Business Growth through the IoT & Service Thinking · 2016. 6. 1. · MAC Solutions: eWONFlexThink Conference 25th May 2016 1 Business Growth through the IoT & Service Thinking Nick

MAC Solutions: eWON FlexThink Conference 25th May 2016 1

Business Growth through the IoT& Service Thinking

Nick Frank, 25th May [email protected]

+44 208 144 6452


Growth and Change are key to developing long term sustainable and successful businesses


Finding Pathways to Growth through Service Thinking

Reactive toPro-Active Service

Service BusinessStart up, Operations& Sales

Sales & MarketingLaunch ManagementProfessional Engineer

Nick Frank

Expe

rienc

es Partners

On-Demand Advisory & Support

Field Service News Top 20 influencer#FSN20


Growth Stages: Driving Business Growth through Service Thinking and Smarter Connected Products

Remote Services Ecosystem

Telco ProvidersM2M communication

Hardware Manufacturer

CustomersEquipmentInfrastructure

Software ToolsHistorian, SCADAAlarm HandlingWeb Visibility Portal

Coaching / Consulting

Distributor/Integrator

End Customer / User


Living in a Digitized world is changing the way we live, the way we work, how companies make money


To monetize technology we must find the Profit pools are hidden in the Customers (or Industry) Value Chain


Service Thinking: A way to tap into a Customer’s or Industry’s profit pools

Value is created by applying your technical or

business knowledge to improve whatever it is

your customer is trying to achieve.


How can companies grow through Service Thinking and Connectivity?


MAN UK Truck dealership

Business Challenge• Declining Truck Market• Commoditised Product• How to grow?

OpportunitiesNew Generation of trucks with Telematics


Deep insight into how customers made money

Service Thinking• Average Turnover / Vehicle

= £150,000• Net Profit / Vehicle

= 3% ROS or £4,500• Total Cost of Operation / Vehicle

= £145,500 • Fuel Cost @ 45% = £65,475

Fuel

Driver

TractorOther

Total Cost of Ownership


Imagination & Determination to make a difference

Imagination• Power of Telematics• Availability Contracts• Control & predict costs / truck per km• Driver training & insurance

Outcome• 10% Saving on Fuel = £6,500• DOUBLE profit per vehicle

ResultGrowth from £50 to £550M over 23 years


Is the IoT and Service Thinking just for large companies!


3rd Party Maintenance of Air Conditioning Units

Source: www.listo-ltd.com

SLA is a given…I really need help to Optimise my running Costs’


Use insight of customer and know how of the business to make a difference!

Air Conditioning Unit - Outputs1. Running: yes/no2. Pressure across filter

Failure!= Meet SLA

Performance?= Planned Visit

Poor performance & energy = Sales

Source: www.listo-ltd.com

As well as meeting my SLA, we want you to help us optimise our running costs

Serv

ice

Thin

king


PAY FOR OUTPUT / REDUCE RISK / RE-USE

Long term

profits

OPTIMAL LIFECYCLE COSTS

Revenue & Profit

ASSET FUNCTIONS

Cost

Roadmap to Connectivity

Level 1Unconnected

Level 2Connected

Level 3Serviceable

Level 4Intelligent

Level 5Optimised

Level 6Differentiated

Value End Customers

VALUE


Data and Connectivity to Create New Business Models


TCSJohnHuxley

The world’s leading manufacturer and supplier of end-to-end live gaming solutions and services


• Make sure that everyone on the same game are playing similar stakes

• Throughput – no of games played• Manage your financial risk• Stop cheating

How does a casino make money?


From products to an Information platform

http://www.tcsjohnhuxley.com/gamingfloorlive.html

DataNumber & value ofchips

Intelligence

How much money?Who is spending?How fast?Real time cash flow?Fraud?

http://www.tcsjohnhuxley.com/gamingfloorlive.html


The result of service thinking will change your relationship with your customers & create more loyalty and long term value


FIRST STEPS


The road to connected & servitized world starts with the customer experience

Business Growth through the IoT�& Service Thinking�Growth and Change are key to developing long term sustainable and successful businessesNick FrankGrowth Stages: Driving Business Growth through Service Thinking and Smarter Connected Products�Living in a Digitized world is changing the way we live, the way we work, how companies make moneyTo monetize technology we must find the Profit pools are hidden in the Customers (or Industry) Value ChainService Thinking: A way to tap into a Customer’s or Industry’s profit poolsHow can companies grow through Service Thinking and Connectivity?MAN UK Truck dealership�Deep insight into how customers made moneyImagination & Determination to make a difference�Is the IoT and Service Thinking just for large companies!3rd Party Maintenance of Air Conditioning UnitsUse insight of customer and know how of the business to make a difference!�Roadmap to ConnectivityData and Connectivity to Create New Business ModelsTCSJohnHuxley How does a casino make money?From products to an Information platform The result of service thinking will change your relationship with your customers & create more loyalty and long term valueFirst StepsThe road to connected & servitized world starts with the customer experience

Documents

Business Growth through the IoT & Service Thinking · 2016. 6. 1. · MAC Solutions: eWONFlexThink Conference 25th May 2016 1 Business Growth through the IoT & Service Thinking Nick