A PC 2.0 COMMUNITY QUARTERLY NEWS DIGEST

GAMECHANGERSGAMECHANGERS

“The biggest success factor is our commitment to customer success”

JULIA WEE Ensuring that Innovation meets Engineering in Malaysia

NIRODHA ARIYARATNE A day in the life of an Application Engineer

Special Feature PC 2.0 Infographic The World Cup Edition WE WIN

TOGETHER

SHARON TOH Exclusive Interview

EDITOR'S notehis season, one of the highlights is the PC 2.0 infographic. As the recently concluded World Cup is still fresh on our minds, we decided to leverage this novel way to give you a fresh perspective of PC 2.0!

We have collected many interesting and insightful perspectives from our APAC community to inform and excite you. Our channel remains our key competitive advantage, which is no surprise due to the abundance of enthusiastic and capable talent amongst us.

We have leaders who adopt a people-centric approach to management, allowing for further growth in our community. This issue features two leaders who embody this quality - Ms. Sharon Toh, the Senior Sales Director of AP South, and Mdm Julia Wee, CEO of IME Technologies Sdn Bhd. You can also look forward to “A Day in the Life of an Engineer” feature shared by Nirodha Ariyaratne, a creative and talented Application Engineer from Seacad Technologies, Singapore. What's more? We feature this year's inspirational and exciting APAC VAR Marketing Council. Enjoy!

Our channel remains our key competitive advantage, which is no surprise due to the abundance of enthusiastic and capable talentamongst us.

T

Sharon AngChannel Marketing Director, Asia-Pacific, 3DS Professional Channel

PC 2.0 Community Quarterly News Digest

INDEXSPECIAL FEATURE PC 2.0 Infographic

INTERVIEWS SHARON TOH – A Passionate, Driven and Committed Nurturer of People

JULIA WEE – Ensuring that Innovation meets Engineering in Malaysia

NIRODHA ARIYARATNE – A day in the life of an Application Engineer

COMMUNITY-IN-ACTION A Meeting of Marketing Minds

JUST FOR LAUGHS

RULES & VALUESPurposefulIntentional AccountableVisible

EYES ON THE PRIZE

Double Revenue every 3 yearsMulti-Product SuccessNew structure within VARsBe ready to support multi-brand

VAR executivesVAR Owner

PLAYERMANAGER

DS PROFESSIONAL CHANNEL

2014 & Beyond

Planning – 3 year Strategic AgreementVAR DifferentiationMulti Product - Opportunistic to PurposefulScalableDifferentiatorTemplates – Simple and straight forwardMeasuring Leading KPIs

Know the goal – Purposeful & Deliberate plansKeep score – create a compelling scoreboardBe held accountable – Cadence without compromise!

How We Win

Lead to pipe ratiosFTE GrowthDemand Gen ActivitiesAppointmentsTechnical DemonstrationsProcess Audits & Correction Plans

Leading KPIs

WORLD CUP EDITION

Win beautifully and excite the crowd - focus on developing the channel, solution selling and sustainable growth through sound strategies that add value to customersHave a great culture and team

SPOR

TING DIRECTOR: PCTEAM

WE WINTOGETHER

What is your team’s game plan?How do you define a good game plan?How strong and cohesive is your team?What are you KPIs and what are you doing to meet them?

Manager – VAR Owner

Technical Marketing Sales

The final third – the most important area! Are you

effective & efficient here?

DefendersDo you help defend well against opposition?

Do you help create opportunities for midfielders and strikers if possible?

Are you well prepared for prospects who make comparisons with competitors?

Do you help marketing and sales in creating opportunities to close sales deals?

Are your demos and presentations compelling enough to convince prospects to choose us instead of competitors?

What can you do for marketing and sales?

Do you help win back possession?

What can you do for midfielders and strikers?

Technical MidfieldersHow good are the scoring opportunities you create?

How do you create opportunities (like crosses & through passes) for strikers to score?

What is the quality of the leads you generate?

How do you generate leads for sales reps?

Are you providing enough leads for sales reps?

What can you do for sales reps?

Are you providing enough opportunities for strikers?

What can you do for the strikers?

Marketing

StrikersWhich aspect of your attack can you improve on?

How many shots on target are you making?

Which aspect of selling can you improve on?

How many closing questions are you asking?

Are you making the most of each opportunity given to you?

How many seats did you sell? Are you meeting targets?

Are you making effective attacks when the ball is in the final third of the pitch?

How many goals did you score?

Sales

Team Focus Is Key – Roles & Goals

PRIMARY PRIMARYGo-To-Market

STRATEGIESSTRATEGIESHUNTINGFox in the boxCustomer Acquisition

“New”“1503”SWKSHigh Volume

HUNTING ON THE FARM Crossing into

Growing Base

the box

Non-CADPoint SaleESSSolution selling

SubscriptionDraftSightMy.SolidWorks

Goals from Open Play

FARMING

The Tactics PageThere are many similarities between tactics and strategies in soccer and in sales situations. These will most certainly have a great impact on whether your efforts translate into resounding success, or crushing defeat.

Which tactics are you currently using? Is a change required?

FOR SUCCESSFUL EXECUTIONPREREQUISITES* *

FitnessThis is equivalent to being hardworking and consistently having high volume of activities

SkillsThis is equivalent to having good knowledge as well as solution selling ability to gain mindshare

MentalityThe best teams have a positive aitude, demonstrate the hunger to win, and the courage to ask crucial questions that will close a deal.

The Tactics PageThere are many similarities between tactics and strategies in soccer and in sales situations. These will most certainly have a great impact on whether your efforts translate into resounding success, or crushing defeat.

Which tactics are you currently using? Is a change required?

CORRESPONDINGSALES SITUATIONSOCCER TACTICS

Long Ball – English Plan

Hopeful long punts from defence/midfield to strikers. Easily countered by tall defenders

Definition Being opportunistic but hoping for shortcuts. Trying to close sales after a single product

demo. Not going to bring results unless sales reps are extremely talented!

Tackling and pressuring the opponent into giving away the ball and then attacking at great speed. Requires fitness, energy, speed and skill

Pressing, Quick Attacking –Brazil

DefinitionUsing effective tactics with technical, marketing

and sales working together to shorten the buying cycle and create many high quality

opportunities, resulting in strong sales.

Prioritizes the passing of the ball around in midfield and keeping possession of the ball. Can result in crushing defeats if attack is blunt and defence is weak

Possession Play – Argentina, Spain

DefinitionRunning many events and activities but

not closing deals effectively, or having few attempts at closing deals.

Brings a different perspective to attack by using the flanks instead of a head-on attack through the centre. Requires skilful, creative wingers, fullbacks and tall stikers with good positioning. May not always work – need a backup plan!

DefinitionUsing unconventional and innovative marketing

tactics to create opportunities, strongly supported by technical team. Requires sales reps who know

how to exploit such opportunities well. Need a backup plan and variation if things fail to work out.

Wing Play -Belgium

Which tactic suits you best?

Ms Sharon Toh is a veteran in the CAD industry with 29 years of experience. With an education in mechanical engineering and experience in the technical and sales aspects of the business, she adopts a purposeful, people-centric and process-oriented approach to management. Being a passionate leader who has great ideas and the drive to make it happen, her eyes light up with enthusiasm every time she pitches a new initiative - it is hard not to be swayed by such high levels of conviction. Here, she graciously shares some of her insights into the business.

Sharon TohA Passionate, Driven and Committed Nurturer of People

Interview with Sharon Toh - Senior Director, Sales, 3DS Professional Channel, Asia-Pacific South

Q - Tell us more about yourself.

ST: My first job involved designing swimming pools in a local SME in the construction industry which was largely male-dominated. It involved costing, bidding and maintenance of swimming pools, which had to be designed to meet the specifications of residents. After 1 year, a friend introduced me to a position in the CAD industry as an Application Engineer for a small local reseller of CAD software. My boss was always busy running the business and did not focus much on product sales so I started helping out with sales. I realized that I liked what I was doing! I had no background in sales at that time but I had a good boss who was willing and able to coach me and give me the opportunities to hone my skills.

I always put customers in the center of discussions. Back in the 1980s, CAD was a new technology and I needed to have good product knowledge in order to convince customers. Hence, I had to prepare myself well before each meeting. Nevertheless, I still found it daunting to face experienced technical managers. I had to work hard to prove myself and convince people to invest large amounts of money usually amounting to a few hundred thousand dollars in technology. This was a good way to equip their businesses with a competitive advantage so they were open to such investments.

After some time, I realized that I enjoyed meeting customers and helping them improve their businesses. I was headhunted subsequently and worked in another company for 2 years.

There, I realized my day-to-day tasks had not changed, although I was responsible for handling a small number of major accounts. This was less satisfying as I wanted to reach out to more customers, but getting new customers was deemed to be less important than servicing existing customers well.I joined Unigraphics in 1989 when they entered Singapore. I held the belief that CAD can help companies in Singapore to be as competitive as other companies in more advanced countries like Europe, America and Japan. Many companies in ASEAN countries do not have big engineering departments – they tend to be leaner and smaller and use a collaborative approach to complete their tasks. I have always enjoyed figuring out how to use pieces of technology to help transform companies in different industries. Currently, with 29 years of experience in this industry, I am able to help companies adopt technologies that allow them to harness the potential of innovation. In my current capacity as sales leader for the Professional Channel in AP South, I am responsible to bring technology to companies who want to innovate, and also to enable VARs to fulfil this purpose. So far, it has been an extremely enjoyable journey.

Q - When you are not busy with work, what do you usually spend your time on?

ST: I am very involved with activities in my church, where I serve mainly in the Children's Ministry. I enjoy grooming, coaching and mentoring those who are willing to step forward to serve the church. I am also the leader of a care group. I find it important to adopt a people-centric focus and I want to make a difference to peoples' lives. I believe that being there for others and believing in them can help change people for the better. At home, I see myself as an objective, driven parent who provides guidance and gives

appropriate objectives to my 2 grown-up children. For example, when they are studying, I give them freedom to do what they want as long as they have done well in their studies. So far, I have been able to build and maintain a good relationship with them, and they have played their part in doing well in school. This is similar to my management style, and it is even better when I can do things in ways that motivate and excite me.Despite my hectic schedule, I always catch up with my family over dinner once a week. I am also close to my extended family.Q - What are the motivating factors for yourself, as the sales leader of AP-South?

ST: The first factor would be to ensure any company which invests in us will turn out to be successful. VARs who have been with us for a long time will have a big team of people. My goal is help to inspire and lead VAR owners to build infrastructure, system and process for accountabil ity and predictability for their business. For new VARs who have just joined, we have a simple step-by-step system that is transferrable to them for the purpose of building a successful sales organization. We have the best channel enablement and partnership in the industry. Q - What are the values most important to you?

ST: HONESTY : Being a person who values relationships with others, I like people who are honest. I can tolerate many differences we all have due to our background, our culture and religion, but I am sad when I don't trust someone anymore. TRUST: I don't like to disappoint those who put their trust in me and give me an opportunity. I will do everything I can to deliver more than what they expect from me.

Q - What is the most satisfying moment of your career?

ST: This is when I see that I have played a part in creating someone's success. In my current role, I am very satisfied that many of our VARs have solid Sales Management (other than VAR owners) to achieve predictable results. Developing this team of key personnel is so important to enable us to scale and double our business. Another example I like to share was from my previous position. I helped to transform the Mold and Die industry in ASEAN to adopt 3D technologies from 2D. It involved having a deep conviction that 3D technologies can help them be more competitive. It was not easy, because this industry was dominated by tradesmen with decades of experience using 2D. I worked with leaders of industry; our customers, government agencies and R&D team. I knew I played a significant part in this transformation.

Q - How would you help turbo-charge the performance of sales reps in the region?

ST: Sales Reps must know and understand their responsibility and be held accountable for their role. We have demystified the sales process and broken it down into simple KPIs to be achieved weekly. Sales reps who want to be more successful just need to hold themselves accountable to achieve these KPIs , perform really well and keep improving the quality of execution. Last year, we re-created cold-calling, an activity dreaded by most sales reps, and transformed it into an engaging activity. We created "Build SolidRevenue", where all sales reps will do their prospecting and appointment-setting as a team. We ran contests with the winner being the person who gets the most appointments for each session. The sales reps loved it because they

could do this with friends and the session become fun. They learnt a lot and exchanged knowledge by learning together. It created unexpected teamwork among the sales reps, which was a BIG bonus!! We can definitely take our performance to the next level. My goal is to inspire every sales rep to make an impact in the market and industry they serve. They are helping companies around them to become bigger and better by improving their product design and innovation. This allows companies to become more competitive not just around the region but also on the world stage.

Q - Tell us more about the social selling initiative and how it was conceived?

ST: During this year's SOLIDWORKS World, leaders of the Professional Channel articulated that social selling cannot be ignored so we should try to embrace it although some countries in AP South can be slow to adopt such platforms. Yet, we see that some countries are already ahead of the game – Indonesia is well-connected on social media. So, how can our sales reps use social media to influence people? We bring a lot of value to the table as we have great knowledge. However, today's customers and buying behavior have changed and customers can learn a lot by themselves. Here, we are able to help in the information gathering process. We used to bring information to people, but now, we engage them in conversations. Hence we have to contribute content, give people something useful before asking them for sales opportunities.

Q - What are your dreams and hopes for the AP South region and the SOLIDWORKS community?

My dreams is for SolidWorks to become the de-facto standard for product design and innovation in AP South. I hope our VARs, through collective best practice sharing, will develop industry-specific solutions so our customers can improve their product innovation, be able to use our technology to engage and win more of their customers and most importantly improve their revenue.

SOLIDWORKS already has a vibrant and passionate community in AP South. There are many self-run user groups, and we are ahead of competition in this aspect. I hope that our users will be able to go beyond CAD, and explore our other solutions like Simulation, Enterprise PDM, Electrical and Composer that we have added over the years. I believe these solutions will enable our customers and users to be the best-in-c l a s s f o r p r o d u c t d e v e l o p m e n t a n d innovation.

We want to work with our customers to improve their revenue and this will be a good way to do so – I firmly believe that product innovation will be the biggest differentiator for companies to stay competitive.

Last but not least, I hope to increase my engagement with the community and maybe we will be able to do something that can impact the world,like designing something of use to the underprivileged.

Q - What do you think are the biggest success factors & game changers for the APS region?

ST: The biggest success factor would be our commitment to customer success.

Throughout my career, I have been blessed with excellent customers who have prospered using technology to improve their product innovation and push their competitiveness to the next level. Customers are now evolving into the experience industry – we have to partner and lead them in doing business in the age of experience, capture volume and become leaders. If we can make their products leverage the experience economy, we can transform their business and bring them success, which in turn means that we have succeeded.

As a software technology provider, we have to be

commit ted to our customers' success in p r o d u c t development and innovation. It's not just technology they are buying, but also a partnership that we h o l d e a c h o t h e r accountable for. I believe being near and a c c e s s i b l e t o customers is key to our partnership. We invest a lot in training and

certifying our channel technical support to ensure our customers have access to technical capabilities and support required. Our regular interaction with our customers enable us to look into industry focused solutions to escalate their technology adoption. Hence, the game changer for AP South will be our ability to be close to all our customers and offer fu l l suppor t capabilities.

In order to achieve that, we need a strategic long term growth and resource plan, and develop talent to grow the business. Expanding capacity and capability is critical to success.

4 ways to deliver an excellent customer experience

ConsultiveApproach to Solutions

Commitmentto Customer Success

TechnicalCapabilities & Availability

Proximity(RegularEngagement)

Julia Wee Ensuring that Innovation meets Engineering in Malaysia

Mdm Julia Wee is the current Chairman of IME Technology Sdn Bhd, the most established CAD, CAM and CAE solutions provider in Malaysia. They go way back to the 1980s and have since grown from strength to strength, with the aim of searching for and proposing the most suitable solutions to the needs and difficulties of the industry. In order to remain competitive, they are always exploring and introducing new technologies to the industry. Recently, Mdm Wee's dedication has also paid off as IME obtained the PC 2.0 Award for AP South. Mdm Wee shares more about one of the largest VARs in the ASEAN region.

Q - Tell us more about how IME was started, and how you grew the business into what it is today?

IME started from a one-man company by Mr Teoh (Founder & Chairman) back in 1980, as a service and repair centre for conventional milling and lathe machines. In the 1990s, IME started to venture into the CAD/CAM technologies to meet the growing demands of the industry. Year 2000 marks the year that IME became a total solution provider in CAD/CAM/CAE , inc lud ing Reverse Engineering and Rapid Prototyping services. Over the years IME has continued to grow and adopt new products and technologies, with the aim of providing one-stop solutions and services to the clients that we serve. With a greatly dedicated and devoted team, we continue to progress towards our Vision of being the Best-In-Class design and manufacturing solutions provider.

Q - Tell us more about yourself?

I am a highly determined person who believes that where there is a will, there is a way. Impossible is just not a word I favour and I refuse to give up without giving my best.

Q - In 3 words, how would you describe your working style?

C o m m i t m e n t , C o n f i d e n c e , a n d Concentration.

Q - What are the motivating factors for yourself, as the leader of IME?

There is nothing that drives me more than seeing the people grow with the company.

Q - How do you motivate your employees?

We listen to them, coach and guide them, and provide a platform for them to develop and grow.

Q - What is the hardest challenge you have faced for IME, and how did you overcome it?

The 1997 economic crisis is the hardest challenge I have faced. Back then, we were affected by the fluctuation of US currency, the withdrawal of funds from banks, and the stagnant market causing a downturn in business, leading to cash flow problems and difficulties in repaying principals.

We had to diversify hence we started to venture into the training business. Credit cards also helped to cushion the burden of daily operating costs.

Q - What are your dreams and hopes for IME and the SOLIDWORKS community?

To grow beyond the boundary of Malaysia.

Q - In your opinion, what are the key factors for success with Multi-Products?

The key factor would be to have a successful plan to up-sell and cross-sell.

Q - Which were the biggest reasons for IME's success?

Hard work, determination, and dedication, which is complementedby a good product. Success does not happen by chance but by choice. The vision of our founder TK Teoh to choose the best in class technologies to market determined our success and future.

Q - Moving forward, what do you think are the biggest game changers for IME?

To be the leader in 3D experience business in Malaysia and grow beyond the boundary of Malaysia.

A day in the life of an Application EngineerApplication Engineers (AEs) are one of the most crucial staff in a VAR – they offer technical support not only to customers but also have to work with many other internal stakeholders like Marketing FTEs and Sales Reps. These subject matter experts are vital in ensuring successful delivery of compelling technical content in different stages of the buying cycle. What is an AE's typical working day like? Nirodha Ariyaratne from Seacad Technologies, Singapore, tells us more.

Interview with

VAR AE

Q - Tell us more about yourself?

My name is Nirodha Ariyaratne and I've been working as an AE in SeaCAD technologies for over a year now. I graduated from the National University of Singapore as a Biomechanical Engineer w h e r e I w a s f i r s t i n t r o d u c e d t o SOLIDWORKS. Throughout my course, I was involved in projects and internships designing biomedical devices using SOLIDWORKS as the main design tool.

Q - Tell me more about how each day of work is like?

As a presales AE, my main focus each day is to promote SOLIDWORKS solutions to potential customers. Most of my time will be spent on meeting new prospects and understanding their needs, as well as preparing standard and customized SOLIDWORKS product demonstrations to present to them. Apart from that, I also assist in handling the technical support hotline where customers call if they face a n y te c h n i c a l p ro b l e m s w i t h t h e applications.

Sometimes you need to prepare and present customized product demonstrations based on the designs the prospects provide. As challenging it may be, I find it highly exciting to create demo materials that c l e a r l y s h o w c a s e t h e fe a t u re s o f SOLIDWORKS and demonstrate how it adds value to the prospect's designing process. Creativity is required to do this in a manner that will excite, engage and interest the audience.

Q - What excites and motivates you to do your best in your role as an AE?

Introducing our customers to SOLIDWORKS solutions has really changed the way they work and improved their productivity. Being able to be a part of that process really motivates me to do better every time.

Q - How do you hone your skills to achieve VAR AE Certification?

Whenever time permits, I will try to do some self-study. I'll go through the various training material available to teach myself the functions and features thoroughly and understand how to apply them effectively. This will help inculcate these skills in myself, making it easier to perform day to day demos as well as achieve VAR AE Certification.

Q - Which platform (face-to-face, social media, etc) do you use most when reaching out and interacting with Users?

I personally prefer a face to face approach when interacting with the users.

Q - Do they know of any Super User of SOLIDWORKS and why they are so passionate about SOLIDWORKS?

Yes, I have come across users who have been using SOLIDWORKS for over 10 years. Most of them tend to stick to SOLIDWORKS because they feel its features are more intuitive and user –friendly.

I believe these experienced users take part in SOLIDWORKS forums to discuss issues that they face . As for user group participation, I not that aware.

Q - From a Product Point of View, what are SOLIDWORKS' different iators and competitive advantage?

I f e e l S O L I D W O R K S o f f e r s m a n y comprehensive, one-stop solutions for engineering needs. They are also very user-friendly so anyone can pick up the software in a very short time span.

Q - How are you promoting Multi-Products/Solutions?

During each meeting we will try to spend at least 10-15 minutes highlighting the multi-products that SOLIDWORKS offers ensuring that the customers are aware of it.

Also during the demos, multi-product solutions such as Enterprise PDM and Composer are sometimes incorporated to add value. SeaCAD also conducts monthly seminars which place in-depth focus on Multi-Products/ Solutions.

Q - What makes a good to great AE?

To become a great AE, I feel one must be dedicated to his/her job. One must be able t o l e a r n f r o m e v e r y d a y j o b experiences/mistakes and make use of the resources available to find the right solution.

The Asia-Pacific Marketing Council is an annual event for the Professional Channel's marketing team (employees and VAR marketers) conceived with the objectives of providing a platform for networking and interaction, and for inspiring the team to deliver a strong H2 among many others. This is always an event jam-packed with activities – the Professional Channel works hard and plays hard, and everyone is bound to have an enjoyable and intellectually stimulating time. Held in the picturesque JW Marriott Phuket Resort & Spa, it was the perfect setting for an enriching and exciting Marketing Council.

The Marketing Council kicked off with a half-day teambuilding session – a Scavenger Hunt across the entire island to promote camaraderie and greater teamwork. It was an enjoyable event which allowed participants to collaborate and get to know one another better through many exciting activities across the entire island of Phuket like riding on an All-Terrain Vehicle (ATV) and Tug-of-War to name a few.

This year, there was a focus on strengthening the team's inbound marketing capabilities through Digital and Social marketing. As such, a Workshop was hosted by 2 colleagues from the Corporate Digital and Social Media Marketing team – Xavier Roy and Sunniya Saleem. It was a highly enriching experience for all, and Sunniya even remarked that she was “very impressed” by all the work that APAC marketers are doing in terms of inbound marketing.

A MEETING OF MARKETING MINDS 3DS Professional Channel Asia-Pacific Marketing Council 201425th – 27th June 2014, Phuket

COMMUNITY-IN-ACTION

There was more enablement in store as Rengarajan Thangasamy aka Renga and Michael Lu conducted a Lead Management Workshop, which was highly useful in understanding processes and Siebel – a sophisticated yet extremely powerful CRM platform.

The final day consisted of Geo marketing updates, a product quiz, various contests for VAR marketers and brainstorming sessions for PC APAC's 3 pillars of success: Inbound, Multi-Product and MCR. This rigorous process usually results in cross-fe r t i l i za t ion o f i deas th rough an understanding of the happenings in other regions, and new initiatives to reinforce PC APAC's 3 pillars of success: Inbound, Multi-

Product and MCR. Sharing of best practices a l so takes p lace , p rov id ing g reat development opportunities for every marketer. The product quiz also fostered a deeper understanding of new and existing products while the various contests provided an outlet for peer learning as well as an opportunity to earn lucrative prizes.

This year's Marketing Council was certainly a high-energy, action-packed meeting fullof interesting content and innovative ideaswith best-in-class marketing talents com-ing together, sharing best practices andhaving fun. It was truly a spectacular expe-rience which made every marketer look for-ward to next year's Council!

Q: What is the difference between Mechanical Engineers and Civil Engineers?

A: Mechanical Engineers build weapons and Civil Engineers build targets.

Civil vs. Mechanical Engineers

JUST FOR LAUGHS

A Mechanical, Chemical, and Computer Engineer are on a road trip. Suddenly, the car squeaks and grinds to a halt. The Chemical Engineer says: “Did you hear that squeak? That’s contaminated fuel, so we better clean the fuel lines!”

“Nah,” replies the Mechanical Engineer, “that was the piston seizing, so we better take the engine apart quick!”

The Computer Engineer remains quiet and after some prodding from the other two, he replies shyly, “Maybe if we could get out of the car and get back in again?”

An optimist says the glass is half empty.A pessimist says the glass is half full.An engineer says the glass is twice as big as it needs to be.

JUST FOR LAUGHS

The Internet of things has arrived