PresentedatConsor,umforthe4thRevolu,on|Execu,veBriefingDay(C4IR)Cambridge,UK2-3February2017|www.cir-strategy.com/events

TODAY

•  Intro •  IoT: Value and Cost drivers • Survey

• Q&A!

THE HIVE STORY

SAME STORY EVERYWHERE

CUSTOMER EXPERIENCE

LOCATE

MONITOR

MANAGE

IOT VALUE-DRIVERS Mass customization

Cross-sell / Up-sell

Consumables

Great customer service

Spotting/reducing churn

Product improvement feedback

(e.g. Boiler IQ)

MASS CUSTOMISATION

UPSELL/CROSS-SELL

CONSUMABLES

CUSTOMER SERVICE - AUTOMATED

REDUCE CHURN

PRODUCT IMPROVEMENTS

IOT COST-DRIVERS Security Everything changes Trials is Development, Scaling is Operations

SECURITY

• Take security seriously from day 1 • Keep taking it seriously (process) • Sleep well at night

EVERYTHING CHANGES

Early Adopters: Your best friends Your worst enemies

Technology shifts

Trials

TRIALS ≠ SCALING

HARDWARE

EMBEDDED

SOFTWARE

CLOUD

SERVICE

APPLICATION

THE BIGGEST COST

TIME

DEVICES DEPLOYED

OPERATIONAL COSTS

DESIGN, BUILD, TRIAL

MANUAL DOESN’T SCALE

INITIALLY…

FOCUS

STAGE

Dev

elop

men

tO

pera

tions

Proposition Management

EVENTUALLY…

FOCUS

STAGE D

evel

opm

ent

Ope

ratio

ns

Proposition Management

VICIOUS CIRCLE Deal with it manually

Firefighting

No time to improve the

product

Throw people at the problem

VIRTUOUS CIRCLE Visibility

Address problems

Tools

Happier Customers

More time improving product

FOCUS

STAGE D

evel

opm

ent

Ope

ratio

ns

Proposition Management

? ??

BUILD OR BUY (OPPORTUNITY COST)

Your Core Proposition

Accounts (e.g. Xero)

Emailing (e.g. MailChimp)

CRM (e.g. Sugar)

Helpdesk (e.g. Zendesk)

Comms (e.g. Telit)

Device Mgmt (e.g. DevicePilot)

The overall service you provide to your

customers

you build

you buy

Device Stack (e.g. ARM mbed)

Better for…

SURVEY

CAN IOT REALLY MAKE A DIFFERENCE?

0 +100 -100 +50