RTLS Adoption: Start Small, Finish Big

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There's a new trend in the world of RTLS, and it's all about starting small. The start small, finish big concept is based first and foremost on actual customers’ first experience with RTLS. We found out that those customers who initially adopted RTLS to resolve a very limited number of business issues in a smaller, more focused pilot or deployment with less complex systems typically budgeted more for their solutions, became committed to the solution faster, were able to achieve their ROI faster than expected and began scaling and expanding their solutions faster. During this QuickCast, VDC's Drew Nathanson talks about the benefits vendors can reap from this new approach, including the key factors that will help your company finish big.

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  • VDC Research Group (VDC) provides exceptionally detailed direct-contact primary market research and consulting services to many of the world's largest technology suppliers, innovative start-ups and leading investors.
  • The firm is organized around six practices, each with its own focused area of coverage, but all committed to the firm’s core philosophy.
  • This philosophy is applied in our syndicated research and in the wide variety of other services we provide to meet our clients specific tactical and strategic decision support needs. All of our services are built on a foundation of highly skilled professionals applying robust methodologies to VDC’s large and continuously refreshed datasets.
  • RTLS solutions can be deployed indoors and/or outdoors and leverage a host of technologies, including but not limited to RFID, ISO 24730-2, GPS, Cellular, Infrared, Wi-Fi, Ultrasound, UWB, and ZigBee.
  • RTLS solutions can be deployed indoors and/or outdoors and leverage a host of technologies, including but not limited to RFID, ISO 24730-2, GPS, Cellular, Infrared, Wi-Fi, Ultrasound, UWB, and ZigBee.
  • Account Director should always be most prominent. Do not give VP or analyst extensions.
  • RTLS Adoption: Start Small, Finish Big

    1. 1. AutoID Practice Drew Nathanson – Vice President QuickCast RTLS Adoption: Start Small, Finish Big February 2012 © 2012 VDC Research QuickCast AutoID & Transaction Automationvdcresearch.com
    2. 2. Recording Available A full audio recording is available for download at: http://vdcresearch.com/market_research/autoid/freeresearch.aspx © 2012 VDC Research QuickCast AutoID & Transaction Automationvdcresearch.com
    3. 3. About Us Market Intelligence for Technology Vendors & Investors  Direct-Contact Primary Market Research  Deeply Segmented Data  Expert Insights  Validated Results Custom Consulting Services for Your Most Critical Business Decisions  Research-Based Consulting  Transparent Tools & Methodology o Highly Customized Survey Guides & Output Templates o Sophisticated Market Estimate & Forecast Models o Detailed, Flexible Stakeholder Maps & Profiles o Industry Development Scenarios o Market Opportunity Fit Screening, Rating & Ranking © 2012 VDC Research QuickCast AutoID & Transaction Automationvdcresearch.com
    4. 4. Our Core Coverage Areas AutoID & Transaction Automation Embedded Hardware & Systems Mobile & Wireless Industrial Automation & Control Embedded Software & Tools Emerging Technologies © 2012 VDC Research QuickCast AutoID & Transaction Automationvdcresearch.com
    5. 5. Ways to Work With UsOur syndicated research is the basis for the many ways VDC can help you grow your business. We offer a wide variety of services designed to meetOur market research is the decision support needs. All ways that VDC can help you to grow your business. We offer a range of servicesspecific tactical and strategic basis for the many other of our services are built on a foundation of highly skilled professionals applying robustdesigned to meet yourlarge and thought leadership, opportunity assessment and corporate development needs.methodologies to VDC’s specific continuously refreshed datasets. © 2012 VDC Research QuickCast AutoID & Transaction Automation vdcresearch.com
    6. 6. Today’s Speaker Drew Nathanson Vice President Drew has more than 20 years experience in industrial enterprise program management, general management, strategy consulting, and business development. Drew manages the AutoID Practice, delivering syndicated and proprietary research covering major AIDC, RFID, NFC, RTLS and other related markets. Prior to joining VDC, Drew launched and served as Principal of Blue Flame, a management consulting firm focusing on the advanced materials and sciences industry and their related tech markets. Drew began his career with Integrated Separation Systems as a production manager for high volume automated PAGE Gel manufacturing and analysis. He then moved on to Boston Optical Fiber, where he managed all product design, development, production, PR and marketing activities for the company’s Plastic Optical Fiber and associated product lines. Drew is a graduate of Clark University (BS, biology and chemistry) and Northeastern University (MBA, concentration in high-tech).For complimentary insights and marketing data: http://blog.vdcresearch.com/autoid/ © 2012 VDC Research QuickCast AutoID & Transaction Automation vdcresearch.com
    7. 7. Today’s Agenda What is Start Small, Finish Big? The Benefits Behind the Approach The Data Behind the Benefits © 2012 VDC Research QuickCast AutoID & Transaction Automationvdcresearch.com vdcresearch.com
    8. 8. What is Start Small, Finish Big?RTLS: Real-Time Location Systems are precise positioning systems thatNOT ONLY enable a user to identify and track objects, assets, people and /or animals BUT ALSO provide that information in real time throughautomatic and continuous readingAbout the Survey:• > 350 enterprise end users of RTLS solutions in all regions and verticals• Primary decision-makers and influencers for RTLS at each company• Skewed toward manufacturingStart Small, Finish Big: Begin a customer’s RTLS experience with a highlyfocused, less complex smaller project as opposed to a more complex, largerdeployment – it will provide you with a greater opportunity over a shortertime period. © 2012 VDC Research QuickCast AutoID & Transaction Automationvdcresearch.com
    9. 9. The Benefits Behind the ApproachSolution providers become trusted partners that are more involvedin a solutions’ evolution, affording them access to greateropportunityCustomers find it easier to justify further investment, facilitatingadoption, scale and expansionCustomers that followed this approach typically:• Budget more for their solutions• Became committed to the solution faster• Were able to achieve their ROI faster than expected• Began scaling and expanding their solutions faster © 2012 VDC Research QuickCast AutoID & Transaction Automationvdcresearch.com
    10. 10. The Data Behind the Benefits Start Start Big, Benefit from Starting Small, Finish Finish Big … Small Big Eventually% budget increase w/in 3 yrs ~92% ~30% More than 3x growthAve time to reach ROI ~ 7 months ~16 months Reach ROI >50% fasterTime to Commitment ~6 months ~18 months 3x faster AND before attaining ROITime to Scale ~10 months ~20 months 2x fasterTime to Expand (more apps) ~ 9 months ~24 months Within 2 months of attaining ROI © 2012 VDC Research QuickCast AutoID & Transaction Automation vdcresearch.com
    11. 11. We Did the Math for YouAbout 21% more spend over 4 years … per account! Ave. RTLS Budget by Approach to Adoption (N=335) $1,000,000 $800,000 $600,000 $400,000 $200,000 $- 2011 2012 2013 2014 Start Small Start Big © 2012 VDC Research QuickCast AutoID & Transaction Automation vdcresearch.com
    12. 12. Thank You for Attending this VDC QuickCastFor more information please contact: Sherrie Nankin – Account Director snankin@vdcresearch.com | 508.653.9000 x119 Drew Nathanson – Vice President andrewn@vdcresearch.com | 508.653.9000For complimentary insights and marketing data: http://blog.vdcresearch.com/autoid/ © 2012 VDC Research QuickCast AutoID & Transaction Automation vdcresearch.com

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