Global IoT Managed Services – Competitive Intelligence

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Global IoT
Managed Services
Competitive Intelligence
May 2019
Proprietary and Confidential, Copyright © 2019, Netscribes, Inc. All Rights Reserved
The content of this document is confidential and meant for the review of the recipient.
Disclaimer: The names or logos of other companies and products mentioned herein are the trademarks of their respective owners

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GLOBAL IoT MANAGED SERVICES
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Executive Summary
Table of Contents
Competitive Analysis
• Companies Providing Global IoT Managed Services
• Other Business Models
• IoT Management Platform Providers
• Proprietary MNO Connectivity Management Platforms
• SIM Management Solution Vendors
• Support for Satellite Connectivity and 5G
Case Studies
• Case Study 1: Implementation for Connected
Exoskeletons
• Case Study 2: Factory in a Box
• Case Study 3: Macadamia Nut Farm
• Case Study 4: Opportunities in IoT Managed Services in
the African Market
Key Insights on Global IoT Managed Services
Introduction to Global IoT Managed Services
• The Significance of IoT Deployments
• IoT Deployment Concerns
• The Complexities Involved at Different Stages
• Road Towards Developing a Global IoT Solution
• Simplifying Complexities with Global IoT Managed Services
• Global IoT Managed Services:
• Full-Service Model
• Advantages Driving Adoption
• Overview of the Ecosystem
2
1
3
4
2
Appendix5
• What does the Future Hold?
• Implications
• Innovative Pricing Strategies
• Impact of other Emerging Technologies
• Partnership Goals
• References
• Research Methodology
• About Netscribes
• Disclaimer

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GLOBAL IOT MANAGED SERVICES
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Executive Summary – (1/2)
Global IoT managed services constitute a single solution …………. applications across industries.
The major concerns in IoT …………….. contract structures make it difficult to manage and implement IoT across territories. Global IoT managed
services aim to simplify the deployment process by providing a one-stop service delivery model. This includes pre-integrated IoT infrastructure,
sales enablement plans, regulatory approvals, flexible pricing models, global core as a service, and several other technologies. The key factor
discriminating global IoT managed service providers from other IoT platforms is ………...
The global IoT managed services market is witnessing an increase in the number of participants who are providing end to end capabilities for IoT
solutions. These include names like Nokia, Aeris Communication, Arkessa, Kore Wireless, Tata Communications, Wireless Logic, Thingstream,
Eseye, Vodafone, ARM and Sierra Wireless. While some of the major companies (such as …. ) are providing integration between cellular and non-
cellular communication technologies, the rest (Thingstream, ….) are providing only global cellular IoT connectivity platforms. The companies focused
on hybrid network infrastructure are leveraging new switching mechanisms for driving transition from cellular to non-cellular networks for seamless
connectivity. For example, …. has partnered with Inmarsat for M2M chipsets that facilitate automatic switching between cellular and satellite
communication networks.
Additionally, the partnership trend among the market leaders indicates that the companies are reaching out to customers in different IoT domains –
ranging from …… , etc. Companies such as …. have been active in the African region and are aiming to increase the number of IoT deployments.
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Executive Summary – (2/2)
The leading companies are embracing different growth strategies in the emerging global IoT managed services market. Xx and abc hold a strong
position as market leaders, with over 10 million and 9 million managed connections, respectively. An MNO turned into a global IoT managed service
provider, xxx is looking to benefit from its existing large customer base (~66 million IoT connections) to compete with the core IoT managed service
providers.
At the other end, xx is focusing on a combination of Message Queuing Telemetry Transport (MQTT) and Unstructured Supplementary Service Data
(USSD) protocols with a unique pricing strategy. The company is offering its services for as low as USD xx per month for xx messages for IoT
deployments. And xx, while relatively new in the market, is expected to emerge as a potential leader in the managed services market owing to its
true one-stop business model.
These companies are also following an acquisition roadmap for filling the gaps in their IoT managed services portfolio with the help of
complementary capabilities from niche companies focused on device management, hybrid connectivity solutions, data management and security
solutions. Some of the participants have already entered the space through acquisitions and plan to pursue the same strategy for their future
growth. xx and abc have entered the IoT managed services market by acquiring specialized companies in the domain for augmenting their existing
IoT strategies. Whereas xx and abc are the companies that are consistently acquiring IoT specialist solution providers as an important part of their
development plans.
Organizations channeling their efforts towards network hybridization are also taking steady steps towards the future of 5G enablement. A majority
of them are expected to introduce support for 5G networks into their IoT solutions. The connectivity landscape will potentially change with the
advent of 5G and the bundled advantages. 5G networks, LEO satellites and devices supporting Ka band frequencies, AI-enabled network switching
and optimization, and integration of other emerging technologies are therefore likely to define the future of seamless and reliable connectivity
solutions in the global IoT managed services ecosystem.
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Introduction to
Global IoT Managed
Services
5

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IoT is at the center of innovation for industries that are
looking to transform their ………………………… forming
business models. Several enterprises are in the process
of evaluating how IoT technologies will affect their
organization in the next decade.
The next step, after research and creation of IoT-enabled
products and …………………. unit with improved efficiency,
reduced costs, and an enhanced customer experience
framework.
The Significance of IoT Deployments
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IoT deployment is a multi-stage process where
…………………… roadblocks due to delayed
deployments, testing failures, low operational
efficiency, complexity, cost and other challenges.
The success of any ……………….. customer experience
will therefore find themselves driving new revenue
streams and unlocking profitability.
IoT Deployment Concerns: The Complexities at Different Stages
Infrastructure
Security
Billing
Analytics
Web
Interfaces
Regulatory
Approvals
Support
Consulting
Services
Cloud
Platforms
Cost
Software
Tools
Hardware
Backup
A
B
C
C
C
H
I
R
S
S
W
S
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In order to deploy IoT across territories, enterprises need to negotiate
different contracts in each location. Initially, they depended on the local
MNOs for regional and …………. as the deployments expands. Such a scenario
raises concerns related to the uneven coverage across borders, …………..
Also, cellular-based IoT deployments need to go through a certification stage
– both for the network and ………………… the devices are approved and have
the necessary regulatory and carrier sign-offs to permit the deployment to go
live.
Additionally, there are concerns ……………, could lead to cumbersome billings.
Dependence on Multiple
Local MNOs
Cost Per Deployment is Not
Optimized
Billing and Regulatory
Concerns
IoT Deployment Concerns: Towards Developing a Global IoT Solution
Quality Issues
These concerns generate a demand for solutions that can manage IoT connectivity and the related deployment
parameters efficiently on a global scale, mitigating inconvenience throughout the IoT product lifecycle.
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Global Managed Services is a one-stop IoT service
model that …………………., sales enablement plans,
regulatory approvals, ………….. other technologies for
delivering IoT platform as a service.
Simplifying Complexities with Global IoT Managed Services
To develop global mobile IoT ……………… is being explored.
For enterprises, it means that they now have a single managed
services solution provider for all the IoT deployments across
the globe, eliminating the complexities involved in the
complete product lifecycle.
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Global IoT Managed Services: Full-Service Model
Provisioning Billing Operations Customer Services Security Data Integration
Worldwide connectivity with an
IoT core infrastructure comprising
of a control node and user node,
and distribution and management
of network resources with
maximum coverage
Fully integrated operations center
for customized design, unified
view, pre-integrated application
modules, and monitoring of both
network and endpoints for
increased operation efficiency
Protection of customer data using
encrypted data sessions and
dedicated security operation
centers, ensuring data exchange
with trusted entities
Single point of contact ensures
single billing and faster service for
future IoT deployments
24/7 monitoring by IoT experts
and technical support for IoT
solution; troubleshooting with
immediate actions
Fully integrated data collection
across the entire value chain
(supply chain, production, and
distribution) ensuring faster time-
to-market with one point of
contact
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SAMPLE REPORTGlobal IoT Managed Services: Advantages Driving Adoption
Global coverage and
cross-border operations
Aligned with legislations
Reduced cost of operations
Multi-carrier support enabling
seamless connectivity
Nearly 100% connectivity
uptime, improving ROI
High quality of service that
minimizes outage
Go-to-market strategies
boosting commercialization
One-stop solutions and
omnichannel experiences
One unified device connection platform gives enterprises the power to control and track all IoT assets at the
national, regional, and global level.
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Global IoT Managed Services – Overview of the Ecosystem
Global Cellular
Satellite
Non-cellular
Fixed Line
Global Coverage
Multiple Contracts ManagementBilling
Low-cost
MonitoringCustomer Support
Security
Trouble Shooting
Deployment
Reports & Alerts
Provisioning
Device Management
Application Enablement
Consulting
One-stop solution
Reduced time-to-market
Low-latencyMaintenance
Industrial IoT
Healthcare products
Logistics
Smart agriculture
Connected carsSmart city lights
Wearable devices
Gateways
Data Analytics
Infrastructure IoT Managed Services Connectivity Platform Use Cases
Connectivity Management
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Competitive Analysis
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The companies providing Global IoT Managed Services platform deliver a
comprehensive suite of managed services across the entire IoT lifecycle.
With worldwide coverage, IoT connectivity management tools, and
dedicated IoT customer support, the market leaders help reduce the
complexities and operational costs for IoT deployments.
IoT Management Platform
Providers
Proprietary MNO
Connectivity Management
Platforms
Support for Satellite
Connectivity and 5G
SIM Management Solution
Vendors
Global IoT Managed Services: Competitive Analysis
IoT Connectivity Management
Companies Providing Global IoT Managed Services Other Business Models
14

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SAMPLE REPORTNokia WING – Overview
Nokia WING claims to be one of the first managed service providers to offer cross-border IoT
connectivity and services, and pushes its global capabilities as the selling point. It is a one-stop
shop that provides fully managed services ranging from device management, operations, and
security to customer care and billing for all the connected applications. It operates under a
flexible business model where it can also act as a white-label services provider for any CSPs that
are looking to enter the IoT market.
Nokia WING is an integrated solution resulting from Nokia’s IMPACT platform, Netguard Security,
multi-technology and carrier-class infrastructure, managed services, and emerging NB-IoT
technology. It is aimed at large enterprises that are looking to manage devices across multiple
geographies with low latency, cost control, and consistent service experience. It also helps
reduce investments in IoT-specific developments in the core infrastructure, such as service
capability exposure function (SCEF) for NB-IoT. Furthermore, it also offers go-to-market
consultancy services.
Nokia’s partnerships are focused on augmenting the WING platform with the infrastructure
support from the Tier 1 operators which, combined with Nokia’s network slicing capabilities is
setting the stage for emerging global 5G networks. In addition, WING leverages AT&T’s Multi-
Network Connect Platform that enables management of devices across cellular and satellite
networks, operators, and regions through a single portal, enabling an efficient switching
between the networks. Furthermore, Nokia’s collaboration with Marubeni Wireless
Communication (MVNO in Japan) highlights its plans for regional expansion with the help of
local MVNOs.
Highlights
Built-in network slicing capabilities
Seamless switching between networks
Core assets in more than 20 countries by 2020
Integrated security Netguard platform
Focus on global 5G networks
Focus on verticals that can be easily addressed
by MNO partners across multiple geographies
Plans for use cases in Africa
Multiple network support
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Nokia WING – Recent Partnerships
AT&T’s Multi-Network Connect Platform along with Nokia WING’s global
managed services capabilities will enable virtually seamless IoT connectivity
across the globe. This partnership is aimed at catering to IoT enterprise
customers across various verticals, including transportation, health,
manufacturing, retail, agriculture, utilities, consumer electronics, and
smart cities. In addition, Nokia WING’s network slicing capabilities will help
AT&T to partition its network for customized offerings without disrupting the
entire network and will set the stage for the global evolution of 5G.
Tele2’s Encore, which is an IoT core as a service, leverages Nokia
WING’s IoT managed services for catering to its enterprise customers
from industries including transport, healthcare, smart cities, and
utilities. The partnership is aimed at accelerating the growth of the
global IoT ecosystem with innovative SIM management, analytics and
seamless connectivity where a pool of connectivity solutions are
available including Narrowband IoT (NB-IoT), LTE for machine-to-
machine (LTE-M), and emerging 5G networks.
Nokia and Bosch have teamed up to offer IoT solutions that combine smart
sensor technology from Bosch Connected Devices with Nokia's IoT
connectivity. Their focus areas will be logistics and industrial IoT.
Nokia WING enables Marubeni, an MVNO headquartered in Japan, to
provide global IoT services to its enterprise customers across food and
consumer products, chemical and forest products, energy and metals,
utilities and transportation, and industrial machinery. Considering that
Marubeni has a significant experience in the MVNO/MVNE business in
Japan, this partnership will help Nokia customize its IoT offerings
in the Japanese market.
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Companies Type of Networks Switching
Technology
No. of
Connections
Strategies
Cellular Satellite NB-IoT/LPWAN Fixed Line
Nokia AT&T’s Multi-network
Connect Platform
- Cross-border IoT connectivity as the selling
point
Arkessa Rule-based routing - Business model is targeted to IoT
connectivity solutions
Aeris Communications xxxx xx xx
Wireless Logic xxxx xx xx
Kore Wireless xxxx xx xx
Tata Communications - - xx
Thingstream - - xx
Eseye xxxx xx xx
Vodafone - xx xx
ARM - - xx
Sierra Wireless - - xx
Benchmarking of the Market Leaders
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SAMPLE REPORTOther Business Models – Model 1
The number of companies providing IoT connectivity management platforms is
increasing. The unified IoT connectivity management platforms are based on APIs
that provide access to multiple networks to build end-to-end IoT solutions.
Most of these organizations are likely to struggle for differentiation in a market
that is emerging and picking up pace. To gain a competitive edge, the players
need to focus on specific verticals or regions with scope for expanding IoT
connectivity or own a cloud-based packet core.
IoT Management Platform Providers
LeadM2M
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Case Studies
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The application of Vodafone Managed IoT
Connectivity Platform … regardless of the
region where the device is being shipped.
Ekso Bionics is headquartered in California, U.S., and is a provider of robotic exoskeletons with a focus on developing
innovating solutions that …...
The company was facing a challenge in
obtaining … in different countries. Ekso
Bionics intended to connect …. across North
America, Africa, and Europe.
▪ Easy monitoring of patients with
alerts that are used to enhance
patient’s recovery process
▪ Increased mobility for patients
▪ 30% year-on-year increase in
utilization of the robotic exoskeleton
Case Study 1: Implementation for Connected Exoskeletons
Business Need Solution Outcome
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The integration of “Factory in a Box 2.0”
with Nokia WING’s global connectivity
solution allows ….
In early 2018, Nokia’s “Factory in a Box” concept received a positive feedback with the manufacturing industry looking for
new business models and innovations to stay ahead of the modern demands. The concept was based on a single
electronics manufacturing line with cargo containers that are portable and can be moved to new locations as per the
requirement.
For the concept to be applied on a larger
scale and across geographies, it needed
integration with a global connectivity
management solution for seamless,
industry-grade connectivity anywhere in the
world for faster deployments.
▪ Modular production line can be set-up
anywhere in the world within hours
▪ New business models for …
▪ High quality network for …
Case Study 2: Factory in a Box
Business Need Solution Outcome
WING
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Key Insights on
Global IoT
Managed Services
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SAMPLE REPORTKey Takeaways – (1/2)
The changes in the market dynamics due to global
managed services have resulted in …..
In the future, the penetration of connected devices is going
to increase significantly. Considering that an effective IoT
deployment would requires ….. in the coming years.
Enterprises and businesses are going to prefer a one-stop
IoT managed solution rather than ….. However, a
widespread implementation of IoT is dependent on …..
What Does the Future Hold? Implications
Global IoT managed service providers are entering
different …..
Global managed service providers also pose a threat to ….
1 2
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SAMPLE REPORTKey Takeaways – (2/2)
The integration of new capabilities due to the emergence
of technologies such as AI, blockchain, and 5G is going to
accelerate …. in the future.
Companies such as Thingstream are offering solutions with prices as
low as USD xx month for xx messages. However, such fixed-price
model solutions …. is to be communicated. With such low-cost
subscription, it is evident that the competition is shifting ….. pricing.
The price variants will be based on different features and services
including security, hardware, etc., and maybe on the level of support
required.
Innovative Pricing Strategies Impact of Other Emerging Technologies
Partnership Goal
With the different partnerships pursued across the value chain, the ….. new features.
Collaboration with …. will provide a competitive edge in the future.
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5
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SAMPLE REPORTReferences – (1/2)
25
❑ “Acquisition of Mobility and IoT Specialist Teleena.” Tata Communications, Oct. 2018, www.tatacommunications.com/press-release/tata-communications-acquires-mobility-and-internet-of-
things-specialist-teleena/
❑ “Acquisitions Won't Stop as KORE Expands to Provide Software and Services.” IoT Now - How to Run an IoT Enabled Business, 20 Feb. 2017, www.iot-now.com/2017/02/13/58397-
acquisitions-wont-stop-kore-expands-beyond-global-connectivity-services-provide-software-services/
❑ Arm Ltd. “Arm Expands IoT Connectivity and Device Management Capabilities with Stream Technologies Acquisition.” Arm, www.arm.com/company/news/2018/06/arm-expands-iot-
connectivity-and-device-management-capabilities-with-stream-technologies-acquisition
❑ “AT&T and Nokia to Deliver Rapid Global IoT Deployments .” AT&T News, Wireless and Network Information, 7 June 2018, https://about.att.com/story/att_nokia_iot.html
❑ “Global Enterprise Connectivity.” Arkessa, June 2016.
❑ “Global IoT Connectivity Multi-SIM Management Platform Solutions.” Wireless Logic, www.wirelesslogic.com/
❑ Hamilton, Neil. “How IoT Is Shaping the Future of Farming.” Machine Design, 18 Jan. 2019, www.machinedesign.com/industrial-automation/how-iot-shaping-future-farming
❑ “IoT Services: Smart Connectivity, Platform Services and Managed Vertical Services.” Sierra, www.sierrawireless.com/products-and-solutions/sims-connectivity-and-cloud-services/
❑ KORE Wireless. “IoT Capabilities.” KORE, www.korewireless.com/iot-capabilities/iot-capabilities
❑ “Mobility IoT Platform.” Aeris, www.aeris.com/in/iot-solutions/mobility-iot-platform/
❑ “MOVE Global IoT Solutions | Mobility & IoT.” Tata Communications, www.tatacommunications.com/services/mobility/iot/move/
❑ “Nokia Showcases Factory in a Box 2.0 with Global IoT Connectivity, Improved Reliability and Security at Hannover Messe 2019.” Nokia, www.nokia.com/about-
us/news/releases/2019/04/01/nokia-showcases-factory-in-a-box-20-with-global-iot-connectivity-improved-reliability-and-security-at-hannover-messe-2019/
❑ “Nokia Worldwide IoT Network Grid (WING) as a Service.” Nokia Networks, 12 Feb. 2019, https://networks.nokia.com/services/wing
❑ “Pricing.” Thingstream, thingstream.io/pricing/
❑ “Tata Communications & DTTech Build Cloud-Based Network for African Mobile and IoT Providers.” Tata Communications, www.tatacommunications.com/press-release/tata-
communications-and-dttech-build-new-cloud-based-network-for-african-mobile-and-iot-providers/

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26
❑ “Vodafone and SAP Join Hands to Power the Adoption of Industrial IoT.” Vodafone, Apr. 2018,
https://discover.vodafone.in/documents/Pdfs/Pressreleases/News_Release_Vodafone_and_SAP_Join_Hands_to_Power_the_Adoption_of_Industrial_IoT.pdf
❑ Vodafone Annual Report . 2018.
❑ “Wireless Logic Group Acquires Netherlands-Based M2MBlue.” Wireless Logic, 13 Mar. 2019, www.wirelesslogic.com/financial/wireless-logic-group-acquires-netherlands-based-m2mblue/
❑ WPS, Team. “IoT & M2M SIM Cards | Sign Up for a Free Trial | Eseye Ltd.” Eseye, Eseye, 17 Dec. 2018, www.eseye.com/solutions/anynet-secure/
❑ WPS, Team. “IoT Solutions & IoT Gateways | Eseye Ltd.” Eseye, Eseye, 10 May 2019, www.eseye.com/

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SAMPLE REPORTAppendix
27
About Netscribes
Netscribes is a global market intelligence and content services provider that helps corporations achieve strategic objectives through a wide range of offerings. Our
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small- to mid-size firms, have benefited from our partnership with relevant market and competitive insights to drive higher growth, faster customer acquisition, and a
sustainable edge in their business.

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28
Research Methodology
The report provides a study of the innovations in the
space pertaining to hybrid network environments
(cellular and non-cellular) and the related switching
techniques. The technology research methodology is
focused on identifying the emerging solutions and use
cases offered by the companies.
The report provides competitive benchmarking of
the leaders in the domain for gaining an insight
into the growth strategies of the leaders. The
parameters include partnerships, acquisitions, use
cases, current developments, and the future
focus. It also discusses the various business
models adopted by different types of companies
in the domain.
Technology Research Business Analysis Report Format
Report is prepared at the end of the research and
is aligned as per expectations and quality check.
An in-house editorial team conducts the final
level QC.
Netscribes follows a structured project management approach to deliver deep-dive research analysis. A comprehensive approach is administered to
assess innovative technologies and develop insights related to technology and business.

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SAMPLE REPORTDisclaimer
29
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