1. The Internet
of things
for
B2B
Yoann Kolnik

2. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
Table of contents
INTERNET OF THINGS
1. Definition and usages
2. B2B market
3. Solution development
4. Study cases

3. Internet of Things
Definition and usages
As anything can be connected to the Internet,
IoT may leverage business of your company

4. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
Internet of Things is part of a strong trend in business world :
Data-driven strategies
IoT
Connecting any objects to the internet
to
collect information
for
accurate real-time understanding of events

5. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
Internet of Things will make you understand your business
like never before
Moving assets
management
• Collect information
from your assets
from one place to
another (location,
environment,
status…)
Scattered assets
management
• Collect information
from a large pool of
equipments on field
(public places,
customers,
numérous sites…)
Real-time
control
• Collect real-time
information on field
to make fast and
accurate decision

6. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
My vision of the Internet of Things :
IoT will make you ubiquitous for your business
You will know
operation events
at once
You will manage your assets
with real-time, complete
and accurate information
wherever they are
You will provide
only tailored
solutions
Industrial services/products
will be individualized for
each customer
You will pay as you
do business
Expense will be optimized as
business goes with real-time
tuning

7. Internet of Things
B2B worldwide market
Internet of Things takes off now as the early
adopters move from experimentations to
broad development

8. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
• Number of connected devices
• Number of connected devices excluding PC, laptops, smarphones
A tremendious growth of Internet of Things is shortly
expected
2020
20,8
Billions
Source : Gartner (nov 2015)
20,8 billions of devices in 2020 (excl. PC, Laptop,
smartphone)
Source : Ericsson (nov 2015)
2015-2016
15 to 16
Billions
2020-2021
28
Billions
x 2
IDC (2014)

9. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
60%
40%
46%
54%
Business : Cross-Industry
Business : Vertical-Specific
By 2020, 1/4 of the connected devices will be dedicated to
the B2B market
2.3 M 7.3 M
Source : Gartner (nov 2015)
2016 2020
= Generic devices used in multiple industries
= Devices designed in particular industries
Number of connected devices for B2B

10. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
Every business can take avantage of the Internet of Things
Smart location
•Smart Cities
•Smart Buildings
•Smart Home
Energy
•Energy savings
•Smart grid
•Security
•Reliability
Transport
•Logistic
•Connected vehicules
•Geolocalisation
•Safety
Healthcare
•Predictive Maintenance
•Healthcare devices tracking
•Home care
Supply Chain
•Smart Warehouse
•Real-time product tracking
•Shipment condition
tracking
Industry
•Safety
•Indoor location
•Dynamic maintenance
•Asset control
Insurance/banking
•Risk assessment
•disaster prevention
•Behaviour tracking
Agriculture/Farming
•Meteorological monitoring
•Soil monitoring
•Animal Tracking
Robotics
•Geolocalisation
•Performance report
•Reliatibility
•Downtime reduction

11. Internet of Things
Business solution development
Internet of Things is more a matter of
expectations, digital maturity and agility.

12. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
Sensor
• Wearable
• Car
• Vending Machine
• Camera
Connectivity
• Network
• Availability
• Quality
Platform
• Database
• Device
management
Customer
Application
• Visualization
• Business system
integration
• Development
environment
The value depends on how smart is your data mix. Make it in
line with the expected ROI
Startups Telecom Operators Software companies Software companies

13. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
The 5-step process to get the best Return on Investment (ROI)
Business case
Product
Development
Proof of
concept
Initial Pilot
Rollout
General
Rollout
•Get a strong support in the board of directors
•Set up a cross-functional team
•Establish what the solution will look like
•Make a decision
•Use a PoC to validate the key features
•Think big and start small
•Be agile : experiment quickly and keep iterating
1. Build it in-house
2. Find an external solution partner
3. Combine both
•Test the solution to a broader organisation
•Process the end-to-end solution
•Train employees & communicate within the company
•Deploy the solution in all your organisation
•Measure the performance
•Follow the ROI

14. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
Security is a major issue for Internet of Things
Early
age
Numerous
breech
Heterogeneity
IoT Security
will represent 20% of
the companies
security budget in
2020 *
At the current experiment stage, security takes a back seat
IoT mainly connects existing system where
security access wasn’t an issue
Connecting
Pre-Internet
systems
Numerous connected gateways means as many
access point to IT system
Heterogeneity of subsystems means a wider complexity to
secure *Gartner
(nov 2015)

15. Internet of Things
study cases
Improvement may come from the capability to
think Digital and « Out of the box »

16. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
IoT can transform the business at any stage for the best
depending on your objectives
Increased
revenue
• Tracking behavior
for real-time
marketing
• New business
models
Cost effective
• Optimized
resource
consumption
• Predictive
maintenance
Enhanced
performance
• Enhanced
situational
awareness
• Process
optimization
• Supervision at the
edge of the
network

17. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
Situation
• 99% of the truck drivers are facing gas robbery by night in France. 20M gas liters are stolen every
year
Challenge
• Inform as soon as a suspicious of robbery is detected
Solution
• Providing a connected fuel filler able to localise and inform the driver and Operation Center
whether the truck tank is opened /closed or if any leaking gas (drill) occurs
Benefits
• Alert on robbery
• Gas consumption management
More
Services
• Fleet management
• Gas station partnership management
Cost
effective
How to detect gas robbery for trucks ?
Provider : Kuantic Technologie : GPRS/3G

18. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
Situation
• The cure center is looking for new services in order to improve thalasso benefits and extend the
wellness follow-up
Challenge
• Develop customized treatments based on the curist personal parameters and monitor them after
the therapy to extend the benefits
Solution
• Provide an activity tracker for curists to collect data (weight, move, heartbeats, sleep) through a
customized application for coach and therapists
Benefits
• Improvement of the treatments
• Better knowledge on each curist
More
Services
• Push information and advertising to curists through the mobile application
How to improve thalasso treatments
by connecting curists
Provider : Orange
Technologie : Bluetooth LE,
beacons, Wifi, GPRS/3G
Increased
revenue
Enhanced
performance
• New digital services
• Long term follow-up

19. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
Situation
•Trenitalia is carrying 2M passagers daily . Train maintenance is the major issue on performance.
Maintenance is fixed schedule based on time and kilometer, disconnected to traffic requirements
Challenge
•Develop a dynamic accurate maintenance to provide more efficient services and continuously improve
quality standard
Solution
•Provide rules to define the required maintenance actions based on the sensors (temperature, distance,
pressure, doors status)
Benefits
• Reduction of maintenance costs of 8%
• Reduction of failures
How to improve train maintenance
and cut down costs
Provider : SAP
Cost
effective
• Improved reliability
• Better customer service
Enhanced
performance

20. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
IoT is the next industrial revolution as it will deeply transform
the way to consider Business !
Mindset
Companies will
have to include
Data in their
corporate
culture to
succeed the
digital
transformation
Market
The IoT for B2B
will take off as
the business
models are
under control
and the
ecosystem is
easy to follow
Security
Security will
become a major
concern as IoT
projects move
from trial to core
business roll-out
Technology
Some standards will
stand out in the
coming years with
major player.
The game is on !

21. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
Yoann Kolnik - I am a digital adopter marveled at a connected
future !
Background
Companies
Skills
How-
to-be
Education
Business enabler
Federating people
Leading vision to ground field
Digital engineering
graduate school –
Paris, France
Marketing specialist
Presales specialist
Project leader
Thoughtfull
Creative
enthusiastic

22. THANK YOU FOR READING !
I am looking forward to make Service Providers get into the
IoT world, build outstanding solutions and be a part of the
coming revolution !
Yoann Kolnik Meet me on
yoannkolnik@outlook.com

23. Yoann Kolnik
https://fr.linkedin.com/in/yoann-kolnik
• gartner.com
• lora-alliance.org
• White paper : Panorama du monde de l’Internet des objets
• White paper : Guide To IoT Solution Development
• zdnet.com/article/internet-of-things-finding-a-way-out-of-the-security-
nightmare
• orange-business.com/fr/presse/internet-des-objets-orange-et-thalasso-
serge-blanco-presentent-la-cure-connectee
• kuantic.com/sim/transport-et-fleet-management
• sap.com/asset/detail.2015-12-dec.trenitalia-creating-a-dynamic-
maintenance-management-system-powered-by-sap-hana-ctv-mp4.html
• blogs.microsoft.com/iot/2015/11/24/how-to-make-the-most-of-iot-
deployments-minimize-the-timeframe-and-maximize-the-return
Sources