In this presentation we will introduce various aspects of the Internet of Things, Industry 4.0 and the associated challenges in implementing new digital services. We also refer to IoT / Industry 4.0 terminology, market developments, factors and drivers, IoT platform components, but also to the differentiation and similarities of the Internet of Things and Industry 4.0. Using various application examples, we will outline the range of DELL Technologies offerings. Here, however, we remain at an overview level for the first time without paying attention to the details of the deployable DELL-EMC products and solutions. We would continue this in downstream discussions depending on the identified topic segment.

1. In this presentation we will introduce various aspects of the Internet of Things, Industry 4.0 and the
associated challenges in implementing new digital services.
We also refer to IoT / Industry 4.0 terminology, market developments, factors and drivers, IoT platform
components, but also to the differentiation and similarities of the Internet of Things and Industry 4.0.
Using various application examples, we will outline the range of DELL Technologies offerings.
Here, however, we remain at an overview level for the first time without paying attention to the details of
the deployable DELL-EMC products and solutions.
We would continue this in downstream discussions depending on the identified topic segment.

2. On 10.10.2017 DELL Technologies announced the creation of a new own IoT division.
The basic information about the IoT division and the core projects / products is summarized in this slide.
<Click>
These are the IoT Division basic facts
<Click>
IoT products and projexts are
<Click>
What is Dell Technologies IoT?

3. In addition to creating the new IoT Divsion, DELL Technologies also invests in StartUp and its solutions and
products.
A selection of supported startup can be seen on this slide.
<Click>

4. Let's take a look at ourselves and our everyday environment, and here, at our usage behavior of digital, IoT-
based services.
Then we can quickly identify a selection of factors and drivers related to IoT (and also Industry 4.0).
Since there will be many factors, here is a small selection of them.
<Click>
The latter and emphasized factor should make clear that even new companies (start-ups) with new ideas,
products, services will overrun or at least "stir up" existing markets. More on this on the next pages.

5. But everyone can benefit from IoT and Industry 4.0.
The business ideas are infinite!

6. There are many surveys, statistics and predictions about IoT around the web and magazines.
At this point, we will only respond to a survey result and not repeat the many analyst houses for years again
and again forecasted IoT growth figures and numbers on X trillion terminals.
From the results of the survey of CIO magazine from mid-2017, I would like to emphasize the second.
They receive external support above all through IT service providers and consulting firms, but also through
universities
We can understand that:
In order to develop an IoT / I4.0-based service, there is often a lack of know-how in companies.
In some areas, know-how or an existing solution through partners or IoT / I4.0 providers must be used.
However, a target not mentioned in the survey should also be valid as a driver for IoT projects.
In addition to cutting costs and increasing efficiency, companies also want to increase their turnover
(revenue) with modernized (optimized) or new products or services.
Customer loyalty is even more important if, as a company with a long history in its market segment, you
want to keep up with the new "digital companies" (start-ups) and strengthen your own position.

7. Across multiple industries, startups are leveraging data and analytics to disrupt established players.
These startups are being successful because they are more effective at leveraging data and analytics to
power their business models including:
• Optimizing key business processes (customer acquisition, maturation, retention, advocacy)
• Uncovering new monetization opportunities (new products, services, markets, audiences, channels,
partners, etc.)
• Delivering a more compelling and differentiated user experience
So why do these startup seem to be more effective and embracing digital capabilities? These startups were
born digital. They don’t carry the legacy thinking and abstacles about where and how to exploit data and
analytics for business value
For example, Uber leverages data and analytics to simplify my decision for how to get from where I am to
where I need to be, and they get me there faster, cheaper and more easily, without owning any
automobiles. Amazon helps me buy items I wanted that I wasn’t even looking for. And AirBNB helps me find
better lodging without owning properties.
So how do established enterprises embrace digital transformation to develop competitive advantage before
it’s too late? We observe that the first, and often the biggest, challenge is in determining how to get
started. In other words, the biggest obstacle is determining which area of your organization can most
quickly and most profitably benefit. Digital transformation can be applied to products, processes, business
models, and customer experience, just to name a few. Your challenge isn’t that you don’t have enough
opportunities for digital transformation. It is more likely that you have too many.

8. In order to find out about his "digital assignment" during a first discussion or decision-making process, what
kind of project are we talking about at the moment (or in the future), one should keep in mind the
terminology of the Internet of Things and Industry 4.0.
On this and the next page, one of many available terminologies is presented on the Internet of Things and
Industry 4.0 with the main points highlighted.
We will only go into the main points highlighted here.
Notes for self-study: (The following section is not part of the lecture text)
Source:
https://www.webopedia.com/TERM/I/internet_of_things.html
https://en.wikipedia.org/wiki/Internet_of_things
IoT is short for Internet of Things. The Internet of Things refers to the ever-growing network of physical
objects that feature an IP address for internet connectivity, and the communication that occurs between
these objects and other Internet-enabled devices and systems.
IoT Extends Internet Connectivity
The Internet of Things extends internet connectivity beyond traditional devices like desktop and laptop
computers, smartphones and tablets to a diverse range of devices and everyday things that utilize
embedded technology to communicate and interact with the external environment, all via the Internet.
IoT Examples
Examples of objects that can fall into the scope of Internet of Things include connected security systems,
thermostats, cars, electronic appliances, lights in household and commercial environments, alarm clocks,
speaker systems, vending machines and more.
Businesses can leverage IoT applications to automate safety tasks (for example, notify authorities when a
fire extinguisher in the building is blocked) to performing real-world A/B testing using networked cameras
and sensors to detect how customers engage with products.

9. As the terminology for the Internet of Things was presented on the previous page, here is the terminology for Industry
4.0 with the main points highlighted.
The technical basis for Industry 4.0 is intelligent, digitally networked systems that enable largely self-organized
production: People, machines, plants, logistics and products communicate and cooperate directly with each other in
Industry 4.0. Production and logistics processes between companies in the same production process are intelligently
interlinked to make production even more efficient and flexible.
Notes for self-study: (The following section is not part of the lecture text)
The Fourth Industrial Revolution: On the Path to Smart, Flexible Production
http://www.plattform-i40.de/I40/Navigation/DE/Industrie40/WasIndustrie40/was-ist-industrie-40.html
In Industry 4.0 production interlinks with the very latest information and communication/operations technology. The
driving force behind this development is the rapidly increasing digitization of our economy and society. It is changing
the way Germany (and the world) will produce and work in the future, forever: after the steam engine, conveyor belt,
electronics, and IT, it is now smart factories that are leading the fourth industrial revolution.
The technical basis for this are smart, digitally networked systems, which can help create the most self-sufficient kind of
production line: in Industry 4.0, people, machines, plants, logistics, and products communicate and cooperate directly
with one another. Production and logistics processes between companies in the same production process are
intelligently interlinked to make production more efficient and flexible.
This gives rise to smart value chains, including every phase of the product lifecycle – from its conception to
development, production, use, and maintenance, right through to recycling. Customer wishes can be considered every
step of the way; from the product idea to recycling, including related services. It will be easier than ever for companies
to make customized products according to individual customer requirements. Individualized production and
maintenance of products could become the new standard.
What is more, production costs can be reduced despite personalized production. By networking businesses in the value
chain, we can optimize not just one production step, but the entire value chain. If all the information is available in real
time, a company can respond early to the availability of specific raw materials, for example. Production processes can
be controlled across the business so as to save resources and energy.
Overall, production efficiency can grow, the competitiveness of industry in Germany can be strengthened, and the
flexibility of production increased.

10. Requirements, projects and applications around the Internet of Things and Industry 4.0 can be found in all
vertical markets and business areas.
No company, no matter what size, can escape the trend.
The vertical business fields shown on this page, which are a selection, are intended to show how extensively
IoT / I4.0 has been introduced into our entire business world (customers, partners, users) and continues to
be.
Each business has its own specific challenges and requirements.
Market strategies are changing
User behavior changes
New companies (start-ups) are pushing into existing markets and undermining the status quo

11. This presentation by Libelium illustrates very well the areas in which Smart World is entering the Internet of
Things.
Many of the already implemented IoT based services remain hidden in our everyday life.
Other services accompany us every day and we use them for example via an app on our smartphone or
intelligent systems in our cars.
The number of smart applications will continue to increase and enter many areas of our everyday lives.

12. Which smart applications are there still?
This list serves to sensitize in which areas IoT has been introduced.
Further applications and applications that are integrated in the Smart IoT world are constantly being found.
This list is from the "Libelium Application Areas" website
Speaker Note: Just pick two or three areas as an example in which you feel comfortable talking about it.
Libelium Webseite: http://www.libelium.com/top_50_iot_sensor_applications_ranking/

13. This is an example from the Smart Cities area: "Smart Parking“
Ground sensors (magnetic field detection and battery powered), low range WAN radio technology, an edge
gateway, a mobile radio link (e.g., LTE), centralized application services, and a user app are the basic
components of this solution.
In this example, DELL EMC can offer solutions for the EDGE (gateways), the CORE (Compute and HCI) and
the CLOUD.
With Pivotal Labs we have the possibility to develop the required applications (for example, the user app
and the central park service).

14. This example is based on a DELL-EMC IoT story from the Enterprise Sales District South, about the smart grill
gas cylinder.
Instead of using a smart grilling gas bottle, any other type of gas bottle, liquid petrol tanks or petrol tanks
can be addressed here.
Examples:
Welding gases for metal construction (medium-sized metal construction company, workshop and mobile)
Fuel gases for the construction industry (roofers, civil engineering, etc.) Wherever where e.g. materials such
as tar paper, bitumen insulating sheets, etc. must be thermally processed.
In this example, DELL EMC can offer solutions for the CLOUD, the on-premise data center, and software
development.

15. The digitization and IoT-based services have also found their place in agriculture and livestock.
The number "4.0" and the "Smart Services" can also be found here: Agriculture 4.0 & Smart Farming
In this example, sensors detect various conditions of an animal.
It's a Fitbit band for animals, so to speak.
In this example, DELL EMC can offer solutions for the EDGE (gateways), the CORE (Compute and HCI) and
the CLOUD.
With Pivotal Labs we have the possibility to develop the required applications (for example, the user app
and the central IoT service).
Additional information for your self study (German sources):
Schlaue Bauern: Landwirtschaft ist Vorreiter
http://www.elektroniknet.de/markt-technik/industrie-40-iot/schlaue-bauern-landwirtschaft-ist-vorreiter-
142581.html
Smart Farming - Landwirtschaft - Speerspitze der Digitalisierung?
https://www.industry-of-things.de/landwirtschaft-speerspitze-der-digitalisierung-a-663078/

16. In addition to livestock, there is an increasing potential for using IoT-based services in the agricultural
sector.
In this example, sensors detect different conditions of the soil, the plant and their environment (air
condition, temperature, solar radiation, rainfall, etc.).
Drones also help the farmer in the management of his agricultural land.
These help to recognize specifically at which points on a field there are impairments of the growth of the
crop by foreign plants (weeds) or other pests. In this way, the farmer can then very selectively take
countermeasures without burdening the entire field, for example, with a pumice principle, with, for
example, pesticides.
In this example, DELL EMC can offer solutions for the EDGE (gateways), the CORE (Compute and HCI) and
the CLOUD.
With Pivotal Labs we have the possibility to develop the required applications (for example, the user app
and the central IoT service).

17. Whether AGCO / Fendt, John Deere, Deutz-Fahr, CLAAS or CASE IH: Thanks to modern agricultural
machinery, the "farmer" is in the midst of digitization.
In order to carry out the work on the field even more precisely, the agricultural machines are equipped with
more and more sensors, networked intelligence and computing power in the driver's cab.
Thus, accurate data on seed, fertilizer, area to be ordered and technical machine data can be collected and
evaluated.
Special sensors measure and categorize the soil.
Thus, for example, the perfect fertilizer application or a successful mapping of the combine harvester can
take place.
The acquired measured values can be linked to a yield potential map.
In this way, the waste of resources can be minimized.
But also the service and maintenance of the agricultural machinery are extended by the manufacturers with
digital services.
Predictive maintenance allows the early detection of possible errors to inform the farmer in good time that
he must undergo a brief inspection of his agricultural machine instead of having to take an even longer
downtime into account in the event of a fault.
In this example, DELL EMC can offer solutions for the EDGE (gateways in the agriculture machine), the CORE
(Compute and HCI) and the CLOUD.
With Pivotal Labs we have the possibility to develop the required applications (for example, the user app
and the central IoT service).
Additional information for your self study (German sources):
Ackerbau 4.0 - Im Märzen der Bauer das Tablet bedient
https://www.industry-of-things.de/im-maerzen-der-bauer-das-tablet-bedient-a-633551/

18. In the example of a smart factory, we return to the terminology for Industry 4.0, as we saw in one of the
previous slides.
The technical basis for Industry 4.0 is intelligent, digitally networked systems that enable largely self-
organized production:
People, machines, plants, logistics and products communicate and cooperate directly with each other in
Industry 4.0.
Data from existing machine sensors but also from additional sensors, which do not have to do with the
actual production process, are recorded and evaluated.
But the terminology of predictive maintenance is also used in the smart factory.
We will take a closer look at these in one of the next slides.
The core message is:
The goal of predictive maintenance is to detect hardware failures or operational anomalies before the alarm
limits of the control system are exceeded.
In this example, DELL EMC can offer solutions for the EDGE (gateways in machines), the CORE (Compute and
HCI) and the CLOUD.
With Pivotal Labs we have the possibility to develop the required applications (for example, the user app
and the central I4.0 service).
Additional information for your self study (German sources):
Fraunhofer IWU - Smarte Fabrik: Digitalisierung und Automatisierung
https://www.iwu.fraunhofer.de/content/dam/iwu/de/documents/Broschueren/IWU-KB-smarte-fabrik.pdf

19. What makes a "smart" building?
The simple application of "smarter" consumer electronics from the store or online shop by the end user is
certainly not the decisive feature for a smart building.
Rather, a really smart building is characterized by the fact that all those involved in the construction sector
use intelligent technologies professionally: planning architects and engineers, contractors and operators.
Smart building automation is the set of monitoring, control, regulation and optimization facilities in
buildings.
It is thus an important component of modern technical facility management.
Specifically, the following trades need to provide data that can be used, for example, to minimize energy
consumption, to control the lighting based on the use of people in the building (in conjunction with room
booking systems).
Heating systems
Ventilation systems
Air conditioning
Rainwater harvesting
Water heating
Lighting control
Access control systems
Monitoring systems (Video surveillance)
Space surveillance systems
Room booking systems
Sun protection systems
In this example, DELL EMC can offer solutions for the EDGE (gateways within the building or outside), the
CORE (Compute and HCI) and the CLOUD.
With Pivotal Labs we have the possibility to develop the required applications (for example, the user app
and the central smart building service).

20. Our street lighting is also getting smarter.
Not only are the diverse advantages of light management systems used, but also in the areas of connectivity
and the smart city, completely new horizons of application are opening up.
Light poles and steles help with their sensors in the search for parking spaces, provide wireless Internet
access, have small screens that are used for city marketing or for city tours or serve as a "gas station" for e-
bikes and electric cars.
In this example, DELL EMC can offer solutions for the EDGE (gateways inside the light poles/steles and
management points), the CORE (Compute and HCI) and the CLOUD.
With Pivotal Labs we have the possibility to develop the required applications (for example, the various user
apps and the central smart "light" service).
On the next page we will take a closer look at a smart street lighting.

21. This slide shows an "IoT-enabled" everyday product that was previously only used to illuminate our streets or walkways.
So far, a street lighting had only one primary purpose, the lighting of streets and paths at night.
And thus only two time-controlled or twilight-dependent states: on or off.
This example is an intelligent and modular street lamp called Intellistreets by SternbergLightning that can be equipped with smart elements and functions.
For example:
Environmental sensors for temperature, humidity, air pressure, air pollution, earthquakes, flooding, etc.
Elements for emergency call and warnings
banners
Wifi hotspot
Optical and acoustic environmental monitoring
http://www.sternberglighting.com/intellistreets/
https://intellistreets.com/
There are also other companies offering intelligent street lamps:
Samples:
https://smight.com/air-streetlight
https://www.osram.de/ls/produkte-und-services/produkt-news/streetlight-11/index.jsp
But the flexibility and added modularity of the Intellistreets street light is unsurpassed.
Optional background information about the Intellistreets street light:
Product catalog: http://intellistreets.com/Intellistreets%20Catalog.pdf
Intellistreets is a flexible wireless solution for integrating energy efficient lighting, audio, digital signage and more into your city, campus or sporting venue.
Intellistreets is the most effective way to maintain and conserve natural and human resources needed to protect our country and reduce our carbon footprint. The Intellistreets
multi-media system is described below:
• Intellistreets LED Streetlights can achieve up to 70% energy reduction over existing sources.
• Intellistreets LED Streetlights are able to save valuable energy through adjustment of lighting levels, available via programming or via on-demand basis.
• Intellistreets has multi-patented lighting and thermal management that can extend system life over competitors via on-board sensor input analysis.
• Accurate reporting and monitoring of streetlighting systems saves maintenance, energy and administration costs.
Security
Intellistreets offers the only wireless mesh system using bidirectional/multi-media communication between individual luminiares and the web-based user interface.
• Audio storage and playback capability for mass notification concealed in light poles or light fixtures.
• Egress wayfinding - Only Intellistreets offers pre-programmed simultaneous routing via sequenced lights, graphic banners and audio.
• Encrypted control interface provides robust security against hacking and misuse.
• Real time dial-up lighting control and multimedia features with mobile devices
Community Engagement:
This system is an integral component to the environmental streetscape, enhancing the pedestrian experience through a wide variety of multimedia options.
• Dynamic Lighting - Wireless control of color-changing accessory lights facilitates the transformation of an ordinary space for a special event without additional equipment.
• Intellistreets facilitates the use of audio broadcast from playlists. The simple drag-and-drop interface acts like a standard MP3 player.
• Intellistreets wireless full range audio eliminates conduit & cabling costs; only wired audio systems are on the market.
Conclusion: Energy savings, including self-diagnostic maintenance, extended LED lamp life, and reduced operating costs make Intellistreets a lighting experience for modern cities,
and the inclusion of potential revenue streams, such as advertising, makes Intellistreets the most cost-effective infrastructure upgrade on the market.

22. Another example of the entry of digital services is competitive sports.
Here as an example - professional football.
Digitalisation and the use of IoT-based services only started a few years ago in German profile football.
Side note: In other countries IoT is already much intensiever used in the professional sports industry and
especially the reporting and the fan experience.
The following three areas are shown on the following pages:
Training (this page)
Reporting & News
User (fan) experience

23. Every football fan knows them, every football fan loves them: statistics about the round leather
How many times has player X been on the ball?
How many flanks did Y hit?
And which professional actually runs the most and how many sprints did Team Z do?
Digital real-time football statistics have three detection and processing features:
Tracking
Scouting
Analyzing
In Germany, for example, Deltatre is the market leader.
Such digital real-time systems were only introduced in 2011 in the German Football League.
Deltatre uses a minimum of two high-resolution cameras per game.
In each case a camera observes a game half.
The system automatically detects which player is where.
From this data, the running behavior and the positional game for each actor is calculated.
The images of the cameras are evaluated frame by frame, ie frame by frame.
Complex walkways, such as a zig-zag course over the entire course, are converted into optimized
measurements.
An algorithm calculates the distance covered and the speed of the pros.
This is an incredible amount of data.
The cameras record 25 frames per second.
In a 90-minute game, this gives 135,000 images - per player.
Multiplied by 22 players in the field, that's almost three million individual position records.
http://www.deltatre.com/
http://www.bundesliga-datenbank.de/

24. The modern football fan wants to consume information about the game, its team and offers of the
respective stadium before, during and after a football match.
This starts with the use of general online sports magazines (sports apps).
But also the special apps of his football club.
With "Stadionerlebnis 4.0" modern football stadiums offer smart value-added services for the visitors to
inform the fan with individual offers on ticket purchase, access, parking, gastronomy, payment, social media
support and further news already during the planning of the stadium visit.

25. Sample terminology and interpretation of what is condition monitoring.
Other buzz-words around this terminology could be:
Predictive maintenance
Data-driven services
Internet of Things
Side note for self-study:
Plant Asset Management (PAM) is the management of a company's capital assets that are specifically used
for production.
Plant Asset Management aims to run the maintenance and repair of fixed assets, but also to optimize the
use of the assets in place, in other words to expand the use potential. Plant Asset Management systems in
automation technology provide functionality for the administration and better use of physical assets.

26. This picture shows the levels and schematically the electrical / mechanical components within modern and fully automated production.
At the highlighted levels, DELL EMC can add value to production IT and production itself.
For example with the VxRail and the DataDomain in the management level.
Instead of many individual systems (servers) for each MES application, a highly available consolidation was completed with the VxRail.
This variant has already been used practically in a globally active German industrial giant in the locomotive production.
What happens in each level? (This section is for self-study !!!)
Please note the last section (companies and one of our partner solutions) !!!
At the lowest level, the field level, you have the very heart of the production machines, where the motors, actuators, switches, temperature sensors, flow sensors, valves, signals,
etc. etc. are.
The components of the field level are controlled by the level above (control level). I.e. an actuator must be put in the right position or valves opened/closed according to the
production process. At operation level, motors are specifically controlled to move glowing slabs through the roller at the steelworks, for example.
At operational level, monitors and controls are used within production at manufacturing plants.
This level is used for the specific control and monitoring of production processes and offers control possibilities at each production step in the manufacturing process.
At the management level, all the production information flows together in the control center.
The console drivers (what we call people in the control center, aka controllers) watch the processes and manually intervene if necessary. This is also where new processes (e.g.
when changing production or to program in a new yoghurt recipe) are entered in the so-called batch/engineering server, tested and then transferred to the appropriate
programmable controls at control level.
The analytics level is for the separate analysis of production (process optimization, energy management, etc.) but also for specific predictive maintenance. This level is optional
because the required sensor data can be picked off as low down as the control and operations levels, using an IoT gateway, and then analyzed off-premise (predictive maintenance
and analytics as a cloud approach).
At the business level we have the CAD/PLM systems, SAP, production planning, marketing, and service, as well as plenty of other applications that are required by industrial sector
as a product is developed.
An example product workflow from the marketing department to production (e.g. a yogurt pot) goes like this:
At "business level" the Marketing department discusses a new design of yogurt pot.
The yogurt product "Tastes Good" is loved by customers because of its natural taste,
but the design of the yogurt pot and the handling of the lid are outdated and are considered impractical
As such, the Marketing department looks to its competitors to research how they can attract customers with new and practical types of tub.
The designer presents his designs to the Board and brings the first prototypes with him, which he made using a 3D printer.
The design is ok and aproved.
The productio nteam cross check the CAD/CAM files and compiles them into the automation code of the used PCS systems
In regular these steps are done automaticaly from the PLM CAD/CAM system and the used PCS BATCH processes are generated and transfered into the PCS system.
(*) Manufacturing Execution System (MES)
A manufacturing execution system (MES) is a control system for managing and monitoring work-in-process on a factory floor. An MES keeps track of all manufacturing information
in real time, receiving up-to-the-minute data from robots, machine monitors and employees. Although manufacturing execution systems used to operate as self-contained systems,
they are increasingly being integrated with enterprise resource planning (ERP) software suites. The goal of a manufacturing execution system is to improve productivity and reduce
cycle-time, the total time to produce an order. By integrating an MES with ERP software, factory managers can be proactive about ensuring the delivery of quality products in a
timely, cost-effective manner.
Who delivers solutions, hardware and software for the different levels? (a selection):
Johnson Control Rockwell Automation (Allen-Bradley) ABB
General Electric Schneider Electric ALSTOM
EMERSON Honeywell Yokogawa
Siemens Telvent Invensys
Endress+Hauser Phoenix Contact
Which DELL EMC partners offer coordinated solutions (software) for the smart factory?
These would be, for example, Splunk together with OSI-Soft.
Here we can offer DELL EMC a validated and coordinated solution with the ISILON Splunk Ready Bundles.
Or as an fully cloud based solution with Cumulocity.
We would be pleased to make an appointment with colleagues from Splunk and Cumulocity.

27. After you have built your base IoT/I4.0 strategy and first business plan of your new service, one partial
project will be to plan and design the sensor network.
First you have to identify existing sensors in your environment you can use for your IoT/I4.0 project.
This could be sensors that are already installed within manufacutring machines, engines, vales, buildings,
etc.
If your use case is a new one or for an environment that do not have any sensors installed yet, you must
highlight the following selection criterias.
• What kind of physical reading you need for your solution?
Or log data from existing machines. e.g. POS systems, ATMs, onboard computer, video cameras, RFID
readers, etc.
• In which environment you will install the sensors?
Do you need an independent power supply?
Is the sensor installed in a harsh environment (temperature, humidity, dust, vandal protection, etc.)
• How can you connect the sensors to an secure network?
• Cost of sensor maintenance and recalibration services (if needed)
• Vendor independence of the used machineries within a manufacturing plant / factory

28. IoT gateways close the gap between devices in the field and the IoT platform (on- or off-premises), where
data is collected, stored and analyzed by IoT based applications.
In general IoT gateways, provide a bidirectional communication between the field and the IoT platform.
Advanced IoT gateways could offer additional functionalities like local processing and storage capabilities to
provide offline services and almost real time control over the devices in the field. (Analytics at the edge)
Key functionalities include a wide array of secure connectivity solutions through cellular, Wi-Fi, Bluetooth,
Zigbee and other IoT network protocols.
We will continue on this on the next page.

29. Sensors themself could have built-in network intelligence like routing features, and meshed capabilities to find the right communiation path.
Even if the sensors connected by wired or wireless networks the used protocol is one main topic you have to plan for your IoT sensor network.
Which protocol is the right one?
Are all protocols have security features implemented?
Does the protocol has overheads (bandwith)?
Does the protocol overload the active sensor if it is powered by solar or battery?
For this in a next slide more.
Side note for self-study:
Here are a list of the most common sensor protocols that are used in different IoT scenarios.
ZigBee https://en.wikipedia.org/wiki/ZigBee
http://www.zigbee.org/
http://www.adaptivem2m.com/zigbee-technology/zigbee-technology-m2m.htm
LoRaWAN https://en.wikipedia.org/wiki/LoRaWAN
https://www.lora-alliance.org/
6LoWPAN https://en.wikipedia.org/wiki/6LoWPAN
http://6lowpan.tzi.org/
https://datatracker.ietf.org/wg/6lowpan/charter/
LPWAN https://en.wikipedia.org/wiki/LPWAN
Z-Wave https://en.wikipedia.org/wiki/Z-Wave
http://www.z-wave.com/
https://github.com/OpenZWave/
MiWi https://en.wikipedia.org/wiki/MiWi
http://www.microchip.com/design-centers/wireless-connectivity/motor-control/miwi-protocol
http://wikid.eu/index.php/MiWi_technology
Sigfox https://en.wikipedia.org/wiki/Sigfox
http://www.sigfox.com/en/
Neul http://www.neul.com/neul/
Wibree https://en.wikipedia.org/wiki/Bluetooth_low_energy
Thread http://www.threadgroup.org/
https://en.wikipedia.org/wiki/Thread_(network_protocol)
SimpliciTI RF http://www.ti.com/corp/docs/landing/simpliciTI/index.htm?DCMP=hpa_rf_general&HQS=NotApplicable+OT+simpliciTI
INSTEON https://en.wikipedia.org/wiki/Insteon
http://www.insteon.com/
http://www.linuxha.com/athome/common/iplcd/
MQTT http://mqtt.org/
https://en.wikipedia.org/wiki/MQTT

30. We need to know the existing and upcoming standard within the specilized transmission technologies for
IoT.
High transmission bandwidth and short latency does not necessarily mean low power consumption or long
range.
Therefore, there are different standards with different specifications and main uses.
This chart compares a selection of transmission standards related to data rate, range, and power
consumption.
Depending of the application and use case standard transmission network can be used.
Within geos with limited mobile radio coverage by our known mobile provider you need to investigate into
a dedicate IoT mobile transmission technology.
Powered by solar, battery or other electric power line.
The 3GPP group has defined a major feature for the upcoming 5G IoT standard: 5G IoT must meet 1 million
devices per 1 km²
Which transmission standard is used for an IoT application also belongs to an IoT subproject.

31. Here is a list of criteria that must be taken into account when selecting the transmission technology.

32. After discussing IoT use cases, IoT terminology, and sensor networks in depth, we now turn to our DELL-
EMC solutions.
How do we see the Internet of Things and how do we divide the IoT Infrastructure areas?
We see the Internet of Things as a complete, interdependent ecosystem spanning edge, core and cloud…
one in which connected things, infrastructure, artificial intelligence and machine learning all come together
to make things smarter.
Let’s define each of these tiers, understand their significance, and get a better idea of what’s happening to
data as it passes through each.
Of the three, the core is the least familiar, but can be best described by first defining the other two.
The EDGE: The edge, which is where things first get “connected,” is the first layer of intelligence in IoT.
What are these things? Just about anything you can imagine: a robot in a factory, self-driving vehicles,
surveillance cameras in a city, and so on. These things need sensors to generate data and edge computing
to translate this data and “tell us” about their operating environment, enabling us to assess their health and
performance.
Not all things at the edge will be connected to the internet. Sometimes it is the intranet so it is easier to just
say connected. Also, embedded PCs do not replace the need for sensors. Basically the embedded PCs talk to
the sensors to understand health/performance and then often talk back to actuators locally. Then the
embedded PCs could talk to the gateway, which might be talking to 20 other embedded PCs in other
machines and coordinating activities. In some cases you would have the sensors talking directly to the
gateways if a local controller is not required.
<Click>

33. The CLOUD: This “somewhere else” is quite often the cloud or data center. This is the domain of IT, where business
applications reign supreme, running on compute, storage, networking, and virtualized infrastructure.
When it comes to IoT, the cloud data center is the knowledge center where the most sophisticated processing and data
analytics takes place. It’s also where we could potentially see all kinds of disparate data coming in from multiple data
sources, including public clouds, as well as information interpreted in historical context, leveraging data previously
collected and analyzed over time.
Often we see large-scale processing here when systems are available for data analytics — to glean valuable and
actionable insights. In the very near future, we’ll see faster and more flexible platforms emerge that will change the
economics of machine intelligence. These platforms will lower the cost of artificial intelligence in the cloud and data
center — and potentially improve performance and efficiency by a factor of 10x to 100x. As a result, we’ll see increased
adoption and practical implementations of AI and machines that excel in both training and inference and can, in
essence, “train” the edge to perform better and better.
The CORE:
But what happens when leveraging the cloud for computing data from things is unreliable because of network-
connectivity issues, or bandwidth costs are prohibitive (i.e. there’s just too much data to send cost-effectively), or when
a real-time response is required and the round trip to the cloud takes too long? What happens when there are security
and privacy concerns about your data at the edge and passing it over the network to a cloud for deeper data analytics is
not a viable option? We need something in between — something with the properties of the edge and the capabilities
of the cloud.
This leads us to the core, a burgeoning part of the IoT ecosystem, enabling compute near the edge. In the coming years,
we’ll see a massive shift where machine intelligence will grow due to sustained deep learning happening in the cloud,
migrate down into the core, and move closer (preferably very close) to the things and gateways at the edge. The cloud
will continue to handle high-volume data storage, processing, and data analytics for realizing longer-term (e.g. daily,
weekly, monthly, quarterly) business insights.
The core, however, will handle the IoT use cases where systems or machines need to take immediate action (i.e. rapid
autonomous response), when split second decisions must be made analyzing high volumes of data (e.g. real-time
quality control on manufacturing lines) and as systems become increasingly motile (i.e. the capability to move
spontaneously), such as autonomous vehicles and drones.
As the number of sensors exponentially grows and the sheer volume of data becomes too great to transport to the
cloud, latency issues will become insurmountable. The core, however, lessens the amount of data that must be carried
upstream through the network and to the cloud, ultimately improving response times at the edge and driving better
performance.

34. OPTIONAL SLIDE if you want to present the three sections EDGE, CORE and CLOUD
Alternative you can use the next slide (DELL EMC IoT Portfolio) instead.
In fact some analysts predict that only >40% or less of IoT data will ever make it to the data center/cloud for processing
or storage. That is because so much of the IoT machine data is what we call ‘perishable’ or only valuable for a couple of
seconds when action can be taken on it. So much of the data is also only valuable when it is integrated with other data
sources to identify events or insights. Take a building for example, the data from a connected lightbulb saying “I’m on,
I’m on, I’m on” is not valuable unless it is correlated with the occupancy sensors, the security cameras, and thermostat
where action can be taken.
That is why we recommend a distributed architecture for the IoT giving you flexibility to deploy processing and storage
wherever it makes sense. This enables you to unlock the value of both existing and new data to increase efficiency,
improve customer experience, or create new revenue streams and business models (Digital Transformation). Analytics,
security, and manageability must also be distributed throughout the architecture.
Starting on the left is the EDGE where the ‘thing’ or machine resides. This might be on a factory floor, in an 18-wheeler,
a building controls room, or a remote oil well. Dell is not producing sensors for the IoT, but we have developed
Embedded PCs to gather data and control the ‘Things’.
Although some things will communicate directly to the cloud, Gartner predicts that 90% of new IoT deployments by
2020 will include a gateway. The gateway is the aggregation point of multiple things where it normalizes the data from
multiple OT (BACnet, Profinet, etc.) and IT (Bluetooth, ZigBee, WiFi) protocols, and processed to determine insights
from the perishable data.
Depending on the use case, critical data identified by the gateway is then passed on to an on-premise computing and
storage solution located in the core. The on-premise solution will conduct big data analytics on the local data and
complete local reporting.
Finally the data worth storing for deeper analysis is then transferred to the CLOUD or data center. This is also where
existing IT system data is integrated with the OT data and machine learning takes place to refine the use case based
analytical models. The arrows throughout the architecture are 2-way, because ideally these analytical models that are
refined through machine learning are pushed back out to the edge and core to continuously improve the efficiency of
your IoT deployment so it can handle the immense data volumes produced by the 50B new ‘things’.

35. This is a slide to flash up real quick to show customers that IoT is not just a bunch of slideware for Dell Technologies – It is real products that we offer that together provide a
flexible infrastructure to build from.
We deliver the industry’s broadest portfolio.
Dell Technologies is seeing the IoT strategy come to life:
As the industry's broadest IoT infrastructure solutions provider, Dell Technologies offers a complete edge-to-core-to-cloud portfolio with capabilities in IoT that allow for fast
innovation and secure, simplified integration.
The strength of the seven Dell Technologies companies enables organizations to understand and plan strategically to deliver IoT that’s seven times as smart.
The IoT Solutions Division includes a team of solution architects with the singular role of helping customer accelerate ROI from IoT deployments leveraging the capabilities of the
full Dell Technologies portfolio.
Working collaboratively to identify the opportunities and understand the steps in the journey enables a strategic plan for the future.
Taking that plan across the edge to the core to the cloud, the Dell Gateways and Embedded Box PCs sit at the edge with many of the latest Edge innovations that include:
VMware Pulse IoT Center
EdgeX Foundry
RSA Project Iris*
Core technologies in development today will join the strength of the Ready Solutions in the field. They include:
Project Fire*
Project Nautilus*
To build on the strength in the cloud, the Project World Wide Herd* joins the solutions delivered from Pivotal/Pivotal Cloud Foundry/Pivotal Labs as well as virtustream managed
services
* Projects do not yet have confirmed GA dates
IoT Services teams have conducted thousands of transformations for customers, spanning a wide range of vertical markets globally. Comprehensive deployment and support
services for IoT infrastructure solutions are also available throughout the product lifecycle.
ADDITIONAL NOTES:
Products across the IoT portfolio are being used in compelling and unexpected ways in the stack:
PowerEdge servers with GraphCore accelerator chip and VMware HCI Accelerator Kit increase velocity of processing and analytics at the edge
Word Wide Herd, software developed by Dell EMC that connects clusters so analytics can be run, XXX.
Micro Modular Data Centers (MMDC), with a footprint smaller than a parking space, are built to customers’ specific requirements to transform infrastructure at the edge. These
micro MDCs provide ultimate flexibility at the edge while being managed as a unified software-defined environment and can be placed virtually anywhere in the world, indoors,
outdoors or the base of a cell tower.
New products, solutions and services available soon:
Project Nautilus, a real-time analytics and storage solution that transforms Dell EMC Isilon and ECS into IoT storage platforms. Available 2018.
VMware Project Fire, a ready-to-deploy pre-validated and pre-integrated software and hardware stack available at the edge. Available XX.
RSA Project Iris provides visibility and threat analytics of connected devices. Available October 2017.
EdgeX Foundry beta now available
IoT Vision Workshop aligns IT and business stakeholders around a strategic business initiative with applied data science to identify and prioritize an optimal use case for IoT data
analytics.
IoT Technology Advisory Service delivers an IoT architecture and technology recommendation and builds a roadmap for implementation to deliver IoT capabilities.

36. OPTIONAL SLIDE if you need to explain the main values of the EDGE
Here are the three main features that will play an essential role in EDGE in the future.
Real-time analysis
Reduced data transfer
Extended security mechanisms

37. OPTIONAL SLIDE if you need to explain the main values of the CORE
These are three key features that play an important role in CORE.
Computing power, data storage, IoT applications
Data consolidation, distribution and archiving in the CLOUD
Data filtering, analysis and processing for transfer to the CLOUD (as well as back from the CLOUD to the
EDGE)

38. OPTIONAL SLIDE if you need to explain the main values of the CLOUD
The three main features of CLOUD are:
In-depth data analysis of relevant data from the CORE (including historical data and data from other
sources)
IT system consolidation to break up classic IT silo structures
Continuous and secure data management on all CLOUD infrasturctures

39. Dell's EDGE Gateways and Embedded PCs are tailor-made devices for use in the Internet of Things and
Industry 4.0.
They offer a rugged design and a variety of input / output connections.
In order to be able to cover the various IoT / I4.0 areas of application and requirement profiles, we offer the
EDGE gateways and embedded PCs in various expansion stages and performance classes.
Instead of reproducing the specifications from the datasheets in hard-to-read form here, we have
summarized the striking points of the models that were there: the fields of application per model and the
processor series as well as the temperature range for which the devices were designed.
Optional Info: Further information and specifications can be found on our German DELL website at:
http://www.dell.com/en-us/work/shop/cty/sc/gateways-embedded-pcs?~ck=bt

40. What kind of software is running on our DELL Edge Gateways?
Here an abstract view of the software layer (blocks) of an Edge Gateway.
Operating System
I/O Module Driver
Data Tools, Applications, Managment and Security
Like on most other classical clients and server componentes we have validated several operating systems
you can choose to use.
Ubuntu, Win10 IoT and on the Edge 5000 Series additional the Wind River Linux IoT operating system.
In the I/O Module layer we have implemented support for several IoT based protocols, M2M bus support
and LAN IP.
Within the application layer, here called "Data Tools, Applications, Management, Security", the application-
specific tools and applications are operated. Existing IoT / I4.0 tools / applications can be installed on the
Edge Gateway as well as individually developed tools.
Applications and tools for the gateway management and security requirements are also used here.
Depending on the project requirements, we validate existing IoT / I4.0 Edge applications and tools. Here we
support you with our OEM / IoT team.

41. DELL actively supports the creation of open standards for the Internet of Things and the development of IoT
standard solutions for various applications (best practices, blueprints, etc.).
DELL is active in the three organizations shown:
EdgeX Foundation
Industrial Internet Consortium
OpenFog
In particular, on the next page, we will focus on the objectives and solutions of the EdgeX Foundation.
We would like to present the activities and solutions from the two other organizations in a separate
appointment.

42. EdgeX FoundryTM is a vendor-neutral open source project hosted by The Linux Foundation building a
common open framework for IoT edge computing.
At the heart of the project is an interoperability framework hosted within a full hardware- and OS-agnostic
reference software platform to enable an ecosystem of plug-and-play components that unifies the
marketplace and accelerates the deployment of IoT solutions.
Architected to be agnostic to silicon (e.g., x86, ARM), OS (e.g., Linux, Windows, Mac OS), and application
environment (e.g., Java, JavaScript, Python, Go Lang, C/C++) to support customer preferences for
differentiation
EdgeX Foundry Goals
Build and promote EdgeX as the common open platform unifying Internet of Things (IoT) edge computing.
Enable and encourage the rapidly growing community of IoT solutions providers to create an ecosystem of
interoperable plug-and-play components around the EdgeX platform architecture.
Certify EdgeX components to ensure interoperability and compatibility.
Provide tools to quickly create EdgeX-based IoT edge solutions that can easily adapt to changing business
needs.
Collaborate with relevant open source projects, standards groups, and industry alliances to ensure
consistency and interoperability across the IoT.
Platform Architecture
EdgeX Foundry leverages cloud-native principles to enable massively-scalable solutions for the IoT Edge
Loosely-coupled, containerized microservices for scalability and deployment flexibility
Agnostic to hardware, OS and application environment
Common device SDK for interoperability between connectivity standards and appllications
https://www.edgexfoundry.org/

43. Within an IoT/I4.0 solutions stack you can find several partial segments that will interact with each other.
After defining your strategy, service or new offering you can split the IoT/I4.0 stack into two main levels:
<Click>
Device (Sensor) Level
Select = Selection of data end points, sensors
Connect = Selection of connection technology
Transmit = Selection of the transfer architecture and method
Manage = Management of the sensors
<Click>
Analytics Level
Aggregate = Preparation of data for analysis and storage
Analyse = Analysis of data using given or self-learning algorithms
Report = Create a report and present the results from the analysis
Act = Definition of actions based on the results
Both levels contains hardware and software based solutions.
If we have a look to the software and Hardware, what kind of components you need?
Device/Sensor Management Software (e.g. data traffic control, connectivity status, firmware updates if needed,
security, callibration, etc.)
If the devices/sensors are all already managed and controlled by an centralized Process Control System (PCS) a sperate
management software is not needed
For the transmission may you need a gateway that acts as an translator between the sensors network (sensor protocols)
and your IP based analytics infrastructure
For the aggregation and analytics segment you have to choose a analytics engine like KNIME, R, RapidMiner, etc.
In interaction with the analytics engine you need a data lake storage system like Hadoop HDFS ready systems EMC
ISILON and EMC ECS
For the reporting and further activities you need applications like: WFM (Workforce Management), CIS (Customer
Information System), etc.
If your IoT Service contains a end-user / customer section you need a „user app“ for the user experinces (like car apps,
.....)

44. Here a more detailed IoT platform view and split of the logical infrastructure elements into containers with
its corresponding set of application stacks and services:
1) Customer Applications Container (IoT Applications)
2) Data Analysis Container (Analytics)
3) Big Data (Data Lake) Container
4) Management & Security Container
5) Virtualization / Micro-Services Container
6) Infrasturcture Container (Server, Storage, Network, DR, Backup, ....)
Within each container different applications, tools and solutions could be found:
Example 1:
Within the Customer Applications container applications like SCADA, Meter-Data-Management, MS SQL,
Apache, IIS, SharePoint, Domain-Controller or customer specific applications could be found
Example 2:
Within the Data Analysis Container data mining tools like KNIME, R, MapReduce, RapidMiner, SAS, etc. etc.
could be implemented.

45. As our products, product names and divisions are changing fast at the moment please check this page first before using it in your presentation!
All DELL-EMC members can deliver solutions and products for all of the IoT infrastructurecontainers.
Speaker Note: Choose some of our solutions or products to talk about with the audience. If the audience is interested to hear more details about a specific product schedule an other meeting and bring our
specialists into the meeting.
Customer Applications Container (IoT Applications)
With our aprox. 2,000 of the world’s top developers, engineers, consultants, and professionals Pivotal Labs can support you in developing your IoT software
Pivotal Cloud Foundry enable cloud native concepts and delivers a modern application development and operations environment that lets your developers focus on generating value for customers.
Pivotal GemFire is an in-memory data grid powered by Apache Geode. Pivotal GF is often employed to provide enterprise-wide caching of application data, spanning multiple clouds or data centers. These are
applications that need to provide real-time responses and maintain consistency of data while processing many parallel transactions, often with high availability.
Pivotal HAWQ is a parallel SQL query engine that combines the key technological advantages of the industry-leading Pivotal Analytic Database with the scalability and convenience of Hadoop.
HAWQ reads data from and writes data to HDFS natively. HAWQ delivers industry-leading performance and linear scalability. It provides users the tools to confidently and successfully interact with petabyte range data
sets. HAWQ provides users with a complete, standards compliant SQL interface.
2) Data Analysis Container (Analytics)
DELL EMC supports and cooperates with several analytics engine vendors like KNIME, rapidminer, SAS. Also DELL has an on analytics suit „Statistica“ in place. DELL aquired Statsoft 2014.
3) Big Data (Data Lake) Container
Pivotal Greenplum DB is an advanced, fully featured, open source data warehouse. It provides powerful and rapid analytics on petabyte scale data volumes. Uniquely geared toward big data analytics, Greenplum is
powered by the world’s most advanced cost-based query optimizer delivering high analyticalquery performance on large data volumes.
To truly unleash the power of Apache™ Hadoop® for business insights and predictive analytics, you need SQL. Hadoop Native SQL with Pivotal HDB, powered by Apache HAWQ (incubating), represents a new
generation of high performance, advanced analytics and machine learning that transforms Hadoop into an enterprise analytical database. Move and analyze entire workloads, while simplifying management and
expanding the breadth of data access and analytics, all natively in Hadoop.
4) Management & Security Container
To secure the virtualized/cloud-based IoT environment and the corresponding stored end-point data, EMC/RSA can deliver security products for different security requirements.
RSA Data Protection Manager manages keys for CloudLink SecureVM solutions, providing on-premise/in-enterprise key management for secure virtual disk encryption in public, private or hybrid clouds. (But take care!
This product Suite is not available for selling any more)
RSA VIA Access delivers secure access to cloud and mobile applications without creating roadblocks for users.
RSA VIA Governance automates the monitoring, certification, reporting and remediation of entitlements to ensure appropriateaccess.
RSA VIA Livecycle delivers a streamlined request, approval, and fulfillment process with embedded policy controls.
RSA Archer Governance, Risk, and Compliance (GRC) delivers several security solutions for:
IT and Security Risk Management - To address the complex digital risks today, your organization must establish business context and policies for IT and security and manage IT risks, vulnerabilities, and security
incidents.
Enterprise and OperationalRisk Management - Bring risk informationtogether from siloed risk repositories to identify, assess, evaluate, treat, and monitor risks in one central solution.
Regulatory and Corporate Compliance - An integrated approach ensures controls are defined, implemented and measured to meet constantlychanging compliance obligations.
Audit Management - A consistent, risk-based approach drives greater efficiency in the execution of your audit program.
Business Resiliency - An integrated approachto business resiliency will lessen the impact of disruptions and crisis events on your organization.
Third Party Governance - Manage your third party relationships and engagements while reducing risks and monitoring performance.
5) Virtualization / Micro-Services Container
Vmware as our main virtualization „partner“ we can offer great products like vSphere ESX, vRealize, VSAN, etc. etc.
But not only products are the choice of offering. Together we can built a federated enterprise hybrid cloud with predefined working sets to deliver a flexible platform where you can build a privat and public cloud
solution stack as you need.
6) Infrastructure Container (Server, Storage, Network, DR, Backup, ....)
For the specific workloads and performance requirements we can choose and offer the right product(s).
For real-time low latency analytics with small data sets we can choose all flash systems like XtremIO, Unity AFA, Isilon AFA.
For real big data lakes (or big data oceans) our ISILON and ECS scale out storage systems are the right products.
If backup is needed, lets talk about Networker, DataDomain, etc.
And! If the customer needs a open, flexible and agile platform for software development, NEUTRINO will be the solution.
7) VCE (DELL EMC CPSD Division = Converged Platforms and Solutions Division)
VCE, the converged platforms division of EMC, is the world market leader in converged infrastructureand converged solutions. VCE accelerates the adoption of converged infrastructureand cloud-based computing
models that reduce IT costs while improving time to market. VCE delivers the industry's only fully integrated and virtualized cloud infrastructuresystems, allowing customers to focus on business innovation instead of
integrating, validating, and managing IT infrastructure. VCE solutions are available through an extensive partner network.
8) VIRTUSTREAM
Virtustream is the enterprise-class cloud software and services provider trusted by enterprise customers worldwide to migrate and run their mission-critical applications in the cloud.
With advanced features such as consumption-based billing and embedded µVM (micro-VM) technology for assuring application-level SLAs, enterprise customers rely on Virtustream’s cloud services to reduce overall
costs, turn capital expenditures into operationalexpenditures, and increase efficiency to free up resources across people, capacity and budgets. Virtustream’s xStream software is used by enterprises to operate
secure private clouds and by service providers worldwide to offer enterprise cloud services to their customers.

46. In an IoT or Industry 4.0 project, many areas within a company need to be involved.
This means that specialized know-how must be available for the sub-projects listed on this page.
If you need to create a decision matrix for an tactical, an strategic and an technical scoring the following set
of observable categories (sub projects) for an IoT/I4.0 platform can help during your evaluation phase.
This matrix also helps to recognize which knowhow should be purchased through external resources.

47. The building blocks of a modern IoT- / IT-infrastructure can be represented as a triangle (or pyramid) with
different floors.
APPS = Application level
PAAS = Platform as a Service level
ORCHESTRATION = Management and orchestration Level
VIRTUALIZATION = Virtualization level
HARDWARE = Hardware infrastructure level
This provides a simple but direct high-level view of our extensive DELL Technologies portfolio.
Speaker Note: Start from top to bottom and name our DELL Technologies members with some major
sample products (High Level).

48. Here we would like to show you how we can support you in the realization of your IoT project and which
DELL Technologies members contribute products and solutions.
Note for speaker:
In order to keep the attention of the participants, the individual lines are displayed by <clicking> in order to
be able to speak each time specifically only about
the respective individual solution offer.
It takes a total of nine (9) <Clicks>.

49. What do these many possibilities (our many products and solutions) mean for YOU?
What added value can YOU derive from using our products and solutions?
First added values are shown on this page, which builds on the previously presented portfolio / offer
elements.
Note for speaker:
In order to keep the attention of the participants, the individual lines of the right column are displayed by
<clicking> in order to be able to speak each time specifically only about
the respective individual added value.

50. DELL Technologies will partner with Cumulocity, a Software AG company, to offer an fully end-to-end IoT solution.
Cumulocity’s IoT Platform allows customers to prove end-to-end business concept quickly with a handful of things and rapidly scale your deployment to
over 20 global data centres while connected with telco grade reliability.
Furthermore, Cumulocity IoT is network-agnostic, i.e. you can connect devices via the different network types ranging from fixed over WiFi-networks or
mobile networks, including LPWAN.
It also provides secure industrial fieldbus connections with native support for OPC/UA, Modbus, CANbus or Profinet as well as third-party support for
300+ industrial protocols via pre-integrated industrial gateways.
OPTIONAL INFORMATION if you want to present all of the layers of the Cumulocity IoT platform!
Devices are key capabilities in the first layer, which give you a fast model-less device integration. Cumulocity IoT provides Connection Management,
Device Inventory & Lifecycle Management, a broad range of device operations like firmware & software updates, bulk operations and remote machine
access. Important capabilities to mention are also the OSS developer SDKs and device agents, the open southbound & northbound REST APIs, the
availability of metering & billing services as well as edge services.
The next layer is all about data and analytics: Cumulocity can store large amounts of device data and provides tooling to build your own device UIs that
allow you to visualize your device along with its data (like a digital twin) and to even control your devices remotely. Moreover, Cumulocity IoT leverages
our world-class Apama product for streaming analytics and Zementis, another acquisition of SAG, for predictive analytics. To make these analytics easy to
use, a business-user friendly, wizard-driven web UI is provided, called Smart Rules.
The next two layers leverage capabilities from our webMethods stack. With webMethods, SAG has been in a leader in hybrid integration. Thus, we have
very strong capabilities when it comes to the integration of enterprise applications, cloud services, Big Data integration and API Management.
In order to capitalize the insights you gained from running analytics over your device and enterprise data, you want to trigger and automate actions such
as starting a task or process and create your own workflows in your applications. For example: in a predictive maintenance application, in which you use
the analytics layer to detect and predict that a certain part of a machine needs to be replaced in the future, you want to automatically kick off a process
to schedule a maintenance window for this machine and inform a field technician to replace the old part with a new one.
The top layer describes something highly important to Cumulocity IoT: the availability of productized, pre-configured solution accelerators. These
solution accelerators help you to get started quickly with a rapid time-to-market for your IoT solutions. They also allow you to prove the value of your IoT
pilots and solutions quickly. We are developing further accelerators and I will give you an overview of the existing ones later during my presentation.
The Cumulocity IoT platform contains pre-packaged features, plugins and configurations.
Device Management: Device lifecycle, Device identity management, Asset management, Connection and Configuration management, Remote
troubleshooting, Software management, Real-time alarm management, Bulk operations and Auditing
Real-Time Analytics: Smart Rules, Extensive real-time streaming analytics, Analytics Applications, Analytics Development Environment
Plug-Ins & Applications: Data explorer, Real-time dashboard builder, Remote management and control, Tracking, Extend with Plugins and Applications
Security: Security methodology based on over 20 years of developing carrier grade platforms, Physical security based on Tier 4 data centers, Network
secuirity based on firewalls and DMZ, Access Security using Device Identity Management, OAuth 2.0 and SSL encryption, Application security including
multi-factor authentication, strict database separation between tenants and audit logging
Integration: Integrated 3rd party services, Integration builder for 500+ cloud services, API developer portal, Built-in API gateway, Built-in API admin
portal, Integration SDKs
Connectivity & Normalisation: Many certified devices, Connectivity abstraction, Protocol support, Device SDKs, Data modelling

51. One of Action Point’s key strengths is the proven ability to bring together all the required components to
ensure successful Smart Manufacturing and IoT project delivery. Action Point has developed close
partnerships with some of the leading technology companies in the world, the foremost of which is Dell.
Action Point is currently Dell EMC’s only Manufacturing Services provider in EMEA.
You need an IoT partner who can offer you a true end to end solution, a partner with experience, a partner
that understands the technology.
The portfolio synergies between the two companies, Dell and Action Point, enable you to succeed in the
development, implementation and operation of your IoT or I4.0 service in a very short time.

52. Splunk products are being used for data volumes ranging from gigabytes to hundreds of terabytes per day.
Splunk software and cloud services reliably collects and indexes machine data, from a single source to tens of thousands of sources.
All in real time. This is described as Operational Intelligence.
Note: DELL EMC delivers „Ready Systems“ and „Ready Bundles“ for Splunk
You can start with a "small" infrastructure in this case, e.g. in a first phase of the project, first to optimize the acquisition, processing and analysis of
machine data and then, depending on the requirements, to make the infrastructure grow more flexibly "bigger". (start small and then scale out)
Ready Systems = VxRack + Isilon and VxRail + Isilon
Ready Bundle = PowerEdge Server + Isilon
Optional Information if needed (otherwise for selfstudy)
IoT:
Splunk software ingests, analyzes and visualizes real-time and historical machine data from any source - including industrial control systems and
connected devices - enabling customers to improve operations, help ensure safety and compliance, perform predictive maintenance, and better manage
the uptime and availability of industrial assets.
Application delivery:
Splunk software provides an approach to managing applications, helping developers deliver applications faster with positive customer experience. It
spans silos to collect, index and analyze the machine data that provides insight into the availability, performance and usage of applications. As a result,
DevOps organizations can deliver faster releases, operations teams can reduce mean time to resolution (MTTR), and development teams can optimize
application quality, performance and costs.
IT Operations:
Splunk collects and correlates machine data so customers can quickly troubleshoot issues and outages, monitor service levels, and detect anomalies.
Splunk can help reduce MTTR, lower monitoring costs, improve system uptime, and support strategic initiatives like data center optimization and tool
consolidation.
Log Management:
Splunk can consolidate and index any log and machine data, including structured, unstructured and complex multiline application logs. You can collect,
store, index, search, correlate, visualize, analyze and report on any machine-generated data to identify and resolve operational and security issues in a
faster, repeatable and more affordable way.
Security and Fraud:
Splunk enables collaboration and implementation of best practices to address modern cyber threat challenges. With Splunk as a nerve center, security
teams can leverage statistical, visual, behavioral and exploratory analytics to drive insights, decisions and actions.
Business Analytics:
Splunk software analyzes, visualizes and monitors machine data from any source - such as applications, mobile devices and servers - to provide insights to
IT and business operations on-premises and in the cloud. Delivering these enhanced business insights, in real time, to executives and sales, product,
marketing, operations, and customer service teams can help transform an organization into a market leader.

53. At the heart of the digital transformation is both the customer and the company itself.
Each organization (business unit) has its own strategic business initiatives to offer, for example, smart
services or smart products to its customers.
The digital transformation makes it possible to implement these initiatives with modern methodologies, e.g.
from data analysis and agile software development.
With agile software development and the continuous and all-time uninterrupted delivery of new services,
you can react very quickly to changes in the market and its requirements.
The use of new applications and intelligent devices makes your digital transformation "experience", so to
speak.
This also results in the generation, capture and evaluation of additional new data used to continuously
improve your products, services and operations.
Thus you can create further added value for you, the end users and your customers.
However, digital transformation is not an independent product.
It is not an isolated service.
It is not a single skill.
The digital transformation requires new collaboration between business units (departments) and IT
operators (both internally and externally).
Also necessary are procedures for the modern data analysis, the identification of existing and new data
sources, the creation of new operating processes / models and, above all, the acceptance and learning of
errors.
DELL EMC can help you with your digital transformation through a comprehensive product and solution
portfolio.
Our product range includes not only hardware and software products, but also consulting services in
process modeling and implementation.

54. To drive a new business strategy with digital transformation, you must first identify and prioritize your use
cases.
From this, the relevant data types, the analysis methods to be used and the applications required can then
be determined in order to build up the actual data infrastructure in the next step.
It is essential that decision makers and IT managers work together closely.
In some situations it is also said that OT meets IT (Operational Technology meets Information Technology)
You then need to provide the tools and platforms for data analytics, application development, and the end
user environment.
Finally, you have to implement a modern app development method and an operations model to make
flexible use of the modern development and operating tools for the respective application.

55. DELL EMC can help you with your digital transformation.
DELL EMC Services has more than 7,000 professional service professionals focused on practical approaches
to defining VISION, STRATEGY, PLANNING, and EXPERT EXECUTION in their transformation consulting.
This not only helps you with the planning, but also with the implementation and migration, and above all
helps to bring the transformation into the planned target corridor.
It does not matter if the focus is on the digital transformation, the IT transformation, the workplace
transformation or the security transformation in detail, or on all four transformations at the same time.
DELL EMC helps you with all four transformation scenarios to prepare your business for the digital future.

56. From consulting to deployment and support, from managed services to training, DELL EMC Services drive
the rapid adoption and optimization of your digital technologies and the business critical systems that
support them spanning from the EDGE to CORE to CLOUD.
With our new IoT Technology Advisory Services and the IoT Vision Workshop we start the IoT journey
together with you.
Thus, nothing stands in the way of implementing your IoT EDGE-CORE-CLOUD strategy.
On the next two pages, we will present the contents of the IoT Technology Advisory Services in an overview.
We will also gladly present these two DELL EMC IoT Services in detail in a separate appointment.

57. The two IoT Services, Vision Workshop and Technology Advisory focus on the following topics.
<Click>
Here are the content and results offered in the IoT Vision Workshop.
The Vision Workshop is more strategic and addresses the IoT strategies and goals in your business.
For example, existing application scenarios are prioritized based on their ROIs.
<Click>
Here are the content and results provided by the IoT Technology Advisory Service.
The IoT Technology Advisory Workshop is more concerned with capturing and evaluating existing IT
architectures, the difference analysis from actual state to target architecture.
Likewise, first architectures are developed that are needed for the implementation of the IoT application
case.
Information for the speaker to learn more about the IoT Vision Workshop and the IoT Technology
Advisory Services:
https://inside.dell.com/docs/DOC-284951
IoT Vision Workshop
Presentation: https://inside.dell.com/docs/DOC-286151
Service Offer H8781.4: https://inside.dell.com/docs/DOC-286213
IoT Technology Advisory Services
Presentation: https://inside.dell.com/docs/DOC-286212
Service Offer H16647: https://inside.dell.com/docs/DOC-286215

58. Compared to the IoT Vision Workshop, the IoT Technology Advisory Service includes a consulting program that runs for
a maximum of five weeks, in which a variety of topics and procedures are worked through using a clearly structured
process plan.
Information for the speaker: This weekly schedule is only for your own overview and does not have to be presented
in the detail.
Week 1: Program Management
Project Work Plans: Describes all key milestones and dependencies from a sequencing and timing standpoint
Stakeholder Interviews
Project Status Reports: Provide weekly project status reports to CLIENT stakeholders that convey current progress, risks,
and issues.
Week 2 & 3: Assessment
Current state environment: Document current state environment details like architecture, tools, processes, operating
model, and IT / Business organization.
Technology Challenges and Desired State: Document technology challenges as discovered during the interview process
and suggested desired state
Week 4: Use Case Identification and Gap analysis
Document the technology gaps based in the interview sessions, existing documents and desired state as suggested
during the interviews
Prioritize the gaps in terms of value and feasibility and identify a technical use case as the next step.
Week 5: Deliver Technology Recommendations:
Big Data Technology Capabilities Model: Describes key Big Data technical capabilities, calling out current-state and
desired future-state capabilities in each area.
Technology Roadmap: Describes each technology area in focus as well as the critical factors involved, unaddressed
areas, implementation recommendations and technical recommendations
Next Steps: Provides a ROM resource estimate for initial implementation steps as well as a high-level schedule and
timeline based on the ROM estimate.
Draft SOW: Draft Statement of Work for initial implementation effort

59. In our IoT Solutions Partner Program you will find companies that specialize in products and solutions for
the Internet of Things and Industry 4.0.
Technology partner offers products and solutions for:
Analytics
Data Visualization
Wide Area Connectivity
Security
Sensors
Service partner offers solutions for:
Domain Expertise
Software Development
System Integration
Deployment
Field Support
In the search function, you can select according to specific IoT requirements and search partners for your
location (geo).

60. In addition to the presentation of our IoT strategy EDGE-CORE-CLOUD, you will also find further information
on application examples and our company groupings on our dedicated DELL Technologies IoT website.
Hardware-oriented fans of IoT products can find our range of solutions on the DELL.COM shop page.
http://www.dell.com/en-us/work/shop/cty/sc/gateways-embedded-pcs?~ck=bt

61. Visit our public DELL EMC IoT community page for more information and documentation about our IoT
solution portfolio.
Simply sign up for free and discuss with other customers, partners and DELL-EMC experts about IoT topics.