Why choosing an "end-to-end" solution provider is so critical to get a ROI on Industrial Internet of Things implementation

2. Why Industrial IoT Enterprise &
OEM users need “end-to-end”
solutions to realize their potential
benefits.
By Jon Penn
Caption Data Ltd

3. Signposting the Presentation
Approx 25 minutes in length, and with about 25 slides
A little about me and Caption Data, then …
…. The Adoption of Ideas Curve …
… Behavioural impacts of that …
… The dangers in changing “swim lanes”
… then 3 case studies,
 … the importance of board level advocacy …
 … why end to end solutions were so important …
 … and what ROI resulted
Summary.

4. Jon Penn
jon@captiondata.com
LinkedIn
30 years experience
running niche
technology businesses
MD @ CDL since 2010
What Caption Data actually do… Industrial, International, 000’s of
systems, end to end solutions, C level to field technicians…

5. CLASSIC ADOPTION “NORMAL” CURVE
Innovators:
Expect failures.
Excited to be
part of the
process!
BRAVE PEOPLE
Early Adopters
Tolerate some
careful agile
development
OPINION
FORMERS
Early Majority
Thoughtful, careful people but
accept change [and some risk]
more quickly than the average, to
gain early mover competitive
advantage.
BENEFICIARIES
Laggards
Only use email because
their contacts don’t
have fax machines
anymore!
DIE HARDS
TIME
Perceived
Reduction in
RISK

6. Staff attitude to change, and especially technology change
Champions
Advocates
Wait & see majority
Terrorists
Key Thoughts
Champions: MUST
understand technology AND
be or be appointed/report
to Board level.
Advocates: Must be
respected, credible people
of influence within the
organisation
Tipping point for mass
adoption: thought to be
18-20% SO THE EARLY
ADOPTERS/ADVOCATES
ARENT ENOUGH!!
And the terrorists have
nearly as much chance!

7. So what does all this mean for Industrial IoT?
• Definitely on the left side of the Adoption Curve
• Even though M2M may have reached mass adoption [in some areas]
• IoT introduces new business methods, new opportunities, & new ways of
working
• Its Business, its not I.T.
• Board or C level sponsorship
• Risk & Reward
• Managing Risk
• Understanding the reward
• Human resources & counter-terrorism!
END TO END SOLUTION
PROVIDERS REDUCE RISKS
& IMPROVE RESULTS

8. Modbus, Canbus, Sensors, I2C, SPI, Local intelligence, Memory, Power
GSM 2G,3G,4G; FOTA; SIM, Signal quality, Power
Data security, cloud/server management
Portal, User Admin, Branding, Scalability
Analytics, dashboards, aggregation
Support, training, roll out
Billing, Admin, Maintenance
SWIM LANES: Every time you cross a swim lane there is potential for misunderstanding,
poor communication, technical mishaps, etc. Working with an end to end solution
provider massively increases chances of successful deployment for Enterprise & OEM
clients
One proven, experienced supplier takes responsibility for it all

9. What’s the opposite of end-to-end?
AND BY THE WAY THAT MEANS RISKS IN…
• Hardware design & production
• Firmware engineering
• FOTA [Firmware over the air]
• GSM technology [GPRS, 2G, 3G, 4G]
• GPS technology
• Software Engineering
• Communications & SIM management
• Battery & Power management
• Antennae & range
• Product testing
• Cloud technology
• Cyber & data transmission security
• GUI & UX Graphical User Interfaces & User Experience,
multi language, multi time zone
• System testing
• Customer support, training
• Life cycle management
Piece by piece…
1. Buy a data logger
2. Bolt on a modem
3. Get someone to host a portal
4. Get someone to do the analytics, algorithms,
visualisation
5. Get someone to Project Manage, train,
implement
6. Prove ROI
[then hold a post mortem to work out what went wrong!]

10. 3 CASE STUDIES
• IoT introduces new business
methods, new opportunities, & new
ways of working
• Board or C level sponsorship
• Why “End to End Solutions” were
important
• What ROI resulted
Water Quality
Instrument OEM
Emergency
Power OEM
Mobile cooling
plant

11. CASE STUDY 1
WATER QUALITY
INSTRUMENT OEM
IoT introduces new business methods,
new opportunities, & new ways of
working
Lots of data
No data !
Disruptive technology, small, robust,
low cost, ultra low power
instrumentation, internet of things,
Data throughout distribution network,
real time, on line; Massive benefits in
risk management, compliance, asset
management [major cost], customer
satisfaction
Lots more data

12. CASE STUDY 1
WATER QUALITY
INSTRUMENT OEM
Board or C level sponsorship
Initial trials to larger scale roll out, c 2 years
Initial trials “small enough to fail”
“Agile” learning and product development
Within the OEM
There was already good understanding
between them and CDL after years of working
together on other products. Both founding
directors of the OEM were involved in
discussions to roadmap this project. A technical
and a Sales champion were appointed
Within CDL
Founding directors involved and committed to
product development required to deliver end
to end solution.
Within Water Co’s
Board level understanding of ramifications of
success and failure, and nomination of key
personnel
External Bodies
Involved as necessary

13. CASE STUDY 1
WATER QUALITY
INSTRUMENT OEM
Why “End to End Solutions” were so
important
From the field… sometimes literally! Or under a
manhole on a busy main road… either way a few
things were critical at the point of use:
 Compactness
 Robustness
 Long Battery life [and so low power consumption]
 On-board short term battery back up
 Optimised GSM communications [antennae]
 On Board SD card “black box flight recorder”
 “Instrument grade” analogue inputs
 Real time local monitoring/intelligence
 Complete management on-line
 Browser & device agnostic
Dedicated product leveraged
from existing CDL technology

14. CASE STUDY 1
WATER QUALITY
INSTRUMENT OEM
End to End solutions
Integrated and Assembled
Turbidity sensor
Remote Telemetry Unit, NanoULTRA
Smart Battery pack
IP rated enclosure
Antenna system
Hydraulic connections
Tested, calibrated, documented.
QR Codes for rapid access to SmartHub

15. CASE STUDY 1
WATER QUALITY
INSTRUMENT OEM
End to End solutions
Power on = on-line & visible
Real time local monitoring
Management via SmartHub
Schedule high and low level alarms on
all parameters
Sampling and reporting frequencies
SIM status & management
Drill down UI/UX
From the Field to the Screen

16. CASE STUDY 1
WATER QUALITY
INSTRUMENT OEM
Return on Investment
Significant sales
Created brand new revenue
streams [£m’s]
Enhanced client relationships –
bringing a solution to an
industry problem; saving their
clients money [10’s of £m’s]
Enhanced reputation with
industry regulators /
authorities / universities / 3rd
parties

17. CASE STUDY 2
EMERGENCY POWER
OEM
Up time/ response time
Remote testing & preventative
maintenance
Environmental monitoring
Incident monitoring
Audit trail
IoT introduces new business methods,
new opportunities, & new ways of
working
Small, low cost, remote telemetry
unit connected to UPS using Modbus.
Monitors real time, reports by GSM,
allowing different business models
for Warranties, SLA’s, costs, engineer
call outs, etc

18. CASE STUDY 2
EMERGENCY POWER
OEM
Board or C level sponsorship
2 years from start to roll out
Issues arising from drafting of spec
showed need for C level
relationship to resolve
Within the OEM
The OE concerned had already had a bad
experience with another attempt to “internet
of things” their products, so considerable
investment of time was made to ensure the
next process had a happier outcome.
Over the course of roll out, various personnel
changes occurred, reinforcing the importance
of C level communication
Within CDL
Director level involvement across main
functions… business development, Software
and general management

19. CASE STUDY 2
EMERGENCY POWER
OEM
Why “End to End solutions” were so
important.
Some of the critical factors:
• Firmware adaptability…. With a number of
designs of UPS’s and generator ECU’s to connect
to
• Real time local monitoring of key parameters
via modbus and alarming against thresholds set
on line
• FOTA [Firmware over the air] as remote
telemetry units get re-assigned to different
models
• Branding of smartHub
• Audit trails and auto reports
• SIM optimisation and management
• Kanban supply chain

20. CASE STUDY 2
EMERGENCY POWER
OEM
Return on Investment
Successful, fast implementation / roll out
Award winning [for OEM] branded version of
SmartHub
Programme survived staff changes
New Business models & new revenue streams
Reduced risk – audit trails on performance
Automated client management reports
For the first time they tell their
clients when they have had an
incident!

21. CASE STUDY 3
Mobile cooling plant
IoT introduces new business methods,
new opportunities, & new ways of
working
Where is it?
Is it working correctly?
On hire/off hire?
How long to set up?
Has it been damaged?
Has it been moved?
Small, low cost, internet of things
solution that dramatically speeds
up commissioning, has geo
location, real time status and
remote over-ride options

22. CASE STUDY 3
Mobile cooling plant
Board or C level sponsorship
2 years from start to roll out
Most of that time delayed due to
lack of C level engagement
Once that changed – everything
changed

23. CASE STUDY 3
Mobile cooling plant
Why “End to End solutions” were so
important.
To make the whole system work involved every
“swim lane”
The chances of doing this involving more than 1
external supplier with numerous internal
departments would be very slim.

24. CASE STUDY 3
Mobile cooling plant
Return on Investment
Massively reduced set up time, from day+ to
hour, with associated reduced labour cost and
client disputes
Massively reduced friction with clients
Massively increased effectiveness of staff &
simplified roles/training/skills
Improved accounts receivable/ debtor days

25. Summary
• Enterprise & OEM IoT users are almost certainly on
the left hand side of the adoption curve
• IoT is business, not IT, and demands C level
engagement, clarity on the reasons for doing it and
careful attention to all the roles!
• Remember the roles & the tipping point @ 20%
• Because you’re early adopters, choose an “End to End
Solution” provider , where you also have C level
attention, and let them take care of the swim lanes
• Start small enough to fail. Measure and share the
ROI, [operational not just financial, to encourage the
sheep!].
20%

26. jon@captiondata.com
www.captiondata.com
+ 44 (0)1905 754 078
Thanks for your attention!