how a simple iot solution is driving sales
DESCRIPTION
Experience report from the development of a simple IoT solutionTRANSCRIPT
How a simple IoT solution is driving sales
and empowering the customer
Stephen Harrison@TinamousSteve
A Brief Introduction to Me• Stephen Harrison @TinamousSteve• Started 20 years ago connecting blood gas
analysers using RS232 to Q-Pro• C# Contractor• Founder of Tinamous.com • A Private Twitter like platform for People and Things.
Alere Data Point PortalAlere PIMA Alere q
Data Point Experience Report
Image from video on AlereHIV.com
Image from video on AlereHIV.com
Image from video on AlereHIV.com
Image from video on AlereHIV.com
Image from video on AlereHIV.com
Videos: http://alerehiv.com/video/alere-connectivity/http://alerehiv.com/hiv-screening-detect/alereq-analyser/
PoC Solution
SoftwareSIMsUSB ModemsAnalyser
Data Point PortalAlere SIMsModemsAnalyser
24x7 Technical Support
Service Level Agreement
Legal Contract
Training & Documentation
Software Updates & New Features
Commercial Solution
This is fake test data!
Stock Management
The Heart Breaker
• Did you notice?
• No “patient” option!
• Patients don’t have access.
• Even clinician / device operator may not have access.
• BUT it’s still helps and adds value for the patient!
Connectivity Benefits
Customer Challenges
How many Analysers are working?
What errors do we see?
What is our error rate?
How many tests is a site performing?
How are my operators performing?
What value am I getting from my testing programme? What is the cartridge
consumption at sites?
Don’t just focus on what extra you can sell
You don’t have to sell something extra stuff for your thing to make it worth connecting.
IoT Buzzword Bingo
http://blog.tinamous.com/2014/11/03/iot-bingo-cards/
Data Point – Dull Technologies!• Small Data• SQL Server• ASP.Net MVC + Web API• FTP, VPN, CSV, PDF• On Premise servers• No upsell
Challenges – Device
• Stuck with horrible protocols (ftp)• Medical device needs certification• Device team not connected to connectivity team• We got what we were given• Only sends when the operator presses send.
Challenges – Customer
• Device allocation / Movements• Data trust – Date time default or changed on device• Reports, reports and more reports• More than just software and hardware• Understanding legal issues• Some customers don’t want data to leave the
country.• Ftp actually useful for customers!
• Poor internet connectivity – demos difficult
Conclusion
• Should you connect it? YES!
• Adds value to existing products and get benefits you didn’t expect
• It doesn’t have to be massive scale, sexy protocols, big data or use machine learning
