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The Internet of Things: Are Organizations
Ready For A Multi-Trillion Dollar Prize?
2
If you think of the Internet as a domain
driven solely by humans, think again.
Androids are the coming force. We are
talking of the Internet of Things (IoT) – a
world where sensors allow machines
to talk to one another. And, as with our
human-driven Internet, the IoT is a game-
changing, hugely significant opportunity
for the economy and business
organizations. Various research studies
have pegged the value of the IoT at
multiple trillions of dollars. Cisco1
and GE2
estimate that the size of the IoT pie is over
$10 trillion. Research firm IDC estimates
that, in 2020, over 40% of all data in the
world will be data resulting from machines
talking to one another3
. Estimates may
vary but the underlying message is loud
and clear – the value at stake is too large,
and the impact too wide-ranging, for any
hint of complacency.
But do organizations recognize the scale
of the opportunity? Are they prepared
to take advantage of the growing
The Digital Universe is Expanding:
Are You Ready for the Internet of Things?
Cisco and GE estimate
that the size of the IoT pie
is over $10 trillion.
wave of sensor data? In the following
pages, we assess the current state of
organizational readiness, examine why
many organizations seem slow to react,
and set out a roadmap for organizations
that are determined to succeed in this
next chapter of our ever-expanding digital
universe.
For Most Organizations,
These are Early Days in the
Adoption of IoT Solutions
Most organizations are still in the early
stages of adapting their offerings to the
new IoT world. Our research – covering
over 100 leading organizations in North
America and Europe (see Research
Methodology at end of paper) – revealed
that IoT solutions, defined as sensor-
enabled products offered in conjunction
with services, vary significantly in their
levels of sophistication (see Figure 1). The
basic start point is connected products
that generate alerts and notifications
basedonsensorreadings.Moreadvanced
solutions allow remote operation using
sensors. And the most mature solutions
allow organizations to use sensor data
to provide customers with high-value
performance improvement insights.
The majority of organizations provide
solutions that offer only a basic level of
functionality. Our research revealed that
less than 30% support remote operability
and fewer than 40% utilize sensor data to
offer performance improvement insights.
Delivery of alerts and
notifications on product status
Example:
Whirlpool’s smart appliances notify
users when a wash cycle is complete or
the refrigerator door is open, via a
smartphone app
Ability to be controlled and
configured remotely
Example:
GM’s OnStar system allows vehicle
owners to remotely lock and unlock their
car doors, and flash the horn and lights
through a smartphone app
Predictive maintenance and
productivity enhancement
insights based on sensor data
Example:
GE applies advanced analytics
techniques to the data collected from its
connected equipment to improve
machine utilization and efficiency
Basic Information Support
Remote Operability Support
Performance
Improvement Support
Figure 1: Levels of Maturity for IoT Solutions
Source: Capgemini Consulting Analysis
3
Our study also revealed significant
differences across industries. For
instance, industrial manufacturing and
medical device companies are clearly
ahead of other industries in the maturity
of their IoT solutions. Utilities and auto
manufacturing firms offer basic levels
of functionality, but lag when it comes
to more advanced offerings. Insurance,
home appliance and pharmaceutical
companies lag behind other industries
in providing even basic functionality (see
Figure 2).
John Deere, a leading company in
agricultural machinery, is among the few
organizations that provide a full suite of
functionality spanning basic information,
remote operability as well as performance
improvement support. With its
PowerSight solution, for example, John
Deere gathers data from its customers’
connected equipment, generates
machine health alerts, allows equipment
to be remotely programmed, and goes a
step further by providing customers with
Less than 30% of
organizations generate
service revenues from
their IoT solutions.
recommendations on improving machine
utilization and lowering operating
expenses4
.
Over Two-Thirds of
Companies Do Not
Monetize their IoT
Solutions
Early adopters of IoT solutions, such as
GE and General Motors, have shown how
connected products can be the platform
for service revenues. General Motors has
been a pioneer in the use of telematics
to create new revenue streams. With its
OnStar telematics system, the company
generates nearly $1.5 billion in revenues
annually, through several paid safety,
security and navigation services5
.
Similarly, GE launched its “Predictivity” line
of IoT services in 2012, to help industrial
customers manage the data from their
connected equipment. Within just a year
of launch, “Predictivity” generated $290
million in revenues for GE6
.
Figure 2: Maturity of IoT Solutions by Industry
Source: Capgemini Consulting Analysis
High Maturity : >60% of firms provide IoT solutions that support the feature
Medium Maturity : 40-60% of firms provide IoT solutions that support the featureLow Maturity : <40% of firms provide IoT solutions that support the feature
Industry Group
Basic Information Support
(Alerts and Notifications)
Industrial Manufacturing
Medical Devices
Utilities
Auto Manufacturing
Insurance
Home Appliances
Pharmaceuticals
Remote Operability Support
Performance
Improvement Support
(Remote Control and Configuration) (Predictive Maintenance/
Productivity Enhancement Insights)
However, these two organizations are
the exception, and not the rule. Our
research indicates that less than 30% of
organizations generate service revenues
from their connected products. And
the concerns around monetization are
clearly top of mind for organizations. An
executive at a leading car manufacturer
we interviewed said, “Offering the
telematics hardware for free with the
car is not a sustainable option. We need
to have a clear strategy to generate
revenues from services7
.”
4
Offering the telematics
hardware for free with the
car is not a sustainable
option. We need to have a
clear strategy to generate
revenues from services.
Only a small minority
of companies are
using acquisitions or
development of platforms
and APIs as a means
of building Internet of
Things capabilities.
Our research uncovered two monetization
models that are emerging in the IoT
solutions space. In the first model,
connectivity services are offered free for
a limited period of time and charged-
for subsequently through a tiered
mechanism. The idea is to allow the
customer to experience the service value
before migrating to a more regular tiered
package. For instance, Eaton, the US-
based power management major, offers
the “eNotify Remote Monitoring” service
that provides 24x7 remote monitoring of
connected Uninterrupted Power Supply
(UPS) systems8
. The service is offered
free for one year after product purchase,
but is charged for in subsequent years9
.
In the second model, organizations offer
multiple tiers of services, where each tier
is priced differently, based on the breadth
of services offered. For instance, John
Deere offers four different levels of remote
monitoring services under its PowerSight
range of telematics solutions10
.
Most IoT Solutions Do Not
Play Well With Third-Party
Products and Services
The integration of connected products
and sensor data with third-party solutions
enables organizations to enhance their IoT
solutions’ value. By integrating the service
with larger platforms, organizations
stand to tap into a larger ecosystem of
services that can significantly enhance
the customer experience.
A few industrial manufacturing and
automotive firms have taken initial steps
in connecting their offerings with third-
party services. For instance, German
manufacturing major Bosch offers
remote vehicle diagnostics services to
vehicle owners and dealers through its
telediagnostics system11
. To make the
service attractive and most effective for
the consumer, Bosch’s system enables
information exchange with third-party
services such as car workshops and
roadside assistance12
.
However, our research indicates that
less than 15% of organizations offer IoT
solutions that integrate with third-party
products and services.
— A leading car
manufacturer
5
Figure 3: Objectives of Internet of Things Partnerships
Source: Capgemini Consulting Analysis
Partnered with Vodafone to run
a pilot for a usage-based insurance
in-vehicle telematics device
Collaborated with Ford and other
players to launch the MyEnergiLifestyle
initiative to demonstrate the benefits of
a connected lifestyle
Founded the “Bosch Internet of Things
& Services Lab” – in collaboration with
the University of St. Gallen
Partnered with Quirky to develop
a smart air conditioning unit
Partnered with Miele, Stiebel Eltron,
Microsoft, seluxit and IQuest to offer
its SmartHome home automation service
Licensed technology for smart ingestible
pills from Proteus Digital Health
Internet of
Things
Partnership
Drivers
Accelerate
Product
Development
Expand
Service
Offering
License
Technology
Create
Awareness
Run
Pilots
Acquire
Technical &
Business
Know-How
Many Organizations are
Forging Partnerships
but Other Options for
Capabililty Build-Up Lie
Unexplored
Developing IoT solutions often requires
capabilities that organizations do not
possess. Partnerships, acquisitions and
the opening up of platforms or APIs13
can quickly arm organizations with the
capabilities they need. Our research
indicates that close to 60% of
organizations are using partnerships as a
viable approach to develop IoT solutions,
with varying objectives (see Figure 3). An
executive at a leading security systems
firm provided affirmation of this approach,
saying, “We certainly see the need to
partner with Machine to Machine (M2M)
technology providers and data mining
specialists, as well as with our channel
partners, to build future connected
solutions14
.”
Some organizations have looked beyond
partnerships to develop capabilities. For
instance, Honeywell offers APIs that allow
developers, product integrators and
retailers to create custom applications
that integrate with Honeywell’s Wi-Fi
thermostats15
. Another approach is
seen with medical device manufacturer
Medtronic, which has acquired
Cardiocom, a provider of telehealth
services,withtheaimofusingCardiocom’s
expertise to design telehealth services
that work with Medtronic’s wireless
patient monitoring devices.
Honeywell and Medtronic are in the
minority when it comes to using multiple
approaches to skill development. Our
research revealed that only 10% of
companies use acquisitions, or develop
platforms and APIs, as a way to build
capability.
The picture that is emerging is one where
organizations are fighting shy of IoT,
despite the disruptive impact it may have
on their markets and despite the size of
the trillion-dollar prize. In the next section,
we look at some of the reasons for this
surprising reaction, examining the key
challenges that organizations face in the
IoT sphere.
Are Organizations Exploiting the
Full Potential of the Internet of Things?
offer basic
information
support
offer remote
operability
support
offer
performance
improvement
insights
10%
are partnering to
develop IoT solutions
Methods of Capability Build-Up
provide IoT solutions
that integrate with
third-party offerings
have made
acquisitions
have developed
open platforms
or APIs
of companies do not provide any IoT solutions
42%
Maturity of IoT Solutions Maturity of IoT Solutions
by Industry
Integration with Third-Party
Solutions
Monetization of IoT Solutions
Home Appliance
and Pharmaceuticals
Industrial
Manufacturing
Medical Devices
Utilities and Automotive
Manufacturing
Insurance
Increasing order of maturity
57%
10%
$
do not generate service
revenues from their
IoT solutions
34%58% 27%
70%
13%
Source: Capgemini Consulting Analysis
7
IoT, like many attractive prizes, comes
with its own unique and significant
challenges. These issues, which mainly
revolve around IT infrastructure and skills,
are putting the brakes on the IoT train
(see Figure 4).
Why Have Organizations
Been Slow to Get Off the Blocks?
The Internet of Things
Creates Significant
Technical Challenges
Existing IT Infrastructure is not
Suited to Manage Rapidly Growing
Volumes of Sensor Data
Managing large volumes of sensor
data from a widely distributed base
of connected devices challenges
the conventional data storage and
management capabilities of organizations.
For instance, nearly 60% of UK-based
firms in a survey agreed that they do
67% of organizations have
little to no infrastructure
for analyzing and acting
on streaming Big Data.
50% of US-based IT
professionals report not
being ready to secure an
ecosystem of connected
devices.
not have the data centre infrastructure
required to extract real-time insights from
their Big Data sets16
. This is a challenge,
as research indicates that data from
embedded systems will grow from 2%
of the digital universe in 2013 to 10% in
202017
.
Organizations Lack Real-Time Data
Analytics Technologies Critical to
Drawing Insights from the Internet
of Things
The volume and velocity of sensor
data flowing into the organization
makes drawing insights particularly
challenging. Many organizations lack
stream processing capabilities, which are
essential for the collection, integration,
analysis and visualization of data in real
time. Sixty-seven percent of organizations
in a survey reported that they lack the
technology support required for analyzing
and acting on streaming Big Data18
.
The Internet of Things Magnifies
Data Security and Privacy
Challenges
Protecting Internet-connected devices
from security threats, as well as dealing
with data privacy risks, are key challenges
in the IoT environment. Recent events
have revealed the enormity of these
challenges. A case in point is the global
attack that took place in late 2013,
where botnets were used to send more
than 750,000 malicious emails from
connected household appliances19
.
Research indicates that organizations
are not adequately equipped to deal
with these new security challenges.
For instance, in a survey of US-based
IT professionals, 50% of respondents
reported not being ready to secure an
ecosystem of connected devices20
.
Figure 4: Prerequisites for the Development and Rollout of IoT Solutions
Source: Capgemini Consulting Analysis
IT Infrastructure Skill Sets
Service-Oriented Sales Force
Product Management
BigData Analytics
Real-Time Customer Support
HighCapacity, Scalable,
Storage Systems
Real-Time Streaming
BigData Analytics
NewDataSecurity and
Privacy Frameworks
8
Organizations Need New
Skill Sets across a Range of
Functions
Traditional Product-Centric
Organizations Lack Capabilities in
Developing and Marketing Internet
of Things Services
The development of IoT solutions
demands a new set of competencies
from traditional product-centric
organizations. They now need to be
able to envision new services, develop
commercial models and design service
contracts that result in continuous
revenue streams. Our discussions with
senior executives revealed that these are
not areas of strength for many product-
centric organizations. A leading car
manufacturer told us, “We need new
skill sets to be able to offer connectivity
services. We need to bring in people
who are more used to developing and
selling services21
.” Similarly, a leading
security systems company highlighted
the need to complement existing product
management capabilities - “The buyers
of our IoT services could potentially be
different from those of our products. Our
product managers will have to understand
and address the needs of these new
customers22
.”
Today’s Product-Focused Sales
Force is not Equipped to Sell IoT
Services
For IoT solutions, a sales force needs to
be comfortable in articulating the value
proposition and potential benefits, which
is critical to convincing often-reluctant
customers to pay for a new class of
services. This is a challenge for today’s
sales force. An executive at a leading
medical technology company highlights
this when he says, “Our sales force has
been used to selling equipment, but
now they need to sell IT solutions. They
need to be able to convince customers
on the value received by connecting
their equipment23
.” This sentiment is
echoed by a director at a leading auto
manufacturer, who said, “Training the
sales force in selling connectivity services
is certainly a challenge. In fact, we see
this challenge intensifying in the future as
we expect the services space to become
even more complex24
.”
The Internet of Things Places New
Demands on Customer Support
Capabilities
Our research indicates that IoT solutions
are likely to increase the complexity of
queries that reach customer support
teams. Moreover, since connectivity
reduces the time lag between the
occurrence of an event and the time
taken for information to reach the
support center, customers are also
likely to expect faster response times.
A senior executive at a leading car
manufacturer highlights the changing
nature of customer requirements when
he says, “The proliferation of Internet-
enabled devices has raised customer
expectations from service providers.
Customers now expect to be informed
about device problems and the required
remedial action, in real-time25
.”
Organizations Lack Big Data
Analytics Talent to Effectively
Interpret Sensor Data
Most organizations currently lack the
analytics skill-sets required to effectively
interpret sensor data. A survey reported
that lack of employee skills/knowledge
is the biggest obstacle facing their
organizations in using IoT26
.
While these infrastructure and skills
challenges are significant, they are not
the only issues that organizations face.
Resistance, for one, is a major problem.
An executive at a medical technology
company outlined how resistance can
come less from the customer – and
more from within the organization,
explaining, “We only have 20% resistance
from the customer and 80% from our
own organization. Consequently, it is a
significant challenge to align our existing
Our sales force has been
used to selling equipment,
but now they need to sell
IT solutions. They need
to be able to convince
customers on the value
received by connecting
their equipment.
— A medical
technology leader
business processes with new IoT-based
service offerings27
.”
The scale of the challenges organizations
face – infrastructure, skills, resistance – is
significant. Therefore, in the following –
and concluding – section, we outline a
roadmap that provides organizations with
some clarity and direction for overcoming
these hurdles and driving their IoT
initiatives to success.
9
How Can Organizations Build a
Successful Internet of Things Solution?
The IoT prize will be won by those who
achieve a change in mindset, from
a product world to a service world.
However, that fundamental mind-shift is
not the only requirement. Organizations
need to get the right IT infrastructure
in place, quickly acquire capabilities in
analytics, and strengthen a whole host of
functional capabilities.
Put the Right IT
Infrastructure in Place and
Acquire Data Analytics
Capabilities
Organizations must invest in alternative
data storage architectures that can be
scaled quickly and cost effectively. This
will allow the business to keep pace with
rapidly growing volumes of sensor data.
Open source distributed data processing
frameworks, such as Hadoop, as well
as cloud-based technologies, lend
themselves to managing vast quantities
Figure 5: How Can Organizations Strengthen Functional Capabilities?
Source: Capgemini Consulting Analysis
of data in an affordable and efficient
manner. Organizations should also invest
in stream processing applications that
enable real-time analysis of sensor data.
Analytics capability also needs to be
acquired, with the CEO of a leading smart
meter firm outlining their comprehensive
approach to this need: “We recruited
analytics professionals, developed
internal training programs, established
partnerships in the area of Meter Data
Management (MDM) and even acquired
a smart meter data management firm28
.”
Strengthen Functional
Capabilities across Product
Management, Sales and
Marketing and Customer
Support
Launching effective IoT solutions will
require organizations to strengthen their
capabilities across a range of areas.
Key among them are sales, product
management, and customer support (see
Figure 5).
Use Trainings and Incentives to
Prepare the Sales Force to Sell IoT
Solutions
Organizations must take active steps to
stimulate their sales force to promote IoT
solutions. However, training alone will
not be sufficient and organizations must
also offer adequate inducements in the
form of additional sales incentives. Finally,
organizations must actively promote early
wins internally to create awareness as well
as share best practices in driving sales
conversions. An executive from a medical
technology company explains how they
encouraged their sales force to push
IoT solutions, “We identified individuals
within our sales force who could act as
champions for our remote equipment
monitoring services29
.”
Emphasize ease-of-use in IoT
solution design to overcome
barriers to adoption
Augment product
management capabilities
with services expertise
Recruit from
service-centric
industries
Create specialized teams
for IoT solution support
Build capabilities in
addressing complex
customer queries
Revise SLAs to meet
customer need for reduced
response time
Share best practices on
driving sales conversions
Promote early
wins internally
Identify IoT
sales champions
Offertrainingin
IoT solution sales
Provide additional
sales incentives
Support Functional Capabilities with Scalable, Cost-Effective IT Infrastructure
Open Source Distributed Data Processing | Cloud Based Infrastructure | Real-Time Analytics
Sales
Product Management
CustomerSupport
10
Augment Product Management
Capabilities with Services Expertise
and Emphasize Ease-of-Use in
Product Design
Organizationsmustaugmenttheirproduct
management teams with the skill sets
required to develop services. To do so,
organizations should consider recruiting
product management professionals
from service-centric industries. Further,
connected solutions must be designed
with a focus on ease-of-use, to overcome
barriers to adoption from internal sales
teams, channel partners and customers.
A senior executive at a leading auto
manufacturer explains how this approach
has proved successful for them - “We
focused on making our fleet management
offering as easy to use as possible, so
that they could be handled by traditional
product-focused salesmen. This has
proved to be quite successful30
.”
Develop Customer Support
Capabilities to Drive Real-Time
Issue Resolution
Organizations will need to create
specialized customer support teams
capable of responding rapidly to complex
customer queries. At the same time,
existing Service Level Agreements (SLAs)
will need to be revised in order to meet
customer expectations of reduced
response times. Some organizations
are already beginning to do this. A
senior executive at a leading medical
technology company explains their plans
to build customer support capabilities
for its remote equipment monitoring
platform: “We are setting up a first
response team consisting of experts and
service engineers. Consumers calling
in with issues related to their connected
equipment will be directed to this team
for faster and more effective resolution of
queries31
.”
The IoT represents the next evolution of
the digital universe. The speed at which
nimble startups and Internet players are
capturing IoT opportunities should serve
as a wake-up call to larger, traditional
organizations. Analyst estimates point to
a world where startups will dominate the
IoT market. Fifty percent of IoT solutions
are expected to originate in startups less
than 3 years old, by 201732
. They may
be less nimble, but bigger organizations
need to step up to the plate. As with all
digital disruptions, being an organization
that is in catch-up mode will be a deeply
uncomfortable place to be.
Open source distributed
data processing
frameworks, such as
Hadoop, as well as cloud-
based technologies, lend
themselves to managing
vast quantities of data
in an affordable and
efficient manner.
We are setting up a first
response team consisting
of experts and service
engineers. Consumers
calling in with issues
related to their connected
equipment will be directed
to this team for faster and
more effective resolution
of queries.
Research Methodology
Analysis of IoT Solutions
We conducted a comprehensive study of IoT products and services offered by over 100 leading companies in North America and
Europe across 7 industry groups. The industry groups covered in our study included Home Appliances, Industrial Manufacturing,
Utilities, Insurance, Pharmaceuticals, Healthcare Products, and Auto Manufacturing. We selected a representative sample of
companies that cumulatively account for 50% of the revenues generated by all firms belonging to these industry groups, in
North America and Europe.
Our research covered four key areas. First, we analyzed the maturity of IoT solutions based on their use of sensor data.
Second, we assessed how organizations are monetizing IoT services. Third, we evaluated the degree of integration of these
IoT solutions with third-party products and services. Finally, we studied the approaches adopted by organizations to accelerate
the development of IoT solutions.
Internal Capability Assessment
To understand the challenges in developing IoT solutions, we conducted wide-ranging interviews with senior executives from
leading global organizations that have undertaken IoT-based initiatives.
— A leading medical
technology company
1	 Bloomberg, “Cisco CEO Pegs Internet of Things as $19 Trillion Market”, January 2014
2	 GE, “Industrial Internet: Pushing the Boundaries of Minds and Machines”, November 2012
3	 IDC, “THE DIGITAL UNIVERSE IN 2020: Big Data, Bigger Digital Shadows, and Biggest Growth in the Far East”, 		
December 2012
4	 John Deere, “John Deere Power Systems Unveils John Deere PowerSight at CONEXPO-CON/AGG”, March 2014
5	 Automotive News, “Not satisfied with OnStar’s steady profits, GM wants to create a global 4G powerhouse”, May 2013
6	 Business Wire, “GE Launches 14 New Industrial Internet Predictivity Technologies to Improve Outcomes For Aviation, Oil & 		
Gas, Transportation, Healthcare and Energy”, October 2013
7	 Capgemini Consulting interviews
8	 Eaton website, “eNotify Remote Monitoring”
9	 Eaton website, “Eaton eNotify Remote Monitoring Model Connectivity Hardware Table”
10	 Worldhighways.com, “John Deere reveals PowerSight telematics for engines”, March 2014
11	 SearchAutoParts.com, “Bosch telediagnostics enhances service experience via remote vehicle diagnostics”, January 2014
12	 Autodata, “Bosch unveils remote diagnostics platform”, January 2014
13	 Application Programming Interface
14	 Capgemini Consulting interviews
15	 Honeywell website, “Honeywell Announces Cloud API Program With Home Automation Software Developers”, May 2013
16	 Computerweekly, “Inadequate datacentre infrastructure is a barrier to big data analytics”, June 2013
17	 EMC-IDC Research, “The Digital Universe of Opportunities: Rich Data and the Increasing Value of the Internet of Things”, April
2014
18	 Vitria, “The State of Real-time Big Data Analytics: 2013 Survey Results”, September 2013
19	 Computing, “Cyber attack launched through fridge as internet-of-things vulnerabilities become apparent”, January 2014
20	 PR Newswire, “SANS Announces Results of its 2013 Securing the Internet of Things Survey”, January 2014
21	 Capgemini Consulting interviews
22	 Capgemini Consulting interviews
23	 Capgemini Consulting interviews
24	 Capgemini Consulting interviews
25	 Capgemini Consulting interviews
26	 EIU, “The IoT Business Index: A Quiet Revolution Gathers Pace”, June 2013
27	 Capgemini Consulting interviews
28	 Capgemini Consulting interviews
29	 Capgemini Consulting interviews
30	 Capgemini Consulting interviews
31	 Capgemini Consulting interviews
32	 Gartner, “Forecast: The Internet of Things, Worldwide, 2013”, November 2013
References
Rightshore®
is a trademark belonging to Capgemini
CapgeminiConsultingistheglobalstrategyandtransformation
consulting organization of the Capgemini Group, specializing
in advising and supporting enterprises in significant
transformation,frominnovativestrategytoexecutionandwith
an unstinting focus on results. With the new digital economy
creating significant disruptions and opportunities, our global
team of over 3,600 talented individuals work with leading
companiesandgovernmentstomasterDigitalTransformation,
drawing on our understanding of the digital economy and
our leadership in business transformation and organizational
change.
Find out more at:
http://www.capgemini-consulting.com/
With more than 130,000 people in over 40 countries, Capgemini
is one of the world’s foremost providers of consulting,
technology and outsourcing services. The Group reported 2013
global revenues of EUR 10.1 billion. Together with its clients,
Capgemini creates and delivers business and technology
solutions that fit their needs and drive the results they want. A
deeplymulticulturalorganization,Capgeminihasdevelopedits
own way of working, the Collaborative Business ExperienceTM
,
and draws on Rightshore®
, its worldwide delivery model.
Learn more about us at www.capgemini.com
About Capgemini and the
Collaborative Business Experience
Fredrik Gunnarsson
Vice President
fredrik.gunnarsson@capgemini.com
Roopa Nambiar
Manager, Digital Transformation
Research Institute
roopa.nambiar@capgemini.com
Ashish Bisht
Senior Consultant, Digital
Transformation Research Institute
ashish.bisht@capgemini.com
Johan Williamson
Managing Consultant
johan.williamson@capgemini.com
Jerome Buvat
Head of Digital Transformation Research
Institute
jerome.buvat@capgemini.com
Authors
For more information contact
Digital Transformation
Research Institute
dtri.in@capgemini.com
The authors would also like to acknowledge the contributions of Florian Knollmann from Capgemini Consulting Germany, Jaap
Bloem, Research Director VINT, Sogeti Netherlands, Rick Bouter from Sogeti Netherlands, Ron Tolido, Senior Vice President and
CTO Application Services, Capgemini, and Subrahmanyam KVJ from the Digital Transformation Research Institute.
The authors would also like to acknowledge the numerous executives who took time out of their schedules to share their views on
the Internet of Things with us.
For more information on the Internet of Things, please refer to the series of reports from Sogeti’s VINT Labs titled “Things”.
You can find them at http://vint.sogeti.com/category/things/
Sweden/Finland
Ulf Larson
ulf.larson@capgemini.com
Spain
Christophe Jean Marc Mario
christophe.mario@capgemini.com
United States
Jeffrey T Hunter
jeffrey.hunter@capgemini.com
Germany/Austria/Switzerland
Guido Kamann
guido.kamann@capgemini.com
France
Cyril François
cyril.francois@capgemini.com
Netherlands
Albert Wiggers
albert.wiggers@capgemini.com
United Kingdom
Stephen Pumphrey
stephen.pumphrey@capgemini.com
Capgemini Consulting is the strategy and transformation consulting brand of Capgemini Group. The information contained in this document is proprietary.
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The Internet of Things: Are Organizations Ready For A Multi-Trillion Dollar Prize?

  • 1. The Internet of Things: Are Organizations Ready For A Multi-Trillion Dollar Prize?
  • 2. 2 If you think of the Internet as a domain driven solely by humans, think again. Androids are the coming force. We are talking of the Internet of Things (IoT) – a world where sensors allow machines to talk to one another. And, as with our human-driven Internet, the IoT is a game- changing, hugely significant opportunity for the economy and business organizations. Various research studies have pegged the value of the IoT at multiple trillions of dollars. Cisco1 and GE2 estimate that the size of the IoT pie is over $10 trillion. Research firm IDC estimates that, in 2020, over 40% of all data in the world will be data resulting from machines talking to one another3 . Estimates may vary but the underlying message is loud and clear – the value at stake is too large, and the impact too wide-ranging, for any hint of complacency. But do organizations recognize the scale of the opportunity? Are they prepared to take advantage of the growing The Digital Universe is Expanding: Are You Ready for the Internet of Things? Cisco and GE estimate that the size of the IoT pie is over $10 trillion. wave of sensor data? In the following pages, we assess the current state of organizational readiness, examine why many organizations seem slow to react, and set out a roadmap for organizations that are determined to succeed in this next chapter of our ever-expanding digital universe. For Most Organizations, These are Early Days in the Adoption of IoT Solutions Most organizations are still in the early stages of adapting their offerings to the new IoT world. Our research – covering over 100 leading organizations in North America and Europe (see Research Methodology at end of paper) – revealed that IoT solutions, defined as sensor- enabled products offered in conjunction with services, vary significantly in their levels of sophistication (see Figure 1). The basic start point is connected products that generate alerts and notifications basedonsensorreadings.Moreadvanced solutions allow remote operation using sensors. And the most mature solutions allow organizations to use sensor data to provide customers with high-value performance improvement insights. The majority of organizations provide solutions that offer only a basic level of functionality. Our research revealed that less than 30% support remote operability and fewer than 40% utilize sensor data to offer performance improvement insights. Delivery of alerts and notifications on product status Example: Whirlpool’s smart appliances notify users when a wash cycle is complete or the refrigerator door is open, via a smartphone app Ability to be controlled and configured remotely Example: GM’s OnStar system allows vehicle owners to remotely lock and unlock their car doors, and flash the horn and lights through a smartphone app Predictive maintenance and productivity enhancement insights based on sensor data Example: GE applies advanced analytics techniques to the data collected from its connected equipment to improve machine utilization and efficiency Basic Information Support Remote Operability Support Performance Improvement Support Figure 1: Levels of Maturity for IoT Solutions Source: Capgemini Consulting Analysis
  • 3. 3 Our study also revealed significant differences across industries. For instance, industrial manufacturing and medical device companies are clearly ahead of other industries in the maturity of their IoT solutions. Utilities and auto manufacturing firms offer basic levels of functionality, but lag when it comes to more advanced offerings. Insurance, home appliance and pharmaceutical companies lag behind other industries in providing even basic functionality (see Figure 2). John Deere, a leading company in agricultural machinery, is among the few organizations that provide a full suite of functionality spanning basic information, remote operability as well as performance improvement support. With its PowerSight solution, for example, John Deere gathers data from its customers’ connected equipment, generates machine health alerts, allows equipment to be remotely programmed, and goes a step further by providing customers with Less than 30% of organizations generate service revenues from their IoT solutions. recommendations on improving machine utilization and lowering operating expenses4 . Over Two-Thirds of Companies Do Not Monetize their IoT Solutions Early adopters of IoT solutions, such as GE and General Motors, have shown how connected products can be the platform for service revenues. General Motors has been a pioneer in the use of telematics to create new revenue streams. With its OnStar telematics system, the company generates nearly $1.5 billion in revenues annually, through several paid safety, security and navigation services5 . Similarly, GE launched its “Predictivity” line of IoT services in 2012, to help industrial customers manage the data from their connected equipment. Within just a year of launch, “Predictivity” generated $290 million in revenues for GE6 . Figure 2: Maturity of IoT Solutions by Industry Source: Capgemini Consulting Analysis High Maturity : >60% of firms provide IoT solutions that support the feature Medium Maturity : 40-60% of firms provide IoT solutions that support the featureLow Maturity : <40% of firms provide IoT solutions that support the feature Industry Group Basic Information Support (Alerts and Notifications) Industrial Manufacturing Medical Devices Utilities Auto Manufacturing Insurance Home Appliances Pharmaceuticals Remote Operability Support Performance Improvement Support (Remote Control and Configuration) (Predictive Maintenance/ Productivity Enhancement Insights) However, these two organizations are the exception, and not the rule. Our research indicates that less than 30% of organizations generate service revenues from their connected products. And the concerns around monetization are clearly top of mind for organizations. An executive at a leading car manufacturer we interviewed said, “Offering the telematics hardware for free with the car is not a sustainable option. We need to have a clear strategy to generate revenues from services7 .”
  • 4. 4 Offering the telematics hardware for free with the car is not a sustainable option. We need to have a clear strategy to generate revenues from services. Only a small minority of companies are using acquisitions or development of platforms and APIs as a means of building Internet of Things capabilities. Our research uncovered two monetization models that are emerging in the IoT solutions space. In the first model, connectivity services are offered free for a limited period of time and charged- for subsequently through a tiered mechanism. The idea is to allow the customer to experience the service value before migrating to a more regular tiered package. For instance, Eaton, the US- based power management major, offers the “eNotify Remote Monitoring” service that provides 24x7 remote monitoring of connected Uninterrupted Power Supply (UPS) systems8 . The service is offered free for one year after product purchase, but is charged for in subsequent years9 . In the second model, organizations offer multiple tiers of services, where each tier is priced differently, based on the breadth of services offered. For instance, John Deere offers four different levels of remote monitoring services under its PowerSight range of telematics solutions10 . Most IoT Solutions Do Not Play Well With Third-Party Products and Services The integration of connected products and sensor data with third-party solutions enables organizations to enhance their IoT solutions’ value. By integrating the service with larger platforms, organizations stand to tap into a larger ecosystem of services that can significantly enhance the customer experience. A few industrial manufacturing and automotive firms have taken initial steps in connecting their offerings with third- party services. For instance, German manufacturing major Bosch offers remote vehicle diagnostics services to vehicle owners and dealers through its telediagnostics system11 . To make the service attractive and most effective for the consumer, Bosch’s system enables information exchange with third-party services such as car workshops and roadside assistance12 . However, our research indicates that less than 15% of organizations offer IoT solutions that integrate with third-party products and services. — A leading car manufacturer
  • 5. 5 Figure 3: Objectives of Internet of Things Partnerships Source: Capgemini Consulting Analysis Partnered with Vodafone to run a pilot for a usage-based insurance in-vehicle telematics device Collaborated with Ford and other players to launch the MyEnergiLifestyle initiative to demonstrate the benefits of a connected lifestyle Founded the “Bosch Internet of Things & Services Lab” – in collaboration with the University of St. Gallen Partnered with Quirky to develop a smart air conditioning unit Partnered with Miele, Stiebel Eltron, Microsoft, seluxit and IQuest to offer its SmartHome home automation service Licensed technology for smart ingestible pills from Proteus Digital Health Internet of Things Partnership Drivers Accelerate Product Development Expand Service Offering License Technology Create Awareness Run Pilots Acquire Technical & Business Know-How Many Organizations are Forging Partnerships but Other Options for Capabililty Build-Up Lie Unexplored Developing IoT solutions often requires capabilities that organizations do not possess. Partnerships, acquisitions and the opening up of platforms or APIs13 can quickly arm organizations with the capabilities they need. Our research indicates that close to 60% of organizations are using partnerships as a viable approach to develop IoT solutions, with varying objectives (see Figure 3). An executive at a leading security systems firm provided affirmation of this approach, saying, “We certainly see the need to partner with Machine to Machine (M2M) technology providers and data mining specialists, as well as with our channel partners, to build future connected solutions14 .” Some organizations have looked beyond partnerships to develop capabilities. For instance, Honeywell offers APIs that allow developers, product integrators and retailers to create custom applications that integrate with Honeywell’s Wi-Fi thermostats15 . Another approach is seen with medical device manufacturer Medtronic, which has acquired Cardiocom, a provider of telehealth services,withtheaimofusingCardiocom’s expertise to design telehealth services that work with Medtronic’s wireless patient monitoring devices. Honeywell and Medtronic are in the minority when it comes to using multiple approaches to skill development. Our research revealed that only 10% of companies use acquisitions, or develop platforms and APIs, as a way to build capability. The picture that is emerging is one where organizations are fighting shy of IoT, despite the disruptive impact it may have on their markets and despite the size of the trillion-dollar prize. In the next section, we look at some of the reasons for this surprising reaction, examining the key challenges that organizations face in the IoT sphere.
  • 6. Are Organizations Exploiting the Full Potential of the Internet of Things? offer basic information support offer remote operability support offer performance improvement insights 10% are partnering to develop IoT solutions Methods of Capability Build-Up provide IoT solutions that integrate with third-party offerings have made acquisitions have developed open platforms or APIs of companies do not provide any IoT solutions 42% Maturity of IoT Solutions Maturity of IoT Solutions by Industry Integration with Third-Party Solutions Monetization of IoT Solutions Home Appliance and Pharmaceuticals Industrial Manufacturing Medical Devices Utilities and Automotive Manufacturing Insurance Increasing order of maturity 57% 10% $ do not generate service revenues from their IoT solutions 34%58% 27% 70% 13% Source: Capgemini Consulting Analysis
  • 7. 7 IoT, like many attractive prizes, comes with its own unique and significant challenges. These issues, which mainly revolve around IT infrastructure and skills, are putting the brakes on the IoT train (see Figure 4). Why Have Organizations Been Slow to Get Off the Blocks? The Internet of Things Creates Significant Technical Challenges Existing IT Infrastructure is not Suited to Manage Rapidly Growing Volumes of Sensor Data Managing large volumes of sensor data from a widely distributed base of connected devices challenges the conventional data storage and management capabilities of organizations. For instance, nearly 60% of UK-based firms in a survey agreed that they do 67% of organizations have little to no infrastructure for analyzing and acting on streaming Big Data. 50% of US-based IT professionals report not being ready to secure an ecosystem of connected devices. not have the data centre infrastructure required to extract real-time insights from their Big Data sets16 . This is a challenge, as research indicates that data from embedded systems will grow from 2% of the digital universe in 2013 to 10% in 202017 . Organizations Lack Real-Time Data Analytics Technologies Critical to Drawing Insights from the Internet of Things The volume and velocity of sensor data flowing into the organization makes drawing insights particularly challenging. Many organizations lack stream processing capabilities, which are essential for the collection, integration, analysis and visualization of data in real time. Sixty-seven percent of organizations in a survey reported that they lack the technology support required for analyzing and acting on streaming Big Data18 . The Internet of Things Magnifies Data Security and Privacy Challenges Protecting Internet-connected devices from security threats, as well as dealing with data privacy risks, are key challenges in the IoT environment. Recent events have revealed the enormity of these challenges. A case in point is the global attack that took place in late 2013, where botnets were used to send more than 750,000 malicious emails from connected household appliances19 . Research indicates that organizations are not adequately equipped to deal with these new security challenges. For instance, in a survey of US-based IT professionals, 50% of respondents reported not being ready to secure an ecosystem of connected devices20 . Figure 4: Prerequisites for the Development and Rollout of IoT Solutions Source: Capgemini Consulting Analysis IT Infrastructure Skill Sets Service-Oriented Sales Force Product Management BigData Analytics Real-Time Customer Support HighCapacity, Scalable, Storage Systems Real-Time Streaming BigData Analytics NewDataSecurity and Privacy Frameworks
  • 8. 8 Organizations Need New Skill Sets across a Range of Functions Traditional Product-Centric Organizations Lack Capabilities in Developing and Marketing Internet of Things Services The development of IoT solutions demands a new set of competencies from traditional product-centric organizations. They now need to be able to envision new services, develop commercial models and design service contracts that result in continuous revenue streams. Our discussions with senior executives revealed that these are not areas of strength for many product- centric organizations. A leading car manufacturer told us, “We need new skill sets to be able to offer connectivity services. We need to bring in people who are more used to developing and selling services21 .” Similarly, a leading security systems company highlighted the need to complement existing product management capabilities - “The buyers of our IoT services could potentially be different from those of our products. Our product managers will have to understand and address the needs of these new customers22 .” Today’s Product-Focused Sales Force is not Equipped to Sell IoT Services For IoT solutions, a sales force needs to be comfortable in articulating the value proposition and potential benefits, which is critical to convincing often-reluctant customers to pay for a new class of services. This is a challenge for today’s sales force. An executive at a leading medical technology company highlights this when he says, “Our sales force has been used to selling equipment, but now they need to sell IT solutions. They need to be able to convince customers on the value received by connecting their equipment23 .” This sentiment is echoed by a director at a leading auto manufacturer, who said, “Training the sales force in selling connectivity services is certainly a challenge. In fact, we see this challenge intensifying in the future as we expect the services space to become even more complex24 .” The Internet of Things Places New Demands on Customer Support Capabilities Our research indicates that IoT solutions are likely to increase the complexity of queries that reach customer support teams. Moreover, since connectivity reduces the time lag between the occurrence of an event and the time taken for information to reach the support center, customers are also likely to expect faster response times. A senior executive at a leading car manufacturer highlights the changing nature of customer requirements when he says, “The proliferation of Internet- enabled devices has raised customer expectations from service providers. Customers now expect to be informed about device problems and the required remedial action, in real-time25 .” Organizations Lack Big Data Analytics Talent to Effectively Interpret Sensor Data Most organizations currently lack the analytics skill-sets required to effectively interpret sensor data. A survey reported that lack of employee skills/knowledge is the biggest obstacle facing their organizations in using IoT26 . While these infrastructure and skills challenges are significant, they are not the only issues that organizations face. Resistance, for one, is a major problem. An executive at a medical technology company outlined how resistance can come less from the customer – and more from within the organization, explaining, “We only have 20% resistance from the customer and 80% from our own organization. Consequently, it is a significant challenge to align our existing Our sales force has been used to selling equipment, but now they need to sell IT solutions. They need to be able to convince customers on the value received by connecting their equipment. — A medical technology leader business processes with new IoT-based service offerings27 .” The scale of the challenges organizations face – infrastructure, skills, resistance – is significant. Therefore, in the following – and concluding – section, we outline a roadmap that provides organizations with some clarity and direction for overcoming these hurdles and driving their IoT initiatives to success.
  • 9. 9 How Can Organizations Build a Successful Internet of Things Solution? The IoT prize will be won by those who achieve a change in mindset, from a product world to a service world. However, that fundamental mind-shift is not the only requirement. Organizations need to get the right IT infrastructure in place, quickly acquire capabilities in analytics, and strengthen a whole host of functional capabilities. Put the Right IT Infrastructure in Place and Acquire Data Analytics Capabilities Organizations must invest in alternative data storage architectures that can be scaled quickly and cost effectively. This will allow the business to keep pace with rapidly growing volumes of sensor data. Open source distributed data processing frameworks, such as Hadoop, as well as cloud-based technologies, lend themselves to managing vast quantities Figure 5: How Can Organizations Strengthen Functional Capabilities? Source: Capgemini Consulting Analysis of data in an affordable and efficient manner. Organizations should also invest in stream processing applications that enable real-time analysis of sensor data. Analytics capability also needs to be acquired, with the CEO of a leading smart meter firm outlining their comprehensive approach to this need: “We recruited analytics professionals, developed internal training programs, established partnerships in the area of Meter Data Management (MDM) and even acquired a smart meter data management firm28 .” Strengthen Functional Capabilities across Product Management, Sales and Marketing and Customer Support Launching effective IoT solutions will require organizations to strengthen their capabilities across a range of areas. Key among them are sales, product management, and customer support (see Figure 5). Use Trainings and Incentives to Prepare the Sales Force to Sell IoT Solutions Organizations must take active steps to stimulate their sales force to promote IoT solutions. However, training alone will not be sufficient and organizations must also offer adequate inducements in the form of additional sales incentives. Finally, organizations must actively promote early wins internally to create awareness as well as share best practices in driving sales conversions. An executive from a medical technology company explains how they encouraged their sales force to push IoT solutions, “We identified individuals within our sales force who could act as champions for our remote equipment monitoring services29 .” Emphasize ease-of-use in IoT solution design to overcome barriers to adoption Augment product management capabilities with services expertise Recruit from service-centric industries Create specialized teams for IoT solution support Build capabilities in addressing complex customer queries Revise SLAs to meet customer need for reduced response time Share best practices on driving sales conversions Promote early wins internally Identify IoT sales champions Offertrainingin IoT solution sales Provide additional sales incentives Support Functional Capabilities with Scalable, Cost-Effective IT Infrastructure Open Source Distributed Data Processing | Cloud Based Infrastructure | Real-Time Analytics Sales Product Management CustomerSupport
  • 10. 10 Augment Product Management Capabilities with Services Expertise and Emphasize Ease-of-Use in Product Design Organizationsmustaugmenttheirproduct management teams with the skill sets required to develop services. To do so, organizations should consider recruiting product management professionals from service-centric industries. Further, connected solutions must be designed with a focus on ease-of-use, to overcome barriers to adoption from internal sales teams, channel partners and customers. A senior executive at a leading auto manufacturer explains how this approach has proved successful for them - “We focused on making our fleet management offering as easy to use as possible, so that they could be handled by traditional product-focused salesmen. This has proved to be quite successful30 .” Develop Customer Support Capabilities to Drive Real-Time Issue Resolution Organizations will need to create specialized customer support teams capable of responding rapidly to complex customer queries. At the same time, existing Service Level Agreements (SLAs) will need to be revised in order to meet customer expectations of reduced response times. Some organizations are already beginning to do this. A senior executive at a leading medical technology company explains their plans to build customer support capabilities for its remote equipment monitoring platform: “We are setting up a first response team consisting of experts and service engineers. Consumers calling in with issues related to their connected equipment will be directed to this team for faster and more effective resolution of queries31 .” The IoT represents the next evolution of the digital universe. The speed at which nimble startups and Internet players are capturing IoT opportunities should serve as a wake-up call to larger, traditional organizations. Analyst estimates point to a world where startups will dominate the IoT market. Fifty percent of IoT solutions are expected to originate in startups less than 3 years old, by 201732 . They may be less nimble, but bigger organizations need to step up to the plate. As with all digital disruptions, being an organization that is in catch-up mode will be a deeply uncomfortable place to be. Open source distributed data processing frameworks, such as Hadoop, as well as cloud- based technologies, lend themselves to managing vast quantities of data in an affordable and efficient manner. We are setting up a first response team consisting of experts and service engineers. Consumers calling in with issues related to their connected equipment will be directed to this team for faster and more effective resolution of queries. Research Methodology Analysis of IoT Solutions We conducted a comprehensive study of IoT products and services offered by over 100 leading companies in North America and Europe across 7 industry groups. The industry groups covered in our study included Home Appliances, Industrial Manufacturing, Utilities, Insurance, Pharmaceuticals, Healthcare Products, and Auto Manufacturing. We selected a representative sample of companies that cumulatively account for 50% of the revenues generated by all firms belonging to these industry groups, in North America and Europe. Our research covered four key areas. First, we analyzed the maturity of IoT solutions based on their use of sensor data. Second, we assessed how organizations are monetizing IoT services. Third, we evaluated the degree of integration of these IoT solutions with third-party products and services. Finally, we studied the approaches adopted by organizations to accelerate the development of IoT solutions. Internal Capability Assessment To understand the challenges in developing IoT solutions, we conducted wide-ranging interviews with senior executives from leading global organizations that have undertaken IoT-based initiatives. — A leading medical technology company
  • 11. 1 Bloomberg, “Cisco CEO Pegs Internet of Things as $19 Trillion Market”, January 2014 2 GE, “Industrial Internet: Pushing the Boundaries of Minds and Machines”, November 2012 3 IDC, “THE DIGITAL UNIVERSE IN 2020: Big Data, Bigger Digital Shadows, and Biggest Growth in the Far East”, December 2012 4 John Deere, “John Deere Power Systems Unveils John Deere PowerSight at CONEXPO-CON/AGG”, March 2014 5 Automotive News, “Not satisfied with OnStar’s steady profits, GM wants to create a global 4G powerhouse”, May 2013 6 Business Wire, “GE Launches 14 New Industrial Internet Predictivity Technologies to Improve Outcomes For Aviation, Oil & Gas, Transportation, Healthcare and Energy”, October 2013 7 Capgemini Consulting interviews 8 Eaton website, “eNotify Remote Monitoring” 9 Eaton website, “Eaton eNotify Remote Monitoring Model Connectivity Hardware Table” 10 Worldhighways.com, “John Deere reveals PowerSight telematics for engines”, March 2014 11 SearchAutoParts.com, “Bosch telediagnostics enhances service experience via remote vehicle diagnostics”, January 2014 12 Autodata, “Bosch unveils remote diagnostics platform”, January 2014 13 Application Programming Interface 14 Capgemini Consulting interviews 15 Honeywell website, “Honeywell Announces Cloud API Program With Home Automation Software Developers”, May 2013 16 Computerweekly, “Inadequate datacentre infrastructure is a barrier to big data analytics”, June 2013 17 EMC-IDC Research, “The Digital Universe of Opportunities: Rich Data and the Increasing Value of the Internet of Things”, April 2014 18 Vitria, “The State of Real-time Big Data Analytics: 2013 Survey Results”, September 2013 19 Computing, “Cyber attack launched through fridge as internet-of-things vulnerabilities become apparent”, January 2014 20 PR Newswire, “SANS Announces Results of its 2013 Securing the Internet of Things Survey”, January 2014 21 Capgemini Consulting interviews 22 Capgemini Consulting interviews 23 Capgemini Consulting interviews 24 Capgemini Consulting interviews 25 Capgemini Consulting interviews 26 EIU, “The IoT Business Index: A Quiet Revolution Gathers Pace”, June 2013 27 Capgemini Consulting interviews 28 Capgemini Consulting interviews 29 Capgemini Consulting interviews 30 Capgemini Consulting interviews 31 Capgemini Consulting interviews 32 Gartner, “Forecast: The Internet of Things, Worldwide, 2013”, November 2013 References
  • 12. Rightshore® is a trademark belonging to Capgemini CapgeminiConsultingistheglobalstrategyandtransformation consulting organization of the Capgemini Group, specializing in advising and supporting enterprises in significant transformation,frominnovativestrategytoexecutionandwith an unstinting focus on results. With the new digital economy creating significant disruptions and opportunities, our global team of over 3,600 talented individuals work with leading companiesandgovernmentstomasterDigitalTransformation, drawing on our understanding of the digital economy and our leadership in business transformation and organizational change. Find out more at: http://www.capgemini-consulting.com/ With more than 130,000 people in over 40 countries, Capgemini is one of the world’s foremost providers of consulting, technology and outsourcing services. The Group reported 2013 global revenues of EUR 10.1 billion. Together with its clients, Capgemini creates and delivers business and technology solutions that fit their needs and drive the results they want. A deeplymulticulturalorganization,Capgeminihasdevelopedits own way of working, the Collaborative Business ExperienceTM , and draws on Rightshore® , its worldwide delivery model. Learn more about us at www.capgemini.com About Capgemini and the Collaborative Business Experience Fredrik Gunnarsson Vice President fredrik.gunnarsson@capgemini.com Roopa Nambiar Manager, Digital Transformation Research Institute roopa.nambiar@capgemini.com Ashish Bisht Senior Consultant, Digital Transformation Research Institute ashish.bisht@capgemini.com Johan Williamson Managing Consultant johan.williamson@capgemini.com Jerome Buvat Head of Digital Transformation Research Institute jerome.buvat@capgemini.com Authors For more information contact Digital Transformation Research Institute dtri.in@capgemini.com The authors would also like to acknowledge the contributions of Florian Knollmann from Capgemini Consulting Germany, Jaap Bloem, Research Director VINT, Sogeti Netherlands, Rick Bouter from Sogeti Netherlands, Ron Tolido, Senior Vice President and CTO Application Services, Capgemini, and Subrahmanyam KVJ from the Digital Transformation Research Institute. The authors would also like to acknowledge the numerous executives who took time out of their schedules to share their views on the Internet of Things with us. For more information on the Internet of Things, please refer to the series of reports from Sogeti’s VINT Labs titled “Things”. You can find them at http://vint.sogeti.com/category/things/ Sweden/Finland Ulf Larson ulf.larson@capgemini.com Spain Christophe Jean Marc Mario christophe.mario@capgemini.com United States Jeffrey T Hunter jeffrey.hunter@capgemini.com Germany/Austria/Switzerland Guido Kamann guido.kamann@capgemini.com France Cyril François cyril.francois@capgemini.com Netherlands Albert Wiggers albert.wiggers@capgemini.com United Kingdom Stephen Pumphrey stephen.pumphrey@capgemini.com Capgemini Consulting is the strategy and transformation consulting brand of Capgemini Group. The information contained in this document is proprietary. © 2014 Capgemini. All rights reserved.