From IoT Service To IoT Profit IoTSummit March 2017€¢ IoT Monetization silver bullet is packaging and pricing flexibility • Real-time visibility and agility are essential to monetization

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F r o m I o TS e r v i c eTo I o TP r o f i t I o T S u m m i t

M a r c h 2 0 1 7

Michael Beamer | President



Michael Beamer, President, goTransverse

Michael Beamer is a 24-year technology and business leader with unique experience running technology teams and solutions in 40+ countries around the world. He’s been instrumental in the growth and success of companies ranging from pre-revenue startups to billion dollar global organizations.



• Lessons from the Internet hype

• IoT ecosystem and monetization opportunities

• Deep dive on dynamic monetization scenarios

• Feedback loops to maximize revenue potential

Today ’s Top ics


The In te rne t Hype Cyc leEx

pect

atio

ns

Time

InnovationTrigger

Peak ofInflated

Expectations

Trough of Disillusionment

Slope of Enlightenment Plateau of Productivity

Mid-00sRecovery

Early-00sDespair

70’s Research

80’s to early-90’sPioneering

Late-90’s Hype

Mid-90’s Growth

Failure to Deliver Value

Technology Focused


The IoT Hype Cyc leEx

pect

atio

ns

Time

InnovationTrigger

Peak ofInflated

Expectations

Trough of Disillusionment

Slope of Enlightenment Plateau of Productivity

Recovery

Despair

Research

Pioneering

Hype

Growth

Failure to Deliver Value

Technology Focused


IoT Solutions by Industry

IndustrialManufacturing

Medical Devices

Utilities andAutomotive

Manufacturing

Transportation and Logistics

Home Appliance and Pharmaceuticals

Oppor tun i ty i s Rea l and Coming

Monetization of IoT Solutions Do not generate service revenues from their IoT solutions


IoT Driven Product Capabilities and Revenue Streams

• Vehicle/Object Detection

• Smart Braking

• Smart Acceleration/Deceleration

• Fuel Optimization

• … Anything….

Produc t Monet i za t ion

GPS

Door Latch Sensor

Hitch Sensor

Tire Pressure Sensor

Break Sensor

Small Cellular/WifiMAXRouter with Integrated VPN


Manufacturer

Small Cellular/WifiMAXRouter with Integrated VPN

GPS

Door Latch

Sensor

Hitch Sensor

Tire Pressure Sensor

Break Sensor

Descriptive Predictive Prescriptive

Correlative Analytics

Improve THING Data

Manual Automate

Services

• Enable

capabilities

• Lower costs

• Reliability

Servicesw/THING

D ig i ta l Serv ices Monet i za t ion in the IoT Ecosys tem

ACT

Systems o f Sys tems



Dr iv ing Va lue

• Drive value through product à Smart Braking

• Drive value through traditional services à Fleet

Monitoring

• Drive value through outcome-based services à

Fleet Optimizations


• You sell products that collect data (or could be retrofitted)

• You sell products that degrade or need service

• You sell services that could be expanded with access to

more data

• If none of that matters to you…don’t give up…

You Can Dr ive New Revenue I f…



+ =

ConsumptionOne-time and Subscription

Maximum Revenue

Max imize Revenue


H o w d o I p a c k a g e m y o f f e r i n g ?

Fleet Monitoring

FleetManagement

FleetOptimization

Additional Monetization Levers• Event Alerts• Event Actions

• Insights• Product Entitlement

• Data Archiving• New Sensors/Actuators

• Access to Data

• Predictive Analytics• 20 Event

Notifications• 2 ACT Events

• Prescriptive Analytics

• Device Access• Unlimited Events• 10 ACT Events


Dynamic Monet i za t ion

Real-time revenuevisibility

Rev Rec

Dynamic Pricing & Revenue Management

Adjusting for:• Surge Price• Discounts• Regional• Product• Market


K e y s t o S u c c e s s

I do not want smart braking, I want Fleet Optimization

Flexible and dynamic monetization models provide opportunity to generate value and revenue

Unlimited pricing and packaging configurations

New paradigms often require different tools to support the

mindset and business models

UnderstandingCustomer

Centric

ThinkDifferently

Have RightInfrastructure

Plan forDynamic Models


• Like the Internet, IoT Monetization will occur

• Value delivery will dictate early winners

• IoT Monetization silver bullet is packaging and pricing

flexibility

• Real-time visibility and agility are essential to

monetization

• Scale goes beyond volume; infrastructure needs to

support business scale

Key Take -a -ways


Q & A



Visit: www.gotransverse.comFollow us: @goTransverse

Email us: [email protected]

To reach out to Michael Beamer directly, email: [email protected]

Thank you!

Documents

From IoT Service To IoT Profit IoTSummit March 2017€¢ IoT Monetization silver bullet is packaging and pricing flexibility • Real-time visibility and agility are essential to monetization