HfS Blueprint Report

Thriving In The As-a-Service Economy

Charles Sutherland Chief Research Officer [email protected]

HfS Blueprint Report

Internet of Things (IoT) Services

September 2015

©2015HfSResearchLtd. Proprietary│Page1

TOPIC PAGE

Execu?veSummary 2

ResearchMethodology 8

KeyMarketDynamics 15

ServiceProviderGrid 23

ServiceProviderProfiles 27

Market-WrapandRecommenda?ons 46

AbouttheAuthor 53

Table of Contents

Executive Summary


Introduction to the HfS Blueprint Report: Internet of Things (IoT) Services

n  TheInternetofThings(IoT)ServicesHfSBlueprintReportisafirsttakeattheemergingvaluechainofservicesdevelopingfromserviceproviderswhichareaddressingthispoten?allyhugeandtransforma?vetechnologystack.Unlikeotherquadrantsandmatrices,theHfSBlueprintiden?fiesrelevantdifferen?alsbetweenserviceprovidersacrossanumberoffacetsundertwomaincategories:innova?onandexecu?on.

n  HfSisemphasizingtheemergingnatureofIoTwith55%ofthetotalBlueprintscoringlinkedtoinnova?onbasedevalua?oncriteria.

n  HfSBlueprintReportra?ngsaredependentonabroadrangeofstakeholderswithspecificweigh?ngsbasedon1,109stakeholderinterviewsfromthe2014StateofOutsourcingSurveythatcovered:

•  ProcurementOutsourcingEnterpriseServiceBuyers•  ProcurementOutsourcingServiceProviders•  ProcurementOutsourcingIndustryInfluencers(sourcingadvisorsandmanagement

consultants)•  HfSSourcingExecu?veCouncilMemberswithProcurementengagements•  HfSResearchAnalystswithhands-onProcurementknowledgeandexperience


HfS Definition for the Internet of Things (IoT) Services

HfSDefinesIoTAs:1.  Theassocia?onofdatatoaphysicaldeviceand,2.  Thedeliveryofthisdatafromthatdevicetoacentralizedrepositoryforfurtherprocessing.

Note:Thedevicesdeliveringthedatamayormaynotcreatethedatathemselvesandmayormaynotprocesstheinforma7onpriortodelivery.i.e.Thesecanbeintelligentordumb–rangingfromanitemtaggedwithanRFIDchipthatiscodedwithauniqueiden7fiertoalargesophis7catedwindmillprocessingdataonsiteregardingitspowergenera7on.Further,thecommunica7onofthedatamaybedoneviaacombina7onofwiredand/orwirelessnetworks.Thesenetworkscanbeeitheropenorprivateandwhilethiscommunica7onisoFencarriedoutviaIPprotocol,itisnotarequirement.Asaresult,IoTincludesabroadsetofac7vi7essomeofwhichhavebeenongoingfordecadessuchascertainaspectsofindustrialcontrol.HfSdefinesIoTServicesasanyserviceproviderengagementdirectedatdevelopingassociatedstrategyforenterpriseembraceofIoTand/orassis?nganenterprisegatherdataassociatedwithaphysicalassetandcommunica?ngthatdatatoacentralizedplaeormforthepurposeofderivinginsightintohowitmayraiseopera?onalefficiencyorincreaserevenuethroughthecrea?onofnewproductsorservices.Thecri?calstar?ngpointformostIoTServicesengagementsisabusinessproblemorneed.


Why This HfS Blueprint on IoT Services Today?

AdebatehasbeguntorageacrossthetechnologylandscapetodayregardingIoT.IsitorisitnotthenextbigthingforEnterpriseIT?

Semi-pessimistsviewIoTaslargelyanindustrialfocusedopportunitywherebigassetsarebehermone?zedandcontrolledviaintelligentdigitalinterfaces.ThesefolksseeIoTasnothingnewand-whileanimportanttrend-notonetogetoverlyexcitedabout.Op?mists,typicallythosewhomorerecentlyturnedtheirahen?ontoIoT,maintainabroadervisionthathonesinonwhatispossibleratherthanprobable.

Oienwiththesedebatesthefinallevelofac?vityrestssomewherebetweenthetwo.This?me,however,weseeoneofthoserareexcep?onswhenrealitymaylikelysurpasstheexpecta?onsofboth.Thereasonistwofold:

•  First,thedefini?onofIoTisexpanding.ThisisbecauseIoTisnotatechnologymarketbutagotomarketconceptthatincorporatesthedeploymentofcoreemergingtechnologiesalreadybeingac?velydeployedtoday.BigData,Analy?cs,Mobility,andCloudareallenablersofIoTandthisallows–evenrequires–ittobecomeaunifyingtheme.

•  Second,thescopeofwhatisprobableisontherise.Asthecostofcrea?ng,gatheringandanalyzingdatacon?nuestodrop,converselythebusinesscasesfordoingsocon?nuetoexpand.AsaresultIoTisbeginningtotoucheveryindustry,andwean?cipatethiswillacceleratein2016+.


Key Highlights: The State of the IoT Services Market

n  ProofsofConcepts(PoCs)leadthemarket.TodaythediscussionisledbydisruptorsembracingIoT–fromconsumerapplica?onslikeUberandAirbnbtoindustrialusessuchasGE’srevampoftheairlineenginebusiness–butthecurrentmarketrealityhasfewenterprisesembracingIoTbeyondafewcoreareasthathasbeenopera?nginthisfashionforyears.(Thinkfactoryautoma?on.)Yetcomplacencyistobeavoided.HfShasseenaexplosioninPoCsduring2015andexpectmanyofthesetogointoproduc?onduring2016.

n  ThereisnothingclosetoaconsensusonIoTservices.ServiceprovidersareapproachingtheIoTopportunityfromeveryconceivableangle.NotonlyisitofanamorphousnaturebutIoTbridgesmul?plecompetenciescurrentlyhousedwithindifferentprac?celines.Needingtotapengineering,analy?cs,mobilityandcloud,individualserviceprovidersarebeingpragma?cwithapproachesandthismeanseachisdefiningitsothatitleadswiththemostrelevantcapabili?es.

n  SystemsThinkingmaybethenextbigskill.Theabilitytogenerateandgatherdataonabroadrangeofphysicalassetsandinterac?onswillonlyyieldvalueiftherightinsightandac?oncanbeunderstood.SystemsthinkingcombinesamixofartandsciencethatiswellsuitedtothischallengeandHfSexpectsanup?ckininterestasenterpriseslooktograsptheopportuni?esavailabletothemviaIoT.

n  IoTopportuniHesrequiringcompeHtorstocollaborate.GepngvaluefromIoTmeansharnessing“thenetworkeffect”wherethevalueofindividualinputstakesonmoremeaningasthenumberofinputsgrow,itisIoT.Plaeormsthatintegratedatafrommul?plesourceswillbetheonesthatyieldgreatestvalue.ManufacturersandserviceproviderswillneedtobeopenwithAPIsiftheofferingsaretobe?edintotheemergingnewweb.


Key Highlights: The State of the IoT Services Market (Continued)

n  Learningtopartnerbecomingakeyskill.Fortradi?onalITserviceproviders,thecomplexitysurroundingIoTwilldriveeachtopartnerwithabroaderrangeofcompaniesandaseachdoesitwillheightenitsabilitytodosowellasakeydifferen?ator.ThereisnothingclosetoasetofIoTstandardstodayandlikelyneverwillbeforyearsasthebroadrangeofsensor,networkanddataprotocolsallmakesensewithintheuniquemarketsforwhichtheyhaveemerged.Therefore,s?tchingallthistogetherquicklywillbeakeyneedanditdoesnotmakesenseforanyonefirmtodevelopexper?seinitall.

n  Riskhasbecomeathirddimensionofgo/no-goalongsidevalueandcost.EnterprisebuyersareadvisedtolookatoverallriskasakeycriteriainthedecisionwhethertopursueastrategybasedonIoT.Ataminimum,theyneedtoensuresomeoneattheirfirmistakingaholis?cviewofriskandsecuritysoastopreventpiecemealpartsofIoTfromopeningupvulnerabili?estotheen?recompanyinunforeseenways.

n  StrategicnatureofIoTtodaylimiHngleverageacrossclients.MostenterprisesembarkingdowntheIoTpathseeitastrategic–whetherinincreasedopera?ngefficiencyorallowingthemtoenternewmarketsorserveoldonesinnewways.Assuch,enterprisesarekeepingtheac?vi?esunderwrapsandrequiringserviceproviderstodothesame.

Research Methodology


Research Methodology

DataSummary

n  Morethan1,080datapointswerecollectedfrommorethan56IoTServicescontracts,covering18majorserviceproviders.TherewereotherssuchasWipro,HCL,HPandCapgeminiwhoseIoTserviceofferingsares?llevolvingandwerenotyetinaposi?ontobeincludedbutwhichwewillreportonlater.

n  DatawascollectedinQ2-Q32015,coveringbuyers,providers,andadvisors/influencersofIoTServices.

ParHcipaHngServiceProviders

ThisReportisBasedOn:n  TalesfromtheTrenches:Interviewswere

conductedwithbuyerswhohaveevaluatedserviceprovidersandexperiencedtheservices.Someweresuppliedbyserviceproviders,butmanyinterviewswereconductedbyHfSExecu?veCouncilmembersandpar?cipantsinourextensivemarketresearch.

n  Sell-SideExecuHveBriefings:Structureddiscussionswithserviceproviderswereintendedtocollectdatanecessarytoevaluateinnova?on,execu?onandmarketshare,anddealcounts.

n  HfS“StateofOutsourcing”Survey:Theindustry’slargestquan?ta?vesurvey,conductedwiththesupportofKPMG,coveringtheviews,inten?ons,anddynamicsof1,100+buyers,providers,andinfluencersofoutsourcing.

n  PubliclyAvailableInformaHon:Financialdata,websiteinforma?on,presenta?onsgivenbyseniorexecu?ves,andothermarke?ngcollateralwereevaluated.


IoT Services Value Chain

IoTCONSULTING

•  Strategicplanningandbusinesscasedevelopment

•  Governancestrategy•  IoTtechnologyroadmap(referencearchitecture)

•  CustomAppDev(dashboards,visualiza?on,etc.)

IoTENABLEMENT

•  Productengineering•  Sensordevelopment•  Soiwareengineering•  Embeddedtechnology•  Devicesecurity

IoTCONNECTIVITY

•  Networkengineering•  Networkimplementa?on

•  Networksecurity

IoTINTEGRATION

•  Databasedesignandbuild

•  Analy?csImplementa?on

•  Systemintegra?on•  Applica?onmoderniza?on

IoTMANAGEMENT

•  Devicemanagement•  Cloudhos?ng•  Networkmanagement•  Datasecurity

IoTServicesarethosethatdesign,create,andmanageapathwayforthephysicalworldtoentertheAs-a-ServiceEconomybycrea?ngabridgebetweenhardgoods(&services)anddigitalinfrastructure.

IoTServices,however,donotincludethefollowingac?vi?eswhenconductedasastandaloneservice:deployingoropera?nganaly?cs;implemen?ngorrunningadatarepository;developingordeliveringanetwork;andcrea?ngormaintainingaphysicaldevicewiththecapacitytocreateandor/communicatedata.Thosestandaloneac?vi?eswouldbeclassifiedasAnaly?cs,BigData,NetworkImplementa?on,andProductEngineeringServices,respec?vely.

KeytoServicesMaturityontheServiceProviderProfilePages

LessMatureServices

MoreMatureServices

Maturityisbasedoffthefullsetofweigh?ngcriteriaforIoTServices,andthefiveboxesarethefiveareasofthevaluechain

ReliesonPartners


Key Factors Driving the HfS Blueprint

EVALUATIONCRITERIA

Twomajorfactors:•  ExecuHonrepresentsserviceproviders’abilitytodeliverservices.Itincludesbutisnotlimitedto:–  Customersa?sfac?on–  Toolsandmethodologies–  Technologyexper?se

•  InnovaHonrepresentsserviceproviders’abilitytoimproveservices.Itincludes:–  IndustryandProcessexper?se–  Collabora?oncapabili?esand

partnerships–  IoTspecificofferings

CRITERIAWEIGHTING

Criteriaareweighedbycrowdsourcingweigh?ngsfromthefourgroupsthatmahermost:

•  EnterpriseBuyers•  ServiceProviders•  HfSResearchAnalystsTeam•  Advisors,Consultants,andIndustryStakeholders


HfS IoT Services Blueprint Scoring Percentage Breakdown

EXECUTION 45.0%

QualityofCustomerRelaHonships 15.0%QualityofAccountManagementTeam 5.0%HowServiceProvidersIncorporateCustomerFeedback 10.0%

Real-WorldDeliverySoluHons 20.0%ProprietaryDeliveryModels 15.0%StandardDeliveryMethods 5.0%

FlexiblePricingModelstoMeetCustomerNeeds 10.0%

INNOVATION 55.0%

FutureAlignmentwithChangingMarket 25.0%Acquisi?onandInvestmentStrategy 5.0%PartnershipEcosystem 10.0%Collabora?onandDevelopmentTechniques 10.0%

StrengthofVisionforIoTServices 15.0%

AbilitytoGoBeyondStage1(DigiHzaHon)inIoT 15.0%

Crea?onofProprietaryFrameworksforAnalyzingNeeds 5.0%IndustryExperience 10.0%

TOTAL 100.0%


Blueprint Scoring Definitions: Execution

EXECUTION Howwelldoestheserviceproviderexecuteonit'scontractualagreementandhowwelldoestheserviceprovidermanagetheclient/providerrelaHonship?

QualityofCustomerRelaHonships HowengagedareserviceprovidersinmanagingtheclientrelaHonshipbasedonthefollowingmetrics:qualityofaccountmanagement,serviceprovider/clientengagement,andincorporaHonoffeedback?

QualityofAccountManagementTeam Whatisthequalitylevelofprofessionalskillsintheaccountmanagementteam?

HowServiceProvidersIncorporateCustomerFeedback

Howhaveserviceproviderstakenfeedbackandincorporatedthatfeedbackintoofferings?

Real-WorldDeliverySoluHons DoesthesoluHonprovidedcomparefavorablytopeerswithregardtovaluecreaHonthroughcurrentofferings,partnerships,subjectmagerexperHse,anddeliverymodels?

ProprietaryDeliveryModels Whatifanyproprietarysoiwareplaeormsandprocessstructureshastheserviceprovidercreatedtodelivertheseservices?

StandardDeliveryMethods Whatifanystandardsoiwaretoolsandbusinessplaeormsdoestheserviceprovideru?lizedtodelivertheseservices?

FlexiblePricingModelstoMeetCustomerNeeds

Howflexibleareserviceproviderswhendeterminingpricingofcontracts?HavetheserviceprovidersalignedthesetermswiththeuniquedemandsaroundIoTprojects?


Blueprint Scoring Definitions: Innovation

INNOVATION InnovaHonisthecombinaHonofimprovingbothservicesandbusinessoutcomes.

FutureAlignmentwithChangingMarket Howfuturelookingistheserviceproviderintermsofaligningitself–bothinskillsandofferings–withtheevolvingmarketdemand?Isitkeepingpace,afastfollower,orleadingtheway?

Acquisi?onandCapabilityDevelopment Howdoestheserviceproviderincorporatecapabilitydevelopmentinvestmentsincludingacquisi?onsintoitsstrategyandwhathasbeenaccomplishedalready?

PartnershipEcosystem Whatistheroleofpartnershipsinthedevelopmentoftheserviceprovider’ssolu?onecosystem?Howextensiveisthecurrentpartnershipecosystem?

Collabora?onTechniques HowwelldoestheserviceprovidercollaboratewithclientsandpartnerstodevelopPoCsintofullscalebusinesssolu?onsandIoTofferings?

StrengthofVisionforIoTServices DoestheserviceproviderhaveastrongvisionforservicesacrosstheIoTvaluechain?

AbilitytoGoBeyondStage1inIoT HowwellhaveserviceprovidersintegratedinnovaHvenewapproachesandemergingskillsandtechnologiesintoservices?DoesitalsobringthecoretechnologyplajormtoassistanenterprisedeploythenextlevelofIoTsoluHons?

Crea?onofProprietaryFrameworksforAnalyzingNeeds

Whatifanyproprietaryframeworksdoestheserviceprovideru?lizetoanalyzetheunderlyingbusinessneed?

IndustryExper?se DoestheserviceproviderhaveanyindustryIoTspecificofferings?Ifso,whatarethenatureoftheseandhowfaradvancedisitinbuildingthisareaout?

Key Market Dynamics


IoT Services are Based on Realizing the Eight Ideals of the As-a-Service Economy

LEGACYOUTSOURCING AS-A-SERVICEECONOMY

Resolveproblemsbylookingfirstattheprocess 1.DesignandSystemThinking Generatecrea?vesolu?onsby

understandingthebusinesscontext

Complex,oienpainfultechnologyandprocesstransi?onstoreachsteadystate 2.BusinessCloud “PlugandPlay”businessservices

Fragmentedprocessesrequiringmanualinterven?ons,mul?pletechnologies 3.IntelligentAutomaHon Blendingofautoma?on,analy?cs,and

talent

Opera?onsstaffdoingmostlytransac?onaltasks 4.ProacHveIntelligence Opera?onsfocusedoninterpre?ngdata,

seedingnewideas

Ad-hocanalysisonunstructureddatawithlihlebusinesscontext 5.IntelligentData Real-?meappliedanaly?csmodels,

techniques,andinsightsfrombigdata

Legacytechnologyinvestmentsdrainbudgetstoremainfunc?onal 6.WriteOffLegacy Useofplaeorm-basedservicesmakes

manytechinvestmentsredundant

Governancestaffmanagecontractsandservicelevels 7.BrokersofCapability Governancestaffmanagetowards

business-drivenoutcomes

Pricingandrela?onshipsbasedoncost,effort,andlabor 8.IntelligentEngagement Pricingandrela?onshipsbasedon

exper?se,outcomes,andsubscrip?ons

Simplifica)on


IoT Services are Incorporating the Ideals of the As-a-Service Economy

IDEAL AS-A-SERVICEIDEALDEFINITION

NONEXISTENT INITIAL EXPANSIVE EXTENSIVE ALL

PERVASIVE

DesignThinking

Genera?ngcrea?vesolu?onsbyunderstandingthebusinesscontext 2015

BusinessCloud

“PlugandPlay”businessservices2015

IntelligentAutomaHon

Blendingofautoma?on,analy?csandtalent 2015

ProacHveIntelligence

Opera?onsfocusedoninterpre?ngdata,seedingnewideas 2015

IntelligentData

Real-?meappliedanaly?csmodels,techniques,andinsightsfrombigdata

2015

WriteOffLegacy

Useofplaeorm-basedservicesmakesmanytechinvestmentsredundant

2015

BrokersofCapability

Governancestaffmanagetowardsbusiness-drivenoutcomes 2015

IntelligentEngagement

Pricingandrela?onshipsbasedonexper?se,outcomesandsubscrip?ons

2015


IoT Is Embedded in the HfS Digital Framework

AS-A-SERVICEIDEALS:  DesignThinking

  BrokersofCapability

  IntelligentEngagement

BACKOFFICEFRONTOFFICEEMPLOYEESCONSUMERSSKILLSCAPABILITIES

ENTERPRISEBRAND

INFRASTRUCTUREUnderlyingtechnologiesandservicesthatsupportcoreoperaHonalcommunicaHonsanddata:CIO,CISO,CTROENABLINGTECHNOLOGYService&technologyenablersprovidingdataandbridgingtheEnterprise–Consumergap:CIO,CTO,CXO,CRO

OMNICHANNELServicesandApplicaHonsthatfacilitatethepersonalizedexperience:CMO,CXO,CTRO

AS-A-SERVICECommitmenttoincorporateAs-a-ServiceIdealsintotheBusiness:FocusofenHreexecuHve/businessteam.

CONSUMERENGAGEMENTElementsthatshapethedigitalexperienceacrossallplajorms,technologies,channels:CMO,CXO,CCO,CTRO


  IntelligentAutomaHon

  IntelligentData

  ProacHveIntelligence


  BusinessCloud

  WriteOffLegacy

THE8IDEALSOFTHEAS-A-SERVICEECONOMY:

1.   DesignThinking2.   BusinessCloud3.   IntelligentAutomaHon4.   ProacHveIntelligence5.   IntelligentData6.   WriteoffLegacy7.   BrokersofCapability8.   IntelligentEngagement

AS-A-SERVICEROLES:  CEO: ExecuHve  CMO: MarkeHng  CTRO: Trust/Risk  CIO: InformaHon  CISO: InformaHonSecurity  CTO: Technology/Product  CXO: CustomerExperience  CCO: Client/Consumer  CHRO:HR/Talent


IoT Services Value Chain

IoTCONSULTING

•  Strategicplanningandbusinesscasedevelopment

•  Governancestrategy•  IoTtechnologyroadmap(referencearchitecture)

•  CustomAppDev(dashboards,visualiza?on,etc.)

IoTENABLEMENT

•  Productengineering•  Sensordevelopment•  Soiwareengineering•  Embeddedtechnology•  Devicesecurity

IoTCONNECTIVITY

•  Networkengineering•  Networkimplementa?on

•  Networksecurity

IoTINTEGRATION

•  Databasedesignandbuild

•  Analy?csImplementa?on

•  Systemintegra?on•  Applica?onmoderniza?on

IoTMANAGEMENT

•  Devicemanagement•  Cloudhos?ng•  Networkmanagement•  Datasecurity

IoTServicesarethosethatdesign,create,andmanageapathwayforthephysicalworldtoentertheAs-a-ServiceEconomybycrea?ngabridgebetweenhardgoods(&services)anddigitalinfrastructure.

IoTServices,however,donotincludethefollowingac?vi?eswhenconductedasastandaloneservice:deployingoropera?nganaly?cs;implemen?ngorrunningadatarepository;developingordeliveringanetwork;andcrea?ngormaintainingaphysicaldevicewiththecapacitytocreateandor/communicatedata.Thosestandaloneac?vi?eswouldbeclassifiedasAnaly?cs,BigData,NetworkImplementa?on,andProductEngineeringServices,respec?vely.


Maturityisbasedoffthefullsetofweigh?ngcriteriaforIoTServices,andthefiveboxesarethefiveareasofthevaluechain

LessMatureServices

MoreMatureServices

ReliesonPartners


The Current Maturity of IoT Service Value Chain

CONSULTING ENABLEMENT CONNECTIVITY INTEGRATION MANAGEMENT

StrategicPlanningandBusinessCaseDevelopment

ProductEngineering

NetworkEngineering

DatabaseDesignandBuild

DeviceManagement

GovernanceStrategy

SensorDevelopment

NetworkImplementa?on Analy?csImplementa?on Cloud

Hos?ng

IoTTechnologyRoadmap(Reference

Architecture)

SoiwareEngineering

NetworkSecurity

SystemIntegra?on

NetworkManagement

CustomAppDevelopment

EmbeddedTechnology

Applica?onModerniza?on

DataSecurity

DeviceSecurity

Mature Compe??vemarketwithexamplesofserviceofferingsandcustomercasestudiesfromlargenumberofserviceproviders

Nascent Marketindevelopmentwithmorelimitedexamplesofserviceofferingsandcustomercasestudies


The Current Maturity of Service Provider IoT Service Offerings

CONSULTING ENABLEMENT CONNECTIVITY INTEGRATION MANAGEMENT

Accenture

Atos

Cognizant

Dell

EPAM

Genpact

Harman

IBM

IGATE

Infosys

Luxoq

NiiT

NTTData

TCS

TechMahindra

Tieto

Unisys

Virtusa

LessMatureServices

MoreMatureServices

ReliesonPartners



IoT Solution Examples Across Verticals

INDUSTRYVERTICALS EXAMPLES

Aerospace ConnectedAerospace,ConnectedRepairSolu?ons

AutomoHve&TransportaHon ConnectedCar,InsuranceTelema?cs,FleetManagement,ConnectedShip,Interac?veGeospa?alSolu?on,ConnectedEVSta?ons,Predic?veAnaly?cstoReduceMaintenance&WarrantyCost,

Manufacturing ConnectedAssetManagement,ConnectedWorkers,RemoteDiagnos?c&Predic?veMaintenanceforIndustrialMachines,StolenAssetRetrieval,TransparentSupplyChain,ConnectedShopfloor

Buildings ConnectedHome,SmartEnergy,ConnectedBuilding

Agriculture PrecisionFarming,FarmtoFork

ConsumerElectronics SmartWearables,Subscrip?onEnablementPlaeorm,Authen?ca?onApplica?onsForWearables

UrbanInfrastructure SmartParking,SmartLight,SmartBin,SmartWaste,DigitalUndergroundMapping,InfrastructureMonitoring,BridgeMonitoring

Healthcare&LifeSciences ConnectedHealthcare,HealthFacilityWayFinding,VirtualCarePlaeorm,Pa?entEngagementPlaeorm,ConnectedPa?ent,EmergencyManagement

Oil&Gas DigitalOilField,SmartDrilling,SmartOilTransporta?on

UHliHes SmartGrid,SmartMetering,ConnectedPowerPlant,ConnectedSolarFarm,ConnectedWindFarm

Mining&Resources ConnectedMines

BFSI Cryptocurrency,BlockChainAssetManagement,BeaconsforCommerce

Service Provider Grid


Todis?nguishprovidersthathavegoneaboveandbeyondwithinapar?cularlineofdelivery,HfSawardstheseprovidersa“Winner’sCircle”or“HighPerformer”designa?on.Thebelowprovidesabriefdescrip?onofthegeneralcharacteris?csofeachdesigna?on:

Winner’s Circle and High Performers Methodology

WINNER'SCIRCLE:

Organiza?onsthatdemonstrateexcellenceinbothexecu?onandinnova?on.

•  Fromanexecu)onperspec?ve,providershavedevelopedstrongrela?onshipswithclients,executeservicesbeyondthescopeofhipnggreenlights,andarehighlyflexiblewhenmee?ngclients’needs.

•  Fromaninnova)onperspec?ve,providershaveastrongvision,concreteplanstoinvestinfuturecapabili?es,ahealthycross-sec?onofver?calcapabili?es,andhaveillustratedastrongabilitytoleverageexternaldriverstoincreasevalueforclients.

HIGHPERFORMERS:

Organiza?onsthatdemonstratestrongcapabili?esinbothexecu?onandinnova?onbutarelackinginaninnova?vevisionorexecu?onagainsttheirvision.

•  Fromanexecu)onperspec?ve,providersexecutesomeofthefollowingareaswithexcellence,butnotallareas:highperformershavedevelopedworthwhilerela?onshipswithclients,executeservicesandhitallofthegreenlights,andareveryflexiblewhenmee?ngclients’needs.

•  Fromaninnova)onperspec?ve,providerstypicallyexecutesomeofthefollowingareaswithexcellence,butnotallareas:haveavisionanddemonstratedplanstoinvestinfuturecapabili?es,haveexperiencedeliveringservicesovermul?plever?calcapabili?es,andhaveillustratedagoodabilitytoleverageexternaldriverstoincreasevalueforclients.


IoT Services Service Provider Matrix 2015 INNOVA

TION

EXECUTION

OneSourceVirtual

KPMG

Winner’sCircle

HighPerformers

NIIT

Luxoi

IGATE

Harman

Unisys

EPAM Virtusa

Genpact

NTTDATA

Tieto

Infosys

DellServices

CognizantAccenture

AtosTCS

IBMTechM


Major Service Provider Dynamics: Highlights

EXECUTION

•  Atos,HarmanandTechMahindraallcitedfortheirproprietarydeliverymodels.ManyenterprisebuyerscitetheirIoTini?a?vesasbeingstrategicforthesuccessofthefirmandmanyareundersignificantpressuretoprogresstheirimplementa?onsquickly.Serviceprovidersthatarealreadyinves?nginIoTdeliverymodels,aheadofengagements,arerapidlygainingtheadvantageoverthosewhicharerelyingonclientsclientstofundtheirinvestments.

•  Atos,TCS,Accenture,NTTDATA,andTechMahindraalreadyofferAs-a-ServicepricingforIoT.IoTenablesanenterprisetoexperimentwithnewas-a-Servicebusinessmodelsbyshiiingthetradi?onalone?meproductsaletothatofanongoingsubscrip?onbuiltaroundapromisedoutcome/seriesofoutcomes.Tosupportthis,ambi?ousserviceprovidersmustmakeboldadjustmentstotheirexis?ngrevenuemodels,makingsomeshorttemrevenuesacrificesforthelongertermgainintheprocess.

•  Cognizant,Tieto,TCS,Infosys,andDellServicesdemonstrateastrongwillingnesstoco-investwithclientstodevelopnewsoluHons.GepngresultsintheuncertainrealmofIoTrequiresenterprisestotakeconsiderablerisks.Theseproviderswerecitedfortheirstrengthinundertakingthejourneyaswell.

INNOVATION

•  IBM,Genpact,NIIT,Luxoq,Unisys,andAccentureseenasstronginindustryand/orprocessexperHse.ThetechnicalaspectsofIoTareoientheeasiestpart.UnderstandinghowcoreprocessescanbeimprovedandalignedwithIoTini?a?vesiswheresomeofthebiggestgainswilloccurandtheseprovidersallperformedwellinthisregard.

•  IBM,Harman,andTechMahindraaggressiveinacquiringthecapabiliHestheyneed.IoTbringsaneedfornewtechnicalcapabili?esbeyondtradi?onalITmarkets.Sensorsandtheemergingcommunica?onprotocolsthatarebeingdeployedtolinkthemtogetheraswellasnewdataplaeormsrequiretradi?onalITserviceproviderstogathernewcapabili?esandskills.Thesethreeprovidersareaggressivelydoingsobyacquiringthetalenttheyneed.

•  Cognizant,Genpact,IGATE,EPAM,andNIITreachthehighestlevelsofcooperaHon.Whilemostserviceprovidersreceivedgoodmarksforworkingalongsidetheirclients,thesefivewerehighlightedastruepartnersinworkingalongsidecustomersastheysolvedapar?cularneed.

Service Provider Profiles

LessMatureServices

MoreMatureServices

ReliesonPartners


Accenture AbreadthofrobustplaIorm-basedofferings,IoTexpertbenchstrengthandAs-a-ServicepricingmodelsmakeAccenturealeadingIoTpartnerWinner’s Circle

BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms

Self-declaredFTEs:~1,100OrgStructure:Accenture’sIoTprac?ceisrunbyCraigMcNeilwithintheAccentureMobilityPrac?cewhichispartoftheAccentureDigitalGrowthPlaeorm.DeliveryCenters:•  30%Onshore(US,Europe,andAsia)•  70%Offshore(India55%;Philippines10%;EasternEurope:5%)

Accenture’sIoTprac?ceisorganizedinto5businesstowerswhosefocusistoproduc?ze“As-a-Service”ver?calsbasedonspecificusecases.Thefivetowersare:ConnectedTransport;ConnectedSpaces;ConnectedOpera?ons;ConnectedHealth;ConnectedCommerce.

TargetIndustries:AccenturetargetstheG2000across:TransportandIndustrialEquipment,Health,PublicService,ConsumerGoods,Retail,Banking,Insurance,CapitalMarkets,Media&Entertainment,Electronics&HighTech,Communica?ons,U?li?esandEnergy

RelevantRecentAcquisiHons•  Evopro(2014)•  Symbian(2011)RelevantStrategicInvestments•  VenueNext(2015)•  Crihercism(2014)•  Apigee(2013)Partnerships:•  Intel•  Microsoi•  Apigee•  AmazonWebServices•  GE•  Cisco

•  ConnectedVehicle,InsuranceTelema?cs,FleetManagement,ConnectedShipetc.

•  ConnectedHomeofferingsforU?li?esandTechnologycompanies,DigitalUndergroundMapping,SmartBuildingssolu?onsetc.

•  ConnectedAssetManagement,ConnectedWorkers,PrecisionFarming,ConnectedMines,IIOTSecurity,SmartWearables,DigitalOEMetc.

•  IoTVirtualHealthstrategies,HealthFacilityWay-Finding,IoTVirtualCarePlaeorm,IoTPopula?onHealthManagement,HealthAssetManagement

•  Cryptocurrency&ProcessingStrategy,BlockChainAssetManagement,Tokeniza?on,PaydiantEcosystemEnablement,BeaconsforCommerceetc.

IoTServicesOfferingMaturity:

IoTConsulHng

IoTEnablement

IoTConnecHvity

IoTIntegraHon

IoTManagement

Strengths Challenges

•  PorjolioofProprietaryUseCases.Accenturehasleverageditsdeepenterpriseandindustrialexper?setobuildoneofthemostthoroughreferencearchitecturesandcorrespondingplaeormsallowingclientstoquicklyembraceexperimenta?on.

•  CommigedPartnershipModel.AccenturehasmadethechoicetocommitaseriesofanchorpartnersinIoTrecognizingthestrengthofgoingtomarketwithleadersinrelatedareasoftechnology,withmorepartnerstocome.

•  ConnectedPlajormsAs-a-Service(CPaaS)Offering.AccenturehasdevelopedarobustplaeormthatquicklyenablesServiceOrchestra?on,AdvancedAnaly?cs,DataStreaming,Storage,Security,DeviceManagementforIoTopera?ons.CPaaScanbecustomizedtousedifferenttechnologyfrom,forexample,Microsoiand/orInteltomeetclientneeds.

•  ArrayofPricingModels.Offersafullrangeofpricingfromstandardcustomsolu?ontoofftheshelfpricingbasedonrelevantindustryunits(i.e.perconnecteddevice,perend-user,perconnec?ontoourplaeorm,pertransac?on,pervolumeofdataprocessed,etc.).Thisapproachenablesalowupfrontcostandfacilitatesbehercostcontrol.

•  IoTEnablementPotenHallyHamperedByComplexPartnering.AccenturedoesnothavethesamehistoryofprovidingengineeringservicesatthedeviceleveltosupportIoTenablementasmanyoftheotherWinner’sCircleserviceproviders.Formanyclients,thisisnotanissue,butinindustrieswhereclientsdonothavethesecapabili?esinternally,choosingAccentureforIoTsolu?onsmayleadul?matelytobuildingmorecomplexpartneringmodelstodeveloptheendsolu?on.

•  As-a-ServicePosiHoning.Accentureisac?velybuildingitsIoTofferingsaroundanAs-a-Servicemodel.Theseares?llearlydaysforthesemodelsandAccentureisworkingtocreatemarketmomentumandtheplaeormsbehindthiseffortinIoT.

BlueprintLeadingHighlights

•  FlexiblePricingModels•  StrengthofVisionforIoT•  Crea?onofProprietary

Frameworks•  IndustryExper?se


Atos TheSiemensalliance,IoTPlaIormandcapabili7esinsecuritymakeAtosaleadingIoTservicesprovidertodayWinner’s Circle


Self-declaredFTEs:~1,000(plusanaddi?onal3,500fromanaly?cs.)OrgStructure:Atosisdividedintotwoseparatebusinessunits–anITServicesdivisionandaPaymentande-ServicesdivisionknownasWorldline.IthasIoTofferingswithineach.DeliveryCenters:•  28%Onshore(US)•  42%Nearshore(Morocco5%;CzechRepublic7%;Austria30%)

•  30%Offshore(India)

AtosgoestomarketwithtwodedicatedIoTPrac?cessharingthesameIoTplaeorm.Onedeliversbespokeservicesaroundconsul?ngandSystemIntegra?onandtheotherprovideswhitelabelIoTcapacityasaBPOofferingviaWorldline.ItalsogoestomarketwithSiemens.

TargetIndustries:

Atosac?velytargetscompaniesofallsizeswithitsbespokeofferingsandB2B2BorB2B2Copera?onswithitsWorldlineofferings.•  Aerospace,Transporta?on,Manufacturing(Automo?veIndustry,MachineBuilders&HomeApplianceManufacturers),Manufacturerproductsretailers,PublicSector,Insurance

RelevantRecentAcquisiHons•  BlueElephantSystems:(2015)Partnerships:•  Telecommunica?ons:Orange,Transatel•  Naviga?onandLocatedBasedService:

HERE•  ElectronicConsumerDevices:SAMSUNG•  SmartEnergyServices:EEBUSAlliance•  Hardware:Ac?a,Con?nentalAutomo?ve•  AppliedResearch:Siemens

Worldline’ssolu?onsrangeincludes:•  ConnectedLivingEnabler:adedicatedIoTplaeorm•  WLConnectedVehicle:FleetMgmt,In-VehicleInfotainment,UsageBaseInsurance,VehicleRela?onshipMgmt

•  WLConnectedHome:HomeAppliancesMonitoring&ControlandRemoteDiagnos?cs,Inter-ObjectsscenariosforSmartHome&SmartEnergy

•  WLConnectedInfrastructure:StolenAssetsretrieval,Monitoring&Control,RemoteDiagnos?cs&Predic?veMaintenanceforIndustrialMachines,VendingMachines,CityInfrastructuresystems,etc.

•  AppShop,e-Paymentservices,Subscrip?ons’offerings.


IoTConsulHng

IoTEnablement

IoTConnecHvity

IoTIntegraHon

IoTManagement


•  SiemensAlliance.Siemensowns15%stakeofAtosandthetwocompaniescollaboratecloselyonavarietyofIoTprojects.InJuly2015,thefirmsannouncedanincreaseinitsjointcollabora?onbringing€150Minvestment,withmuchofthisgoingtowardsR&DaroundIoT.Thatcoupledwithajointgotomarketini?a?vesmeansitbringsaverystrongproposi?onwhenSiemen’sproductscomeintoplay.

•  TrueEndToEndProvider.Atosprovidesafullrangeofservicesfromdeviceengineeringandsensordevelopmentallthewaythroughtoopera?nganIoTasaserviceforaclientfirm,withreferenceclientsforeach.Addi?onally,Atosispursuingaver?calIoTstrategydevelopingsolu?onsin10clearmarkets.

•  EffecHveIoTPlajormToAccelerateProjectIniHaHves..HavingmadesignificantupfrontinvestmentsinabuildinganIoTplaeormthatiseasilyconfigurable,Atoscangetaprojectupandrunningquicklyandatlowercostthanifitneededtobeassembledfromscratch.

•  IoTSecurity.AtosapproachestherisksofIoTheadonandbydoingsomakessureitisaconsistentthreadacrossallaspectsoftheIoTServicesValueChain.Coupledwithitsabilitytodeliveracrossallphasesmeansitcanensurealock?ghtenvironmentwithoutthechallengesthatariseduringahandoff.

•  DeliveryInNewAreas.WhileclientscitedAtos’sstrengthinmee?ngthedemandsofdevelopingnewcapabili?esitwasalsosaidthiscanleadtounderes?ma?ngtheini?alresourcesthatwillberequiredtogetthejobdoneon?me.However,clientsalsopointedoutthatAtoswasabletocorrectthisbyalloca?ngmoreFTEsfromwhatisarapidlygrowingprac?ce.

•  NearshoreDelivery.AtosisveryreliantonnearshorebasedresourcesforIoTwhichisachallengeforsomeclientsgiventheuncertaintyandcomplexitysurroundingmostIoTprojectswhichoiencauseclientstowanttofeelsurroundedbyon-siteteams.ToAtos’scredit,itseemsthoughtthatwhenthishasbeenanissuesofar,Atoswaswillingtorelocateresourcesonsitetogetpastthekeyissues.

•  EuropeanCentric.AtoshasyettodemonstratethebenefitsofitsXeroxacquisi?onandpartnershipinitsexpansionintotheUS.


•  FlexiblePricingModels•  ProprietaryDeliveryModels•  Acquisi?onandInvestment

Strategy•  StrengthofVisionforIoT


Cognizant IoTserviceswellintegratedintobroadercorporatethoughtleadershipon“CodeHalos”andthevalueofdigitalcapabili7esWinner’s Circle


Self-declaredFTEs:~300(plusanaddi?onal300sourcedasneededfromotherprac?ces.)OrgStructure:Cognizant’sIoTprac?ceisrunbyAdithyaSastryaspartoftheEmergingBusinessAcceleratorprogramrunbySeanMiddletonwhoreportsdirectlytoCognizant’sCEOFranciscoD’Souza.DeliveryCenters:•  20%Onshore(US,UK,Netherlands)•  80%Offshore(India)

Cognizant’sIoTprac?ceoperatesinahubandspokemodelconnec?ngotheremergingtechnologyprac?cesaspartofitsDigitalWorksTechnologygroupamul?-disciplinaryteamcomprisedofstrategicconsultants,industryexperts,designthinkers,andtechnologiststhatworktogethertotransformanenterpriseusingourstructured,yetagile,methodology.TheIoTprac?ceswasofficiallyformedin2013.

TargetIndustries:Targetsenterpriseswith$1B+revenues•  Core:Manufacturing&Logis?cs,Banking,Insurance,Retail,Healthcare,LifeScience

•  Addi?onal:Travel,Hospitality

RelevantRecentAcquisiHons•  Odecee(2014)•  CadientGroup(2014)•  TriZehoCorp(2014)Partnerships:•  PlaeormVendors:Xively,PTC/Axeda,

Microsoi&AzureIoT,ZebraTechnologies,AWS,Cisco,Intel,andGEPredix

•  Innova?veSolu?ons:iControls,Vuzix,GoogleGlass,WIFARER

•  AppliedResearch:CarnegieMellonUniversity

•  APEx:Assetmanagementas-a-service•  Foresight:Connectsdevicesandtransmits,

aggregates,visualizesandanalyzesdatatoacceleratethedeploymentofIoTprojects.

•  HealthAc?vate:Targetedatlifesciencescompaniesandhealthcareproviders,forcloud-basedpa?entengagementInterac?veExposureMap:geospa?alsolu?ontargetedtoinsurers

•  MedVantage:Cloud-basedsales,service,andcomplaintmanagementsystem

•  S3P:Subscrip?onEnablementPlaeorm.•  UnprotectFailurepredic?onservices


IoTConsulHng

IoTEnablement

IoTConnecHvity

IoTIntegraHon

IoTManagement


•  IoTVisionBackedByExecuHon.Cognizantbringstherarecombina?onofthoughtleadershipwithexcellenceinexecu?on.TheIoTprac?ceispartofitsDigitalWorksTechnologyini?a?ve–theCEOsponsoredhubforthefirmsdigitalstrategyandfocusforinvestment.Thefirmhasundertaken40+successfulIoTclientengagements.

•  SmartIoTPracHceStructureFostersRapidIoTDevelopment.Opera?ngIoTasahubamidspokesofotheremergingtechnologyprac?cessuchasSocial&Mobile,Security,Cloud,Analy?cs,andEngineeringandManufacturingServices,drawsexper?sefromeachprac?cearea,withoutneedingtoreplicatework.Thisallowsittotapthebest,mostappropriateresourcesratherthanworkwithcap?vetalent,regardlessoffit.ForIoT,withopportuni?esacrossmanyindustries,thisistheidealgotomarketapproach.

•  WillingnessToCo-investWithClients.WiththeemerginganduncertainnatureofIoT,mostenterprisebuyersarelookingforanITservicesproviderwhichcaneitherdemonstrateexperiencefromasimilarini?a?veoriswillingtoinvest?meandmoneydevelopingsolu?ons.ClientsregularlyciteCognizant’swillingnesstoco-invest.

•  StrongAccountManagement.Regularlyshowsacommitmenttolisteningtoclientproblems,sugges?ngworkablesolu?ons,andawillingnesstobringintherightpartnerstogetthejobdone.ThisisconsistentacrossmanyofCognizant’ssolu?onareas.

•  NotStrongAtPushingItsInnovaHonAgenda.WhileclientscitedCognizantasastronginnovatorat?mes,someclientsreportedthatrequestshadtobemadeforinnova?ontobebroughttothedeal.

•  FieldSupportNecessitatesFurtherPartnerships/Investments.WhileCognizantperformsstrongly,overall,insupportandmanagement,thedistributednatureofmanyIoTengagementsmeansthefirmisfacingasupportenvironmentthatresemblesmoreend-userclientormobilesupport,thanenterpriseITmanagement.Cognizantneedstodemonstratethisgapispluggedthroughtherightpartnership(s).

•  ScaleOfOnshoreConsulHng.IoTisnotanofftheshelfsolu?on,sorequiressignificantconsul?ngresourcestosellanddelivereffec?vely.Thetradi?onalconsul?ngfirmsareabletodrawonalargerbenchthanthelikesofCognizant.


•  AccountManagement•  StandardDeliveryMethods•  PartnershipEcosystem•  Collabora?onTechniques•  StrengthofVisionforIoT


Harman Agreatfitforanenterpriseneedingrobustend-to-endcapabili7esofthehighestqualityandexperienceWinner’s Circle


Self-declaredFTEs~3,000OrgStructure:Harman'sIoTofferingsarenotorganizedwithinastandaloneunitbutinsteadarewithinabroadrangeofprac?ceareasfoundwithinitsConnectedServicesdivision(whatusedtocomprisetherecentlyacquiredSymphonyTeleca).DeliveryCenters:•  25%Onshore(US13%;Germany6%;andSouthKorea6%)

•  75%Offshore(India45%;Russia20%;China5%;Poland5%)

HarmansellsitsIoTServicesapartofdiscreteprac?ceareaswithinitsConnectedServicesdivision.

TargetIndustries:Harmantargetscompaniesofallsizesacrossindustriesandhasmajorclientsincluding:MajorHealthcareISVs,SmartMeterISV,StorageGiant,Tier1ChipsetManufacturer,Tier1Telecomoperator,Tier1PropertyConsul?ngCompanyinUS,Tier1Retailers,Tier1Manufacturers,CommercialRealEstateleader.

RelevantRecentAcquisiHons•  SymphonyTeleca(2014)•  Adi?Soiware(2014)•  RedBend(2015)Partnerships:•  Silicon:Intel,Marvell,Freescale•  ServicePlaeorms:Gemalto,Microsoi

Azure,Google,PLAT.ONE•  Connec?vityModules:Telit•  Wearables:QualcommandMTK•  Automo?ve:AT&T(DriveStudio)•  BigData:Hortonworks

•  ATLAS:Analy?calframeworkforConnectedCarlifecycle

•  HealthSymMetrics:Cloud-basedIoTintegratedinsightsplaeormforpa?entcaremanagement

•  InsightConnect(OTA,on-board/cloudbasedintelligence)

•  Redbend–OvertheAirSoiwareUpdateManagementfordevicemanagement

•  HarmanIoTGatewayforDataInges?on•  HarmanIoTTestHarness•  Marimba:Cloud-basedplaeormformanagingenterpriseIoT(configura?onmgmt.,patching,updates)


IoTConsulHng

IoTEnablement

IoTConnecHvity

IoTIntegraHon

IoTManagement


•  TrueEnd-to-EndProvider.Fromsensordesigntoongoingmanagement,Harmanbringsrobustcapabili?esupanddowntheen?reIoTstackandhasanestablishedtrackrecordineach.Inpar?cular,productdevelopmentandlifecyclemanagement.Assistsnotonlyintheini?alconsul?ngandimplementa?on,butalsoonanongoingbasisasIoTmatures.

•  CapableGo-To-MarketPartner.Inaddi?ontopartneringinthecrea?onofIoTofferings,Harmanbringsthecapabilityforjointgo-to-marketini?a?vesaseitherwhitelabelofferingsastheservicesintegratoranddirectsaleschannel.Thisisanimportantcomplementofskillsforthoseenterprisesenteringtheservicesmarketforthefirst?meviaIoT.

•  OTACapabiliHes.DeliveringOvertheAir(OTA)updatesisacri?calcapabilityforsuppor?ngIoTenvironments,andHarmanhasmadeanumberofrecentacquisi?onsinthisspace.Assuch,enterprisescanbeassuredtheirini?a?veswillhavethecapabilitytostaycurrentwithoutcostlyinterven?oninthefield.

•  PorjolioOfAcceleratorsAndIP.Harmannotonlybringsexperience,buthasabreadthofproprietarytechnologiesandplaeormsfortes?ngandspecificver?calandcommonsolu?ons.

•  AnalyHcsCapabiliHes.Harmanbringsverystrongdataanaly?cscapabili?estoeveryIoTengagementnotonlygatheringdata,butalsoprovidingac?onableinsights.

•  ProblemOfPlenty.BecauseHarmancandevelopaninnova?venewsolu?onforanenterprisedoesnotalwaysmeanitshould.Thereare?meswhenitinvests?meandenergysolvingproblemsthatenterprisesdonotnecessarilyhaveoratleastarenotthetopprioritytosolve.

•  IoTSilos.Giventhebreadthofcapabili?esacrossHarmanintherealmofIoTandbecausemanyofthesehavebeenunderwayforyears,thereisnotonesingularIoTprac?ce,asthereisinmostotherserviceproviders.ThismeansHarmanismissingacentralpointforestablishingbroadanddeeppartnershipswithotherIoTstakeholderswithintheserviceprovider.

•  IOTManagementNeedsDevelopment.ThisisanevolvingcapabilityforHarmancomparedtootherWinner’sCircleserviceproviderswhichhavebeenintheprovisionofITservicesformuchlonger.


•  ProprietaryDeliveryModels•  Acquisi?onandInvestment

Strategy•  PartnershipEcosystem•  StrengthofVisionforIoT•  IndustryExper?se


IBM FocusonsolvingforcomplexityinIoTrelatedbusinesschallengeswithadeeplevelofintegra7oninanaly7csimplementa7onWinner’s Circle


Self-declaredFTEs:1,500OrgStructure:IBM’sIoTprac?ceisrunbyAlOpheraspartofthelargerBusinessAnaly?csandStrategygroupwithinIBMGBS.DeliveryCenters:•  25%Onshore(NorthAmerica15%;

Europe10%)•  75%Offshore(AP40%CEMEA25%;

LA10%)

IBM’sIoTServicesareorganizedunderitsBusinessAnaly?csandStrategyServicelineviaitsDigitalOpera?onprac?ce.IBMalsoformedtheIBMIoTindependentbusinessunitinMarch2015responsibleforprovidingtheplaeormandecosystemcomponents(Analy?cs,Cloud,Watson,andSecurity)acrossIBM.

TargetIndustries:IBMGBSac?velytargets,butisnotlimitedto,globalenterpriseswith1,000+employeesor$1B+revenue•  Coreindustriesinclude:DiscreteManufacturing,PublicSector,Transporta?on,Healthcare,Retail,andEnergy&U?li?es

RelevantRecentAcquisiHons•  Soilayer•  Cloudant•  Worklight•  Q1Labs•  TRIRIGAPartnerships:•  Twiher(forsocialinsightarounddevices

andservices)•  TexasInstruments•  AT&T•  ARM•  Semtech•  TheWeatherCompany•  ESRI(GIStechnology)

•  Predic?veAssetOp?miza?on(PAO)•  EnergyOp?miza?on•  MaximoandTririgaimplementa?on•  EmergencyManagement•  FleetandAssetManagement•  ConnectedHome•  ConnectedVehicle•  ConnectedBuilding•  ConnectedPa?ent•  ConnectedFactory•  SupplyChainAnaly?cs•  TransparentSupplyChain


IoTConsulHng

IoTEnablement

IoTConnecHvity

IoTIntegraHon

IoTManagement


•  ClearCommitmentToIoT.IBMwantstobeseenasathoughtleaderaroundIoTwithits“SmarterX”campaignandbyannouncinga$3Bcommitmenttoinvestinthetechnology.IBMhasbeensuccessfulinthepastinestablishingitselfasthoughtleaderthroughacombina?onofR&D,acquisi?onandclientinvestment.Wenotesimilarmovesinbothmobilityandcloud.WeexpectthesametooccurwithIoTwiththislevelofahen?on.

•  PorjolioOfToolsandPlajorms.IBM’salreadygonedeepinbuildingoutsolu?onsforIoTandhasabroadsetofofferingsacrossitscoreindustriesthatcanquicklysolveanIoTchallenge.

•  TrueEndToEndManagedServiceProvider.WhateverIBMbuilds,itwillalsorunandmaintain,hasthecapacitytoperformallfunc?onstoahighstandardandscaletoallowittouseanyflexiblepricingmodel,whenneeded.

•  VerHcalPresence.IBMdevelopedabroadporeolioofindustrybasedusecasesandIoTsolu?onsthatarerelevanttomostmajorclientindustries.Thisbreadthisoneofthedifferen?atorsitbringsversusHighPerformersandotherserviceproviders.

•  RigidDeliveryModel.SomeenterprisebuyersstatedIBMcanbestrictinadherencetoformalSOWsandwhilesomelikethisapproachasiteliminatessurprisesothersfeltitheldbackinnova?oninareaslikeIoTthatevolveinneedsanddefini?onover?me.

•  BusinessBenefitCommunicaHon.IBMcansufferfrombusinessbenefitsgepnglostinthetechnology,par?cularlywhenitgoestomarketwithaconceptlikeIoT.ThemessagingarounditsIoTofferingshasnotcaughtupwiththetechnology,whichcanimpactaclientsabilitytoengageandbecertaintoreceivethedesiredoutcome.


•  ProprietaryDeliveryModels•  Acquisi?onandInvestment

Strategy•  StrengthofVisionforIoT•  IndustryExper?se


Infosys EngineeringservicesisfrontandcenterofstrategywithbenefitsfordevelopingtheIoTservicesofferingforthefutureWinner’s Circle


Self-declaredFTEs~1,500OrgStructure:Infosys’IoTPrac?ceispartoftheInfosysEngineeringServices,aHorizontalBusinessUnit.DeliveryCenters:•  30%Onshore(NorthAmerica,UK,Germany,

France,APAC)•  70%Offshore(India)

InfosyshasadedicatedsalesteamforitsIoTprac?ceandorganizesitsofferingsaroundtarge?ngAssetEfficiency;Security,Safety&QualityofLife;and“Smart”–largeecosystemimpacts.

TargetIndustries:Infosysac?velytargets,butisnotlimitedto,G2Kclientsglobally.•  Core:DiscreteManufacturing,Automo?ve,

Aerospace,Retail,Healthcare,Logis?cs,Communica?onProviders

•  Target:Farming,ProcessManufacturing,PublicSector

RelevantRecentAcquisiHonsandInvestments•  Panaya(2014)•  Airviz(2015)Partnerships:•  IntelligentDevices:Murata,Intel,Bosch,

PTC-ThingWorx,PTC-Axeda,ILS,AMD•  Connec?vity:SierraWireless,Murata,Telit,

Digi,AT&T,Vodafone•  M2MPlaeorm:ThingWorx,Axeda,Bosch,

Microsoi,ILS,Cumulocity,IBM•  AppliedResearch:UniversityofAachen,

Germany(RWTH)andIndustrialInternetConsor?um(IIC)

•  BlackberryTechnologySolu?onsforAssetTrackingandLogis?cs

•  InfosysInforma?onPlaeorm-BigDataLakeandDataAnaly?csPlaeorm

•  InfosysLoca?onBasedservices•  InfosysBillingEdgePlaeorm•  InfosysEnterpriseGamifica?onPlaeorm-•  InfosysProximitySolu?onsApplica?on

Plaeorm•  InfosysCoolerMonitoringPlaeorm•  InfosysAssetMaintenanceSolu?on•  InfosysIoTMedia?onLayer•  InfosysContactCenterSolu?onforIoT

Opera?ons•  InfosysServiceabilityWorkflowPlaeorm


IoTConsulHng

IoTEnablement

IoTConnecHvity

IoTIntegraHon

IoTManagement


•  EngineeringServices.Infosyshaselevateditsengineeringservicesorganiza?ontoactasaspearheadfornotonlyIoTbutini?a?vesinDesignThinking,Digital,andageneralAs-a-Servicepush.Whilethisgroupwasalwaysquitecapable,itseleva?ontoamorevisiblerolewillserveitwellinderivingenterprisesolu?onsforIoT.

•  VisionIntoReality.Whengivenclearmandate,enterprisebuyershighlightthatInfosysdeliversexactlyasexpected.ThismeansIoTprojectswillstayonfocusandbeexecutedon?me.Givenallthevaria?onandpossibili?esthatIoTopensup,suchabilitytofocusiscri?caltoday

•  SeamlessTeamIntegraHon.TheInfosysteamisseenasintegra?ngincrediblywellintoacompany’scultureandarenotconsidertobe“outside”resourcesastheseteamsactandmakedecisionsasiftheteammemberswereinternalassociates.

•  InvesHngHeavilyInRepeatableIP.Infosysisinves?nginIICandIndustry4.0withafocusonAssetEfficiencyandanunderstandingofthecomplexityinvolved.Notjustasensoranddatabutacomplexsystemapproachandtheinvestmentinreferencesolu?onstoquicklyspinthisup.Demonstratedunderstandingofthecri?calityofsecurityinIoTwithstrongcapabili?eswithinandacrosstheIoTstack.

•  BusinessModels.EnterprisebuyersindicatedtoHfSthatInfosysneedstobequickertoembraceandadoptinnova?vebusinessarrangementsforIoTwheretradi?onalmodelsarenotassuitableorflexibleenoughforthefastevolvingnatureofthismarket.

•  ExcellenceInExecuHonCanHinderInnovaHon.GiventhestrengthInfosysbringstodeliveringwhatisasked,clientsfeelat?mesitcanbeachallengetogetthemtothinkdifferentandmakedecisionsonitsown.However,whenpushedforthis,Infosyswillbringitaswell.


•  StandardDeliveryModels•  ProprietaryDeliveryModels•  PartnershipEcosystem•  IndustryExper?se


TCS DrivinganagileIoTstrategythatispoweredbyawillingnesstoco-createandco-investinpoten7alver7calsolu7onsWinner’s Circle


Self-declaredFTEs~N/AOrgStructure:TheIoTprac?cehasbeenestablishedundertheDigitalEnterpriseorganiza?on.TheDigitalEnterpriseorganiza?onisheadedbyaGlobalVP&BusinessUnitHead,whoreportsdirectlyintotheCEODeliveryCenters:•  N/A

IoTisviewedasa“compositeforce”ofDigitalReimagina?on™byTCSthatisacombina?onofBigData&Analy?cs,Mobility,Social,AI&Robo?csServicesandispartoftheTCSDigitalEnterpriseprac?ce.IoTcanbedividedintotwodis?nctsegmentsi.e.ConsumerIoTandIndustrialIoT.TCSgoes-to-marketthroughtheSiliconValleyContribu?onCenter(SVCCC),theIndustries,theirpartnersandaDigitalReimagina?on™TowerinIndia,SiliconValleyandevents.

TargetIndustries:TCStargetsglobalenterpriseswithrevenueover$5B•  Manufacturing,Retail,U?li?es,HighTech,Energy&Resources,Travel&Hospitality,LifeSciences,Healthcare,InsuranceandTelecomIndustries.

RelevantRecentAcquisiHons•  TCShasinvestedinaJointVenturein

JapanwithMitsubishiITgroup–partlytoprovidelocalizedIoTservicesinJapan.

Partnerships:•  PlaeormVendors:IntelandCloudera,

PTC,Bosch,IBMPredix,Splunk,IBMBluemix,MicrosoiAzure,

•  AppliedResearch:IndustrialInternetConsor?um,AllseenAlliance,OpenInterconnectConsor?um

•  TCSIoTSensorDataAnaly?csFramework:Fordeepanaly?cswithpredefinedmodels

•  TCSGoSafeTM:TCSInsuranceTelema?csSolu?on-asmartphonebasedtelema?cssolu?onfordriverswithinsurance

•  TCSdreamUP™:Adatavisualiza?onplaeormwithchar?ngcomponentsforrenderinganaly?calinsights.


IoTConsulHng

IoTEnablement

IoTConnecHvity

IoTIntegraHon

IoTManagement


•  Co-Investment.ClientsciteTCSabilitytogotheextramileinprovidingupfrontanalysisandPOC’sasarealdrawtopartneringwiththeminIoT.

•  Co-CreaHon.EstablishingaDigitalRe-imagina?on™CenteralongthelinesofMIT’sMediaLab,TCSislookingtoestablishquarter-longcollabora?onwithclientsandprospectsinadedicatedIoTenvironmentthatwillgowellbeyondthequickhitPoCs.Nootherserviceproviderisyetgoingtothislengthtodemonstrateco-crea?on.TCSalsohasaSiliconValleyCustomerCollabora?onCenter(SVCCC)foronsiteadvisory,consul?ngandengagementswithclients.

•  IndustryAndTechnologySkillMix.IoTperhapsmorethananyotheremergingtechnologyarearequiresamixofbothindustryinsightandverydeeptechnicalskills.TCSbringsbothinawaythatfewifanyotherserviceproviderscan.

•  IoTEnablement.TCScapabili?esinengineeringandotheraspectsofIoTEnablementaresignificantandarecompe??velydifferen?a?ngversusmanyoftheotherleadingserviceproviders.

•  BroadCapabiliHes.TCSisthelargestoftheIndianoffshoreoutsourcingfirmsandenjoysthebroadestdeliverycapabili?es.Thisaddsbusinessprocessandinfrastructurecapabili?esacrossthebroadestsetofcustomersbothindustryandgeography.Thisgivesitabeherstar?ngpointforexpandingitsIoToffersthantheotherIndiabasedserviceproviders.

•  PushingBack.Clientsweresa?sfiedthatTCSIoTteamscapturedtheirrequirementsanddeliveredtospecifica?onbutfeltthatagreaterroleas“devil’sadvocates”shouldbetakenbyTCStochallengewhatmightbemistakenassump?onsandrequirementsonthepartofclientstobeginwith.

•  IoTSkillsSilos.EnterprisebuyerscomplainedthatitcouldbedifficulttogetaccesstolargerrelatedIoTskillsfromotherpartsoftheserviceprovidertosupplementtheteamsthatwereavailablefromtheIoTprac?ceitself.


•  StandardDeliveryModels•  FlexiblePricingModels•  Collabora?onTechniques•  StrengthofVisionforIoT


Tech Mahindra BringingthefullspectrumofIoTtechnologiesandcapabili7estoclientbusinessneedsWinner’s Circle


Self-declaredFTEs~450OrgStructure:TechMahindra’sIoTprac?ceisintegratedatitsDigitalEnterpriseSolu?onsgroupwhiletheIndustrialIOTthroughtheProductEngineeringgroup.DeliveryCenters:•  35%Onshore(US20%;UK15%)•  65%Offshore(India)

TechMahindrausesamixofallianceandpartnerteams,deliveryandpre-salesteams,andgeographybasedsalesteamstosellIoTservices

TargetIndustries:SMBstolargeenterpriseswithannualrevenuesofgreaterthan$5Billionsincewehavesolu?onsforallkindofenterprisesincludingSOHO's•  Healthcare,Automo?ve,Telco,Manufacturing(DiscreteandProcess),Aerospace(OEMs,MROs),Energy(Renewable,O&G),ConsumerGoods,TransportTravelandLogis?cs,BFSI,Retail

RelevantRecentAcquisiHons•  AiermarketTelema?csSuite(2014)•  AcquiredDeviceTes?ngLab(2014)Partnerships:•  Aeris,Jasper,Verizon,TeliaSonera,T-

Mobile,AT&T,ThingWorx,Axeda,ConnectM,Google,here,AnyData,Bosch,SierraWireless,CalAmp,Radius,OpenNet,neeeco,Real?meInnova?ons(RTI),RasilantTechnologies,Hadoop,Digi,Gaurd

•  30+ver?calizedIoTofferings.E.g.,RemotePa?entMonitoring,Aircraihealthmonitoring,Driver/passengerhealthmonitoring,Track&TraceforPowerTools,RemoteMonitoringforRenewableEnergyAssets,FleetManagementforMul?pleIndustries&Vehicles,Telema?cssolu?onforEV,FarmtoFork,SmartParking,SmartLights,SmartBin,UsageBasedInsurance,iDEP,etc.

•  Mul?plesolu?onsacrossthefollowingumbrellas:ConnectedVehicles,ConnectedFactories,ConnectedEquipment,ConnectedCare,ConnectedAerospace,SmartCitySolu?onsSuite


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•  TechnicalDepth.EnterprisebuyersfrequentlyreportbeingpleasantlysurprisedbythetechnicaldepthTechMahindrabringstoengagements.Aswellasrobustandthoroughunderstandingofthecurrentpointsofconnec?vityandprocess.

•  Eco-systemApproachtoPartnering.TechMahindraisbuildinganecosystemofpartnersacrossthedifferentIoTareas.Helpingtoaugmentitsinternalskillsandpulltogetheranendtoendofferfrombestofbreedpartners.

•  AcquisiHonAmbiHons.Withbigstatedambi?onsforgrowthandDigital,itislikelyTechMahindrawillbeinthemarkettoacquirecomplimentaryfirms.Doingsowillallowittoaugmentitsexis?ngstrengthinthemostadvantageousofways.

•  InvestmentInPoCs.Repeatedlycitedwillingtoputit’sownskininthegameanddeveloprobustPoCsandplaeorms.Buyersindicatedthisgoeswellbeyond“slideware”toactualfunc?oningarchitecturesthatcanbequicklydeployed.

•  LeverageEngagementsInAsia.TMhassuccessfullycompletedalmost40IoTprojectsinAsia–givingitexperienceindesigningandimplemen?ngabroadrangeofprojects.

•  DesignThinkingNotWellDeveloped.WhileclientscitedTechMahindra’sstrengthsacrossmanyaspectofIoT,itwascitedforbeings?llnascentinapplyingdesignthinkinginitsapproachtocomplexbusinessneeds.However,thisisachallengethatcanbeaddressedthroughinvestmentincapabili?esandinculturalchangemanagement.

•  IoTMarkeHng.BycomparisontomanyoftheotherWinnersCircleserviceproviders,HfShasnotseenTechMahindraasvisibleinthedirectmarke?ngofIoTcapabili?es.Withsomanyopportuni?esintheexis?ngclientbasethisisnotasignificantchallengebutwebelievethatTechMahindramaynotbegepnga“fairshare”oftenderedopportuni?esasaresult.

•  RelaHonshipsInUS/EuropeAreVeryLimited.ManyoftheIoTprojectssofarhavebeenoutsideofkeyUS/Europemarkets.Givingrisetoques?onsaboutresourcesitisabletomusterforpoten?allyconsul?ngheavyonshoreengagements


•  Acquisi?onandInvestmentStrategy

•  PartnershipEcosystem•  StrengthofVisionforIoT•  Collabora?onTechniques


Dell Services Dellbringsstrengthinthehardwareandconnec7vitycomponentsoftheIoTvaluechainwithanemergingservicesofferingHigh Performer


Self-declaredFTEs:pureIoT15,incbroaderresourceses?matec200.OrgStructure:Dell’sIoTprac?ceisrunbyChethanGorurwhoreportstotheheadofDigitalBusinessServicesrunbyRamanSapra.DeliveryCenters:•  40%Onshore(US30%;UK10%)•  60%Offshore(India)

IoTServicesispartoftheDigitalPrac?cewithinApplica?onServicesatDell.Inaddi?on,DellhasanIoTOEMbusinessaspartofitshardwaredivision.

TargetIndustries:DellServicesac?velytargets,butisnotlimitedtolargeenterprisesglobally•  Core-Healthcare(Payers/Providers/LifeScience),BFSI(Banking/FinancialServices/Insurance),Manufacturing,Energy&U?li?es,Hospitality

•  Target-Banking,FinancialServices,Logis?cs,Transporta?on,Hospitality,Educa?on,Hospitality

RelevantAcquisiHons•  Boomi(2010)•  Toad(2012)Partnerships:•  PTC/ThingWorx

•  SmartConnectedApplica?ons•  SmartConnectedOpera?ons•  SmartConnectedProducts•  SmartConnectedIoTEnterprise•  IoTAdvisoryandTransforma?onServices•  IoTApplica?onIntegra?onServices•  IoTApplica?onDevelopmentServices•  EnableSmartConnectedProducts•  EnableSmartConnectedOpera?ons


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•  RobustIoTProductLine.DellhasanIoTOEMgroupwithinClientSolu?onsbuildingcoregateways.Dell’sOEMteamprovidesthego-to-market(Sales)effortforthegateways.Similarly,itsstrongdatamanagementsoiware(BoomiandToad)alsofuelthepipeline.Thesevariousproductlinesfeedsopportuni?esforServicesthatgobeyondthetypicalimplementa?onandintegra?onroleforaGlobalSI.

•  BreadthOfServiceCapability.IoTcreateschallengesaroundremotesupportthatnotmanyenterpriseservicesorganiza?onshavesignificantexperiencehandling.Dell,withitsproductservices,hasverystrongcapabili?eshereandislookingtoleveragethisacrossIoT–evenifdeliveredfromseparateprac?cestoday.

•  FocusedPartnershipModel.DellhassecuredapartnershipwithPTCasapar?cipantinThingWorxGlobalSystemsIntegratorAllianceprogram.ThiswillallowitdeepinsightintooneoftheleadingIoTplaeormstodayandincludestheabilitytoexploreapproacheswithinitsdedicatedSolu?onLabinSanJose.

•  InvestmentInAdvisoryServices.Forexample,aspartofini?alengagementDelluseamodeltogaugeclientscurrentIoTmaturity.Usingthisasabasisforroadmapdiscussionswithclientsstar?ngonIoTjourney.

•  ServicesBrand.OneofDell’sstrengths,thereachofitsbrand,canalsobeadetrimentasthefirm’scapabili?esinServicesaremuchlesswellknownthanthoseinhardwarewhichisalsothecasewithIoT.

•  IoTMessaging.BecauseDell’sapproachtoIoTissobroad–spanninghardware,soiware,andafullrangeofservices,thereisariskthattheenterpriseservicesac?vitywillbeconfusedwithac?vityinsay,OEM.DellServiceswillneedtoworkhardertogetitsmessageacross.

•  DesignThinkingLimitaHons.HfShasnotyetseenthesamelevelofinvestmentinDesignThinkinganditsapplica?ontoclientbusinessproblemsatDellthatwehaveseenemergingamongstanumberofthecompe?ngserviceproviders.

•  ScaleSHllSmall.CurrentlyIoTiss?llnascentforDell,withlessthan20clients,primarilyintheUSandtheUK.


•  AccountManagement•  Acquisi?onandInvestment

Strategy•  StrengthOfVisionInIoT


EPAM StrongEngineeringandApplica7onDevelopmentcapabili7escomplementanintegratedIoTEnablementofferingandshouldleadtoadedicatedprac7cewithuniquecapabili7es

High Performer


Self-declaredFTEs:~200OrgStructure:EPAMdoesnothaveastandaloneIoTprac?cebutbringscapabili?estomarketprimarilythroughitsProductDevelopmentServicelinewhichsitalongsideitsTechnologySolu?onsandProductEngineeringServiceslines.DeliveryCenters:•  9%Onshore(US5%;Germany2%,Sweden

2%)•  91%Offshore(Belarus75%;Ukraine11%;

Singapore3%)

EPAMconsidersIoTasanintegratedandholis?csetofservicesofferingsthatdove-tailsintoitsgeneralservicelinesthataredrivingAdvancedEngineering,IntelligentEnterpriseandDigitalEngagement.

TargetIndustries:

EPAMtargetsHi-techcompaniesandlargeenterpriseswithrevenues$1Bandmore•  Core:IT,FinancialServices,Energy,Healthcare&LifeSciences,Retail,Sport&Lifestyle,Travel,Media&Entertainment

•  Addi?onal:Manufacturing,Telecom

RelevantRecentAcquisiHons•  Naviga?onArts(2015)•  GreatFridays(2014)•  Netsoi(2014)•  GGASoiware(2014)•  EmpathyLab(2012)

Partnerships:•  PlaeormVendors:Oracle,SAP,IBM,

Microsoi•  Innova?veSolu?ons:TI,Freescale,ARMand

AnalogDevices

•  EPAMIoTPlaeorm-Thissystemmonitorsitself,dynamicallyadapttochangingcondi?onsands?llallowexternalcontrolandkeepusersinformedonwhat'sgoingon.


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•  StandardDeliveryModels•  Acquisi?onandInvestment

Strategy•  Collabora?onTechniques•  StrengthofVisionforIoT


•  EnviableClientList.EPAMhasenviabletechclientsincludetechnologycompaniessuchasGoogle,Oracle,andeBay.

•  ResponseToComplexity.Clientssiteitsabilitytoinnovatearoundcomplexchallengeswhilestayinggroundedinbusinessstrategyasakeydifferen?atorforEPAMoverotherITservicesfirms

•  HighlySkilledWorkforce.EPAMputsamajorityofseniorfolksoneachprojectteamsandtheyallspeakEnglishwell.ClientsreportfindingthemverypredictableandreliableandthatEPAMisabletoreadilydelegateprojectsandclientstrustthesewillbedonewellandon?me.

•  BreakNewGround.Withanembeddeddeviceprac?ceanditsstrengthinsoiwareengineeringEPAMbecomesagoodchoicefortechnicallychallengingcustomengagementsinuntriedIoTareas.

•  IoTEnablement.Withanembeddeddeviceprac?ce,EPAMbringsrobustcapabili?esindevicedesignandenablementandwhencoupledwithitsstrengthinsoiwareengineeringitbecomesagotochoiceforthosebreakingnewandperhapsstrategicgroundwithitsIoTini?a?ves.

•  TimeZoneChallenges.WhilenotaschallengingasworkingwithAsianbaseddevelopmentstaff,the?mezonedifferencesforthoseinNorthAmericacans?llimpacteffec?veness.However,thismaybeelevatedasEPAMopensacenterinMexico.

•  IoTDeliverySilos.Despitestrengthsinembeddeddevicesandsoiwaredevelopment,thereisnosingleunitdirectedatservingclientsacrosstheIoTvaluechain.Whilethiscapabilitycanbes?tchedtogether,doingsorequireslearningontheflythatisnotrequiredwhenallorchestratedunderoneprac?ce.

•  IoTConsulHngAndManagement.EPAMshouldcon?nuetoinvestincapabili?esforIOTbusinessconsul?ngandsolu?ondevelopmentandinthesupportinfrastructuremanagementasitgrowsitspresenceintheIoTmarket

•  Scale.Engagementstodatewithlessthan10thatareexclusivelyIoT,butatleastseveraldozenwhereIoTisacomponentofanoverallsolu?on.


Genpact AprocessledapproachtoIoTthatallowsGenpacttoinnovatewithclientstobringIoTintotheexis7ngopera7onsHigh Performer


Self-declaredFTEs~1,450OrgStructure:Genpact’sIoTac?vityisdeliveredaspartofitsanaly?csandunderGenpact’sDigitalLeanbranding.ThisishowAnaly?cs,Engineering,Consul?ngandITwilldeliverendtoendsolu?onsinIoT.DeliveryCenters:•  30%Onsite(US)•  10%Nearshore(Italy)•  60%Offshore(India)

GenpactfocusesitsIoTeffortstodayonIndustrialAssetOp?miza?on.AllrelevantsalespersonnelaretrainedinthisbutitalsopairsasubjectmaherexpertalongwitharelevantengineeringSMEfocusonhowbesttocombineprocess,technology,datascience,andpeople.

TargetIndustries:Genpactac?velytargetsenterpriseswithrevenueover$10B•  IndustrialMachineServices,CustomerInsight,HiTechManufacturing,andCPG

RelevantRecentAcquisiHons•  N/APartnerships:•  PlaeormVendors:GEPredix,IBM,Cisco,

Sen?entScience,Decisyon,ILST,AXEDA(PTC),ConnectM(Inprocess)

•  AppliedResearch:IndustrialInternetConsor?um,UILabs

•  IntelligentProcessInsightsEngine(IPIE).ModularinitsarchitectureIPIEprovidesanEnterpriseDataHubwithmodulesthatincludeDataDiscovery,TextAnaly?cs,SensorDataProcessing,andAdvancedAnaly?cs.

•  Analy?csCenterofExcellence


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•  ProcessFirstApproach.Genpactfocusesfirstonunderstandingcoreprocessesandwhatdatashouldbecapturedandanalyzedtoimproveperformance.Thisresultsinafocusonimpactratherthanoneoftechnologydeployment

•  ClearFocusOnAssetOpHmizaHon.Genpactisnotdistractedbyamyriadofwhat’spossiblewithIoTbutinsteadfocusesoncleardemonstratedusecasestodaywherethereturnsaremeasurablesuchasfieldserviceopera?onsforenterpriseswithlargeassets.Whilethisfocusmayevolve,bykeepingitnarrowtodayitcandevelopdeeperexper?seatareasofgreatestimpact.

•  RobustEngagementAnalyHcs.Genpact’sIoTofferingsarecraiedanddeliveredfromwithinitsAnaly?csgroupwhichmeansitneverstopsatmeredatacrea?on.Furtheritfocusesnotjustondatatoinsightbutinsighttoac?on.Crea?ngsensorsondataistheeasypartofIoT.Understandingwhatitmeansandhowbesttoreactiswherethegreatestvalueistobefound.

•  IoTPlajorm.GenpacthasdevelopeditsownIoTplaeorm-IntelligentProcessInsightsEngine(IPIE).IPIEincludesDataDiscovery,TextAnaly?cs,SensorDataProcessing,andAdvancedAnaly?csmodulesthatcanbedeployedviaacloud.Genpactalsoleveragespartnerecosystemplaeormsi.e.GEPredix,IBM,Decysion,andMitsubishi.

•  NarrowFocus.WhileGenpact’sfocusonAssetOp?miza?onprimarilyforcompanies‘thatmakethings’meansitbringspar?cularstrengthinthatnarrowerarea,italsomeansitsservicesarenotforall.Yetastheadop?onofIoTgrowstoonefuelingrevenueenhancement–especiallyasproductsgetrepackedasservices–Genpactmayneedtolooktobuildthisouttokeepcoreclientshappy.

•  IOTEnablementandConnecHvity.Genpactiss?llbuildingoutcapabili?esinIoTEnablementandConnec?vityincomparisontootherserviceproviderswhichhavehadalongertenureinthedeliveryofengineeringandITservicesthatunderliethesecapabili?es.

•  ScaleofOnshoreConsulHng.IoTisnotofftheshelfsolu?onsorequiressignificantconsul?ngresourcetosellanddelivereffec?vely.Thetradi?onalconsul?ngfirmsareabletodrawonalargerbench.

•  PracHceScale.ComparedwithsomeoftheotherprovidersGenpacthasarela?velysmallnumberofIoTengagementstodatewithlessthan20.Althoughtheinvolvementwithlargescaleini?a?veswithfirmslikeGEmakesupforthissomewhat.


•  Incorpora?onofFeedback•  Collabora?onTechniques•  StrengthofVisionForIoT•  IndustryExper?se


NTT DATA Ver7calbreadthandcapabili7esdepthinJapanbeingrolledoutgloballywillmakeNTTDATAapoten7alIoTpowerhouseHigh Performer


Self-declaredFTEs~1,290OrgStructure:NTTDATA’sIoTservicesarepartofitsgeneralITserviceorganiza?on.DeliveryCenters:•  IoTdeliverymainlyon-sitecurrently.

NTTDATAhasglobaldeliverycapabilityoffshoreandnearshore.Theseinclude:Chile(Temuco),Spain(Alicante,Murcia,Seville),Argen?na(Tucumán)andBrazil(Uberlandia),plusNorthAmericaandAPACincludingIndia

NTTDATAhasaSmartCenterofExcellenceinMadriddedicatedtoprovidingservicesaroundIoT(e.g.hardwareintegra?on,devicetes?ng,tailoredprojects.OtherDigitalareashaverelatedglobaloneini?a?vesandaCenterofExcellencethatspansacrosstheregionaldivisions.Theseareresponsibleforbestprac?cesharingandorchestra?onforcrossregionalbusinessfromaglobalperspec?ve,andworkcloselywithIoTrelatedservicesbusinessunitdependingontheclientdemand.

TargetIndustries:

NTTDATAtargetslargeenterprisesforIoTin:PublicSector,Manufacturing,U?li?es

RelevantRecentAcquisiHons•  everis(2014)Partnerships:•  NEC,Telefónica,SIGFOX,Itron,NEDAP,

owasys,Telit,andseveralIoTstart-ups•  allianceswithIoThardwaremanufacturers

thatprovidesensors/devices•  AlliancewithIntelforpromo?ng

standardiza?onandsolu?ondevelopment•  Collabora?onwithNTTgroupcompanies:

suchasNTTCommunica?ons,DimensionData,etc.

•  eMDM:Smartmetering•  Fleet.i:Fleetintelligence.•  Liquitrax:Smarttransporta?onUpstreamOil•  allWaste:SmartWaste•  allParking:Smartparking.•  allLight:SmartLigh?ng•  allEyes:Ci?zenasasensor.•  net4Things:connectedhomeservices•  BRIMOS:bridgemonitoringsystem•  ANYSENSE:rapiddeploymentofIoTsolu?ons•  Authen?ca?onapplica?onforgoogleglass•  BEACONNAVI:•  3Dprintermonitoringsolu?on•  GaiaLinX:ElectronicVehiclepowersta?ons•  RemoteOne:Energymanagementsolu?on


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•  DedicatedIoTCenterOfExcellence.OutsideofJapan,NTTDATAhascentralizeditsIoTac?vityaroundacenterofexcellenceitcallsCenterofExcellenceSmartlocatedinMadrid.ThiscenterservestounifyitsIoTac?vi?esgloballyacrossregionallysegmentedopera?ons.

•  WillingnessToUHlizeConsumpHonBasedPricing.OnceNTTDatahavecompletedini?albuildoutphasetypicallyforafixedfee,NTTDATAhastransferredtheongoingrevenuemodelfortheopera?onofseveralIoTprojectstoapayperusebillingdeterminedbynumberofdevicesdeployed.

•  PartnershipForEndToEndDelivery.NTTDATAhasbuiltoutarobustpartnernetworktoensureitcanmeeteveryneedaroundIoTastheprimeintegrator.Frompartnershipswithestablishedglobalpartners,toinnova?veR&Djointventures,tomanysmallemergingmarketplayers,NTTDATAhasawideanddeepecosystemwhichensuresclientswillhaveaccesstothebreadthofskillsrequiredforsuccess.

•  ClientPartners.NTTDATAispartneringwithanumberofglobalbrandedcompaniesaroundIoTtodevelopIoTproductsandservicesinconjunc?onwiththem.

•  GlobalFragmentaHon.NTTDATAdemonstratedexamplesofeffec?vedeliveryacrossmul?pleregionsbutworkremainsinthisregard.WhileGlobalOneini?a?vesaresmoothinglegacydifferencestheserviceproviderremainsfarfromaglobalopera?ngmodelandthiscanriskisola?ngpocketsofexper?se.

•  GlobalBranding.WhilewithinJapantheNTTDATAbrandisextremelystrong,thebrandhassomewhatweakermindshareoutside.Thischallengeishighlightedbyitsuseofacquiredbrandnamesinsomeregionsratherthanasingleunifiedname.

•  NascentBusiness.ThisisanewbusinessforNTTDATAwithlessthan20engagementstodate.


•  ProprietaryDeliveryModels•  FlexiblePricingModels•  StrengthofIoTVision•  PartnershipEcosystem


Tieto IoTiscoretostrategicgrowthofTietoandcapabilityinvestmentsarebeingmadetorealizetheincreasedimportanceofthisofferingHigh Performer


Self-declaredFTEs~100Orgstructure:IndustrialInternetunitheadedbyTaneliTikka,repor?ngtotheboardchairedbyTietoCEO.Teambasedleanorganiza?on.DeliveryCenters:•  90%Onshore(Finland50%;Sweden40%)•  10%Nearshore(CzechRepublic10%)

Tietopar?cipateinrela?velyfewformalwrihenrequestsandtendtodiscussandengageitscustomersinadialogueinstead.Thisconsulta?veapproachcanhelpthemstandapartfromtheoienproduct-centricofferingsofsomecompe?tors.

TargetIndustries:TietotargetsmediumtolargecompaniesprimarilywithintheNordics•  Manufacturing,ForestIndustry,Energy,Welfare,Logis?cs,Retail,Telecom,Media,andAgriculture

RelevantRecentAcquisiHons•  N/APartnerships:•  Teradata,Oracle,Microsoi,Google,Cisco

Systems,HP,IBM,Cumulocity,BaseN,TeliaSonera,MaintPartner,Livion,FougaIT,Asema,DataRangers,HoustonAnaly?cs,RoimaIntelligence,ControlExpressFinland,ScandinavianRadioTechnology,Solteq,Trelab,Oliotalo,Quuppa,Kal?oTechnologies.

•  Smarthousing&facilitymanagementIoTplaeorm

•  RealTimeFactory-plaeormforthemanufacturingindustry,

•  M2MinaboxIoTdeviceplaeormforsmartdevicesonthego

•  AdvancedAnaly?csplaeormforIoTassociateddatascienceandbigdata

•  TietoVital:predic?vesitua?onalawareness&fleetmanagementplaeorm

•  eSenseplaeormforwelfare&healthcareservices


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•  IoTFocus.IoTwastappedasoneofthreeprimarygrowthopportuni?esfortheserviceproviderintheSpringof2014andassuchisanareaoffocusandinvestwiththehighestvisibilityallthewayuptotheCEOyetsetupasafairlyindependenten?tytoahractthehighestleveloftalentandallowthecompanytoinvest.

•  PlajormInvestments.Whileitisnotmakingbetsinanyonearea,Tietoisexploringmul?pleplaeormsforexpedi?ngthedeploymentofIoT.Theendgoalistoiden?fythoseplaeormsmostlikelytosucceedandtobringskillsaroundthemsoprojectscanbequicklydeployed.Thispragma?capproachwilllikelysaveenterprisebuyersnotonly?meandmoneybutfalsestartsaswell.

•  Co-Investment.AlongsideTieto’sinternalinvestmentsinIoT,clientsciteitsabilitytoco-investinitsownini?a?vesasastrength.WithuncertaintysurroundingIoT,Tietoeasessomeofthisbylesseningtheburdenontheadop?ngfirm.Oneofthebestexamplesofthisisa10yearagreementthecompanysignedtocontributeitsownIPaspartofaprojecttobuildandenablearesiden?alapartmentcomplexthatwillserveasalivingIoTlab.

•  InnovaHonApproach.WhileTietobringsthetechnicalskills,enterpriseshighlighteditsandreadinesstobringinnova?onasapar?cularstrength.

•  GeographicCoverage.Whileitsfootprintisexpanding,unfortunatelythecompanyprimarilyservestheNordicregionandtoalesserdegreetherestofEurope.Thatisashameforthoselocatedoutsideasitcon?nuestobeatopnotchprovideracrosstherealmofDigital.

•  CostPressures.Withtheahen?onofOffshoreOutsourcersnowhavingturnedtowardEurope,Tietoandothersarefacingcostpressureindevelopmentthatisrequiringthemtolookforwaystoshiiresourcesaswell.Whilethiswillul?matelybenefitenterprisebuyers,itmayproveashorttermdistrac?on.

•  IOTEnablement.Tietomayneedtofurtherbuildoutcapabili?esinIoTEnablementasthismarketdevelopandclientslookforendtoendservicestomovebeyondproofsofconceptintofulldeployment.


•  StandardDeliveryModels•  InvestmentStrategy•  Collabora?onTechniques


Unisys FocusedIoTsolu7onsbuiltaroundsecurityforthePublicSectorver7calarearealstrengthbutsotooisanaly7csforIoTHigh Performer


Self-declaredFTEs~35withothersborrowedfromotherprac?ces.OrgStructure:Unisysdoesnotdiscloseitsorganiza?onalstructure.DeliveryCenters:•  10%Onsite•  20%Onshore•  70%Offshore(India)

UnisysdoesnotseparateIoTintoaseparateprac?cebutinsteaddeliversaspartofmul?pleservicelines.

TargetIndustries:Unisystargetsenterprisesinthe$1–3billionrevenuerange.•  Pharmaceu?cals,Federal,PublicSector,andRetail

RelevantRecentAcquisiHons•  N/APartnerships:•  Azure,AWS,Airwatch,andPureshare,and

MobileIron

•  UnisysStealth•  BDAasaService.UnisyshasarobustBig

Data&Analy?csplaeormthatithasextendedtoIoTenvironmentswithconnec?onstoawiderangeofdevicecommunica?onprotocols.


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•  IoTSecurity.WithitsUnisysStealthtechnologythatisabletocloakanycommunica?onsbetweendevices,UnisyscanensureIoTenvironmentsremainsecure.Thismakesthemastrongchoiceforthoseengagementsweresecurityisabsolutelycri?cal.

•  BigData&AnalyHcsFocus.UnisyshasaproprietaryreferencearchitecturebuiltforbigdatacalledBDAasaServiceandextendedthisofferingintotheIoTenvironment.Thismakesitastrongchoiceforareaswithmassivevolumessuchasmedicalorretail–twoareasoffocus.

•  RemoteSupportCapabiliHes.IoTisoienanoffsitechallengeandmostserviceprovidersarelessequippedtoengagewithsuppor?ngfieldopera?onsinthesamewayitsupportacoreenterprise.Unisysisanexcep?onwithstrongcapabili?esinfieldmanagement.

•  StrengthGovernmentProvider.GivenUnisyslegacystrengthinUSFederalgovernmentanditscapabili?esaroundsecurity,bigdataandsupport,itisextremelywellsuitedforbriningIoTtolargescalecomplexareassuchasgovernmentsmayrequire–forini?a?veslikesmartstatesorsmartinfrastructure.

•  VerHcalCoverage.UnisysfocusedapproachtoIoTmeansmanyenterpriseswillnotfindthemopera?ngwithinitsspace.

•  SmallData.WhilemanyIoTchallengesarewellintherealmofBigData,manyothersarenotandthesemeansUnisysmaymisssomeopportuni?esun?litfurtherbuildsoutcapabili?esherealongsideBigData.

•  LimitedIndustryDepth.Evenwithintheindustriesitfocuses,Unisysbringslessdepthinbusinessunderstandingthansomeofitspeers.ThismayshiiitsIoTfocustoaques?onoftechnologicalenablementandawayfromprocesstransforma?on.

•  LackofIoTPracHce.IoTisdeliveredaspartofmul?pleservicelines.Thislackofadis?nctfocus,mayleaveitunderinvested.


•  Incorpora?onofCustomerFeedback

•  ProprietaryDeliveryModels•  IndustryExper?se•  FrameworksforNeedsAnalysis


Virtusa BuildingascaledIoTprac7cesupportedbytestedandsecuredeliverywithbusinessconsul7ngaroundIoTthenextareatoscaleHigh Performer


Self-declaredFTEs~1,540(ThisincludesconsultantsfromtheDigitalandInfrastructure.)OrgStructure:Virtusa'sIoTstrategyandevangelizingisledbyKar?kIyengar.Theexecu?onanddeliverycapabilityforIoTiswithinVirtusa'sDigitalPrac?cewhichisheadedbyFrankPalermo.DeliveryCenters:•  10%onsite•  10%nearshore•  80%offshore(India/SriLanka)

VirtusahassetupadedicatedIoTprac?cecalled“SMART”withinitsdigitalbusinessunit.ThegoaloftheSMARTteamistohelpitsindustryteamsengagewithclientstoeducate,envisionanddevelopIoTbasedsolu?ons.TheSMARTteamisdevelopingIoTsolu?onsand/orpointsofviewacrossallofitskeyver?calssuchasTelecom,HealthcareManufacturing,Retail,Media,FinancialServicesandInsurance.

TargetIndustries:VirtusatargetstheG2000butpar?cularlyin•  Healthcare,Telecommunica?ons,Insurance,Manufacturing,Transporta?on

RelevantRecentAcquisiHons•  Apparatus(2015)•  Agora(2015)Partnerships:•  IBM(BlueMix;Watson;Soilayer)•  Intel•  ThingWorx•  Exosite•  Libelium•  Glassbeam/Flutura/Splunk•  Conversica•  Jasper

•  Skylabwhichconsistsofvariouslayers:-  AnIoTFounda?on(leveragingVirtusa's

GTO,BPM,Digital&Infraprac?ces)-  MachineDataAnaly?cs(leveraging

Virtusa'sEIMprac?ce)-  Ar?ficialIntelligence(leveraging

Virtusa'sGTO&EIMprac?ce)-  Augmented/VirtualReality(leveraging

Virtusa'sCEM&Mobilityprac?ce)


IoTConsulHng

IoTEnablement

IoTConnecHvity

IoTIntegraHon

IoTManagement


•  StrongPartnershipEcosystem.VirtusahascreatedstrongsetofpartnershipstoaugmentitsownIoTcapabili?esasitacknowledgesthecomplexityofIoTandhowthemarketcanbestbeserved.SowhileitmaynotbringthedepthofskillsacrosseveryelementofIoT,itcantaptheseforaclientandlikelygetevengreatercapabili?esthanifitahemptedtodoitallonitsown.

•  Delivery.Ratherthanrecrea?nganIoTspecificdeliveryorganiza?on,Virtusaleveragesthebreadthanddepthofcapabili?esithasacrosstheorganiza?on.Thisallowsittoflexupanddownmorequicklydependingonthespecificsofeachengagementwhilenotcrea?ngaconflictofneedingtomovecertainskillsoffitsbench.

•  RapidIOTPrototypingwithSkylab.WhileIoTiss?llanascentopportunityforVirtusaithasputtogetherastrongpartnernetwork,referencearchitecturesandvirtuallabenvironmentthatprovidesrapidprototypingofIoTandAIusecases.

•  LimitedIndustryExperHse.WhileVirtusabringssolidtechnicalcapabili?es,itismorelimitedinthedepthofindustryexper?se.ThismeansitmakesforagoodpartnerinbuildingIoTsolu?onsbutmayrequireextrainputontheexplora?onanddesignside.WesawpromisingsidesofVirtusabuildingoutindustryIoTsolu?onsinhealthcare,insuranceandtelecomthatshouldbefurtherenhancedinto2016.

•  IOTEnablement.Virtusamayneedtofurtherbuildoutcapabili?esinIoTEnablementasthismarketdevelopandclientslookforendtoendservicestomovebeyondproofsofconceptintofulldeployment.


•  StrengthofVisionForIoT•  PartnershipEcosystem•  Crea?onofProprietary

Frameworks


IGATE DeliveringclientfocusedIoTsolu7onslinkedtokeyclientbusinessneeds


Self-declaredFTEs~45OrgStructure:IoTPrac?ceisbeingincubatedbyResearch&Innova?ongroup.Thisisoneofseveralhorizontalbusinessunits.IGATEalsooperatesver?calbusinessunits,aProduct&EngineeringServicesgroup,andaDigital&Cloudprac?cethatalsosupportIoT.DeliveryCenters:•  20%Onshore(US18%,UK2%)•  80%Offshore(India)

IGATE’SIoTprac?ceco-ordinatesservicedeliverythroughresourcespooledfromexis?ngbusinessunitsacrossengineering,tes?ng,Digital,BI,Analy?cs,etc.Salessupportisprovidedbythreedifferentsalesgroups:Ver?cal-centricSales,Product&EngineeringSalesandDigitalPrac?ceSales.

TargetIndustries:

Targetsenterpriseswith$1B+revenues•  Retail,Manufacturing,Mediaand

Entertainment,Mining,Energy&U?lity,Banking,Insurance,Automo?veElectronics,ConsumerElectronics,IndustrialAutoma?on,MedicalElectronics

RelevantRecentAcquisiHons•  N/APartnerships:•  PlaeormVendors:PTC-Axeda&ThingWorx

SoiwareAG(Apama),andMicrosoiSQL•  Innova?veSolu?ons:indoo.rs•  AppliedResearch:UCLA,Georgetown

University,ESADE

•  ICAT:IntelligentContextAwareThingsframework

•  ICAN:IntelligentContext-awareNaviga?on(usingBLEBeacons,Wi-FiAccessPoints,Indoo.rssoiware)

•  IAUTOPULSE:Predic?veAnaly?csSolu?onforautoindustrytoreducewarrantycosts,improveup?me,andavoidcatastrophicfailures.

•  IGATEWellnessPlaeorm


IoTConsulHng

IoTEnablement

IoTConnecHvity

IoTIntegraHon

IoTManagement


•  WillingToinvestTimeAndMoneyinPoCs.IGATEhaspar?cipatedintheearlystagesofsomeveryinteres?ngtrialswithclientsasitviewsIoTasanareaofinvestmenttoday.Sowhileitmaynothavealonglistofreferenceaccountswhereitcandemonstratecomple?on,itbringsanunderstandingoftheissuesandchallengeswithinembracingIoTtoday.

•  IncubaHngIoTAsCrossCompanyIniHaHve.ByformingitsIoTprac?cewithinResearch&Innova?onratherthanapar?culargo-to-marketbusinessunit,IGATEisabletoscalefastandexplorethemostappropriateresourcemixalongthewaywithoutbeinglockedintochallengesofmanagingabenchthatmightbeweightedtowardonepar?cularskillset.

•  DemonstraHngItselfAsAStrategicPartner.WhilemuchoftheIoTworkIGATEperformsforclientstodayismorealongthelinesofstaffaugmenta?onthanprojectlead,muchoftheworkisofthemoststrategicnaturefortheclient.ThisisgivingthemvaluableexposuretohowIoTisbeingu?lizedtotransformbusinessestoday.

•  WillingnessToInvestInProprietaryPlajorms.IGATEisdevelopinganumberofhorizontalandindustryspecificIoTplaeorms,produc?zingIoTservices.

•  Focus.WhileclientscitedIGATEasastronginambi?onandinterestaroundIoTitwasalsocitedthemaswillingtotackleareasthatwereperhapsnotinitscoreareaofexper?seandthisleithemlearningalongtheway.

•  CapgeminiIntegraHon.WhilelihleisbeingcommunicatedexternallyregardingCapgemini’sintegra?onofIGATE,itisfairtoexpectatleastsomelevelofdisrup?onastwolargeITserviceprovidersmerge.

•  VerHcalIndustryExperHse.WhileIGATEoperatesacrossabroadrangeofindustries,itdoesnotbringthedepthofbusinessunderstandingtothesethatsomeotherserviceprovidersbring.Thismeansthereconversa?onsandengagementaroundIoTmaybemoreofatechnicalnature.However,thismightchangeastheCapgeminiacquisi?onprogresses.


•  Incorpora?onofCustomerFeedback

•  PartnershipEcosystem


Luxoft Masterlevelengineeringskillscombinedwithver7calfocusdelivervalueformarqueeIoTclients


Self-declaredFTEs~N/AOrgStructure:MichaelMinkevich,VPforTechnologyServicesreportstotheCEO,DmitryLoschinin.MichaelisresponsibleforEnergy,Technology,andTelecommunica?onsver?calsandtheIoTandBigDataprac?ceasitrelatestotheRadiusacquisi?on.AndersBrown,formerPresidentofRadiusGroupisMDforIoTbasedinSeahle.DeliveryCenters:•  Onshore(US)•  Offshore(Ukraine;Germany;Poland;Bulgaria;Romania,RussiaandVietnam)

IoTisahorizontalprac?cesupportedbyCoEsonmobile,bigdata,agile,security,andotherswhichisledbyMD,AndersBrown.

TargetIndustries:

LuxoitargetstheGlobal2000•  automo?ve,aerospace,telecommunica?ons,oilandgas,hi-technology,precisionagriculture/manufacturing,andretail.

RelevantRecentAcquisiHons•  RadiusGroup(2014)Partnerships:•  MicrosoiAzure,Cloudera,Mashery,Intel,

AmazonWebServices,HortonWorks,Informa?ca,Jasper,Google,Splunk,Esri,andATT.

•  RetailEngagementSuite•  IoTBigDataSimulator•  Horizon(visualiza?onplaeorm)


IoTConsulHng

IoTEnablement

IoTConnecHvity

IoTIntegraHon

IoTManagement


•  ExperiencedTechnologyTalent.Luxoibringsaveryhighpercentageofadvanceddegreestothemajorityofitsengagements.Itsdeliverycentersarefilledwithseniordeveloperswithfiveormoreyearsofexperiencenotfreshersthatarelearningoneveryjob.Thismakesthemaleadingchoicewhenacomplexsolu?on,suchastelema?cs,isbeingtackled.

•  Deep(Focused)IndustryUnderstanding.WhileLuxoitargetsanarrowersetofindustrieswithIoTthanotherserviceproviders,itservesthoseonesquitewellbasedonclientfeedbackandcanbringastrongunderstandingofunderlyingbusinessandtechnologychallengesinindustriessuchasautomo?ve,aerospaceoragriculture.

•  LowDeliveryTurnover.Luxoifacesmuchlowerratesofahri?onthanmanyotherITservicesfirmsandthismeansconsistentstaffonprojectsfromyeartoyear.ItalsomeansLuxoigrowsalongsideclientsandevolveswiththemasprojectschangeandmaturefrommerelydigi?zingprocessestoanalyzingthemandcrea?ngnewones.

•  ProjectIndependence.SomeenterprisebuyersfeltthatLuxoialloweddailyprojectstafftohavetoomuchdiscre?onwhenitcametomaintainingthecorerela?onshipanddeliveryresponsibility.

•  NotAnOrderTaker.Luxoibringsskilledandexperiencestafftoeveryprojectandthismeansthestaffmayhaveseenasimilarchallengebeforeandhavepreconceivedno?onsashowitmightbestbeapproached.Ifanenterprisebuyerislookingforaserviceprovidertocarryoutwhatisaskedwithoutgivingitmuchthought,Luxoimightnotbetherightchoice.


•  PartnershipEcosystem•  StrengthofIoTVision•  IndustryExper?se


NIIT Technologies Pragma7cdeveloperswithakeensenseofthebusinessproblemsthatcanbeaddressedbyIoTinfocusindustryver7cals


Self-declaredFTEs~110OrgStructure:NIITTech’sIoTeffortsfallwithinitsDigitalServicesPoreoliounderaGlobalHeadwhoreportstotheCOO.DeliveryCenters:•  10%Onshore(US)•  90%Offshore(India)

NIITTechdoesnotyethaveaseparateIoTprac?ceareabutinsteaddeliverstheseservicesaspartofitsDigitalExperienceprac?cewhichincludesAnaly?cs,CloudandDigitalIntegra?on.

TargetIndustries:NIITtargetsenterprisesinthe$1B-$5Brange.•  Groundtransporta?on,airlines,insurance,manufacturing(APAC),cargogroundhandling/logis?cs

RelevantRecentAcquisiHons•  IncessantTechnologies(2014)Partnerships:•  2smallstartups(proprietarytech)•  ESRI(GeoEventExtension)

•  TechnologyIncuba?onServices•  IoTTes?ng•  IoTAnaly?cs


IoTConsulHng

IoTEnablement

IoTConnecHvity

IoTIntegraHon

IoTManagement


•  FocusInTravel&Insurance.Whilemostserviceprovidersreadilytargetabroadrangeofindustries,NIITtechnologiesisveryfocusedonIoTsolu?onsmainlyinthetravelandinsuranceindustriestoday.

•  IoT-SpecificLabs.SeeingtheneedtoexperimentandinvestinIoT,NIITTechsetuplabsinBangaloreandDelhi.SeekingtodevelopPoC’sforexis?ngandpoten?alclientsratherthanwaitforenquirestoemerge.NIITTechalsoprovidesIoT-ledinnova?onasaservicetoitsclientsunderincuba?onofferings.

•  PragmaHcApproach.NIITTechlooksforsolu?onsthatcanbereadilyimplementedratherthanonesthatarethemostsophis?catedindesign.e.g.Whentaskedwithexpedi?ngtheiden?fica?onandclassifica?onofhazardouscargoforanairportterminal,itdevelopedimageprocessingalgorithmsthatcouldfunc?onofstandards?ckersissuedgloballyratherthanrelyingonanewtaggingsystemthatwouldtakeamassiveefforttoadopt.

•  LearningCulture.RatherthanassumingIthasallbeenseenbefore,NIITTechapproacheseveryprojectwithopenearsandanopenmindtotryandsolveaclient’suniqueproblemsinthebestwayeach?mewhilemaintainingaflexibleapproachtosolvingchallengesthatarise.

•  UI/UXDesign.EnterprisebuyersreportNIITTechdesigncapabili?estendtoberathertemplateandnotstrongonthecrea?vesidebutalsoreportseeingimprovementsbeingmade.

•  IndustryCoverage.WhileclientswithinTravel,InsuranceandManufacturingwillbepleasedwithNIITTech’sIoTcapabili?es,clientsoutsidetheseareasmyneedneedtolookelsewhereforastrongpartnertodaywiththeexcep?onofFinancialServicesbutthatisanareanotseeingmuchIoTini?a?vesatthis?me.

•  ExecuHonOverInnovaHon.WhileNIITTechbringsgreatstrengthinexecu?onandawillingnesstoworkextremelyhard,itdoesnotalwaysapproachproblemswithcrea?vityandthatputsmoreinnova?onontheclient’sshouldersat?mes.

•  Scale.CurrentlyIoTiss?llnascentforNIITTechwithlessthan10engagementssofar.


•  HowServiceProvidersIncorporateCustomerFeedback

•  Collabora?onTechniques•  IndustryExper?se

Market-Wrap and Recommendations


Where Next For IoT Services Weseethefollowingasthemajortrendsthatwillfosterthefutureevolu?onofIoTServicesoverthenext2-3years:

n  MoreandmoreServiceProviderswillcon?nuetopushintothemarketasahandfulofinnova?veusecasescreateaspikeinahen?ontoIoT

n  ThemarketwillremainpoorlydefinedassomeServiceProvidersrebadgeAnaly?cs,Mobile,orCloudprac?cesasIoTServiceswhileotherscreatestandaloneprac?ces–someofwhicharenarrowandsomeofwhicharebroad.

n  SystemsThinkingbecomesahotbedofahen?onasthecomplexitythatIoTunleasheswillincreasinglynecessitateamethodologicalprocessdrivensolu?on.

n  Industryinsightandexper?sewillgivewaytothoseofferinginsightbasedonthemesofac?vity(Home,Auto,Building,City,etc.)

n  Learningtopartnerwellbecomesanecessaryskill.Leadershipwillbedefinedbythoseserviceprovidersthatcaneffec?velycoordinatethislayerofexternalcomplexity.

n  Crea?ngdatalakesands?tchingtogetherAPIswillcon?nuebethebulkofintegra?onworkwhileanaly?csandprocessexper?sebecometheareasofcompe??vevalueadd.


Hfs Expects to See Even Greater Adoption of the Ideals of As-a-Service by IoT Service Providers by 2017

IDEAL AS-A-SERVICEIDEALDEFINITION

NONEXISTENT INITIAL EXPANSIVE EXTENSIVE ALL

PERVASIVE

DesignThinking

Genera?ngcrea?vesolu?onsbyunderstandingthebusinesscontext 2015 2017

BusinessCloud

“PlugandPlay”businessservices2015 2017

IntelligentAutomaHon

Blendingofautoma?on,analy?csandtalent 2015 2017

ProacHveIntelligence

Opera?onsfocusedoninterpre?ngdata,seedingnewideas 2015

2017

IntelligentData

Real-?meappliedanaly?csmodels,techniques,andinsightsfrombigdata

2015 2017

WriteOffLegacy

Useofplaeorm-basedservicesmakesmanytechinvestmentsredundant

2015 2017

BrokersofCapability

Governancestaffmanagetowardsbusiness-drivenoutcomes 2015 2017

IntelligentEngagement

Pricingandrela?onshipsbasedonexper?se,outcomesandsubscrip?ons

2015 2017


Systems Thinking – a.k.a. How to Approach IoT

Aformalapplica?onofSystemsThinkingdrivesonetoanunderstandingofapar?cularset of outcomes that goes well beyond observing an event and understanding itsunderlying trends. SystemsThinkinghelpsonegraspandmeasure the relevant inputsthatdriveanoutcomeandinturnallowsonetoahempttoimproveafutureoutcomebycontrollingthecri?calsourcesof influencewhilenot inadvertentlymaking itworsebyignoringoradverselyaffec?ngunforeseeninfluences.IntherealmofIoT,itisoneofthebestapproachesHfSknowsofforbringingmeaningtotheprimordialchaosthattheprocessofdigi?zingeverythingcreates.

“SystemsThinkingistheartandscienceofmakingreliableinferencesaboutbehaviorbydevelopinganincreasinglydeepunderstandingofunderlyingstructure.”

–BarryRichmond


2015-16 Recommendations: Enterprise Buyers

n  DemandCo-InnovaHonandExperimentaHon.AsnearlyeveryServicesProviderbuildsoutitsownporeolioofIoTengagements,enterprisebuyersareinastrongposi?ontodemandthatserviceprovidersputsomeenergyandinvestmentintobuildingoutskills.Ifaproviderisunwillingtodoso,itislikelynotcommihedtothespaceandinsteadofbeingthepartneryourequiretonavigatetheemergenceofIoT.

n  BeSuretoKeepSecurityandRiskFrontandCenter.Securityneedstobeoneofthetopconsidera?onsateverystepoftheway.Theprimaryreasonisthatasprojectssplinterthereisanincreasedriskofthecrea?onofaccesspointsthatareinnocuoustoonesetofconcernsbutcatastrophictoanother.Enterprisesareadvisedtotasksomeonewithexaminingeveryandallimplica?onsofIoTacrosstheen?refirm.

n  StayCalm,MostIoTAcHvityRemainsasaPoC.Despitetheincreasedahen?onandhypearoundIoTtoday,thebulkofac?vityformostenterprisesremainsintherealmofaPoC.Thepoten?alforstrategicimpactmightbeiden?fiedbutwithonlyafewexcep?onsmostaretes?ngthewatersastohowitwilllikelyunfold.Further,withthetechnologycomponentoientheeasiestpiece,thoseenterprisesthatwillneedtoplaycatchupcanlikelydosoafastpace.ThereisnoneedtopanictodaywhenitcomestoIoT.

n  PickYourIniHaHvesWithCare.AsitremainsearlydaysinIoT,enterprisebuyersareadvisedtoapproachthemarketwithcau?onevenifbeingaggressiveappearstobepossibleatlihlecost.AddingsensorsandgatheringdataisoientheeasiestaspectofIoT.Evencrea?ngdatarepositoriesthatcancapturethisnewinsightisstraigheorwardandcanbeleveragedacrossthefirm.TherealchallengesforIoTwillcomewithprocesschangeandthisneedsbroaderacceptanceandalevelofenergythatmightnotariseifdozensofdifferentexperimentsareunderway.Lessismorewhenitcomestoadop?ngIoT.


Shared Strategic Challenges for IoT Service Providers

n  WhatOperaHngApproachShouldbeUHlizedtoServeIoT?Serviceprovidersaredeployingabroadrangeofopera?ngmodelstodevelopofferingsinIoT.Somearetakingtheapproachofincuba?onandleveragingskillsetsfoundinexis?ngprac?ceareas.Othershaveiden?fiedIoTasstrategicandareinves?ngincrea?ngdedicatedprac?ces.Thereisnosinglesolu?onthatwinsouttodaysoserviceprovidersneedtorecognizethestrengthsandweaknessesofeachandbeflexibleinrespondingtowhatisrequired.

n  ShouldIoTServicesFocusExclusivelyonAssetOpHmizaHonorGoBeyond?Today’sopportuni?esinIoTareclearlyfoundintherealmofassetop?miza?onandespeciallyasthecostofthoseindividualunderlyingassetsrise.Butbroaderapplica?onsofIoTholdthepromiseofnotjustrunningabusinessbeherbutrunningitdifferentlyandlikelyindisrup?veways.Serviceprovidersneedtobalancemarketdemandtodaywiththeno?onthattomorrow’sdemandmaybeinamuchdifferentrealm.

n  HowFastandAggressivetoInvestinIoT?Notonlyisthedirec?onofIoTuncertainbutthepaceofenterpriseadop?onaroundIoThasyettogenerateenoughsamplepointsforclaritytohaveemerged.Thisputscon?nuedpressureonserviceproviderstokeepacloseeyeonthemarketandmakesurethepaceofinvestmentsarealigned.

n  WillProductEngineeringandSensorDevelopmentEmergeasaKeyOffering?Whilesomeserviceprovidersaregainingsignificantahen?onaroundIoTcapabili?esbyhighligh?ngnon-tradi?onalareasofITservicessuchasdeviceengineeringandsensordeploymentordesign,itisnotclearwhetherthesecapabili?eswillbecri?caltoservicethemarketinthecomingyears.Tradi?onalSIshavealwaysreliedonspecializedpartnerstomeetcertainnewneedsanditislikelymanywillsuccessfullydothesamewithregardtoIoT.

n  WhatistheBestPlajormApproach?Inasimilarvein,itisunclearwhetherITserviceproviderswillbenefitfromhavinganIoTplaeormtodeploy.Conversely,suchanofferingmightevenbecomeadetrimentasitseentocreateaconflictandtodiminishanyahemptsatofferingbestofbreedsolu?ons.Yetinthenearterm,havingaplaeormmightallowonetomovequicklyfromPoCsintobroaderdeployments.


2015-16 Recommendations: Service Providers

n  Don’tExpectLeverageDuringEarlyDays.Withalltheahen?ondirectedtoAs-a-Serviceprovisioning,itwouldbeexpectedforServiceProviderstoforeseethemselvesasplaeormprovidersintherealmofIoT.ButlikeotherpocketsofenterpriseITdemandwheretheunderlyingneedisseenasstrategic,fewwillbewillingtosehleforan‘off-the-shelf’solu?onorallowaserviceprovidertoreusesignificantpiecesofIPtoserveacompe?torwithasimilarneed.Rightorwrong,thebulkofworkinIoTwillbebespokeandserviceprovidersareadvisedtogotomarketexpec?ngthis.

n  BuildOutSystemsThinkingSkills.HfSmadeandcon?nuestomakeapusharoundtheneedforServiceProviderstobulkuponDesignThinkingandwewillcon?nuetodosointhecomingyears.However,forthosetarge?ngIoT,amoresystema?capproachisrequired.“SystemsThinking”isaformalapproachtodetermining,measuringandbuildingintoanymodeltheimpactfrommul?plevariablesinordertodeterminewhythingshappennotmerelywhatishappening.

n  LearntoPartnerWell.ThecomplexityinwhichIoTnotjustenablesbutdemandswillrequirethattradi?onalcompe?torsregularlycooperate.Connectedhomes,cars,ci?es,andenergyallimpliesamixofdataprovidersandbeneficiariesthatwillallhavevaryingdegreesofinterestandneeds.Serviceprovidersthatcanmanagethiscomplexityandbringabroadmixofpar?cipantsnottothetablebutkeepthemengagedwillposi?onthemselvesextremelywellinthecomingyears.

n  LooktoCrossInternalSilosWell.IoTisnotonlyanopportunitythatrequiresheightenedcollabora?onoutsideaserviceproviderswallsbutperhapsmoreimportantinternallyaswell.MosteveryIoTengagementbyaglobalSIwillneedtotaparangeofskillssuchasbigdataandanaly?cs,cloud,mobility,engineering,aswellasstrategyandprocesschange,mostServiceProvidersarenotsetupwelltoworkacrossthesedisparateprac?cesbutthatwillberequiredtoexcelinIoT.

About the Author


Charles Sutherland ChiefResearchOfficer,HfSResearch–Dallas,TX

Overview•  OverseestheresearchagendaandtheanalystteamforHfSacrossthe“As-a-Service

Economy”.•  Personallycoverstheareasofdigitalservices,intelligentautoma?onandbusiness

plaeormsaswellasthesupplychainandprocurementbusinessfunc?ons.•  Overa25+yearcareerhasfocusedonhispersonalskillsinauthoringthought

leadership,developingimplementablestrategies,execu?ngonacquisi?ons,drivingbusinessdevelopmenteffortsandmanaginglongterminvestmentplanning.

•  SincejoiningHfSin2013,CharlesspokenwidelyatindustryforumsincludingNASSCOM,ABSLandSIGandhashadhisresearchcoveredwidelyinthebusinessandoutsourcingpress.

PreviousExperience•  Charleshasbeeninthebusinessservicesmarketfor20years.Previousrolesinclude:

-  Growth&StrategyMDforAccenture’smul?-billiondollarOpera?onsGrowthPlaeorm

-  ChiefStrategyOfficerfora$500MBPOServiceProvider-  Growth&StrategyforApplica?onandInfrastructureOutsourcing,Accenture-  Growth&StrategyforCommunica?ons,MediaandHighTechOG,Accenture-  Media&EntertainmentStrategyConsultant,Accenture-  Marke?ngDirector,Olivep

EducaHon•  MBAfromINSEADinFontainebleau,France•  HonorsBAinEconomicsandPoli?calSciencefromtheUniversityofToronto

[email protected]


About HfS Research

HfSResearchistheleadinganalystauthorityandglobalnetworkforITandbusinessservices,withaspecificfocusonglobalbusinessservices,digitaltransformaHon,andoutsourcing.HfSservestheresearch,governance,andservicesstrategyneedsofbusinessopera?onsandITleadersacrossfinance,supplychain,humanresources,marke?ng,andcoreindustryfunc?ons.Thefirmprovidesinsigheulandmeaningfulanalystcoverageofbestbusinessprac?cesandinnova?onsthatimpactsuccessfulbusiness outcomes, such as the digital transforma?on of opera?ons, cloud-based business plaeorms, services talentdevelopment strategies, process automa?on and outsourcing, mobility, analy?cs, and social collabora?on. HfS applies itsacclaimedBlueprintMethodologytoevaluatetheperformanceofserviceandtechnologyintermsofinnova?ngandexecu?ngagainstthosebusinessoutcomes.

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In2013,HfSwasnamedfirstinrisinginfluenceamongleadinganalystfirms,accordingtothe2013AnalystValueSurvey,andsecondoutofthe44leadingindustryanalystfirmsinthe2013AnalystValueIndex.

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