This document discusses M2M (machine-to-machine) technology and the evolving M2M market. It provides background on M2M, including a hierarchy of connected devices and examples of M2M applications. It also summarizes a BMW/Deutsche Telekom/Gemalto case study providing emergency call services in vehicles. The document notes challenges in the market around pricing models and the roles of different players like operators, solution providers, and IT vendors. It predicts consolidation and increased focus on vertical solutions and channels to market. The conclusion is that for operators, an M2M service delivery platform alone is not sufficient and they need to develop ecosystem partnerships to avoid being seen as just a connectivity provider.

1. M2M Market Analysis:
When is an SDP a silo?
Is an enterprise SDP necessary?
SDP Global Summit
20th-22nd September 2011
www.alanquayle.com/blog
© 2011 Alan Quayle Business and Service Development

2. Structure
• M2M Background
o Hierarchy of Devices
o Mobile M2M is a small piece of M2M
o ETSI!!!
o M2M Architecture
o Market Sizing
• DT, Gemalto and BMW Case Study
• Quick Operator Activity Round Up
• Battle Over Who Does What
• Likely changes in the M2M Market
• Final Note on the Enterprise SDP

3. M2M Background
• M2M is an abbreviation for machine-to-machine, a technology that supports wired or
wireless / mobile communication between devices.
o Wide area wireless networks, e.g. cellular/mobile GSM/LTE and CDMA
o Wired access (in particular industrial Ethernet),
o Wireless LAN (WiFi) and Wireless PAN (Zigbee)
• M2M technology evolved from telemetry, that allows the remote measurement and
reporting of information of interest to the system operator.
• In the past, telemetry systems were the exclusive domain of very large well financed
organizations.
o Large oil and gas companies and electric utilities, through the use of extensive customer built
dedicated data networks, were some of the first organizations to widely use telemetry.
o Also space agencies used telemetry to monitor satellites and manned spacecraft.
M2M is not new, its been around since at least the 1960s.

4. Mapping the Hierarchy of Devices
4B Mobile devices
1.2B Static devices
0.5B Fleet
0.5B Industrial devices
2B Controllers / Sensors
50B Microprocessors
M2M covers everything from sophisticated mobile computing devices, through to a simple
microcontroller in the refrigerator, the common component is they‟re „connected‟ devices

5. M2M Background
• Advancement of technology, with improving capabilities and coverage of
wireless networks as well as the adoption of IT systems is making wireless M2M
available to all organizations and even individuals.
• In the space of a few decades, the technology has found a multitude of
applications across all industries.
o M2M is used in telemetry, data collection, remote control, robotics, remote monitoring,
status tracking, road traffic control, offsite diagnostics and maintenance, security
systems, logistic services, fleet management and telemedicine.
o Frequently wired and wireless communication technologies compete for the same
applications.
• However, wireless is the only option when wide area mobility is required – for
instance in automotive applications.
Mobile is only a small (and emerging) part of the M2M market

7. ETSI Definition
And now ETSI is getting in on the act with their own set of definitions...

8. Mobile M2M Architecture: The Values in the Verticals
Applications
Car Telematics Security Fleet Management
Retail Industrial Smart Grids
Networks: GSM/LTE/CDMA/Other
Devices
M2M Terminal M2M Module Chipset
Though functionally similar, M2M solutions vary greatly across applications. This
necessitates a vertical / channel based strategy for fulfillment. Critically most
operators lack the ability to deliver vertically focused solutions.

9. Example M2M Components
M2M Modules
M2M Terminals

10. Typical M2M Architecture
Machine, e.g. Car
Application Server
IP Connectivity,
M2M mobile network, M2M Gateway
Module internet, LAN
Enterprise / MSP
M2M Gateway and Application Server are the domain of IT companies such as
Oracle, IBM and HP, who have an existing vertically focused / channel business.
Operators will struggle against their expertise and channel incumbency.

11. IBM‟s scale in M2M solutions goes far beyond all operators

12. M2M Market Structure
Vertical focus matters intensely!

13. Total M2M Device Revenue across Industry Segments
M2M devices
presents $12B
market by 2013,
according to
Harbor Research.

14. M2M Software and Services Revenue ($ Million)
Supply chain & logistics and asset management will dominate revenue in the software and
services – by 2013 its potentially a $150B market. Device revenues are less than 10% of this.

15. DT, Gemalto and BMW Case Study
• BMW is embedding the Machine-to-Machine (M2M) solution from Deutsche Telekom and Gemalto in its
latest car models to enable emergency call (eCall) services.
o Deutsche Telekom is the first network operator whose automotive MFF-SIMs solutions are built into an industrial product series.
• Wide scale deployment started in 2009 and to date, over 200,000 BMW cars in use across Europe are
already equipped with the M2M solution
o Deutsche Telekom provides the central component for the mobile-based emergency system with wireless
communication link for vehicles all over Europe, in cooperation with its roaming partners.
o Gemalto developed a highly durable Machine Identification Module (MIM), the dedicated M2M-Form-Factor (MFF)
SIM, to meet the quality requirements of the automotive environment.
• The solution enables a reliable connection to BMW Connected Drive‟s driver assistance and information
service via Deutsche Telekom and its roaming partners‟ networks. The service includes an assistance
center that dispatches swift help in emergency situations. Activation of the crash sensors in the car
triggers an automatic call to the call center and reports the exact car position. The emergency call can
also be set up manually if car trouble occurs.
• Deutsche Telekom sees huge market opportunities considering there are over 350 million cars in Europe
alone.
DT has been able to deliver more the just connectivity. T-Systems is key.

16. M2M-Form-Factor (MFF) SIM
Designed for rugged outdoor applications

17. This is the key point of operator‟s focus on being more than pipe providers, being solution
providers enables them to better access the value delivered.

18. Flexibility in billing options is key

19. Operators continue to struggle in finding the right pricing. There are no standard contracts or
revenue splits. Every deal is custom at the moment.

20. Quick Operator Activity Round-up
• AT&T: 12M SIMs, Hertz, BMW, Nissan; USA technologies (vending machine transactions); Amazon
Kindle, Barnes and Nobles nook; Garmin, TomTom; Progressive Insurance
o T-Mobile US: 3M SIMs, GuidePoint, OnAsset, PROCON, PassTime, Lok8U, Alarm.com, IContain, and The IPS Group
• Deutsche Telekom: 5M SIMs, BMW, Navigon, Biotronik, Cargobull Telematics, MAN-Telematics, Toll
Collect, Stadtwerke Emden, car2go.
• Telefonica: 4M SIMs, Securitas, ABB, Iberdrola Endesa, Tyco ADT, Sermepa
• Telenor Connexion sold its M2M Service Delivery Platform to Ericsson, who is using it as the
centerpiece of its M2M offerings to the operator market (managed service)
• Verizon: 9M, Onstar (others not disclosed – why build on a dead interface?)
• Vodafone: 6M SIMs, AMS, a New Zealand provider of smart metering systems; Bglobal, smart metering
program; Technocom ; Ctrack/Digicore, fleets of vehicles; Taxameter Centrale, parking management
systems; British Gas, for smart metering service; TomTom; and Hyundai.
When we examine the deals, few break out beyond connectivity, BMW and DT with eCall is the
largest exception. In Amazon Whisper Net WiFi not Mobile is the most popular option.

21. Battle over who does what and how much the enterprise
pays, the more players, the more cost, the less margin!
Consulting Sale and Integration
Solution Monitoring and
Device Installation
Reporting
Network Monitoring and
Device Monitoring
Reporting
Billing and Customer Care Applications
Connectivity Hardware

22. Likely Changes to the M2M Value Chain
• Supply-chain consolidation and realignment
o Technology vendors and chip manufacturers will acquire the modem/module
manufacturers
o IT Solution vendors will acquire platform vendors and ASPs to complete their solutions
with horizontal and vertical solutions. Creating solution sets with fleet management,
utility management, distribution, asset management, education/government sector, etc.
o Much like in the IT sector, communications companies like AT&T, Orange/FT, Vodafone
and Verizon Wireless will be a channel to market and purely as a network provider
• Channel empowerment
o IBM, HP and the NEPs will copy what Cisco did in educating its channel in the “Cisco
way” of networking. Using publications and courses to educate an entire generation of
networking engineers, in essence making the Cisco way of networking the de facto way of
networking.
o Providing lots of free equipment, training and marketing $$$ to make their technology
simply the one the channel knows and trusts best.
Operators face a significant challenge to break outside of connectivity. Need to focus on verticals
and channel management, both skills in which few operators have achieved success.

23. Final Note on the Enterprise SDP
• Enterprise problem is different from the consumer problem as enterprises manage
their own data and processes.
• Enterprise middleware is the Enterprise SDP, e.g. Oracle Fusion (which is based on
SOA)
• NEPs / Telcos generally have little credibility in this IT domain
o Lack IT consulting sales credibility (NTT, BT and Verizon have aggressive M&A strategies in
such IT skill sets)
o DT has T-Systems which bought VW‟s IT department
• M2M SDP is just a silo!
• Operators need to get much more commercially focused fast else will be a dumb pipe
Technology is a given, its all about the ecosystem (fulfillment channels)