Locate, Monitor and Manage at Scale. The global C4IR(TM) event series is available to franchise via www.cir-strategy.com as C4IRx.

1. Presented at Consor,um for the 4th Revolu,on | Execu,ve Briefing Day
(C4IR) Cambridge, UK 2-3 February 2017 | www.cir-strategy.com/events

2. TODAY
• Intro
• IoT: Value and Cost drivers
• Survey
• Q&A!

3. THE HIVE STORY

4. SAME STORY EVERYWHERE

5. CUSTOMER EXPERIENCE

6. LOCATE
MONITOR
MANAGE

7. IOT VALUE-DRIVERSMass customization
Cross-sell / Up-sell
Consumables
Great customer service
Spotting/reducing churn
Product improvement feedback
(e.g. Boiler IQ)

8. MASS CUSTOMISATION

9. UPSELL/CROSS-SELL

10. CONSUMABLES

11. CUSTOMER SERVICE - AUTOMATED

12. REDUCE CHURN

13. PRODUCT IMPROVEMENTS

14. IOT COST-DRIVERS
Security
Everything changes
Trials is Development, Scaling is Operations

15. SECURITY
• Take security seriously from day 1
• Keep taking it seriously (process)
• Sleep well at night

16. EVERYTHING CHANGES
Early Adopters:
Your best friends
Your worst enemies
Technology shifts

17. Trials
TRIALS ≠ SCALING

18. HARDWARE
EMBEDDED
SOFTWARE
CLOUD
SERVICE
APPLICATION
THE BIGGEST COST

19. TIME
DEVICES
DEPLOYED
OPERATIONAL
COSTS
DESIGN,
BUILD,
TRIAL
MANUAL DOESN’T SCALE

20. INITIALLY…
FOCUS
STAGE
Development Operations
Proposition Management

21. EVENTUALLY…
FOCUS
STAGE
Development Operations
Proposition Management

22. VICIOUS CIRCLE Deal with it
manually
Firefighting
No time to
improve the
product
Throw people at
the problem

23. VIRTUOUS CIRCLE
Visibility
Address
problems
Tools
Happier
Customers
More time
improving
product

24. FOCUS
STAGE
Development Operations
Proposition Management
?
?
?

25. BUILD OR BUY
(OPPORTUNITY COST)
Your Core
Proposition
Accounts
(e.g. Xero)
Emailing
(e.g. MailChimp)
CRM
(e.g. Sugar)
Helpdesk
(e.g. Zendesk)
Comms
(e.g. Telit)
Device Mgmt
(e.g. DevicePilot)
The overall service
you provide to your
customers
you build
you buy
Device Stack
(e.g. ARM mbed)

26. Better for…

27. SURVEY

35. CAN IOT REALLY MAKE A DIFFERENCE?
0 +100-100
+50