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1. March 9-10, 2016 - Cambridge (UK)
Phani Pandrangi
Chief Product Officer
Carrier Partnering
As a Route To
Recurring Revenue

2. About Kii
Kii’s IoT platform enables device manufacturers to
create smart, connected products
Founded in 2007 after MBO from Nokia
HQ in Tokyo, US HQ in Silicon Valley and offices in
China, Taiwan, Hong Kong and Europe (UK, Spain,
Germany)
Kii co-founded IoT ecosystem “Space”(iotspace.org)
enables distribution of IoT solutions into retail and carrier
channels
@KiiCorp Kii.com

3. Recurring Revenue with Direct Sales
Recurring revenue is hard in this model because:
• No existing billing relationship with the customer
• Finding and capturing the customer is hard
• Higher bar for justification of recurring revenue
• Additional services (support, installation, logistics etc.) need to be in
place – and are not easy

4. Recurring Revenue with Carrier Partnering
Recurring revenue more accessible in this model:
• Customer has existing (recurring) billing relationship with carrier
• Customer is captive to the carrier – so add-on upsell possible
• Recurring monthly fees is known and normal for the customer
• Carrier already has infrastructure (support, installation, logistics etc)
– plus they have stores too!
• Most importantly, carriers want to monetize IoT

5. Recurring Revenue with Carrier Partnering Case Study
Text, data and voice plans that consumer is subscribed to
Tracker service for the kid
• Easy to add the new IoT “tracker” service to the account for $X
more per month.
• Net new demographic added (kids) – carriers love this
• In-store and online sales
Kid Tracker - location tracking, two way calling

6. Add
Recurring Revenue with Carrier Partnering Case Study
• Add Wi-Fi smart bulbs as an additional
tracker notification mechanism for the family
• Add Camera as confirmation mechanism –
when kid gets home for example
• Neither bulb nor camera are products from
tracker vendor (Haltian) – but carrier has
relationship with them
• Additional services make additional
recurring revenue

7. Not limited to products which need carrier
connectivity
• This camera solution doesn’t
use carrier connectivity (uses
Wi-Fi)
• However, carrier can make this
available as an add-on service
to account
• And charge recurring revenue
(monthly) for security service
• Camera manufacturer gets all
the aforementioned benefits of
carrier partnering

8. Thank you!
@PhaniPandrangi phani@kii.com
@KiiCorp Kii.com
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