keynote: 11:00 am –11:20 am iot buyers stand up to be …...

Session I: 11:25- 12:35 pm Software Platforms Allow for New Models

Session II: 1:00 pm- 2:10 pm Hardware Unveils Advanced Efficiencies

Keynote: 11:00 am – 11:20 am IoT Buyers Stand Up to be Counted

Platinum Sponsor Gold Sponsors

Session III: 2:20 pm- 3:30 pm Connectivity Options Multiply

Partners

IoT Buyers Stand up to be Counted!

Keith KreisherExecutive Director

IoT M2M Council

Keynote Speaker

www.iotm2mcouncil.org

The International M2M Council

Mission:

Increase M2M deployments by proving the business case for the IoT.

• Operational since early 2014, the IoT M2M Council is a global trade

association that currently has 19 Sustaining Members, including some of the

largest and most influential companies in the M2M ecosystem. IMC

Sustaining Members join the group for the following reasons:

Property of the IMC | Reprint with permission only

10.9.2015

Sustaining Members join the group for the following reasons:

– Adopter Outreach Programmes – exclusive access to the largest cross-

vertical group of M2M Adopters (enterprise users) ever assembled.

– Global Channel Relations – Sustaining members include global telcos,

the world’s largest chip-maker, a top-three module maker, and more.

– Thought Leadership – the IMC already produces news, business content,

and organic research on a global scale, shaping the industry agenda.

IMC Sustaining Members


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IMC Adopter Members

• Adopters are OEMs and enterprise users that qualify for IMC membership

as associates by providing demographic info. The IMC now has close to

10,000 Adopter Members and gains roughly 300 new ones weekly, making

it the largest and fastest-growing organisation in the M2M/IoT sector.

Adopters join to gain access to IMC content and interaction, including:

– Weekly, vertical-market newsletters in their field, now published for


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– Weekly, vertical-market newsletters in their field, now published for

energy logistics, healthcare, retail, building & construction, and smart

cities, while transportation and manufacturing have just started.

– The IoT Content Library, including over 50 case studies, plus white

papers, blogs, and more, all organized by vertical markets.

– Access to the IMC Membership Directory, where all members can

speak directly to each other via “in-mail”, much like LinkedIn.

IMC Adopter-Member Demographics

600800

100012001400160018002000

IMC Adopters come from 25

different end-use product/service

Sampling of End-Use Products/Services

0200400600800 different end-use product/service

categories, including multiple

subsectors of the following…

• Logistics

• Retail

• Smart Cities

• Building & Construction

• Transportation/Automotive

• Energy

• Healthcare

• Industry


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IMC Adopter-Member Demographics

26%

16%

17%

7%6%

Geographic Regions

Europe

N/C America

M East /Africa

18%

23%53%

6%

Organisational Level

C-Level

VP / Director

Manager

Other

28%16%Asia

S America

Oceana


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• The IMC targets eight broadly categorized vertical markets – Healthcare,

Logistics, Retail, Building & Construction (including connected home),

Public Infrastructure (smart cities), Transportation (including connected

car), and Industry (including manufacturing) – broken into 25 subsectors,

and obtained fairly even membership distribution.

Conclusions on Base Demographics


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• The Middle East and Africa are over-represented, while (especially) Asia is

under-represented among the associates – English-language skew?

• Quality is solid – over 40% of the Adopter Members are at the director

level or higher, and fully 18% label themselves as “C-level” – 76% claim to

have direct participation in the buying process for M2M deployments.

Operations Dominates Adoption

45%18%

11%

4%

Principal Job Function

Operations

Marketing / Sales


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22%

18%

Product Devel / Design

IT / Data Mngmnt

Finance

It’s “Ops” Across Verticals

20

25

30

35

40

45

Finance

IT/Data Mngt


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0

5

10

15

20Sls/Mktg

Operations

Product Devel

Verticals: Who’s Buying What?

30

40

50

60

70

Cellular

Connectivity

Modules /


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0

10

20

30Modules /

Hardware

Software

Platforms

• A significant plurality of people (close to 50%) that serve markets as diverse

as “automotive telematics”, “health insurance”, and “agribusiness” self-

identify as operations. This is surprisingly consistent across a wide range of

vertical markets – 22 of 25 subsectors tracked by IMC fit this profile. [Only

three subsectors in the Retail industry were exceptions – semantic issues?]

Conclusions on Vertical Markets


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three subsectors in the Retail industry were exceptions – semantic issues?]

• IMC Adopter communities are not reflective of market size or opportunity,

but they are reflective of market profile with excellent statistical

significance. Hence we can conclude that, in a sampling of the 25 vertical

sub-sectors, the connected car market is relatively more “active” than fleet

management, smart meter manufacturing is more active than utilities,

health insurance more active than medical device manufacturing, and

agribusiness more active than manufacturing.

3% 10%7%

Where IoT Adopters go for

design/implementation services

In-House

Systems Integrator

In-House Implementation Dominates


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48%

32%

3% 10% Systems Integrator

App Developer / ISV

MVNO/Other Comm

Provider

Telecom Carrier

50

60

70

80

Wireless Connectivity Grows


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0

10

20

30

40

50

Cellular Satellite LP WAN Short Range Ethernet/Fixed

Now

In 3 Yrs

140

160

180

200

Cost Reduction Less Important


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0

20

40

60

80

100

120

Reduce Ops

Costs

New Revenue Customer

Req's

Comply

w/Regs

Now

In 3 Yrs

Trend Towards Bigger Projects

50%

60%

70%


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0%

10%

20%

30%

40%

˂ 1K 1K - 10K 10K - 100K 100K -

250K

˃ 250K

Now

In 3 Yrs

• IoT Adopters tend to buy systems-level software and connectivity, less so

components. IoT Adoption today is largely implemented in-house. Cellular

carriers are not generally recognized as a primary contact when starting

deployments.

• The reasons for deploying IoT solutions will undergo significant change in

Conclusions on Future Direction


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• The reasons for deploying IoT solutions will undergo significant change in

the near term – moving away from cost reduction, and towards generating

new revenue streams and meeting regulatory requirements.

• There is big movement towards larger deployments – the IoT sector

appears to be moving away from deployments of 1,000 devices or less.

Extrapolations on M2M Adopters

• M2M Adopters at the enterprise level tend to come from operations, and

therefore one might say that they are less likely to be technical in ways

that are recognized by “insiders” to the M2M/IoT sector.

• Every sector is different, but there is significantly more conformity

between M2M Adopters from different vertical markets than we would


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between M2M Adopters from different vertical markets than we would

have recognized – maybe there is an “IoT Community” after all.

Methodologies

IMC Membership TabulationsData presented on slides 7, 8, 10, 11, and 12 are direct tabulations taken from IMC Adopter

Member data points – 10,233 separate registrations as of 29 July 2015. The information is

provided by Adopter Members themselves, and is “cleansed” of obvious false information,

but results are not independently audited.


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IMC Survey ResultsData presented on slides 14-17 are tabulations taken from an IMC Adopter Member survey,

conducted by Beecham Research, which was completed on 16 February 2015, with a total

of 197 respondents. The information is provided by Adopter Members themselves, and is

“cleansed” of obvious false information, but results are not independently audited.

What’s next for the IMC?

Adopter Buyers’ IndexA quarterly survey of IMC Adopter Members buying patterns – including purchasing plans

projected for 6-, 12-, 18-, and 24-month periods – will be conducted quarterly, with the

intention of producing trends in buying plans as a leading indicator for the IoT sector.

Training / Certification


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Training / CertificationAs another form of rich interaction with Adopters, the IMC will use the quantitative data that’s

been collected here (and in the future) to develop a professional curriculum for project

management in IoT/M2M deployments. This will include an IMC certification.

More, Deeper ContentPlans call for development of new M2M/IoT case studies that are deeper than what’s been seen

in the industry, special reports on security and other new technical development areas, and

deeper surveys of the IMC Adopter communities.

Presenter, More Info

Keith Kreisher

Executive Director, International M2M Council

Keith Kreisher heads the London-based IMC, the world’s largest and fastest-

growing professional organisation for M2M and the IoT. He is also director

of the US-based M2M Zone exhibition. Mr. Kreisher has held senior

marketing management positions at business information companies

such as McGraw-Hill, Reed Elsevier, and Advanstar Communications.

For more Information:

The IoT M2M Council

16 Sussex Street

London SW1V 4RW

United Kingdom

tel: +44 20.7596.8777

email: [email protected]


10.9.2015

keynote: 11:00 am –11:20 am iot buyers stand up to be …...

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