Andrew Brown, the executive director of Enterprise and IoT Research at Strategy Analytics, interviews Telit executives Bill Dykas, the product manager for IoT Platforms, and Ricardo Buranello, the global vice president of sales for IoT Factory Solutions, to discuss what the company is doing in IoT and how it is addressing the needs of its customers
Andrew Brown: As one of the leading IoT hardware and software vendors for more than 20 years, can you give us insight into what Telit customers are looking for from an IoT solution and how has it changed?
Bill Dykas: Telit is a highly diversified company. We have many different technologies for supporting customers around IoT; including hardware modules to help customers wirelessly connect their IoT applications, with technology including 2G, 3G, 4G, Cat M1, NB IoT, to short range such as Bluetooth and ZigBee to Wi-Fi, LoRa, Sigfox, GPS and GNSS. This gives us a deep view of the industry and we now have more than 7,000 customers using our technology. On top of the hardware, we have our software and services business and are a global MVNO. We approach this industry from multiple angles, from companies that are building consumer goods, to tracking devices and smart meters, to security systems/smart home alarms, through to the industrial IoT where companies are integrating IoT on the shop floor in large enterprises.
In the last 10-15 years, the market has changed dramatically. Around 15 years ago, the market was highly concentrated among fewer players, while today the market is highly fragmented. For example, our revenue comes from seven thousand customers, not a few. This is going to be the reality for IoT for a long time. Larger companies are trying to innovate or develop products using IoT concepts, or sell the benefits of IoT based on new revenue generation or reduced costs. Consolidation is happening in the IoT market, as larger companies are investing in this space.
The exposure that these companies have brought to IoT, coupled with our experience in the industry, will help us expand our presence in the market. In terms of our deployments, the efficiency and relative return on investment is clear.
AB: What companies is Telit working with to bring solutions to market? Why are strategic partnerships so important when you are a customer looking at deploying an IoT solution?
RB: Partnerships are critical to helping fuel our future growth in the IoT market. We have many examples of important partnerships, but some of our key partners include SAP, TechMahindra, Wind River, Cisco and Mitsubishi. SAP offers our software platform to their customers. We work closely with SAP to offer our technology to every customer with whom SAP is engaged. We offer our device management to their customers to simplify IoT data collection and normalisation and quickly send that data to target SAP databases and business applications. It allows customers to fully integrate things with web-based solutions, mobile apps and enterprise systems. For example, a car manufacturing production line has multiple machines that connect […]
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