Building IoT Solutions 101
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Our integration expert, Siva Subrahmanyam Chavali, explains why a majority of IoT projects are biting the dust and how you can enable a foolproof IoT ecosystem for your business.
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Building IoT Solutions 101
- 1. “Infinite possibilities with technology”
- 3. 3 Siva Subrahmanyam Chavali Sr. Architect – Integration, API & IoT Kellton Tech Solutions SPEAKER
- 4. 4 Foundation 2009 Footprint North America, Europe, and Asia Clients Startups to Fortune 500 Core Strength People and Technology ISO 9001:2015 & CMMi Level 5 Ownership Public Limited BSE, NSE: KELLTOTEC Team 1500+ Employees 4 KELLTON TECH – A Pioneer in Digital Transformation
- 6. 6 Building IoT Solutions 101 Building IoT Solutions Successful Implementation Strategies IoT Introduction & IoT Pilot Statistics Top 4 IoT Pilot Implementation Pitfalls IoT Revenue Growth Opportunities Kellton Tech Value Proposition Build vs Buy Of IoT Platforms AGENDA
- 7. 7 Internet of Things (IoT) Introduction IoT is basically an ecosystem of connected physical devices that are accessible through the internet and have the ability to collect and transfer data over a network without manual assistance or intervention. IoT became a disruptive technology that has potential to change multiple business dimensions like, technology investment plans, creating different business models, upscale customer experience in day to day lives, etc. Each IoT solution is a combination of some of these “must have” components. SENSORS & ACTUATORS COMMUNICATION CHANNEL DATA COLLECTION OVER CLOUD INFORMATION DELIVERY APPLICATION
- 8. 8 Internet of Things (IoT) Introduction Contd. CONNECTING THINGS TO DELIVER DIGITAL EXPERIENCES USING THINGS InsuranceAutomotive BuildingsIndustrial products Travel & Transport Electronics Retail Energy and Utilities Aerospace & Defense Manufacturing Connected Car Predictive Maintenance Connected Fleet Connected Elevators Wearables for Worker Safety Digital Twin Manufacturing Quality Connected Appliances Store Wellness Smart Grid Asset Health
- 9. 9 IoT in Action – across Industries & Regions 0 10 20 30 40 50 60 70 (IoT realization in % - Industry) (IoT realization in %) 0 5 10 15 20 25 30 35 40 45 50 North America EMEA APAC (IoT realization in %) (IoT realization in % - Region)
- 10. 10 IoT Pilot Implementations & Statistics IoT Pilots are Slow85% Lack of abilities to leverage IoT generated data* 60% IoT Pilot Failures70% * Stats were collected from various sources.
- 11. 11 1 2 4 3 • Focusing on Technology over Strategy & Vision on Business Drivers. • Could not articulate business value of the IoT PoC’s for investment. Running in Isolation • Decisions of Build vs Buy for IoT Platforms. Vertical Integration Strategy with IoT Platforms • Internet security risks Unawareness • Unable to leverage the data collected Lack of Industry Governance on Standards and Security Lack of Efficient Analytical Capabilities • Tools & Strong Technology Competence Top 4 Common Pitfalls of IoT Pilot Implementations
- 12. 12 Revenue growth Opportunities with IOT 8.6% 11.0% 12.1% 16.8% Connected Data First Secure Key Business Measures Increase Operational Efficiency Reducing cost of materials Productivity of Workforce Faster time to Market & Lower Dev Costs Assets Productivity & Predictive Maintenance Customer Satisfaction & Loyalty Quality of Service / Product Unique / Differentiating Value Proposition Enablement of New Business Models Explore Hidden Business territories After a successful IoT implementation, an organization becomes: • More Connected • Analytically Capable • Highly Secure • Strongly Cognitive Cognitive Empower Sales & Marketing Channels. Up sell / Cross Sell products
- 13. 13 Principled approach for making Build vs Buy Decision of IoT Platforms 06Uncertainty 02 R&D & Pilot Project Costs are High? 01 Limited choice of Technology Platforms? 03 Industry is mature and Standard? 05 Time to Market 04IoT Subject Matter Expertise Rule of Thumb – If you’re a beginner in IoT Solution implementation, go with the “buy” option for IoT platforms. ** Companies should change their Build vs Buy decisions when Market structures and equations change.
- 14. 14 Build vs Buy Decisions of IoT Platforms BUILD FROM SCRATCH Building a custom solution from scratch allows endless customization to create a competitive advantage. It provides the freedom to choose the suitable architecture and technology stack to meet the expectations and feasibility. BUY OFF THE SHELF Off-the-shelf software are ready-to-use solutions that can be customized up to a certain extent. An off-the-shelf product will typically be moderately priced when compared to a custom developed product. Off the shelf solutions significantly reduce time-to-market, as some parts of the module may only require minor modifications.
- 15. 15 Principled approach for making Build vs Buy Decisions of IoT Platforms Base Factors Build from Scratch Buy Off The Shelf Compliance to Standards Most Restricted Compliance Time To Market Most Lowest Inoperability Most Medium Scalability Most Scalable Intermediate Scalability Maintenance Required High Low Level of Customization Highest Lowest In-House Competencies Most Restricted Solution Longevity Ensures Longevity Restricted Longevity On-Going Support Full Vendor Support Full Vendor Support Customization Most Restricted
- 16. 16 IOT Platforms are more Cost Effective 40% 5 years support Commercial IoT Platform In-House Solution Development&OperationalCost Source: Build, Acquire and Buy: By, MachNation 5 million IoT devices Enterprise grade https://www.machnation.com/iot-platform-build-buy-tco-calculator/
- 17. Significant pressure to get started with IoT and prove ROI quickly › Platform specializing in rapid solution development › Powerful self-service environment and easy rebrandability › Out-of-the box applications for fast time to market PAIN POINT #1 TECHNOLOGY SOLUTIONS 17 Overcoming IoT Challenges
- 18. IoT platforms only offer a thin slice of the functionality we need & are difficult to couple with core business functions › An open platform that is device, network and IaaS agnostic › Advanced self-service analytics › No-code integration & APIs to enterprise IT/OT and business processes PAIN POINT #2 TECHNOLOGY SOLUTIONS 18 Overcoming IoT Challenges
- 19. Network, connectivity, and usage types vary across the enterprise & have to be overcome › A distributed architecture › Uniform underlying technology and APIs and simple deployment PAIN POINT #3 TECHNOLOGY SOLUTIONS 19 Overcoming IoT Challenges
- 20. 20 Choosing the right IOT Platform There are a wide number of IoT platforms available, including ThingWorx, Microsoft (Azure IoT), Amazon (AWS IoT), Cumulocity, Leonardo IoT. Here is a comparative analysis to help you choose the right platform for your business needs.
- 21. 21 IoT Solution Strategy – To derive Business Value “The biggest Business Value is delivered when IoT generated Data is leveraged at it’s fullest potential” “Quality PEOPLE produce Quality RESULTS” • Differentiate products • Enable customer self-service • Personalization of products INNOVATE • Proactive monitoring • OTA software updates • Remote access SERVICE • Predictive Maintenance • Identify process issues • Real-time stat reporting ANALYZE • Closed loop product lifecycle management • Configuration management • Knowledge management INTEGRATE • Remote diagnostics • Quality Assurance • Risk management • Introduce new business models • Value added services
- 22. Disparate Sensors and Devices Connect & Manage Time IncreasingValue&ROI Alert and suggest actions to improve and correct ‘Actionability’ Automatically take ‘Corrective Actions’ Automate Make Sense of a Multitude of Inputs Pan-Sensor Visibility Edge Analytics Pulling real-time data from your devices Dynamic Prediction • Determining maintenance requirements for assets based on remaining useful life Automated Actions • Re-entitling equipment based on location changes • Dispatch of technician for maintenance • Ordering of service components and consumables Service Excellence • Full visibility into field service schedules • Arrival synchronization of service components with technician • Automatic KPI monitoring and entry into analytics for referencing Device Management Connect and control your devices Condition Monitoring Understanding device usage, position, performance, & lifecycle based on streaming event & historical data Automated Actions & Alerts Take actions on predicted outcomes before they become a problem 22 Maturity curve for Value
- 23. ANALYTICS & DASHBOARDS Analyse and visualize your data to gain insights and turn them into action < 10 minutes BUILD APPLICATIONS Build & deploy data-driven applications easily to drive business value < 30 minutes INTEGRATE APPLICATIONS Integrate with existing enterprise applications, OT systems and cloud services < 10 minutes CONNECT DEVICES Connect a new device, consume live data and be able to trigger operations < 5 minutes 23 IoT solution building should be this Fast
- 24. 24 Walk through of Device Data Integration with Enterprise Applications using Software AG Digital Transformation Product Suite KELLTON TECH
- 25. 25 KELLTON TECH Kellton Tech Solutions Expertise and Value Proposition
- 26. Implementation of framework to allow integration and data exchange between physical world entities Kellton Tech – Cost-effective, Successful IoT Implementations Interconnected devices to be more productive, safer, smarter and informed than ever before Solution Stack Our Expertise Years: 7+ Experts: 50+ IoT Approach https://www.kelltontech.com/internet-of-things-solutions 26 IoT Center of Excellence
- 27. 27 Our Experience ABOUT THE CLIENT Our client is one of the top three access control and security solutions companies on the global market. We developed a Cumulocity-based IoT Devices & Workflow management SAAS Platform. PROBLEM STATEMENT Although the client already had a versatile and promising product there was still a gap that needed to be filled using IoT. They envisioned an IoT based solution to improve their current product and give them a competitive edge.
- 28. 28 Kellton’s Implementation Roadmap IoT Implementation & Feasibility Workshop Strategy Planning Develop the Business Case Implementation Roadmap Pilot Project Implementation Solution Scaling
- 29. 29 Our Experience OUR SUCCESSFUL IMPLEMENTATION PROCESS At this stage we: • Defined the transformation impact on the business and its stakeholders • Finalized the business requirements • Defined an ROI model Strategy Planning Our Strategic Plan included: • Scenario Planning • Overall IoT implementation strategy • Legacy integration strategy • Change Management Planning • Impact to current business strategy Develop the Business Case At this stage we: • Defined the development & deployment strategy • Defined the phases and timelines for implementation • Defined the platform to be used for development • Defined the Protocols to be used • Created the Solution Architecture Implementation Roadmap IoT Implementation & Feasibility Workshop We conducted various on-premise workshops to gain a deep understanding of the project requirements and gain insights on: • Current Process • Data flow, Security, Authentication • Platform Selection (e.g. Cumulocity) • Solution Architecture • High Level Use Cases 1. 2. 3. 4.
- 30. 30 Our Experience After the successful deployment of the solution, the client pitched the solution to new industry verticals and began adding more devices to the solution. Therefore, we scaled the solution to enable the adoption of more devices while scaling up our cloud infrastructure as well. At this stage we: • Started developing the production level product • QA & Feedback Incorporation • End-to-End solution deployment • Change ManagementImplementation Solution Scaling At this stage we: • Developed the POCs • Validated the results • Updated the implementation roadmap based on the POC results Pilot Project 5. 6. 7.
- 31. 31 DI – Software AG COE
- 32. 32
- 33. 33 Contact Brad Williams - Brad.williams@kelltontech.net Siva Chavali - sivasu.chavali@kelltontech.com Ram Kanumuri - ram.kanumuri@kelltontech.com
Editor's Notes
- Kellton Tech is a “New Age” Global IT Services consulting company. We Design, Develop, and Operate Digital Technologies that create new business models for our clients. Our digital services cross 6 major pillars. Digital Transformation – our digital services span IoT, Social, Mobile, Analytics, and Cloud based solutions Digital Integration – provides integration services in support of your digital systems Digital Enterprise– Enables intelligent enterprises by leveraging end-to-end SAP solutions as an SAP Gold Partner Outsourced Product Development (OPD) – product development and support services Digital Commerce and Marketing – delivers omnichannel e-commerce solutions focused on improving the overall customer experience IoT Enabled Platform Solutions – IoT solutions for the Oil & Gas and Manufacturing industries
- IoT is the cornerstone of many organizations’ digital transformations, enabling them to optimize existing operations and excel at creating and pursuing exciting new business models.
- The reason why we chose this topic to present today was the fact that the organizations are failing to derive the intended business value out of the IoT pilot projects, mostly is which is in turn because they are falling into the trap of common IoT implementation mistakes or challenges. 70% of the companies are failing to capture the value from their IoT Pilots & the pilots are too slow* 85% of companies spend more than one year on pilots while 28% of companies are spending more than 2 years & yet, they are still not successful at capturing the business value desired* In recent studies by McKinsey and Capgemini, they show that 80% of IoT projects fail to convert to adopted business practice. They become a one time exercise, isolated in a specific area our group, that fail to be integrated into business as usual. <CLICK> The second number in these studies, 65%, reveals the main reason why PoCs fail to be adopted. 65% of companies said the reason for the failure was because they were unable to articulate the business value of the IoT projects to build a strong enough business case for investment in order to implement these solutions company wide. The research behind these numbers goes on to further explore the reasons behind this, but a common theme is emerging from this and the customers we talk to. IoT is being explored as a technical concept within IT (Information Technology) & OT (Operational Technology) departments, but are regularly failing to link these back to the company’s core business initiatives and / or the company’s Digital transformation programs. Most PoCs are driven as mini projects in OT with some light IT touch and not connected to business initiatives. 80% is the percentage of companies where IoT PoCs have failed to make the conversion from experiment to adopted business practice. They become a one time exercise that fail to be integrated into business as usual. - The second number 65% reveals the main reason why PoCs fail to be adopted. 65% of companies said the reason for the failure was they have been unable to articulate the business value of the IoT PoC’s to build a strong enough business case to sign off investment to implement solutions company wide. - The research behind these numbers from McKinsey and Capgemini goes on to further explore the reasons behind this, but a common theme is emerging from this and the customers we talk to. IoT is being explored as a technical concept within IT & OT departments, but are regularly failing to link this back to the company’s core business initiatives and / or the company’s Digital transformation programs. Most PoCs are driven as mini projects in OT with some light IT touch and not connected to business initiatives. - This is astounding and should make all CIO’s stop and think – are we investing in IoT? – most organisations would answer yes to this question – most have some form of IoT PoC’s or Pilots underway. But the right question is HOW are we using our investment in IoT to realise Business Value – I would suggest most companies would struggle to answer that question given these numbers. - This approach needs to change – IoT is not a business Initiative in its own right. It should be an enabler of a companies current business initiatives and critically an enabler of digital transformation programs. 60% of enterprises do not have the analytics capabilities to take advantage of the data generated from IoT*
- Those that are trying to embrace IoT are launching many IoT projects or PoCs. <CLICK> But, most of these projects are failing to make it to production. There are many reasons for this, such as long completion times due to various groups that are running in silos or resistant to change, budget overruns, lack of internal expertise, issues with integration, or because of poor quality of data collected. Long completion times Resistance to change and outdated existing organizational processes can be a major hurdles in getting a projects started let alone completed. It is important that all relevant stakeholder have buy-in before a project begins and that you identify and define the successes that IoT solutions can bring and its further potential. Implementation requires careful planning to ensure timely and successful adoption. Budget overruns Longer completion times and unaccounted resources can take a toll on financing and can see IoT projects being canned or seen as not worth the investment. Managers need to plan diligently and realistically for different scenarios, as well as provide contingencies for resources and costs that sees a project to completion. Lack of internal expertise Limited knowledge and capabilities can prove a huge initial challenge - even for the smallest of digital transformation initiatives within an organization. Lack of expertise requires more thoughtful planning and cautious approaches, and may require IoT experts to be called upon. IoT integration Connected with having a lack of internal expertise can see the integration of IoT initiatives in an organization falling short as teams and departments are not congruent in its integration. Integration is not just about technical implementation but addressing policies, communication and relevance to an organization. Poor quality of the data collected Poor data often means poor decisions being taken from that data. Seeking and leveraging the right internal teams as well as external resources is key in ensuring you are address the gaps in your knowledge and make the most of the right insights. Before talking about analysts review of Cumulocity IoT, let’s see what are the main obstacles observed by Bain are : 1 – Device connectivity, interoperability & Security 2 – Integration with other IT or Operational technologies 3 – Data portability, Data Analytics
- 83% of enterprise workload will be in The Cloud by 2020 https://www.forbes.com/sites/gradsoflife/2018/09/11/employers-as-change-agents-how-your-company-can-lead-the-way/#46e648f83911 LogicMonitor’s survey is predicting that 41% of enterprise workloads will be run on public cloud platforms (Amazon AWS, Google Cloud Platform, IBM Cloud, Microsoft Azure and others) by 2020. An additional 20% are predicted to be private-cloud-based followed by another 22% running on hybrid cloud platforms by 2020. On-premise workloads are predicted to shrink from 37% today to 27% of all workloads by 2020. Readers have asked why both columns of the following graphic don't sum to 100%. I've asked LogicMonitor for an explanation and will provide it here once I receive it. https://enterprisersproject.com/article/2018/3/public-cloud-8-stats-see 2018 global cloud market: $178 billion (Forrester): According to Forrester’s cloud predictions, the global public cloud market will jump from $146 billion in 2017 to $178 billion in 2018. Beyond this year, Forrester predicts it will continue to grow at a 22 percent compound annual growth rate (CAGR). Also noteworthy according to the Forrester report: Public cloud platforms represent the fastest growing segment: They will generate $44 billion in 2018, Forrester predicts. By the end of 2018, more than half of global enterprises will rely on at least one public cloud platform for digital transformation, Forrester predicts. https://www.idc.com/research/viewtoc.jsp?containerId=US42014717
- Points to note: MachNation's thorough independent analysis has shown that COTS IoT platforms are 40% cheaper for large scale 5 million device deployments COTS IoT platform become even more cost effective for all deployments for less than 5 million devices ... due to scaling factors Also the analysis assumes a relatively stable or controllable level of requirements, this is evolving to not be the case with most IoT initiatives as the first "release" often creates more requirements, etc, etc, etc, .. .and the deployed system needs to evolve to cater for external factors (such as security treats) ... with a COTS platform which is deployed in many customers around the world evolves on the first contact with these new requirements and builds in the new features or resolutions into the overall product for the benefit of all ... "found once - solved once for all"
- Key Points: Customers want to start quickly and get quick returns Cumulocity IoT allows deployment of solutions in minutes or hours Out of the box industry / vertical applications exist Suggested Talk Track: When we look at specific customers we encounter several possible issues. For example some of them tend to hurry a bit and look for quick-wins, starting IoT tactically and not looking at longer-term strategy. Cumolocity IoT allows not only to deploy use case in minutes or hours, but also has a proven scalability to respond to the evolution of use cases. On top of that, industry knowledge is shared through Accelerators that are out of the box applications that allow fast time to market. Engagement/Story: Good Questions to ask the customer: Any time frame / due date already defined for your IoT projects? Transition: We do understand why our customers struggle as it is not easy to understand the IoT vendor market…
- Key Points: A lot of vendors claim to be IoT enablers Only a few propose a true end-to-end solution, from device connectivity to advanced Analytics Mostly no-code integration Suggested Talk Track: When you look at the IoT market, they are a lot of IoT vendors (~400) most of them claiming to have a platform… but the platform is most of the time only one small part of the solution. We believe having an open & agnostic platform Having an advanced self-service analytics capability not only enable the business to quickly respond to their needs, it also allow to move forward despite the lack of data scientist on the market! Engagement/Story: We already see a shortage of data scientists. A study that just went public that week: the number of data scientists will double in the next yers. Same situation with the shortage of IT resources that most of our customers express. No-to-low-code required for integration will help implementing an IoT solution that responds to most of the expectations. And because we are a leader of API & integration, of course we can go further! Good Questions to ask the customer: Do you experience shortages of resources like stated here? Transition: Now on the other hand, the solution should not bring you more constraints than benefits!
- Key Points: Distributed and open architecture Flexibility of deployment options (cloud, edge, on-premises, hybrid) Uniform technology & APIs Suggested Talk Track: This refers back to what we were saying before about an agnostic platform. Our focus is about providing a high level of flexibility using our distributed architecture in many deployment options – cloud, edge, on promises, hybrid – all supported by an uniform underlying technology & API. Engagement/Story: Good Questions to ask the customer: What would be the main integration points in your case? Transition: Let’s summarize the quick wins and talk about our vision…
- We are now well into 2018 and increasingly a lot of enterprise business owners and IT executives are turning their attention to how they can use latest technology and innovations in the cloud computing industry to achieve their 2018 business objectives. We have compiled a list of 5 cloud computing trends that strategic business owners have to watch out for in the coming few months in 2018: 1. Exponential growth in cloud services solutions: In 2017, a lot more businesses and consumers experimented with Software as a Service (SaaS) to try cloud services. Innovations in platform and infrastructure as a service (PaaS and IaaS respectively) have expanded the range of cloud solutions offered to enterprises. In 2018, we can expect to see many more organizations take advantage of high-performance, scalability and simplicity that the cloud guarantees. According to a survey conducted by Cisco on cloud services, SaaS solutions will be the most highly deployed cloud service across the globe. Businesses that want to simplify operations and make it easier for their customers to access services will move more aggressively toward integrating SaaS, IaaS, and/or PaaS into their business processes. 2. Cloud Storage to grow exponentially: According to a forward looking survey from Cisco, cloud data storage is expected to grow nearly 4 fold from 2016 to 2021, growing from 663 EB in 2016 to 2.6 ZB by 2021. As more and more businesses produce data in the cloud at an exponential rate, there have to be ways to manage and monitor the data. After all, data is the new oil ! Products helping customers manage data and providing rich real time insights and analytics on data will be indispensable to an enterprise’s strategy to be ahead of its competition. 3. Artificial Intelligence and Machine Learning driving data management: According to a AI report from G2crowd, a lot more businesses are looking to automate their decision making capabilities, they will gravitate towards Artificial Intelligence and Machine Learning to gain the benefits. Cloud is no longer a place to offsite and store data. New trends in AI and ML have transformed cloud from a storage engine to a powerful computing brain. The algorithms already being developed in this field are making cloud capable of near-human capabilities like responding and talking (Alexa, Siri, Cortana) or comprehending your pictures (Google DeepMind, Google Photos). Enterprises will be leveraging machine learning to enhance their data protection and data analysis abilities. According to a report from Gartner, AI will be a major digital driver for businesses trying to enable the next wave of digital transformation for their organizations and products helping businesses achieve the same will be the ones to watch out for. 4. Ransomware and Security challenges within the cloud: 2017 was a year which witnessed a huge jump in ransomware and cyber security attacks all throughout the world. Attacks such as Wannacry Ransomware, Equifax data breach are just a few example of IT security threats that enterprises will face in the future. Cloud infrastructures will be targeted for security attacks, so admins and analysts need to be armed with products and tools that can continuously detect and remedy any threats to their cloud infra. 5. Compliance with new rules and regulations like GDPR: New data governance and compliance laws such as GDP coming into effect starting from 2018 are bound to affect storage and data in the Cloud. This means that enterprises all over the world have to restructure their data management strategy. The GDPR regulations are designed to protect the identity of EU citizens and non-compliance with this can result in penalties up to 20 million Euros or 4% of their annual revenues. Businesses will be looking for solutions that help them with various features such global indexed search, advanced reporting and backing up their data. Technologies that would be offering these capabilities would be top of mind for many of the enterprise businesses. https://enterprisersproject.com/article/2018/3/public-cloud-8-stats-see 2018 global cloud market: $178 billion (Forrester): According to Forrester’s cloud predictions, the global public cloud market will jump from $146 billion in 2017 to $178 billion in 2018. Beyond this year, Forrester predicts it will continue to grow at a 22 percent compound annual growth rate (CAGR). Also noteworthy according to the Forrester report: Public cloud platforms represent the fastest growing segment: They will generate $44 billion in 2018, Forrester predicts. By the end of 2018, more than half of global enterprises will rely on at least one public cloud platform for digital transformation, Forrester predicts. https://www.idc.com/research/viewtoc.jsp?containerId=US42014717
- Key Points: A lot of vendors claim to be IoT enablers Only a few propose a true end-to-end solution, from device connectivity to advanced Analytics Mostly no-code integration Suggested Talk Track: When you look at the IoT market, they are a lot of IoT vendors (~400) most of them claiming to have a platform… but the platform is most of the time only one small part of the solution. We believe having an open & agnostic platform Having an advanced self-service analytics capability not only enable the business to quickly respond to their needs, it also allow to move forward despite the lack of data scientist on the market! Engagement/Story: We already see a shortage of data scientists. A study that just went public that week: the number of data scientists will double in the next yers. Same situation with the shortage of IT resources that most of our customers express. No-to-low-code required for integration will help implementing an IoT solution that responds to most of the expectations. And because we are a leader of API & integration, of course we can go further! Good Questions to ask the customer: Do you experience shortages of resources like stated here? Transition: Now on the other hand, the solution should not bring you more constraints than benefits!
- Key Points: Quick integration of connected devices / deployment of dashboards Quick integration within your IT system / Quick implementation of vertical applications All implemented within weeks not months Suggested Talk Track: Our vision is to make IoT solution building for customers & partners as simple & fast as possible! If we summarize all of this, it shows what we need to achieve that vision and make IoT projects successful: - You can connect new devices in less than a few minutes. Even for non-developers. - You can not only build a dashboard in less than 10 minutes, but also deploy it within your organization! - And integrate with your ERP, CRM or OT in less than 10 minutes as well ! No need to code. - Even deploying applications is just a question of a few 10’s of minutes with embedded applications! You can prove the value of IoT projects quickly and then scale your projects. Engagement/Story: See Build an IoT Solution in Minutes video series - https://www.youtube.com/playlist?list=PL3HwmrSYjxiP51UGxrs8xz6ozFMoiG_l7 Good Questions to ask the customer: What are the ERP / CRM / OP you will integrate in your IoT use case? Tell me about the kind of devices you intend to connect? Describe the kind of dashboards you would like to create and deploy? Transition: Let’s study the key phases of an IoT project