Post on 05-Nov-2021
IoT Value Roadmap
A framework to define the
scope & qualify IoT Use Cases
Luiz Bautzer
16/09/2015
2 2
Agenda
• What makes smart, connected products
fundamentally different… – How Smart, Connected Products are transforming
competition
• Moving up the IoT Value curve – From Value opportunities to operational Capabilities
• Qualifying main USE CASES – How to use the IoT Value Roadmap
Comment font
les autres ?
Comment aller
plus vite?
Rupture ou pas
dans la création
de valeur ?
Questions soulevées lors
de la première séance
3
How Smart, Connected Products are transforming competition
What makes smart, connected products
fundamentally different…
Rupture ou pas
dans la création
de valeur ?
4
• Things are changing – What makes smart, connected products fundamentally
different is not the internet, but the changing nature of
“things”
• Sensors are useless if you don't have the
applications to manage the information
generated by connected devices
• Sustainable competitive advantage requires
both
– a distinctive strategic positioning
(products) and
– operational effectiveness
Main Takeaways
5
From Value opportunities to operational Capabilities
Moving up the IoT Value curve
Comment font
les autres ?
6
The Value creation opportunities
Moving up the IoT Value Curve
Do not reproduce or distribute without permission
Improve
Connection
to Customer
Experience
Leverage data from
connected products
for improved service,
support and usability
Optimize
Business
Processes
Combine real-time
data with existing
systems to increase
efficiency
Differentiate
Offering
Increase pace of
product and service
innovation
New
Revenue
Streams
Unlock new business
models and realize
new value-add
opportunities
7
Capabilities to address Value Opportunities
Intelligence and connectivity enable an entirely new set of product functions
and capabilities with each capability building on the preceding one
ANALYZE
INTEGRATE
MONITOR
INNOVATE
8
IoT Capabilities Maturity Model
How companies typically create value with the Internet of Things over time
Do not reproduce or distribute without permission
Monitor
Analyze
Integrate
Innovate
• Proactive monitoring
• Remote delivery of software updates
• Remote access and repair
• Predictive maintenance
• Identify supplier or mfg. process issues
• Real-time reporting of product status and usage
• Closed loop product lifecycle management
• Configuration and warranty management
• Knowledge management and remote diagnostics
• Product quality and risk management
• Provide complementary web and mobile apps to differentiate products
• Enable customer self-service and personalization of products
• Introduce new business models and value added services throughout the lifecycle
Operational Strategic Disruptive
9
IoT Capabilities Maturity Model
How companies typically create value with the Internet of Things over time
Do not reproduce or distribute without permission
Monitor
Analyze
Integrate
Innovate
• Proactive monitoring
• Remote delivery of software updates
• Remote access and repair
• Predictive maintenance
• Identify supplier or mfg. process issues
• Real-time reporting of product status and usage
• Closed loop product lifecycle management
• Configuration and warranty management
• Knowledge management and remote diagnostics
• Product quality and risk management
• Provide complementary web and mobile apps to differentiate products
• Enable customer self-service and personalization of products
• Introduce new business models and value added services throughout the lifecycle
Operational Strategic Disruptive
10
Diebold Reduces Downtime by 15%
Diebold is a $2.9B provider of integrated
self-service delivery and security systems,
including ATMs
Deployment results:
• Average problem resolution time reduced from
3 hours to minutes
• 17% of total issues resolved remotely without
a field service visit
• Overall Opteva ATM downtime reduced
by 15%
“With OpteView, I can achieve world-class ATM
availability by making the most out of a close
relationship with a trusted vendor – Diebold .”
– Chad Lynch Services Manager, America First Credit Union
11
From ANALYZE to INTEGRATE
How companies typically create value with the Internet of Things over time
Do not reproduce or distribute without permission
Monitor
Analyze
Integrate
Innovate
• Proactive monitoring
• Remote delivery of software updates
• Remote access and repair
• Predictive maintenance
• Identify supplier or mfg. process issues
• Real-time reporting of product status and usage
• Closed loop product lifecycle management
• Configuration and warranty management
• Knowledge management and remote diagnostics
• Product quality and risk management
• Provide complementary web and mobile apps to differentiate products
• Enable customer self-service and personalization of products
• Introduce new business models and value added services throughout the lifecycle
12
GE Power & Water / Jenbacher Gas Engines
GE Power & Water is a world leader in power generation and
water technologies for utilities, independent power producers
and industrial applications.
Searching for the unusual
13
GE Power & Water Optimizes 7 Processes
Do not reproduce or distribute without permission
GE Power & Water is a world leader in
power generation and water technologies
for utilities, independent power producers
and industrial applications.
1. Commissioning - Sales Efficiency
2. Contractual SLAs – Higher profitability
3. Training – Employee productivity
4. Remote Monitor, Diagnostics and Service –
Fewer truck rolls, less downtime
5. Field Service – higher first time fix rate,
faster time to repair
6. Spare Parts – Optimized inventory levels
7. Upgrades and Repair – predictive maintenance
“We are using machine data to build algorithms
to predict issues or changes. Often we see ‘this
is different from the majority of engines’ and that
will help us develop an appropriate procedure.”
– Audi Lucas GE Power & Water
14
From INTEGRATE to INOVATE
How companies typically create value with the Internet of Things over time
Do not reproduce or distribute without permission
Monitor
Analyze
Integrate
Innovate
• Proactive monitoring
• Remote delivery of software updates
• Remote access and repair
• Predictive maintenance
• Identify supplier or mfg. process issues
• Real-time reporting of product status and usage
• Closed loop product lifecycle management
• Configuration and warranty management
• Knowledge management and remote diagnostics
• Product quality and risk management
• Provide complementary web and mobile apps to differentiate products
• Enable customer self-service and personalization of products
• Introduce new business models and value added services throughout the lifecycle
15
Taking advantage of Preventative Maintenance
Elekta is a $750 million company with
approximately 3,500 employees worldwide.
The company develops sophisticated,
state-of-the-art tools and treatment
planning systems for radiation therapy,
radiosurgery and brachytherapy.
Deployment results:
• >20% of service requests resolved remotely
without the need for an onsite visit
• Increased system uptime and patient
throughput
• Improved product design through machine
reliability data analysis
“By harvesting machine data and using predictive
analytics on the usage patterns and life-cycle of
the systems, we can pre-position spares closer
to machines where we know that a part is coming
to the end of its duty cycle. This predictive
support model truly maximizes the availability of
the systems, providing an enhanced service
experience for the customer and enabling them
to deliver improved patient care .”
– Martin Gilday VP of Service, Elekta
16
• Monitoring – “Always-on” Geo-localization of
devices
• Analyzing – Access to historical data (ERP)
– Identifying Patterns
• Integrating – Dispatch & Diagnostics
– Tech pubs & Spare parts (ERP)
• Innovating – Dashboards to support more reliable
Service Level Agreements (SLA)
From INTEGRATE to INOVATE
Confidential and Proprietary - Not for Distribution
17
How to use the IoT Value Roadmap
Qualifying main USE CASES
Comment aller
plus vite?
18
How to quality USE CASES
Identity &
Security
External
Information
Sources
Integration
with Business
Systems
Product Hardware
Product Software
Physical PRODUCT
Network Communication
COMMUNICATIONS
Product Data Database
Application Platform
Rules/Analytics Engine
Smart Product Applications
Digital PRODUCT CLOUD
19
How to rapidly quality USE CASES?
Identity &
Security
External
Information
Sources
Integration
with Business
Systems
Product Hardware
Product Software
Physical PRODUCT
Network Communication
COMMUNICATIONS
Product Data Database
Application Platform
Rules/Analytics Engine
Smart Product Applications
Digital PRODUCT CLOUD
BUILD
MANAGE
CONNECT
20
Network Communication
Product Data Database
Application Platform
Rules/Analytics Engine
Smart Product Applications
Turning product data into insight generates new
collaboration needs
Identity &
Security
External
Information
Sources
Digital PRODUCT CLOUD
Product Hardware
Product Software
Physical PRODUCT
Integration
with Business
Systems
COMMUNICATIONS
21
Challenges emerge from new collaboration needs
Ongoing collaboration between R&D , IT and Customer Support is required to embed new features
and functionality into a product through software, sensors, and connectivity
22
• Select a product/asset to focus the
discussion
• Have the group identify key
stakeholders – Internal/external
– Direct and indirect
– Be specific as to their role as a
stakeholder
Exercise #1 – Identify Stakeholders strategy
Who are all the people and processes that are impacted by & depend on the
CONNECTED asset?
Connected Asset
Service
R&D
User
Sales
User Manager
…
MARKETING /
SALES
PRODUCT
DEVELOPMENT
OPERATIONS /
MANUFACTURING
SERVICE /
SUPPORT
INFORMATION /
OPERATIONAL
TECHNOLOGY
CUSTOMER
23
• For each Stakeholder – What does the stakeholder care about?
– How is he/she impacted by remote connectivity?
• Constraints to manage the impact of remote connectivity?
• Resources to manage the impact of remote connectivity?
Exercise #1 – Identify Stakeholders strategy
Do not reproduce or distribute without permission
Connected Asset
Service
R&D
User
Sales
User Manager
…
24
Strategy / Objectives
Exercise #1 – Identify Stakeholders strategy
MARKETING /
SALES
PRODUCT
DEVELOPMENT
OPERATIONS /
MANUFACTURING
SERVICE /
SUPPORT
INFORMATION /
OPERATIONAL
TECHNOLOGY
CUSTOMER
25
Exercise #2 helps defining which are the relevant
USE CASES to be addressed
Review proposed USE CASES
per Stakeholder
26
Exercise #2/ We provide you with a definition of 26
USE CASES
MARKETING /
SALES
PRODUCT
DEVELOPMENT
OPERATIONS /
MANUFACTURING
SERVICE /
SUPPORT
INFORMATION /
OPERATIONAL
TECHNOLOGY
CUSTOMER
Rapid IoT Application
Development
Customer Insights
and Opportunities
Connected Product
Usage Analysis
Flexible Billing and
Pricing Models
New Value Added
Services
Connected Product
Quality Analysis
Connected Software
Management
Customer
Self-Service
Usage and
Performance
Dashboard
Product
Personalization
Connected
Operations
Intelligence
Unified Key
Performance
Indicators
Real-Time Asset
Health Monitoring
Operations
Management
Improvements
Asset and Material
Tracking
Monitoring and
Diagnostics
Remote Service
Condition-Based
Predictive
Maintenance
Automated Service
Execution
Warranty Cost
Management
Connected Service
Parts Planning
Flexible Product and
Asset Connectivity
Identity and Security
Management
Scalable IoT
Operations
Management
Seamless IoT Data
Integration
Automated Analytics
and Actions
Capture YOUR LIST
amongst the proposed IoT use cases
27
• Priorities (per Stakeholder)
• Supplementary
• Other
Exercice # 2/ Select within the proposed 26 UCs, the
top priority USE CASES
MARKETING /
SALES
PRODUCT
DEVELOPMENT
OPERATIONS /
MANUFACTURING
SERVICE /
SUPPORT
INFORMATION /
OPERATIONAL
TECHNOLOGY
CUSTOMER
(Assureur &
Gestionnaire de
biens)
28
• Expected Output
Based on your list of priority USE
CASES define where you want to be
in:
• 1 Month
• 6 Months
• 12 Months
• Discuss as a group about
the goals of the next phase
• Should you start by
identifying “quick wins” or
“strategic value”?
Exercise # 3/ Qualify the goals of the next phase
Phase #1 Phase #2 Phase #3
29
Summing-up
30
• Smart, connected products create
fundamentally new types of product data
– This allows far greater insight and control over product
functionality as well as customer needs
• Collecting data is just a starting point
– There is no value if information from connected machines
is not enabling business transformation
• Turning product data into insight generates
new collaboration needs
– IoT is more than a mechanism for transmitting information
– It’s all about rapidly building Apps…
Summing-up
Delivering Innovation with Smart, Connected Products
Digital Twin
31
• Smart, connected products create
fundamentally new types of product data
– This allows far greater insight and control over product
functionality as well as customer needs
• Collecting data is just a starting point
– There is no value if information from connected machines
is not enabling business transformation
• Turning product data into insight generates
new collaboration needs
– IoT is more than a mechanism for transmitting information
– It’s all about rapidly building Apps…
Summing-up
Delivering Innovation with Smart, Connected Products
Digital Twin
Comment font
les autres ?
Comment aller
plus vite?
Rupture ou pas
dans la création
de valeur ?
33
PTC ThingWorx Platform supports IoT natively
CREATE CONNECT SERVICE OPERATE ANALYZE
Transforming how customers…
…smart and connected products, operations and systems
Next-generation technology platforms and enterprise applications