies that have open architectures? spare parts inventory to predictive maintenance. I believe we’ve only seen the tip of the iceberg in BG: Without doubt, openness will play a key role. terms of innovation and the possibilities enabled Today, it’s extremely difficult to foresee what will by IoT. The fundamental thing is to have end-to- happen in two or three years so you have to end transport in real-time available so you can ensure you have a partner that gives you gather data to predict and optimise and create a complete freedom of choice in the future. You better experience. only get that with an open platform.

IoT Now: What are the main challenges Maintaining flexibility is so important because organisations face in order to implement IoT although an early customer might require you to successfully? offer services based on Microsoft Azure, a future Chinese customer might want it based on Alibaba. BG: We think there are three key attributes to Increasingly we are seeing organisations being successful IoT deployments. These are the ability required to comply with national regulations to deploy rapidly, the utilisation of open regarding data sovereignty so you need a technologies and ensuring security. platform that is completely independent in terms of the hyperscale cloud environment it uses. The biggest challenge I’ve seen with companies However, this is just one aspect, the openness of entering into the IoT implementation challenge is the platform is also important. that they try to do too much at once. They embrace the idea of introducing predictive All the application programme interfaces (APIs) analytics and maintenance before they’ve done must be open to enable you to do what you need the basics, which are to connect the machines and to in future. If only a few are open you may later make sure that’s working well. Having said that, a find yourself limited in terms of what you can do. I significant part of the challenge is to get services would only select a provider with fully open APIs up and running and demonstrating their value. because you can’t predict what will happen. A This is vital to maintain internal support for IoT principle of the Cumulocity platform is we believe investment. in fully open capabilities so all functionality is available through open APIs. IoT Now: Is there are need for organisations to move quickly but in a more focused way? IoT Now: Everyone’s aware of the security challenges facing IoT, how can organisations BG: A rapid start is very important to generate ensure they address this in the best way? momentum but then apply an agile methodology. For example, taking a minimum viable product BG: Security and data privacy are massive topics ▼

S8 IoT Now Guide to Internet of Things World I Q2 2018 for IoT platforms. Using the latest technologies to This is just one example but it shows the It’s a micro- achieve end-to-end encryption from endpoint to complexity. Requirements are often very specific cloud is very important. If you use the http layer, and very closely related to the business case so ecosystem, it’s you can use high or low security encryption and you need to develop your environment into an not like iTunes, there are specialist companies that will advise you ecosystem. With IoT, it’s the things that make the it’s specifically on which is most appropriate to get your data difference and define the ecosystem, not the safely into the data centre. internet. around the machines and the If you’re using cloud, you have to make sure that IoT Now: Even with the right micro-ecosystem in the provider’s multi-tenant concept separates the place to support highly specific services, ways in which database. Do not trust a database that services organisations still have strategic partners. What machine multiple customers. However, if you truly separate are the differences between strategic and provision the database environment for each partnerships and being part of an ecosystem? information can customer, there can’t be leakage of data. be made BG: From the smart equipment maker’s Another consideration is access to data. You need perspective there’s no real difference. The service available to to consider who will be able to access the data company they use is a strategic partner but one partners and and, because IoT is an ecosystem play, you need level above that for us, as a platform player, it’s to be able to provide access to third parties. To do different. We have hundreds of ecosystem distributors this, you need a governance model that provides partners all of which can add value to our access at specified level to the different types of platform offering. For instance, we have about 20 partners and organisations you decide to allow telecoms operator partners worldwide including access to you data. Deutsche Telekom, Telstra, NTT Communications, KPN and Telia. They have our platform white- IoT Now: You mentioned that IoT relies on an labelled so that when you deploy and app on our ecosystem to enable services and applications. platform you can actually deploy it across various How should organisations approach the open cloud environments. ecosystem and their role within it? A strategic partner should therefore be selected BG: This is a highly strategic question for each based on if they are already present in a specific organisation to answer before seriously vertical and can add value. Strategic partnerships considering an IoT deployment. For example a should be defined for a particular value proposition manufacturer of compressors that wants to make with the partners jointly participating in that area. the most of IoT will have the immediate reflex of using IoT to improve efficiency. They will focus on IoT Now: We’re not talking so much about IoT in cost optimisation even though the greatest value theoretical terms today because organisations will come from revenue and differentiation via the are already making moves beyond introductory enablement of the partner ecosystem. deployments. What has the market learned so far to make development of IoT happen more For a compressor company this comes in the form successfully? of condition monitoring, alarm management and, in the future, predictive analytics to help the end BG: To move through the maturity steps from customers and ensure the machine is always up initial IoT deployments that generate cost savings, and running. However, when you start thinking into the introduction of new services that about what is specific to a compressor company generate differentiation and revenue, before you quickly realise that there is no generic engaging in innovation to go even further, ecosystem for a compressor company. It’s a organisations need to carefully assess their micro-ecosystem, it’s not like iTunes, it’s priorities. As I said before, it’s not possible to specifically around the machines and the ways in know what will be needed in three years time but which machine information can be made available it is possible to ensure you engage with the right to partners and distributors. Many of these rely on ecosystem to support you with the open aftersales as part of their business model so technological platforms for the future. At the having the opportunity to make money out of same, it’s possible to put in place security to service contracts or verifying the condition or age protect your IoT implementations and your of a compressor enhances their business and customers. Finally, the right strategic partners can grows loyalty to the compressor company. enable you to turn a concept into reality to the benefit of all involved. www.softwareag.com

IoT Now Guide to Internet of Things World I Q2 2018 S9 PARTNER SELECTION

The trick of picking the right partners for IoT apps

It is understood that no one can provide everything, end-to-end, for IoT applications, regardless of the sector. This means ecosystems of partnerships and platforms are not just unavoidable, but essential and choosing partners is difficult, writes Annie Turner. While the focus often is how easy and quick it is to onboard them, less attention is typically paid to how easy it will be to part company with minimal disruption to the business

With that in mind, a good place to start before transformational technologies. That means looking for partners is gap analysis – what do they are already experimenting with machine you need to address your most pressing issues learning and artificial intelligence (AI), because and what pieces are you missing before there are companies that have skills in these looking for who can best fill those gaps. One technologies and receiving returns on their of the most common areas to choose are investment.” predictive analytics to avoid losing revenue through downtime. Maciej Kranz, the vice president of Strategic Innovation at Cisco, gives a great example of Pierce Owen, principal analyst at ABI this. Goldcorp mines gold and typically lost Research, advises, “You should choose US$2 million a day when a specialist vehicle partners that will help you solve problems and broke down. The only way to recover the faulty accelerate innovation. This means partners vehicle was by using another one, adding to who can help you connect your assets and the expense. The company started using extract useful analytics out of your data, but sensors for predictive maintenance and Partial IIoT ecosystem also partners who understand the next wave of reduced the failure rate by 80% in the first Core to the edge three months. By adding AI, that has been cut by 95% using fully autonomous capabilities.

Recent research from ABI showed that the top Rockwell Automation desired outcome of applying emerging technologies to a manufacturing organisation Honeywell Siemens was improved data outcomes, although the same survey showed a lack of skills and HPE experience was in the respondents’ top three Mitsubishi inhibitors to embracing innovative technology. Schneider Electric Electric Dell Amazon Clearly a great opportunity to pick a specialist Technologies Greengrass partner. ABB Ability PTC Emerson Thingworx Platweb However, the subject of sharing and controlling data is a sticky one. Owen suggests that one Siemens Honeywell SAP Cloud ABB Mindsphere Sentience Emerson of the reasons GE Digital has had to rethink its FogHorn Cisco Kinetic digital ambitions is that, “They set up Microsoft Amazon Web partnerships, but then didn’t let them get on GE Predix Azure IIoT Services Hitachi Industrial Internet Lumada of Things (AWS) with what they excel at – GE wanted control and other companies weren’t happy to hand INDUSTRIAL EDGE PROCESSING APPLICATION CLOUD CLOUD APPLICATION EDGE PROCESSING INDUSTRIAL over control of their data to a third party. That AUTOMATION AND DATA ENABLEMENT INRASTRUCTURE ABI research INRASTRUCTURE ENABLEMENT AND DATA AUTOMATION EQUIPMENT MANAGEMENT PLATFORMS PLATFORMS MANAGEMENT EQUIPMENT was a big problem,” he said. ▼

Source: ABI Research

S10 IoT Now Guide to Internet of Things World I Q2 2018 Source: ABI Research Rank 1 Rank 2 Rank 3 Rank 4

Data security and privacy 22% 13% 13% 20%

Aligning innovation with your existing legacy framework 17% 18% 13% 7%

Cost of the technology 13% 9% 10% 4% Technology Adoption: Inhibitors Regulatory and legal barriers 12% 11% 10% 16% What are the main barriers that could Enabling technologies are still largely immature 7% 2% 6% 5% prevent your organisation from embracing innovative technologies? Lack of internal Skills and Experience 7% 16% 16% 9% (Rank 1 to 4 where 1 is most important) Complexity and fragmentation of the supply chain 6% 10% 9% 12%

Cultural aspect and workforce resistance to innovation 5% 5% 8% 8%

Unclear ROI path 5% 9% 10% 9%

Lack of Funding 4% 4% 4% 4% Base: Total 456

Platforms in the B2C arena have proved the technologies (see graph below) according to most successful and fastest way of growing a recent findings by ABI Research, although, in business that humans have ever devised. They all spheres most security breaches are due to bring together producers, sellers and buyers of basics being overlooked. Gross remarks, goods and services who previously didn’t and “Securing the platform is obvious but perhaps couldn’t easily transact. underestimated – people forget to secure the devices they attach – such as the one with the However, when choosing a platform partner, open Bluetooth connection.” you need to think carefully about their business as well as operational model. The B2C Sometimes data security fears are given as platform business model puts the platform good reasons to avoid connecting up systems, owners in a position of supreme power – the but this is flawed and short-term thinking. It’s most successful are among the world’s true that many manufacturing environments, Pierce Owen, ABI biggest, most valuable and most profitable for example, have dedicated systems for Research organisations. Aside from taking their cut of specific functions that were not designed to each transaction, such as Amazon or Apple, be linked into larger systems or ecosystems. much of that power comes from the data they Over time, they will become obsolete or evolve amass, collate, analyse and use to constantly to become part of a data-driven environment refine and develop their own products and through the use of standardised interfaces and markets, as well as, in some cases, selling data protocols. to third parties in the style of Google or Facebook. Beware of partnering with any company that is resisting the move towards open protocols and And incidentally, it is important to consider interfaces. As Andreas Geiss, a vice president geography and culture too: Bernd Gross, the at Siemens, says, “If their USP (unique selling senior vice president of IoT and Cloud at point) is proprietary, it’s definitely time to Software AG says, “Lots of clients have global change. Moving away from that opens [them] Maciej Kranz, Cisco rollouts and customers in China want [cloud] up to competition, but standardisation services on Alibaba not Microsoft Azure or increases overall market size and makes it AWS. Platforms must not have solution that more transparent and commoditised – that’s will only integrate with one hyperscale the name of the game.” platform.” So a partner should have a clear plan of how So just how open and transparent is that to move towards developing standards to platform? Who is benefiting from your ensure they will be sufficiently flexible and company’s data? Who has what control over interoperable in future, rather than locking which data and what they do with it, where their partners into expensive proprietary ways and for whom? These are the big questions of working. regarding platforms for reasons that stretch way beyond the regulatory. They are about Standardisation and greater openness also protecting your business, your customers and means more security concerns. Somewhat your reputation too. ironically, securing IoT will only be possible through partnerships because no single As partnerships become more prevalent and company has the whole suite of skills and important, one solution for these concerns products. Keep an open mind here. Data could be blockchain. Emmanuel Marchal, the security will bring many new and at first managing director of ConsenSys, explains, glance unlikely potential partners into the mix. “Using blockchain you can have multiple For instance, don’t overlook security service parties operating together and streamlining firms with experience in consumer markets for their processes together, but without giving securing IoT connections. They understand the control of their data to any third party.” threats to and defences for standards-based and Internet technologies – the very things Data security and privacy concerns are the top that will propel IoT into the widest possible inhibitor to companies adopting innovative range of applications and segments.

IoT Now Guide to Internet of Things World I Q2 2018 S11 EVENT PREVIEW

Enjoy an exclusive 20% discount by using promo code: IOTN

IoT World speaker snapshot The event welcomes speakers including: Brett Bonner, vice president, R&D, The Kroger Co. JoAnna Sohovich, CEO, The Chamberlain Group Juan Perez, chief information officer, UPS Kevin Burns, chief innovation officer, City of Miami Russ Benson, vice president, IT, Boeing Aru Bala, president, Europe, Stanley Black & Decker Walter Stewart, vice president and chief research officer, Sutter Health Virkum Aiyer, vice president of Public Policy, Postmates Ashish Tajpuria, senior vice president and head of Emerging Payments and Commerce, Bank of America 14-17 May, 2018 Bret Evans, senior director IT Supply Chain, Johnson & Johnson Gary Binstock, director of Technology - Strategic Innovation & Technology Alliances, Colgate- Head for Santa Clara to Palmolive Barry Hooper, senior green built environment see IoT action from strategy coordinator, San Francisco Department of the Environment Maurice Henderson, chief of Staff, City of Portland to implementation to results Michael Frost, vice president, CBRE Group, Inc. Bob Bennett, chief innovation officer, City of Internet of Things World, to be held on 14-17 May, 2018 at the Kansas City, MO Santa Clara Convention Center in California, USA, will celebrate Angie Gibson, manager, Emergency Management the event’s fifth anniversary by welcoming more than 12,000 and Public Safety, PG&E attendees. This year’s show features a comprehensive programme Linda Gerull, CIO/director of Technology, City of covering IoT and provides an opportunity for attendees to San Francisco Ryan Ciovacco, president, Connected Living & network and learn. Here, IoT Now previews the event WallyHome, Sears Holdings Steve London, senior manager, Business Development, For 2018, Internet of Things World provides real world experiences from the Global Connected Consumer, General Motors growing number of IoT market implementations. With a deeper emphasis Jonathan Reichental, chief information/technology on solving practical challenges, each of the conference’s vertical market officer, City of Palo Alto tracks is expanded to two days. 16 May dives into strategy and 17 May builds Ron Guerrier, CIO, Farmers Insurance further to deliver business critical information on implementation and operation. 15 May offers an Executive Keynote Day specifically aimed at Rosa Akhtarkhavari, CIO, City of Orlando senior IoT executives and an expanded workshop day on 14 May, featuring Dr. Don Kinard, senior fellow, Lockheed Martin seven training sessions, networking functions and technical workshops. Mirko Senatore, director Network Solutions & Excellence, EMEA, Pfizer Mark Young, chief technology officer, The Climate This year, the organisers have announced four new features for the event. Corporation These include: Maksim Perchinsky, chief data officer, City of San Diego Expanded workshop day David Burns, director of Field Systems, McCarthy On 14 May, seven workshops will run concurrently offering content designed for Building Companies technical staff, IoT beginners, startups and more strategic level content for senior Harsh Patilsenior staff research engineer (IoT level professionals. Security), LG Electronics Robin Stennet, vice president of Emerging Market Enhanced vertical content Strategy, ADT Security The new two-day structure for the vertical conference content includes one day Bill Bennington, national quality manager, PCL of strategy and one day of implementation and operation. The event also offers Construction Enterprises expanded industrial content to include tracks covering smart buildings, smart Hamid Montazeri, director IoT Architecture & SW construction and energy and utilities as well as continuing to cover consumer IoT. Engineering, Stanley Black & Decker Developers' conference Herve Letourneur, vice president of product, August Home Advanced technical discussions within two tracks of education, covering topics, such as build and deploy, security, data, artificial intelligence (AI) and networking Meg Goldthwaite, chief marketing officer, NPR and connectivity. Eli Share, head of IoT & Mobile, Bosch Tool Corporation Executive Keynote Day Michael Sherwood, director of Technology and 15 May will showcase some of the world's most renowned pioneers in IoT Innovation, City of Las Vegas including C Level representatives from Avnet, Boeing, UPS, Microsoft, Software Laura Meixell, chief data officer and assistant AG, Verizon, City of Portland, City of San Francisco, T-Mobile plus many more. director, Digital Services, City of Pittsburgh Rajat Shail, senior director, Experience Design, Honeywell SPONSORED PREVIEW

S12 IoT Now Guide to Internet of Things World I Q2 2018 New this year, the Developers’ Conference is a two-day, two-track technical conference for developers, hardware engineers and architects working on IoT solutions. Attendees will be able to learn from the world’s leading companies and open source projects which will present the information needed to lead successful IoT developments. Designed specifically for technologists, the IoT World Developers’ Conference will bring together the technical leaders driving key innovations in the IoT marketplace, along with those seeking technical education, mentorship and collaboration to develop their careers.

Developer conference streams include:

Build and deploy Architecture • Embedded systems development using • Design patterns/architecture maps for IoT Project Kairos modern software practices • Microservices design principles to build for start-ups • Containerisation and microservices in the IoT devices at Project Kairos is an exclusive world of IoT • An end-to-end open source architecture start-up programme and • Zen and the art of predictive maintenance for IoT community bringing together • Design to deploy: IoT product development • Serverless and IoT select investors and some of the from inception to production most innovative start-ups on the Networking and connectivity tech scene. For start-ups it Security/data and AI • Dynamic security and connectivity: provides the opportunity to • Panel: Minimise cybersecurity risks in the hardware’s role network with thought leaders, IoT solutions • Universal connectivity: possible or pipe other innovative start-ups, • Automation and AI to improve IoT dream? leading solution providers and security • Case study: connectivity in air quality sensors top media and investment • The inadvertent IoT platform: PostgreSQL • Standards and interoperability: IoT communities. For investors, it • Apache Spark and Apache Ignite: Where standardisation and implementation provides the opportunity to fast data meets the IoT challenges connect with new, high potential start-ups from across the globe and discover the newest technologies transforming the market place. In addition to these technical sessions, the event features strategic conference streams covering a wide range of verticals. Among the highlights of these are panel discussions involving the following participants: The exhibition floor Smart home Finally, no event is complete Voice Control / Voice Activation for Smart Homes without a buzzing exhibition Moderator: Ronan de Renesse, practice leader, Consumer Technology, Ovum floor and Internet of Things Jeff Patton, general manager for Connected Home Product Management & Innovation, GE Lighting World has takes over the entire Casey Newton, fead of Business Development, Logitech Santa Clara Convention Center, Chris Kocher, co-founder and managing director, Grey Heron Venture Consulting collocating the event with Sean Newton, applications engineering manager, STMicro- Connected & Autonomous electronics Vehicles. Exhibitors include some of the world's most Smart construction recognisable technology brands Using IoT to streamline the construction process alongside pioneering start-up Matthew Rosenberg, founder & DEO, M-Rad Architecture businesses. Nate Fuller, implementation manger, Office of Innovation, Bechtel Misha Nikulin, head of IT Innovation & Emerging Technology, Bechtel Chris Hansen, director R&D US, Nordic Semiconductor

Smart cities INTERNET OF Engaging in the Smart Cities Journey - Innovation in Technology Moderator: Andrew Watkins, president and COO, Marketplace.city THINGS WORLD Michael Sherwood, director of Technology and Innovation, City of Las Vegas IN NUMBERS Lee Farrell, Manager, Frontline Services, City of Ottawa Jennifer Sanders, executive director, Dallas Innovation Alliance, City of Dallas Dan Evans, senior director of Product Management, Itron Mobeen Kahn, AVP, AT&T IoT Solutions - AT&T Business Solutions, AT&T 12,000+ Industry and manufacturing Attendees Industry 4.0 - Capture the Value of Industrial IoT & Shape the future for the Industrial Digital Revolution Moderator: James Brehm, founder and technology evangelist, James Brehm & Associates Ravi Arikapudi, global programme manager, Abbott Laboratories John Hajdukiewicz, director, User Experience, Honeywell 300+ Erik Josefsson, head of Advanced Industries, IoT, Ericsson Exhibitors & Start-ups Gaurav Malhotra, principal, Digital Supply Chain & Operations, Supply Chain Blockchain Leader, EY

Energy and utilities How Legislation, Policy, and the Political Environment affect IoT Initiatives in the Energy/Utility Sectors 16+ Karen Caraway, principal, MITRE Jessie Denver, energy programme manager, San Francisco Department of the Environment Hours of Networking Bruce Edelston, vice president of Energy Policy, Southern Company Dr. Sanjiv Malhotra, Department of Energy For more information visit: tmt.knect365.com/iot-world/

IoT Now Guide to Internet of Things World I Q2 2018 S13 IOT GLOBAL AWARDS

IoT Global Awards 2018 winners named at Smart IoT London One sign of a technological concept coming to maturity is the emergence of a set of independently judged awards. For the Internet of Things (IoT) this has now happened with the inaugural IoT Global Awards, the winners of which were announced at Smart IoT London event in March. IoT Now reports

Judged across 12 categories, including CXO of the year, by a specially assembled panel of 12 IoT industry experts and insiders, the awards attracted 149 entries in their inaugural year. The awards were co-sponsored by IoT Global Network and CloserStill Media, organisers of Smart IoT London.

“I have been impressed by both the quality and quantity of entries to these, the inaugural IoT Global Awards,” says Jeremy Cowan, the editorial director & publisher of IoT Global Network. “The shortlisted entries have been carefully assessed by our Judging Panel of 12 independent IoT experts. It’s clear from the range and breadth of technical innovations, products and services that have won awards today that the future of IoT will continue to be characterised by ingenuity and immense practical skill in turning this enormous opportunity into a reality that transforms lives and businesses across the world.”

Judging Panel Member, Robin Duke-Woolley, said: “The entries for the IoT Global Awards were of very high standard with well thought-out differences between the entries and some intriguing deployments. Judging them has been a real challenge not only because of the high standard but also because many entries are designed to address market needs in different ways. This illustrates clearly that vendors are keenly aware of the need to differentiate their offerings, which in turn is providing users with an increasingly wide and rich choice.”

Judging Panel colleague Svetlana Grant, the IoT Programme Director at GSMA, added: “I was impressed by the quality and diversity of the Smart Home entries. My selected winners were distinguished by their creative approach to the design and implementation of their IoT products and services, taking advantage of IoT's efficiency and scale, and aiming to provide excellent value for both end-users and businesses.”

Cowan concluded: “Thank you to all those who entered their IoT products, services and individuals into the awards and congratulations to our winners. I’d also like to thank our VIP Judging Panel for their careful consideration of this year’s shortlisted entries which has resulted in a great selection of winners for these, the first IoT Global Awards.”

About IoT Global Awards: The IoT Global Awards are co- sponsored by IoT Global Network (www.iotglobalnetwork.com) and CloserStill Media, the organisers of Smart IoT London. Our goal is to stimulate excellence in collaboration and innovation within the IoT industry. We aim to provide you with the tools and information to help usher in a new age of global connectivity.

S14 IoT Now Guide to Internet of Things World I Q2 2018 THE WINNERS: THE JUDGES:

Justin Anderson is a director in KPMG's Internet of Things practice, with a focus on Smart Cities including infrastructure, AUTOMOTIVE, TRANSPORT & TRAVEL utilities and transport and Smart Agriculture (Food & Fibre). Product: BSQUARE, DataV Software Service: GEOTAB, Revolutionising Automotive IoT Alain Louchez is the managing director of the Centre for the Development and Application of Internet of Things Technologies (CDAIT pronounced sedate), at the Georgia INDUSTRY & CONSTRUCTION Institute of Technology, Atlanta, GA, United States. Product: Globalstar, Smartone Satellite Tracker Robin Duke-Woolley, the founder and CEO of Beecham Service: Sensolus, Scaling Industrial IoT Research, has nearly 40 years experience in the telecom/IT industry. Firstly, in commercial roles including Marketing Management, Sales Management and General Management in RETAIL, MARKETING & HOSPITALITY international technology vendor companies. Secondly in Product: Designworks Windsor, O2 Digital Clothes Rail market analysis and consulting roles, as a director at several Service: SMARTRAC Technology GmbH, Smartrac leading firms before founding Beecham Research. Experiences Solution William Webb is CEO of the Weightless SIG, a body standardising a new M2M technology and Head of Consulting BIG DATA, CLOUD & ANALYTICS at Webb Search. He was one of the founding directors of Neul, Product: Enlighted, The Enlighted System a company developing machine-to-machine technologies and Service: Cybeats networks, which was formed at the start of 2011 and subsequently sold to Huawei.

PLATFORM OF THE YEAR Sanjay Khatri is the head of Platform Product Marketing at Product: Wind River, Secure Device Lifecycle Cisco Jasper, Cisco’s IoT Cloud business unit. He is responsible Management Tool for ensuring Cisco Jasper’s service provider partners and their Service: Aeris, Aeris IoT Solutions & Connectivity enterprise customers understand and take advantage of Cisco Jasper’s IoT Services Platform to build and grow a successful connected devices business.

SECURING IoT Dr. Chris Wasden is the executive director of the Sorenson Product: Flexera, Flexera IoT Monetization Platform Centre for Discovery & Innovation at the University of Utah, Service: Cybeats and author of the book "Tension - The Energy of Innovation", which outlines his approach to innovating technologies and business models. CONNECTED CONSUMER & SMART HOME Product: Switchee Ansgar Schlautmann has over 20 years of consulting and project Service: Softeq, Full-stack IoT Product Development management experience in the fields of telecommunications, information technology, media and entertainment as well as the high-tech and automotive industries. RESEARCH & DEVELOPMENT OR NEW LAUNCH Svetlana Grant is project director for Future IoT Networks in Product: RapidValue Solutions, Asseteze the Connected Living programme at GSMA. She has over 15 – Smart Asset Manager years of experience in mobile industry and has been a part of Service: DevicePilot the GSMA’s Connected Living Program since 2009, working on the development of the Embedded Mobile Guidelines.

SMART CITIES, GOVERNMENT & UTILITIES Phil Vann is the Connected Devices/Embedded Software Product: Amscreen, Collaborative Smart City Solution practice lead at Accenture Mobility, part of Accenture Digital. Service: Gemalto, End-to-end Cybersecurity He has 20+ years’ experience in the mobile solution for smart Utilities telecommunications and embedded software industry within multiple sectors based in London, UK.

Jenalea Howell is the research director of the IoT Connectivity CONNECTED HEALTH OR WEARABLE TECH team within IHS Markit Technology, as well a personal focus on Product: NuCurrent – Wireless power solutions Industrial IoT. She had more than 8 years of research and consulting experience covering industrial automation markets with a narrowing focus on Energy Efficiency, Industrial IoT and START-UP, BUSINESS DEVELOPMENT Smart Manufacturing before joining the IT & Networking team in early 2016. OR ECOSYSTEM OF THE YEAR SAP, SAP IoT Start-Up Thorsten Schröer is responsible for IBM’s global business within the companies Watson IoT for Manufacturing division across all industries.

CXO OF THE YEAR Jim Heppelmann, CEO of PTC

IoT Now Guide to Internet of Things World I Q2 2018 S15 FEATURE

Profiting from IoT – Look to your partners for success

The Internet of Things (IoT) as a new business offering has opened the door for the service provider community to embrace the upsides of new innovative consumer and enterprise service opportunities. However, let’s face the honest truth … are service providers actually providing any true value on top of the connectivity? For most, says Paul Hughes, director of Strategy at Netcracker Technology, the answer is currently no

Connectivity is certainly an essential part of centric partner that can provide management IoT, but the value chain extends well beyond and expertise to ensure the services are just a simple binary on and off action of a effective. sensor or the data collection and management of a smart city. With millions of customers Thus, the partner centric B2B2X model for already consuming traditional voice, video and IoT represents a more optimal fit because: data services, service providers have always • It ensures domain expertise at the heart of been uniquely positioned in the ecosystem due the most complex areas of service to their existing customer relationships, management expertise in providing end-to-end services to • Partners with vertical IoT domain expertise meet customers’ ever-changing needs and will likely be much more nimble, can take on having all the necessary infrastructure to a distributed and shared risk, and in turn enable, orchestrate, provision, deliver and bill shared upside for service success for services. • The service provider can use its existing OSS/BSS infrastructure to support pricing One of the biggest challenges to date for IoT and monetising opportunities. is the creation of an effective business model that ensures that IoT services are in fact In the era of digitalisation, it is increasingly rare revenue generating services. Take a close look to find a single company that can provide a at smart cities, connected cars, e-health holistic solution to meet customer demands. services and other service areas and one Automobile manufacturers excel in things stands out … each vertically oriented manufacturing and delivering a vehicle that service area is complex enough it itself that can get you from A to B but need a host of the service provider community likely will not partners to extend beyond and deliver a have the resources, nor the domain expertise connected car experience. Cable providers to support the complexities of each area. excel in laying fibre or copper to the home or premise and delivering customer experience but see over the top providers as providers of Usage behaviour higher value services that extend beyond their Each IoT market will have unique existing offerings, and satisfy their customers characteristics around usage behaviour, demand. service value, service evolution and roadmap, and long term market impacts. Thus, the As for telecoms providers? Their issues are traditional B2B and B2C models for IoT must exactly the same. They excel in network be expanded to include a dedicated service operations, customer management and the ▼

S16 IoT Now Guide to Internet of Things World I Q2 2018 Paul Hughes, Netcracker Technology IoT extends the service provider’s reach into a new world of business and consumer- related products and services, and the potential of both new customers and new service revenues is only limited by the levels of creativity and technology capability

ability to orchestrate, provision, deliver and bill for their existing services. IoT to the telecom provider is like a telematics company to the automotive manufacturer … an outsourced high value components of a broader solution that extends beyond the internal offerings, and can create new revenue generating services, either as a standalone or part of a larger bundle.

What does it all mean? services accurately and ensure that any market It means IoT services thus should be treated shifts are addressed without limitations from are like any other communications- related back-office infrastructure. services, and therefore must effectively be orchestrated, provisioned, managed and IoT extends the service provider’s reach into a monetised effectively properly and profitably new world of business and consumer- related to be economically successful. IoT service and products and services, and the potential of business management assets must be aligned both new customers and new service revenues with a partner management process that is only limited by the levels of creativity and ensures that the new IoT value chain and its technology capability. Service and business end-to-end offerings can generate revenue enablement functions must become the from day one. primary assets that will allow service providers to extend their presence in the IoT beyond It means the service provider should use connectivity services, and actually enabling efficient BSS/OSS processes that can integrate new partner enabled business models for B2B, seamlessly with in-field devices and gateways, B2C and B2BX. network connectivity infrastructure, data collection, storage and analytics tools, Investing in a flexible IoT monetisation strategy application development and testing helps to guarantee financial success of IoT as a environments, as well as applications for business model, with enabling faster time- to- various verticals. market and time to revenue, revenue upside for the provider and partners, and enough It also means the service provider and partner flexibility to ensure every service providers can must together have the ability to enable and generate revenue from the IoT business model disable services in real time, price and bill for from day one.

IoT Now Guide to Internet of Things World I Q2 2018 S17 FEATURE

How SMEs can use IoT for business growth

The Internet of Things (IoT) refers to the billions of smart devices – anything from cars, to home appliances – that can connect to a network to collect and share data. In a time when Industry 4.0, or the fourth industrial revolution (4IR), is thriving, it’s no wonder we are finding ourselves more and more immersed in the possibilities of IoT, writes Alison Mitchell, the executive director at Sensor City

In fact, according to Intel, by the year 2020 the Address the barriers IoT is expected to grow to a staggering 200 Whether it’s their lack of resources, funding, billion connected objects around the world. In awareness, or simply that they are slightly a world where smart technologies are evolving apprehensive about investing in something faster than ever, IoT will continue to provide they haven’t seen any tangible benefits from, unprecedented opportunities that businesses, there are countless reasons why some SMEs large and small, should be harnessing if they are falling behind in the uptake of IoT and are to survive and thrive in their sector. Industry 4.0 technologies.

Despite this, statistics show that SMEs are not A common misconception amongst SMEs is adapting new technologies and as a result, they that investment must come from within their are limiting their chances of success. Analyst company. There are plenty of resources out firm Analysys Mason recently revealed that 51% there to help SMEs, entrepreneurs and start- of UK SMEs were either unsure or unaware of ups – you just need to know where to look. IoT, while 23% were not interested in it at all. At Sensor City, a collaboration between the However, unbeknown to many SMEs, there are University of Liverpool and Liverpool John resources out there created specifically to help Moores University, for example, we offer breakdown the barrier between new businesses – including start-ups, SMEs and technologies and budding entrepreneurs. An established companies – specialist sensor and Alison Mitchell, example of this is LCR 4.0, a business support IoT related equipment, software and lab Sensor City programme that enables companies in the spaces, as well as business support. Support Liverpool City Region to explore Industry 4.0 like this is crucial to exploring the potential of technologies and the business impact that they IoT technologies and developing concepts into can have. market-ready solutions.

Aqua Running for example, is an innovative Drive business growth company housed inside the Sensor City Incorporating IoT into processes is essential for building. Founded by former Liverpool FC SME business growth, and data is a big part of player, Terry Nelson, Aqua Running that. Retrieving and analysing big data manufactures body suits designed to provide Incorporating analytics allows SMEs to better interact with highly effective, no impact training in water. IoT into their customers and therefore improve Working with Sensor City and partner LCR 4.0, efficiency, reduce operational costs, validate the company has been able to incorporate IoT processes is decisions and identify trends. technologies into these suits, which has led to essential for substantial business growth. It now plans to In addition, incorporating IoT will provide SMEs SME business add sensors and charging points into the suits with the tools to ensure they are keeping up to to monitor users in the pool. growth, and date with the latest technologies, allowing them to develop their innovative ideas into a data is a big reality. But with so many benefits, why is it that The future of IoT part of that only 12% of UK SMEs are embracing IoT? It’s inevitable that Industry 4.0 technologies are going to become more advanced and in time, will change the lives of many, if not all of us. Whether we’re talking about integrating IoT into internal processes or across the supply chain, or making existing products smarter to drive bottom line improvements, it’s clear that SMEs need to get on board.

While it won’t happen overnight, there are steps that can be taken to ensure they are embracing IoT and are right there at the forefront of the latest technology. If SMEs are going to make the most of this opportunity and harness the potential for their business, there needs to be more education about the resources, like Sensor City and LCR 4.0, on hand to help.

S18 IoT Now Guide to Internet of Things World I Q2 2018 IoT IN THE WORLD OF FLEET MANAGEMENT, LOGISTICS & AUTOMOTIVE

The first media brand to market dedicated to the IoT Transport industry.

Brought to you by the power house smart media brand, IoT Now - the all new IoT Now Transport offers you unrivalled reach to the leading decision makers in the global transport industry.

IoT Now Transport offers access to: • 10,891 subscribers to Transport 360 (quarterly digital magazine) • 7,000 plus regular monthly visitors to www.iotnowtransport.com PLUS an additional 75,000 + via our exclusive network of 3rd party organisations. PLUS – Transport 360 Digital Magazine is promoted to the global, engaged audience of IoT Now – offering reach to a further 33,000 subscribers decision makers within the IoT eco system.

For more information, or to book a strategic smart marketing campaign to engage with this dedicated IoT audience within Transport then please contact Lydia St Pierre Harris [email protected] or call - T: +44 (0) 7377 990137 TODAY! www.iotnowtransport.com WHO’S CHECKKED IN ONN MOMM LATETEELY?Y CUMMULOCITYULOCITY IoTTfrom Software AG – Rapiid, Open, Secure IoT

With thhe Internet of Things and our industry-leading Cumulocity IoT platform, it’snes ever been easier to connect anything and everyTHING (including Mom) to your r systems, processes and endpoints to deliver innovation. Connect, analyze and experience everything with Cummulocity IoT. Health Monitor

What can we connect for you? Blood Gluccose: Heart 82 mg/dL Rate: Visit softwareag.com to learnnmore 74 BPM #i#experienceeveryt hing

Bloodd Presssure: 140/990

CUMULOCITY IoToT