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How a simple iot solution is driving sales
- 1. How a simple IoT solution is driving sales and empowering the customer Stephen Harrison @TinamousSteve Steve@Tinamous.com
- 2. A Brief Introduction to Me • Stephen Harrison @TinamousSteve • Started 20 years ago connecting blood gas analysers using RS232 to Q-Pro • C# Contractor • Founder of Tinamous.com • A Private Twitter like platform for People and Things.
- 3. Data Point Experience Report Alere Data Point Portal Alere PIMA Alere q
- 4. Image from video on AlereHIV.com
- 5. Image from video on AlereHIV.com
- 6. Image from video on AlereHIV.com
- 7. Image from video on AlereHIV.com
- 8. Image from video on AlereHIV.com Videos: http://alerehiv.com/video/alere-connectivity/ http://alerehiv.com/hiv-screening-detect/alereq-analyser/
- 9. PoC Solution Analyser USB Modems SIMs Software
- 10. Commercial Solution Software Updates & New Features Training & Documentation Legal Contract Service Level Agreement 24x7 Technical Support Analyser Modems Alere SIMs Data Point Portal
- 11. This is fake test data!
- 12. Stock Management
- 14. The Heart Breaker • Did you notice? • No “patient” option! • Patients don’t have access. • Even clinician / device operator may not have access. • BUT it’s still helps and adds value for the patient!
- 15. Connectivity Benefits Customer Challenges How many Analysers are working? What errors do we see? What is our error rate? How many tests is a site performing? How are my operators performing? What value am I getting from my testing programme? What is the cartridge consumption at sites?
- 16. Don’t just focus on what extra you can sell You don’t have to sell something extra stuff for your thing to make it worth connecting.
- 17. IoT Buzzword Bingo http://blog.tinamous.com/2014/11/03/iot-bingo-cards/
- 18. Data Point – Dull Technologies! • Small Data • SQL Server • ASP.Net MVC + Web API • FTP, VPN, CSV, PDF • On Premise servers • No upsell
- 19. Challenges – Device • Stuck with horrible protocols (ftp) • Medical device needs certification • Device team not connected to connectivity team • We got what we were given • Only sends when the operator presses send.
- 20. Challenges – Customer • Device allocation / Movements • Data trust – Date time default or changed on device • Reports, reports and more reports • More than just software and hardware • Understanding legal issues • Some customers don’t want data to leave the country. • Ftp actually useful for customers! • Poor internet connectivity – demos difficult
- 21. Conclusion • Should you connect it? YES! • Adds value to existing products and get benefits you didn’t expect • It doesn’t have to be massive scale, sexy protocols, big data or use machine learning
- 22. Takk! Questions: @TinamousSteve Steve@Tinamous.com Visit AlereHiv.com for more details on usage
Editor's Notes
- Contacted to make Data Point ca 3 years ago. PIMA the only device then Since added Alere q It’s interesting because it kicks a few trends happening with IoT which is why I wanted to give this presentation. I’m not an Alere employee
- This is the PIMA device in use It measures CD4 which is a protein attached to the immunity system T-Cells which is effected by HIV. By measuring CD4 you can get an idea of how well HIV is being treated.
- The nice thing about the PIMA and the Alere q is that they are portable. The operator becomes a mobile clinic travelling to the people. Lab based tests have issues with samples going missing, as well as long delays between the test and the results.
- This is an Alere q it measures HIV. It is being used in Early Infant Diagnosis, an example might be monitoring if the mother has passed on HIV to the baby through not taking medication. Here you see a mobile clinic, this is the TuTu tested, from the Desmond Tutu HIV foundation (Cape Town?)
- Testing is simple fairly, add some red stuff to the cartridge
- Pop it into the analyser and press go. At the end of the test a printout is available for the clinician. For both PIMA and Alere q the results are NOT automatically transmitted to Data Point, it is up to the operator to send them, typically once per day.
- To me as a software developer is my idea of IoT – hardware, connectivity and software. About 3 years ago developed PoC platform. Customers loved it but wanted a real commercial version.
- Final commercial solution, way more involved as you can see. Training and support have become a huge part of the solution. The Data Point product it’s self morphed a fair bit based on feedback and usage, more focus on reporting and a graphical dashboard.
- Stock management is a big part of the platform. Being able to track stock movements, ensure that the clinic doesn’t run out of stock is important. Each test uses a single use cartridge, so it’s easy to track usage. Cartridges expire so customers move them around.
- Reporting has been a big part of Data Point, this is the reports overview page, it’s huge. As you can see there are a lot of reports. You’ve got errors, some other errors, errors by type, device location, quality control and a few other general ones.
- Many IoT solutions are sales orientated. The fridge: Can well sell you groceries? The washing machine: Can we sell you soap powder? The Thermostat: Energy sales Data Point Customers benefit: Improved device management Better re-stocking Catch operator issues and retrain where needed Alere benefits by better understanding of: Device and cartridge errors Operator errors Device Usage and usability
- Big Data, Machine Learning, MQTT, No SQL
- The big thing I wanted to get across today is that without the hype, without the added upsell Alere are providing an IoT solution has still been very worth while. The Alere q has only been released but connectivity was deemed so important for it that Data Point had to support it from the day of release. Alere benefited from additional sales, even re-opening sales discussions that had previously been closed with this new product.