How not to fail on IoT

IoT is a real phenomenon which continues to transform enterprises, cities, farms, industries and many more. Typical IoT environment is a complex set-up as various components need to come together to make sure technology works, so you can collect the data you need. I have been a sales person in IoT industry for more than 5 years. I have been working globally with many different countries, companies, cultures and backgrounds. I have seen companies transforming themselves, by the help of IoT and also many failed projects. Today I will try to sum-up which are the main drivers behind a successful IoT venture.

In essence, there are 2 types of IoT projects; Strategic or Tactical IoT. Strategic IoT projects are typically driven by the top management, linked to other parts of the organization and have a bit more clear business case behind. Where else Tactical IoT projects are usually driven by business units, executed mostly by internal resources and not linked to the overall business goals.

Both Strategic and Tactical IoT projects may or may not succeed depending on the ambition levels. However, I challenge my customers to think about their core business and how IoT can enable improvements on it. At the end of the day IoT is not what you are good at. Why not outsource the tech and focus on business value and data monetization. At the end of the day, you will collect a lot of sensor data and you need to have a plan how to monetize it. If IoT does not improve your core business, it will eventually fail because the underlying tech-ecosystem is rather complex and IoT requires continues vendor/technology/strategy improvement.

Now from pure technology perspective, the successful projects all had some common footprint behind; all IT systems (ERP, CRM, Billing, etc) are involved, over the air access, security and high availability are required. Dont be afraid to spend a bit more Capex to save a lot of Opex later on. You must build your IoT topology based on flexibility and adaptability as new standards, tech components and regulations will fade in.

Keep the long story short, IoT is a fast changing, rather complicated ecosystem. Therefore you need external know-how and consulting partner who will help you build budget, data monetization and manage operational aspects. Your vendors must provide world-class support, integration and implementation help. Do your homework and get ready for vendor and technology immaturity. Assess vendor and tech continuously. Last but not least, contact Tele2 IoT so we can bring world-wide best practices and know-how.

Alper CELIK

Global Sales Manager

TELE2 IoT

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7 lessons learned from real life IoT projects

I am a simple sales guy, working with many different companies across the world, helping them getting their devices connected. I have customers in many different industries such as; telematics, smart metering, asset tracking/monitoring, security, health care, automotive and so on. Working with such a mix, gives me an opportunity to analyze what companies do with their IoT initiatives in different industries. In this blog post, I will share what I see is happening in real life based on my own personal experience.

First of all, many companies are talking about IoT and dreaming to getting their business model changed from selling product to selling solutions/services. Because they want to differentiate their products, get closer to their end customers, better understand how/when/where/why their products are being used etc. I think there is a lot of focus on the technology side of IoT and a lot of companies are lost when it comes to what type of sensory data to be collected and how this data will be converted into increased revenue & reduced costs.

I will divide my experience into 2 separate chapters as Technology and Commercial parts. In my opinion IoT should be very much tied into a commercial goal and just to connect things will not be enough at the end to truly innovate. What I see in real life is that most of the companies start with solving a simple problem, which is nice – as they start small, but missing the big picture of the potential savings/improvements that could be achieved with that specific IoT solution.

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Optimize your M2M SIM cards’ data usage – 5 top tips

We use connected machines to perform variety of different tasks, ranging from car sensors that enable pay-as-you-drive auto insurance to remote monitoring of equipments to GPS tracking that monitors where the vehicles/containers are and how they are doing. This technology is typically called machine-to-machine (M2M) communications and provides significant value involving dozens of industries, such as lowering service costs with remote access, efficient energy utilization through real-time monitoring and creating new revenue streams by selling differentiated services.

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Application Development Platforms used for M2M/IoT

M2M and IoT is emerging with a higher speed than expected. The ecosystem is becoming mature and the players know where to position themselves. As the ecosystem converges with Cloud and big data, businesses need to get ready to address the new wave of connected devices and the intelligence they carry. I do not believe in the story of collecting all intelligence in the center, via the data delivered by edge devices. Because the agility, durability and security of the edge devices will directly impact the results of the total intelligence.

Agility in my term defines the ability of a connected device to adapt different applications. This requires running a flexible software environment that caters for different application requirements.

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Machine to Machine

I should say for a Telecom operator to be successful on M2M requires some serious efforts. A dedicated M2M team (technical, support, operations, agreements, sales in the ground and a strong management etc), different KPIs and goals for the M2M unit, much more flexibility and support from the top management.

Europe is not doing fine economically and people are spending less and less on Telecom services. For Telcos to keep growing, they should invest in new areas like M2M, Cloud and Media & Entertainment Services. However, the success will not come quick and margins are not as good as we got in typical Telecom services. I see that more and more Telcos in Europe are taking serious steps in M2M and leaving the Cloud to IT providers; making M2M a bet of Telcos and Cloud for IT playes.

Teleco industry needs a new push and new units might bring that extra jump for growth. M2M is an opportunity for Telcos and for sure requires a different approach and skills. My recommendation is, select your fight and go for it. But do not expect quick wins.

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Internet of Things (IoT) Vs. M2M

I am part of the M2M global solutions team at a multinational Telecom company and one of our main goal is to follow the trends and make sure that the whole company is moving to the right directions. Being a Telecom company the first thing we want to win is of course the connectivity and also the device platform services.

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