M2M and Connected World Opportunities, Challenges and How we can Help. Godfrey Chua Directing Analyst, M2M and Connected World

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1 M2M and Connected World Opportunities, Challenges and How we can Help Godfrey Chua Directing Analyst, M2M and Connected World

2 Agenda Why M2M? Beyond the Smartphone A Vision for M2M and Connected World Near- and long-term outlook and analysis Where we can help Our initial services Q&A: We are eager for your feedback! 2

3 Why M2M? And why now? The mobile industry is at a crossroads Cellphones everywhere Technology debates settled (LTE/3GPP won!) Operators clamoring for what is next In that set of potential next generation opportunities M2M is one of the most important as it can play to key operator competencies However, the opportunity is not just for operators OTTs again! 3

4 Subscribers (Billions) Subscribers (Millions) Why M2M? Beyond the Smartphone CY12 CY13 CY14 CY15 CY16 CY17 0 China India Brazil 2G 3G LTE WiMAX CY09 CY10 CY11 CY12 The bulk of mobile subscriber growth is still coming from China, India, and Brazil But even these markets feeling the pressure of market saturation (especially urban areas) TODAY: Less than 30% of the population is covered with 3G M2M services a nascent opportunity for operators Future is about migrations and NEW business 4

5 Why M2M? Beyond the Smartphone Segment Margin Segment Attributes CONsumer CON ENT entm2m Growth ENTerprise Churn Margin 5

6 A Global Phenomena North America and EMEA are the clear leaders and the foundation for the multitude of M2M businesses rising However, the fastest growth is anticipated in Asia Pacific, with CALA representing significant upside potential 6

7 Laying the Foundations for Growth Learning Accelerated Growth Learning Market rationalization (consolidation, customer education, etc.) Technology transitions Policy evolution Accelerated Growth Market acceptance Next generation enhances solution capabilities 7

8 Impacting All Types of Businesses anchor verticals anchor verticals M2M finds relevancy in all types of businesses, making them more efficient, competitive and innovative Key anchor verticals provide important industry foundation complementing regional prospects Still, ALL verticals have strong growth prospects 8

9 How we look at M2M A focus on The ecosystem, the players that are making M2M happen The business models, the real use cases and proof points driving early adoption of M2M The journey, from the near term to the long term of the M2M industry 9

10 How we look at M2M And, of course, the most reasoned and reliable market size and forecasts in the industry 10

11 How we look at M2M Diversity and the connection chain 11

12 Mobile technologies How we look at M2M Diversity and the connection chain 2G 3G 4G Gateways, STBs, etc. 3G/4G Satellite Others DSL/LL 12

13 How we look at M2M: Mobile technology SWOT 13

14 How we look at M2M* Enterprise Systems CRM, SRM, ERP, SCM SFDC SAP Oracle BSS / OSS NMS, Billing, Mediation, Activation, Provisioning, Reporting, Intelligence AMDOCs Application & Service Portfolio Partner Solutions Ecosystem (& SIs) Application Middleware Event Mgmt, Notifications, BPM, State Machine, Data Formation, Portals, Custom Apps Application Enablement Platforms Device State Management, Connectivity, Service Activation, Provisioning, Rating, Charging Network Portfolio of Vertical Solutions & PS M2M specific and tuned networks features and capabilities Modules and M2M Devices SIM, MIM, Smart Meters, Telematics, Health Monitors, Tracking, Consumer Electronics, Point of Sale, Surveillance Cameras, etc IBM Tech M Axeda ILS Tech Jasper Wyless Juniper Cisco Ericsson Huawei Telit Cinterion ZTE Intel Quanta WiPro Accenture RACO Kore Huawei Custom ZTE ALU NSN Sierra SIMCom UBlox Huawei Qualcomm M2M Managed Services SPs Verizon W AT&T Vodafone NTT D China M Telefonica Sprint DT M2M SPs Aeris Kore Numerex Solution Developers and Enterprise Customers Analysis of innovative solution developers and customers using solutions Surveys: Enterprises and Service Providers * Representative sample of companies covered Core Coverage Areas 14

15 Early use cases driving M2M Free market driven: Transport/Automotive/Logistics Economic drivers create promise: Healthcare Policy driven: Utility, Smart City 15

16 Early use cases driving M2M: Transport Speaks to Mobile Technology Strengths Leading M2M service providers such as AT&T and Telstra note that transport (fleet/asset management) comprise the largest segment of their current M2M business Monthly ARPU ~ $20 plus 16

17 Early use cases driving M2M: Connected Car Emergence of multi-sided business models B to B B to B to C B to C Telematics: Vehicle system information to OEM (low bandwidth) All major OEMs investing, for purposes of: Performance Maintenance Troubleshooting Warranty monitoring Service engagement Monthly ARPU ~ $5plus Telematics: vehicle location and activity information to Insurance (UBI Usage Based Insurance) (low bandwidth) Nascent (about 4 million connections) Monthly ARPU ~ $10plus Multiple Services: Subscription and on demand to consumers: (low to high bandwidth) Nascent market (i.e. Onstar 6.4 million subscribers) Need to address conversion rates We believe on-demand and family plan services show promise Advertising and app ecosystem experiments are underway and will further enhance consumer value proposition Requires 3G or 4G Monthly ARPU ~ $20plus 17

18 Early use cases driving M2M: Smart City What is the Smart City Killer App??? Parking Real money and ROI But this particular solution is OTT, not the best for Mobile Operators Traffic Management Policy concern, impact on productivity Mobile Operators may find unique roles and value propositions in this area 18

19 Where we can help FOCUS: Segments that will grow and deliver value IDENTIFY: Solution innovators, potential partners BENCHMARK: Operators and technology vendors T H O U G H T L E A D E R S H I P 19

20 Where we can help: FOCUS Vertical segment characteristics Transport (scale and value), utility (scale), healthcare (value) Customer relevancy Mobile operators vs. over-the-top (OTT) Timing Smart city (relevant, but likely longer term play) 20

21 Where we can help: IDENTIFY Companies creating innovative solutions Volvo, BMW, Ideal Life, Streetline, Libelium Lessons learned Onstar early connected car experience, UPS Logistics Best practices AT&T, Telefonica, Vodafone 21

22 Where we can help: BENCHMARK Competitive intelligence Vendor activities, solutions and partnerships Customer intelligence Operator profiles, surveys and benchmarks Customer insights Enterprise surveys 22

23 Where we can help: Initial services M2M Connections and Services by Vertical Foundational element, defining the scope of the M2M opportunity (Annual 13, Biannual 14) Worldwide M2M Service Provider Leadership Scorecard Ranks and profiles leading M2M service providers across the globe (Annual) M2M Strategies by Vertical: North American Enterprise Survey M2M Strategies: Global Service Provider Survey Mobile M2M Modules Analyst Research Notes: M2M and Connected World Identifies, tracks and profiles innovative companies, examines strategies for success, analyzes business models, lessons learned, and reviews key industry developments and events 23

24 Where we can help: More in 2014 Smart Grid Key early vertical helping the M2M industry scale Connected Car Seeing significant investments and will help push M2M to 3G and 4G relevancy Connected Health Huge vertical seeing real economic drivers and incentives for innovation via M2M solutions 24

25 Q & A We are eager for feedback! Our goal is to design M2M and Connected World program services around customer requirements and suggestions 25

26 Thank You Godfrey Chua Directing Analyst M2M and Connected World

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