Enabling Managed Service-based Solutions

Transcription

1 Enabling Managed Service-based Solutions Steve Whitehead Technical Director, Comtech Holdings Ltd Comtech Holdings Ltd

2 About Comtech Comtech empowers OEM s & Solution Providers to: Provide end-to-end communication for remote machines Deliver a managed services solution in their chosen market Focused on the M2M within any application Enables companies to focus on their core business Complete Solutions Wireless display messaging market Key landmarks 2000 first end-to-end M2M system - early pioneer M2M related patents granted 2005 Major customers include: De Lotto Camelot Bombardier Transportation A major food company Comtech Holdings Ltd

3 Agenda migrate from just selling goods Part 1, Comtech Why offer managed services? Enabling solutions Part 2, Invisible Systems Service Provider case End user case Comtech Holdings Ltd

4 The problem selling goods Success breeds problems Growth Competition Reduced Margins Price pressure Grow to stand still Markets saturate Not on the value of goods Reducing costs Acquisition & Mergers Diversification Slow growth in established markets Applicable to first phase of M2M? Comtech Holdings Ltd

5 Value of solution not price of goods Goods have valuable data Status, consumables, usage, local Problems visible within business Create additional value Reduce costs Improve customer service Increase revenues Service-based opportunities Across goods life-cycle, environment and associated players Value of solution not price of goods Service Provider role Solutions (not goods) to end users A new way of thinking Many companies have realized that for every dollar of goods sold, there can be anywhere from $5 to $20 of associated services and follow-on products, often at higher margins Harbor Research Comtech Holdings Ltd

6 Potentially a complex solution Complete End-To-End Solution Connectivity SIGNALSmart Category S Smart I Infrastructure G N Core A Access L LAN Smart Smart Devices Managed Middleware Fixed IP WAN M2M Modem RF Ethernet Sensors Controllers Broad partnerships Different worlds! Service Provider focus Vertical Market Underlying Communication Manage Partnerships Work outside core focus Out of necessity Would prefer to focus Core application Core solutions Related services Harbor Research Comtech Holdings Ltd

7 Simplify the value chain Complete End-To-End Solution Connectivity SIGNALSmart Category S Smart I Infrastructure M2M GWithin Wrap N Communication Core Elements A Access L LAN Smart Smart Devices Managed Middleware Fixed IP WAN M2M Modem RF Ethernet Sensors Controllers know how Core Business Not comms know how Robust Solution Single enabler Win-Win Partnership Build on core competencies Rapid time to market Service adoption Harbor Research Comtech Holdings Ltd

8 Solutions and service not technology No longer about technology From suppliers Proven and robust Its about the business case From adopters Steering to service Vision Business Case Stake Holder Buy-in Proof of Concept Roadmap Learn and apply Small steps Comtech Holdings Ltd

9 Enabling solution example - µweave SIGNALSmart Category S Smart Managed Partnerships in action Complete End-To-End Solution Connectivity µweave I Infrastructure G The The N Core A Access L LAN Smart Smart Devices Middleware Fixed IP WAN M2M Modem RF Ethernet Sensors Controllers Enabling M2M Service Out of the box Harbor Research Comtech Holdings Ltd

10 µweave Hardware Complete End-To-End Solution Connectivity µweave SIGNALSmart Category S Smart I Infrastructure G The The N Core A Access L LAN Smart Smart Devices Managed Middleware Fixed IP WAN M2M Modem RF Ethernet Sensors Controllers Wireless module Embedded within device Data gathering AT-Command line Logging & Alarm processing Scheduling Data transfer Managed level level Harbor Research Comtech Holdings Ltd

11 µweave Software Complete End-To-End Solution Connectivity µweave SIGNALSmart Category S Smart I Infrastructure G The The N Core A Access L LAN Smart Smart Devices Managed Middleware Fixed IP WAN M2M Modem RF Ethernet Sensors Controllers Web-based management Communication Database Alarm processing Notification Reporting Centralised Configuration Administration Export configurable Harbor Research Comtech Holdings Ltd

12 µweave Complete End-To-End Solution Connectivity µweave SIGNALSmart Category S Smart I Infrastructure G The The N Core A Access L LAN Smart Smart Devices Managed Middleware Fixed IP WAN M2M Modem RF Ethernet Sensors Controllers Service-based model Hosted monitoring service Service platform Value Added Private label Service Provider brand Harbor Research Comtech Holdings Ltd

13 Wrap your application Complete End-To-End Solution Connectivity µweave SIGNALSmart Category S Smart I Infrastructure G The The N Core A Access L LAN Smart Smart Devices Managed Middleware Fixed IP WAN M2M Modem RF Ethernet Sensors Controllers Tailored by OEM/VAR Hardware Central Configuration Value Added Many s HVAC-R, Cold chain, Beverage dispense, People counting, AMR, building services and automation etc. Harbor Research Comtech Holdings Ltd

14 New start point to change business Complete End-To-End Solution Connectivity SIGNALSmart Category S Smart I Infrastructure G Comtech M2M N Within Core A Access L LAN Smart Smart Devices Managed Middleware Fixed IP WAN M2M Modem RF Ethernet Sensors Controllers Blueprint for success Evaluation hours Prototype days Deployment < 8 weeks Minimal investment Configuration rather than design Enabling rapid rollout Prove business models fast Fast ROI Comtech Holdings Ltd

15 Summary Service will change the landscape of markets Fundamentally different business proposition Create competitive advantage no going back! Early adopters reap the most success Key to success WIN-WIN Partnerships An approach maintaining focus on your core business Comtech Holdings Ltd

16 Thank you Steve Whitehead Technical Director, Comtech Holdings Ltd Telephone: +44 (0) Comtech Holdings Ltd