Criteria to make the right decisions between off-the-shelf and custom approaches on the Hardware, Embedded Software and Cloud pieces.

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Embedded Systems Development
Make or Buy

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Make or Buy For Your IoT Project?
Some definitions
§ IoT project layer : Hardware + Embedded SW + Cloud
§ Buy : an “off-the-shelf” product including one or more IoT project layers
§ Make : develop parts of one or more IoT project layers
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Contributors
Gilles Chourreau – Sales Engineer Off Highway Solutions
Emmanuel Penzes – Pre-sales engineer EMEA
Erwan Bourhis – Manufacturing France
Pierre Gal – Technical Director France
Renaud Didier – Sales manager France

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A New Project?
3 categories:
OPTIMIZE RENEW BUILD NEW
Compare scenarios leveraging Make or Buy approaches
HOW TO TRANSFORM VISION INTO EXECUTION
§ Macro design Product or Service
§ Secure Budget : NRE & RC vs ROI
§ Secure Timeline
?

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Make or Buy?
That is the question…

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1. TIME TO MARKET
2. CULTURE
3. UPGRADABILITY
4. OWNERSHIP
5. RISK
6. COST
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Ask questions!!!
BUY MAKE
Our Criteria

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§ Time needed to get a product ready for launch
§ Minimum Viable Product / Minimum Marketable Release
§ Get the best from Lean Startup and Agile method
Ø 80% of value is in 20% of features
Buy
Existing product help a fast go to market
Check product maturity and availability:
risk not to have a NOT market ready product
Don’t forget integration effort
Make
IoT solution development life-cycle can be long
Think agile and MVP helps to release faster
Continous improvement
Update feature is key
Build a platform to improve TTM of next products
Time To Market

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BUY MAKE
Time To Market
KEY TAKE AWAYS
§ BUY: Faster, beware that product is available and meets expectations
§ MAKE: Improved with scope management (definition of MVP) and evolutions

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Company Culture
§ Created by the top management and company history
§ Company culture strongly impacts ways of working
§ IoT projects and Internal R&D can initiate shift of paradigm to achieve goals
Playmobil Culture
= assemble modules (not only from a Software point of view)
Organized to manage product provider
Need to understand the limitation of this model
Be ready for compromises
Low technical culture
– Lack of control
Lego Culture
= develop solutions, systems, software
Need to have tailored processes to support or be
ready to subcontract the development
Requires to have technical knowledge
Aims a tailored solution with very few compromises
A good way to hire talent

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BUY MAKE
Company Culture
KEY TAKE AWAYS
§ BUY: More compromises
§ MAKE: More impact to initiate company transformation

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Upgradability and Platforming
§ Integrate the ambitious/future of your project is key to confirm your development strategy
§ Plan a single product or a full range of products makes things different
§ Platforming is key to achieve re-use: reduce developments and maintenance cost
§ Innovation requires convergence through iteration. The more innovative your project, the
more updates will be needed
§ Methodology / ways of working to be adapted to your device
Buy
Evolutions might be constrained by high
dependency
Limit the level of adaptation
Competitors have access to the same solutions
Make
High level of platforming and optimization,
relevant for range of products
High upgradability
Higher complexity
Skilled team
For innovative projects

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BUY MAKE
Upgradability and Platforming
KEY TAKE AWAYS
§ BUY: supplier roadmap dependecy, competitors have access to the
same product
§ MAKE: platforming approach for reusability and copes with
market adaptation needs but requires tech savvy team

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Ownership
§ Ownership is related to hardware, software, patent and data
§ Ownership on your value proposition
§ Ownership and risk are strongly linked
Buy
Are you ready to be bound with a provider?
Need for a reversibility plan
Requires legal skills
Value loss if your share data ownership
Make
Full control
Leads to more resilience
Need to rely on internal or external skills
Can create value through asset creation

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Ownership
KEY TAKE AWAYS
§ BUY: easier HR but can generate loss of value and requires back up plan
§ MAKE: full control and resilience and generates value through asset
creation

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Risk Management
§ Different kind of risk, financial, technical, cyber, safety, …
§ Multiple ways to manage risk. Make or Buy translate the risk / change the
type
Buy
Supplier product doesn’t fulfil expected promise
Bankrupt or acquisition of supplier
Change of terms & scalability
Vendor Locking
Make
Technical gap hard to overcome
Technical dead-end
Feature creep
Requires methodology

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BUY MAKE
Risk Management
KEY TAKE AWAYS
§ BUY: cope with short term risk and introduces non controllable risks
(cost increase, bankruptcy, acquisition)
§ MAKE: cope with long term risk but requires scope and tech
management to steer project in a good direction

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Total Cost of Ownership
§ Different types of cost: development, production, hosting, maintenance ...
§ ROI : short term / long term
§ Tipping point might depend on volume, users, type of hosting, …
Buy
(for dev) cost lower than redo the entire solution
(for run) cost could be very high at long term
Need follow up / integration cost in the system
Dependency to supplier price increase
Make
Might requires more investment at the beginning
But triggers scale & scope economy medium term
Optimize recurring cost

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BUY MAKE
Total Cost of Ownership
KEY TAKE AWAYS
§ BUY: less expensive short term, more expensive mid term
§ MAKE: higher initial investment, generates more ROI once amortization is done

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Conclusion

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Our Advice
§ Choose Make for core value
§ Choose Buy for what is NOT core, do not « re-invent the wheel »
Advice for Buy
Audit your providers
Anticipate reversibility
Don’t neglect integration efforts
Analyze the long term
Advice for Make
Manage methodology and technical skills
Use Accelerators
Think Platform
Open Source can help
Bring external knowledge

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2
1
Q&A
Gilles Chourreau - gilles.chourreau@actia.fr
Emmanuel Penzes - emmanuel.penzes@qt.io
Erwan Bourhis - erwanbourhis@google.com
Pierre Gal - pgal@witekio.com
Renaud Didier - rdidier@witekio.com

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2
2
Qualification discussion
to understand your project
and its scope
System Workshop
with Witekio and partners:
UX/Features scoping
Formal system
architecture
Agile build of your system
(integration or development)
To go further
Book the first Discussion : https://calendly.com/rdidier-1

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Thank you for your
attention.
Witekio Lyon
14, rue Rhin et Danube,
69009 Lyon, France
Phone : + 33 (0) 4 27 01 87 06
Witekio USA
3150 Richards Road, Suite 210
Bellevue, WA 98005, USA
Phone : + 1 425 749 4335
Witekio Germany
Am Wartfeld 7, 61169
Friedberg, Germany
Phone : + 49 6031 693 7070
Witekio UK
Brabazon Office Park, Golf Course Ln,
Bristol BS34 7PZ, UK
Phone : + 44 (0) 117 379 0220
Witekio Paris
8, rue de la Renaissance,
92160 Antony, France
Phone : + 33 (0) 117 379 0220