Enabling Managed Service-based Solutions

(1)

Steve Whitehead

Technical Director, Comtech Holdings Ltd

Enabling Managed Service-based

Solutions

(2)

About Comtech

• Comtech empowers OEM’s & Solution Providers to:

• Provide end-to-end communication for remote machines • Deliver a managed services solution in their chosen market

• Focused on the “M2M within” any application

• Enables companies to focus on their core business

• Complete Solutions

• Wireless display messaging market

• Key landmarks

• 2000 first end-to-end M2M system - early pioneer • 2003 6 M2M related patents granted

• 2005 Major customers include:

– De Lotto – Camelot

– Bombardier Transportation – A major food company …

(3)

Agenda – migrate from just selling goods

• Part 1, Comtech

• Why offer managed services? • Enabling solutions

• Part 2, Invisible Systems

• Service Provider case • End user case

(4)

The problem selling goods

• Success breeds problems

• Competition

• Reduced Margins • Price pressure

• Grow to “stand still” • Markets saturate

• Growth

• Not on the “value of goods” • Reducing costs

• Acquisition & Mergers • Diversification

• Slow growth in established markets

(5)

Value of solution not price of goods

• Goods have valuable data

• Status, consumables, usage, local • Problems visible within business

• Create additional value

• Reduce costs

• Improve customer service • Increase revenues

• Service-based opportunities

• Across goods life-cycle, environment and associated “players”

• “Value of solution” not “price of goods”

• Service Provider role

• Solutions (not goods) to end users • A new way of thinking

Harbor Research

Many companies have realized that for every dollar of goods sold, there can be anywhere from $5 to $20 of

associated services and follow-on products, often at higher margins”

(6)

Potentially a complex solution

SIGNALSmart Category S Smart Services S Smart Services I Infrastructure I Infrastructure G Gateway G Gateway N Core Network N Core Network A Access A Access L LAN L LAN Smart Smart Devices Smart Smart Devices

Complete End-To-End Solution

Net w or k Se rvices Conne cti v ity

• Broad partnerships

• Different worlds!

• Service Provider focus

• Vertical Market

• Underlying Communication • Manage Partnerships

• Work outside core focus

• Out of necessity

• Would prefer to focus

• Core application • Core solutions • Related services Harbor Research Managed Services Application Middleware Gateway Fixed IP Internet WAN M2M Modem RF Ethernet Sensors Controllers

(7)

Simplify the value chain

Net w or k Se rvices Conne cti v ity

• Application “know how”

• Core Business

• Not comms “know how”

• Robust Solution

• Single enabler

• Win-Win Partnership

• Build on core competencies

• Rapid time to market

• Service adoption Harbor Research Managed Services Application Middleware Gateway Fixed IP Internet WAN M2M Modem RF Ethernet Sensors Controllers Services Application “M2M Within” Wrap Communication Elements

(8)

Solutions and service not technology

• No longer about technology

• From suppliers • Proven and robust

• Its about the business case

• From adopters

• Steering to service

• Vision

• Business Case

• Stake Holder Buy-in • Proof of Concept • Roadmap

• Learn and apply

(9)

Enabling solution example - µWEAVE

Net w or k Se rvices Conne cti v ity Harbor Research Managed Services Application Middleware Gateway Fixed IP Internet WAN M2M Modem RF Ethernet Sensors Controllers µWEAVE GSM/ GPRS GSM/ GPRS The Internet The Internet Partnerships in action Enabling M2M Service “Out of the box”

(10)

µWEAVE – Hardware

• Wireless module

• GSM/GPRS

• Embedded within device

• Data gathering

• AT-Command line

• Logging & Alarm processing • Scheduling

• Data transfer

• Managed • GSM/GPRS level • Application level SIGNALSmart Category S Smart Services S Smart Services I Infrastructure I Infrastructure G Gateway G Gateway N Core Network N Core Network A Access A Access L LAN L LAN Smart Smart Devices Smart Smart Devices

Net w or k Se rvices Conne cti v ity Harbor Research Managed Services Application Middleware Gateway Fixed IP Internet WAN M2M Modem RF Ethernet Sensors Controllers µWEAVE GSM/ GPRS GSM/ GPRS The Internet The Internet

(11)

µWEAVE – Software

• Web-based

management

• Communication • Database • Alarm processing • Notification • Reporting • Centralised Configuration • Administration • Export

• Application configurable

(12)

µWEAVE – Services

• Service-based model

• Hosted monitoring service

• Service platform

• Value Added Services

• Private label

• Service Provider brand

(13)

Wrap your application

• Tailored by OEM/VAR

• Application Hardware • Central Configuration • Value Added Services

• Many Applications

• HVAC-R, Cold chain, Beverage dispense, People counting, AMR, building services and automation etc. SIGNALSmart Category S Smart Services S Smart Services I Infrastructure I Infrastructure G Gateway G Gateway N Core Network N Core Network A Access A Access L LAN L LAN Smart Smart Devices Smart Smart Devices

Net w or k Se rvices Conne cti v ity Harbor Research Managed Services Application Middleware Gateway Fixed IP Internet WAN M2M Modem RF Ethernet Sensors Controllers Services Application µWEAVE GSM/ GPRS GSM/ GPRS The Internet The Internet

(14)

New start point to change business

• Blueprint for success

• Evaluation hours • Prototype days

• Deployment < 8 weeks • Minimal investment

• Configuration rather than design

• Enabling rapid rollout • Prove business models

fast • Fast ROI SIGNALSmart Category S Smart Services S Smart Services I Infrastructure I Infrastructure G Gateway G Gateway N Core Network N Core Network A Access A Access L LAN L LAN Smart Smart Devices Smart Smart Devices

Net w or k Se rvices Conne cti v ity Managed Services Application Middleware Gateway Fixed IP Internet WAN M2M Modem RF Ethernet Sensors Controllers Services Application Comtech “M2M Within”

(15)

Summary

• Service will change the landscape of markets

• Fundamentally different business proposition • Create competitive advantage … no going back! • Early adopters reap the most success

• Key to success

• WIN-WIN Partnerships

(16)

Steve Whitehead

Technical Director, Comtech Holdings Ltd

www.comtechm2m.com [email protected]

Telephone: +44 (0) 1942 851800