iotmethodology.com

@snillocmot

Joined the iStart program!

The ‘Internet of Things’ is here and now.

It’s approachable and viable opportunities are everywhere.

Intro’

Beyond the technology lie real challenges, namely to

identify and capture value,

To sell your ‘story’ and simplify complexities.

There’s a vast chasm between the hype and reality,

but here’s a preview, of the trends, predictions, value domains

and routes to make your own initiatives a success.

A few market trends

Industry Trends

Industry Trends

Industry Trends

Industry Trends

Industry Trends

What can we learn from the past hype?

Hype Trends

Hype 2010

Cloud Mobile apps

III II

Internet of

Things

I

BigData

I

Wear-ables

Hype 2011

Cloud Mobile apps

III IIWear-ables

BigData

Internet of

Things

III

II

Hype 2012

Cloud Mobile apps

IIII IIIIWear-ables

BigData

Internet of

Things

III

III

Hype 2013

Cloud Mobile apps

IIWear-ables

BigData

Internet of

Things

IIII

IIIII

IIIIIIII

Hype 2014

Cloud Mobile apps

IIWear-ables

BigData

Internet of

Things

IIIIIII

IIII

_

IIII

_IIII

Hype 2015

Cloud Mobile apps

IIWear-ables

BigData

Internet of

Things

IIIIIIII

IIII_

_

IIII

_IIII I

Quantify the hype?

Wearables

2025

$70 Billion

Internet of Things

2020

$7.1 trillion

Big Data

2015

$125 billion

Cloud Computing

2018

$205 billion

Mobile app

2016

$77 billion

2025$11 Trillion

Market Predictions According to McKinsey 2015

Wearablesmobile app

big data cloud

$500,000,000,000 +/-

So where’s the value?

The missing trillions?

Cities - Public health and transportation $930B−1.7TPollution, traffic management, social initiatives

Human - Health and fitness $170B−1.6TAssisted living, hospital automation, personal health

Retail - Environments, Automated checkout $410B-1.2TConverged on-offline marketing, new shopping experiences

Outside - Logistics and navigation $560B−850BBest-route optimisation, GPS in everything, Smart fleets

Vehicles - Autonomous vehicles and condition-based maintenance $210B-740BThink Tesla, 24/7 car telematics, Insurance as a service

Worksites - Operations optimization/health & safety $160B−930BSmarter tools, asset management, Smart architecture

Homes - Chore automation and security $200B-350BClassic home automation

Offices - Security and energy $70B-150BClassic building automation

Factories - Operations and equipment optimization $1.2T−3.7TOTT Sensors, optimise production management and quantify TCO for everything

What competitors are out there?

Order Out of Chaos

Who has a problem we can solve?

What existing skills can we wrap into a product?

How do we market our products, especially to

different verticals?

Will prospects understand the technology easily?

What partners do we rely on to provide our

service?

How does the market expect to pay for solution now?

How do we approach pricing for our complex solution?

Should we make existing products better, faster,

more efficient?Do we improve old business

processes?

Do we look for entirely new opportunities?

How do we keep our current market healthy?

Order Out of Chaos

What competitors are out there? What’s our selling point?

Order Out of Chaos

Who has a problem we can solve?

What existing skills we can wrap into a product?

How do we market our products, especially to

different verticals?

Will prospects understand the technology easily?

What partners do we rely on to provide our

service?

How does the market expect to pay for solution now?

How do we approach pricing for our complex solution?

Should we make existing products better, faster,

more efficient?Do we improve old business

processes?

Do we look for entirely new opportunities?

How do we keep our current market healthy?

2. Solution fit

4. Market fit

5. Ecosystem fit

3. Pricing fit

1. Product vs Bespoke Become Product OR Consultancy focused

Can you identify a real customer - Today?

How do customers expect to pay, and how do you portray the total perceived value?

Who are the other players focusing on new innovation? Who are the existing players? Beyond the market, IoT is about ecosystem, to create mutual value across domains, between stakeholders, in specific settings

Order Out of Chaos

What can you do?

Mobile apps - Use an existing hardware platform (Already mature, everyone has one in their pocket, packed with unused tech’)

A possible route - Making use of assets around you

Cloud computing - Highly scalable services for recurring revenue (Integrate and make use of multiple platform, consider Everything-as-a-service)

Wearables/Platform - Building and owning your platform is a huge endeavour and a vibrant community is key (third-party developers become advocates and revenue sources)

Big Data - Service enrichment - Platform means metadata, and a great opportunity to capture knowledge from dimensional domains, allowing new recurring revenue sources to materialise fast (Consider tesla auto-pilot)

IoT - Frictionless transaction services, data brokerage across dimensional markets (Interoperability between all of the above)

Get excited with consumer IoT - Learn their inner workings, the app design, the interactions,

appreciate how the technology responds, learn about the sensor data, think about them in different setting

Tom’s top tips

The geeks aren’t customers - They’re hardcore, they want everything for nothing, and they want to

build it themselves

Don’t sell it all on your ‘first date’ - It’ll just overwhelm your prospect

‘IoT’ isn’t a USP!

Don’t compare traditional competitor solutions for the sake of analogy - Place them as complementors in the value chain, find a totally different analogy

Dimensional business models - Products that can create future value in later stages (Only tell

customers one story at a time, but look at the settings for later revenue)

Design Business Develop

Ideation Tool Kit@driesderoeck

Business Model Canvas

IoT Canvas & App mockups

Concept storyboards

Value Proposition & Value Chain

Analysis

Device Prototype

BOM and manufacturing plan

PitchIOT OSI

Architecture Breakdown & user

stories

Cost

Conceptualfocus

Ideate

Materialise

Gain support

Valorise!

Technical Focus

Solutions

Product Fit Market Fit Development roadmap

Rapid Development Kit

Prototype Hardware, Cloud & Mobile in hours not days

Value Proposition Canvas

Truly get into the mind of the customers

IoT Ideation Toolkit

Ideation workshop to explore and understand value in ideas

IoT Methodology

Your roadmap and toolbox to capture value in IoT

Business Model Generation

Business Model Canvas adapted to focus on connected products

Radical Idea to Validated Proposition (in 48 hours)

‘Shark’ pitch

4’ presentation to ‘sell’ your value proposition to sharks

That’s all folks