7 steps to business success on the Internet of Things

Steps to Business
Success on the
7Internet of Things
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Executive Summary
The Internet of Things (IoT) promises to do nothing short of revolutionize the
way the world does business. The ability to sense and control the physical
world through sensor-enabled devices can unlock massive, previously unseen
opportunities to expand revenue, optimize operations and delight customers and
users. By integrating normally hidden bits of information with business systems,
organizations can gain valuable insights that fuel growth and drive intelligent,
automated action that transforms businesses (and lives). That’s why, according to
research, 76% of businesses plan to use the IoT for internal process optimization
and 74% will use it externally to run a connected product or service.
It all sounds great in theory, but what about in real life? How can your company turn
ideas into vision and tangible reality that helps your business get the most value
from the IoT? Doing so today requires understanding how to leverage a seemingly
overwhelming set of IoT implementation options across an ever-expanding
ecosystem of companies.
In this white paper you will learn:
• What is the Internet of Things and how can your business take advantage of this
new revolution?
• How to apply IoT technology to a real business case
• A practical process for building an end-to-end connected solutions
• Key design decisions that you will need to make along the way and how
they impact your end result
• How Xively by LogMeIn can help accelerate the overall process
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Steps to Business Success
7on the Internet of Things
1

Building an IoT-connected solution may appear to be a simple endeavor, where you just connect an
object to the Internet and send its data to a mobile application. Unfortunately, most companies that
begin building with this perception quickly end up with an un-scalable result that fails to meet even
minimum business goals. In reality, the processes and choices entailed in creating a successful
connected solution require a complex, multi-discipline knowledge-set. To start, you must define
and fully comprehend the full potential of your business case. Then, you need to explore a
myriad of technology options, and select and apply the most appropriate technologies, including
embedded components, connectivity, platforms, applications, clouds and security, as seen below.
It doesn’t end there, however, because truly transformative solutions that deliver exponential value
can only be achieved by integrating your IoT solution with key, third-party business services that
record and analyze the data flow, then return intelligent, automated responses to the physical
business environment. The real art of the Internet of Things lies in orchestrating this network of
functionality, from the simple to the complex, through the secure interconnection of connected
objects and business systems.
The laundry list of decisions needed to successfully navigate the IoT ecosystem can be daunting,
so we have used this paper to lay out an organizational flow of key concepts that your company can
use to plan, build and operate connected solutions that provide significant business value.
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Introduction
2
to Business Success
on the Internet of Things
7
steps Service & Support
Identify Business Case
Create operations & process
optimization strategy
Define product & service strategy
Investigate & define broad
business case
Create a Connected Object
Create Applications
BOARDS + MODULES
Dev platforms
RFID
BLE
GPUs & CPUs
Security
Build the Infrastructure
Infrastructure
API
Support
Messaging
Account Mgmt
File Storage
Data Visualization
Remote Access
Web Interface
Security
Routing
Rules Engine
END USER APPS
Mobile app [consumer,
vendor, partner]
Web app [internal, external]
Win32 app
OPERATIONS APPS
Device Lifecycle Mgmt
Groups Mgmt
Provisioning
Time Series
Storage
Provisioning
Realtime Data
Streaming
SENSORS + ACTUATORS
Acoustic
Optical
Chemical
Proximity
Security
Hydraulic
Pneumatic
Electric
Mechanical
NETWORK OPERATOR
Data carrier
WiFi carrier
GATEWAYS
IP Protocols [WiFi, Ethernet]
Bridge Protocols [Estimote,
Z-Wave, Zigbee, mesh router]
Analytics & Automation
Data Visualization
Learnable, Predictive Action
Stream Processing
Reporting
Device Updating
Remote Diagnostics
User Support
Break/Fix
Business System
Integration
CRM/ERP Integration
Billing Services
Logistics Software
Support Systems

What is the Internet of Things?
The term “Internet of Things” or IoT is rapidly progressing from an obscure concept known only by futurists and forward-looking developers to C-suite as a key business strategy. So what, exactly is the IoT? Exponential advancements in technology, fueled by the Internet, mobile computing, cloud platforms and an emerging class of small yet powerful processors, have combined with the plunging cost of electronics to create the next great online paradigm. The Internet of Things allows products, applications and services available through the Internet to understand and control almost anything in the physical world through an online system of bidirectional sensors and actuators.
“Things” in the IoT realm can be pretty much any physical object – a machine cutting metal in a warehouse, ECG sensors in your clothing, temperature and light sensors on your window shades, moisture sensors in your garden, and on and on. We are entering an era where we can track and control just about anything centrally as well as have these objects communicate with one another to influence their own actions. The benefits are as limitless as the imagination and will fundamentally change how we discover, understand and interact with our world. Regardless if you call it the Internet of Things, the Industrial Internet or the Internet of Everything, the promise of adding a sensory dimension to our digitally connected lives, locations and businesses has inspired tremendous visions for the future.
Now let’s talk about what it takes to make these visions a reality. Let’s look at each step of the process for building your company’s connected solution.
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Building a connected
system in the real world
Explore and define a transformative business case
Whether you’re upgrading an existing product, creating something new and revolutionary, or
modifying an internal operation, a successful IoT outcome requires thinking through the entire
process – from napkin sketch to deployment and management. Don’t just think about how Internet-enabling
an object would be a cool idea. Instead, exhaust your imagination considering how
unifying the physical world in an interactive manner with business systems can uncover revenue
opportunities, streamline your operations or completely change a user or customer experience.
The operational optimization and revenue discovery opportunities in predictive maintenance,
product feature upgrades, supply chain optimization, device lifecycle management, remote service
& support, in addition to other product and operational aspects of your business, are only limited by
your imagination. Let’s look at two primary business case categories as well as an example case.
Products & Services for Sale
This category describes a connected good or service that is available as a sellable entity to a third-party,
like a consumer or other business, outside of your company. The first step is to investigate
the new benefits and pain relievers your company can bring to market through a connected object.
Then begin to consider how you can build not only an innovative customer experience, but also an
evolved business experience. What efficiencies can be gained or how can you better delight the
customer by understanding how and when your product is being used? Are there ways to transform
the sales, service and marketing of your products? By integrating these objects into business
systems, can you fundamentally change the way your business interacts with customers?
A cloud-connected product allows your customers and your business to acquire real-time insights,
predictive analytics, partner network integration, and much more. It also provides the opportunity
to transform your business model. Connected solutions can unlock and expand business potential
by removing the barriers inhibiting the complete comprehension and control of your customer and
business. Continuous, 360-degree interaction with your business-connected objects delivers real-time
insights that drive intelligent action.
1
4
STEP

Internal Operations & Process Optimization
Operations and processes are prime candidates for areas that can be streamlined via the Internet of Things. Connected process use cases abound, including after-sales services, maintenance, goods tracking, fleet management, systems monitoring, etc. Having the operational resiliency to respond to the unexpected instantly puts you ahead of the competition.
A few other questions to consider when devising ways to optimize internal structures by introducing the IoT are:
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1. What is your break/fix cycle? Can the IoT reduce that window to save you time and money?
2. What does your business’s chain of custody look like? Can you validate and trace back the root of an operational issue or production pipeline?
3. How can you better understand and manage your supply chain?
4. Are you able to service and support your headless devices from the cloud?
5. What if you could extend the mean time to failure of an object by slowing its use cycle without stopping it, buying time to service it on your schedule?
6. Are there ways you can automate or expedite operational efficiencies by connecting physical objects to business systems via the cloud?
7. Can your Vendor Management and Inventory suppliers be better served by Internet-enabling your machinery? And are you able to automate some of your VMI process by linking this new data to your CRM or ERP system?
5

Business Case Example: The Connected Lab
The ability to transform a business into a new type of cooperative between vendor, customer and product can have profound effects on all parties involved. Take the case of the connected lab. In this real-world example, a life sciences company produces reagents and enzymes that scientists use to accelerate DNA-based experiments. Originally, the scientists would pre-order their enzymes and reagents, wait for them to be delivered, store and then use them as needed. The company was successful, but it was leaving revenue on the table and not fully satisfying the customers’ needs. The problem was this company had no idea what enzymes labs were using until they called for a freezer refill. They asked themselves the following: “How can we become more responsive to our customers?”
The company formulated a next-generation business case for expanded revenue opportunities: an Internet-connected freezer that was essentially an enzyme and reagent vending machine. Enter the Internet of Things. Since their products are expensive and need to be temperature-regulated, they used a scientific-gradefreezer, connected it to the Internet and created a custom application using
a local touch-screen and mobile application. They then went a step further and interconnected it with Salesforce.com Service Cloud and Sales Cloud. Now, when scientists need an enzyme or reagent, they simply unlock the freezer through the application using their personal code and remove the enzymes needed. The freezer then automatically locks. The results have been nothing short of transformational.
Now that the company can store any number of reagents and enzymes on
the local site and account for them electronically, they have realized
tremendous benefits:
•
The ability to offer a more compelling solution to customers through more rapid availability of products needed to accelerate critical experiments.
•
Real-time awareness of inventory levels and signals that trigger proactive resupply, ensuring labs have the necessary supplies when needed.
•
Expanded product lines in local inventory that address more potential experiments, increasing overall same-site sales.
•
Instant understanding of revenue run-rates, contributing to
income predictability.
•
Integrated recognition of all sales activity by Salesforce.com, including triggering of automated business motion including emails, reports, and more.
•
Quicker recognition of revenue.
•
Sensors on the freezer allow the company to optimize placement of the device based on traffic patterns.
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Increased
Sales
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By Internet-connecting the freezers and integrating with Salesforce, the service chain became highly optimized as well:
•
Products are only delivered as needed and on an optimized supply route.
•
The freezers themselves are monitored for signs of failure, such as a compressor drawing more power while temperature is climbing, leading to a predictable mean time to failure.
•
Not only can the life sciences company fix the component before it becomes a real issue, the technician knows exactly which parts need to be replaced and how to perform the work, plus the repair truck now contains exactly the right parts needed for the job.
•
Through Salesforce.com Service Cloud integration, the service chain can be automatically scheduled and support tickets can be automatically closed when the component reports a healthy status after being repaired.
Most unsolicited marketing is seen as either a negative or a necessary evil. However, in this case marketing offers benefits that are actually welcome and appreciated by the customer:
•
Usage and sales data collected from the freezers can predict which experiments are being conducted at a particular lab. This information can better inform the company on which enzymes to stock ahead of
customer needs.
•
The company can market through email or other channels to the customer with information the customer actually needs and finds valuable.
•
The automated delivery of these items through Salesforce.com’s Marketing Cloud simplifies the acceleration of sales.
Through the power of the Internet of Things and a comprehensive use case, this company has transformed itself. Instead of selling products to customers, it now delivers “enzymes-as-a-service” to users, resulting in increased revenue and a continually optimizing business. Similar benefits can be realized in any business as long as the use case is thoroughly thought out. After you have outlined a key business case, you will need to create a connected object that addressed it.
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Intuitive
(and appreciated)
Marketing
7
Optimized
Service

Boards, Sensors & Actuators
Picking the best hardware for the job can be tricky. First, research and select a development board
that fits the computational heft and form factor required to get the job done right. If you’re creating
the next big thing in wearables, for example, chances are your product needs a lightweight chip that
doesn’t take up a lot of space and keeps the connectivity options to a minimum (i.e., has a Bluetooth
module added but no WiFi).
The sensors listening to the world around them also have a say in what board you choose.
Computationally light boards may not be able to handle talkative sensors, nor would they be able to
handle additional connectivity hardware within the product itself. Having five sensors attached to
a device can produce a lot of data that doesn’t necessarily all have to be transmitted to the cloud.
If your sensors are data hogs, be sure to pick a board that handles parallel processing of sensor
stream data efficiently and can perform local computations with ease. Also, create a strategy for
determining optimal computational load payoff between local data compute versus cloud compute.
For example, an electrochemical sensor used in a biotech lab may be sending data to its board
once every 10 milliseconds. For alerting purposes, code could be written on the board itself,
however, a mean value every five seconds may prove sufficient for analytical assessment in the
cloud. That said, no matter what the choice, just about every major chipset vendor is moving quickly
to build boards and modules fine-tuned for IoT applications.
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Create a
2Connected Object
8
STEP

In tandem with board costs, sensor prices are quickly decreasing and the variety of sensors is increasing. If there’s a physical observation to be made about the world around us, there is likely a sensor for it already on the market. To get the creativity flowing, take a look at the “List of sensors” entry on Wikipedia. Resist the temptation, however, to add more sensors just because you can. Remember your business case, and how gleaning information from a sensor’s data results in happy customers and increased revenue opportunities.
And then there’s power supply. Your sensor, module and chipset choices will determine how big and what kind of power supply you need. Wearables have a small form factor and an even smaller power supply, so be careful about how your product weights the balance of data capability and battery drain. We’ll talk protocols later, but low bandwidth/power consumption protocols like MQTT are becoming increasingly popular due to key issues like power consumption.
There’s one additional sensor-rich object that we haven’t discussed yet – the smartphone. The hardware sitting in your pocket is a treasure trove of sensing capability: accelerometer, gyroscope, magnetometer, barometer, proximity, light, touch, camera, thermometer, etc. Your smartphone is not only a powerful computer with a phone inside, but also an Internet of Things object itself. In this case, you have a highly optimized hardware package with board, chipset, modules, sensors, and application-ready APIs already chosen for you.
Lastly, your product or device may not want to just sense the world around it but may also act upon the data it receives locally (or returned back to the device via the cloud). Often times, actuators are the method for making such machine-based actions happen in the real world. Generally speaking, there are four types of actuators to choose from:
•
Hydraulic actuators rely on, not shockingly, hydraulic power and a cylinder or fluid monitor to act on some mechanical process.
•
Pneumatic actuators are similar to hydraulic actuators only they use compressed gas instead of liquid.
•
Electric actuators are powered by motors that convert electrical energy into
mechanical torque.
•
Mechanical actuators convert rotary motion to linear motion. Still awake? In other words, think gears and pulleys. Screw jacks and rack & pinion actuators are good examples.
A product with any form of actuator can turn sensor-based data into outputs to close the loop between sensing and acting. One could imagine a scenario in which a window shades company attaches a light sensor and linear actuator onto the shade to make it raise and lower depending on the amount of light and time of day. The window shade could also be connected to a larger home automation network that ties in predictive analytics to optimize energy efficiency in a home or office.
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One notable IoT feature is its ability to push network capabilities out to the edge. Unfortunately, there are some cases in which it is not beneficial to have devices talking directly to the cloud. Some examples are devices in a manufacturing plant that send important data that is best routed through one central access point, or thousands of lampposts without cellular connectivity sending small data points to a WiFi-enabled piece of hardware first before being shot up to the cloud. There are a number of IoT-ready gateway hardware technologies on the market now. We will simplify them to two major buckets: Bluetooth and Low Power RF.
Bluetooth. Bluetooth and Bluetooth Smart are becoming very popular in consumer devices. The proliferation of smartphones with Bluetooth means that just about everyone owns a Bluetooth gateway now. Bluetooth is a good choice if you want direct control through a phone, yet it doesn’t work as well if you want the device to talk out to the Internet and be globally controllable. Plain vanilla Bluetooth also has less than stellar battery life – about one day of active use and 7 to 10 days of on/off use. The newer Bluetooth Smart provides a way for devices to exchange small amounts of information in a very low-power way. BLE is optimized for one-way communication, as in Apple’s iBeacon specification. Since only small amounts of data are being transmitted, BLE devices can survive for up to two years on very small batteries.
Low-Power RF. There are plenty of new standards for doing low-power communication between devices. The major ones currently are ZigBee and ANT. Both of these are part of the IEEE 802.15.4 standard of which Bluetooth is also a member. This means that they implement their own radio frequency protocol over one of the ISM bands (usually 2.4GHz for 802.15.4). There is also the option of coming up with your own RF protocol to fit your specific product’s needs. Many manufacturers have taken this approach. This is going to give your device the longest battery life, with some devices lasting up to seven years on a single coin-cell battery. The drawback here is that, just like Bluetooth, these devices do not connect directly to the Internet; they require a gateway connected to the Ethernet, WiFi, or cellular networks. The most common of these are Ethernet gateways, which allow all devices in one house or location to reliably connect to the Internet. Setup is easy since the gateway just needs to be plugged into a router and power is usually not a concern for the reasons mentioned in the Ethernet section above. Another advantage to many of these low-power RF protocols is the ability for devices to mesh network. Mesh networking means that your message can hop multiple times between other devices before reaching the Internet gateway and still make it out the Internet. This makes having lots of devices in one place both powerful and extremely price efficient.
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Gateways

Your Phone. Again, your smartphone not only allows you to slice fruit like a ninja, but also acts as a collection point for sensor data. As mentioned above, the iBeacons spec makes it possible for Bluetooth-enabled devices to send streams of data to an iPhone before having the data be processed in an app, relayed to the cloud or a combination of the two.
Once you have the hardware taken care of, know your connectivity strategy. How do you want the data to get to the cloud? There are advantages and disadvantages to selecting 3G, 4G, WiFi or Ethernet. It all depends on your use case. Here are some pros and cons of each:
3G/4G/Cellular. Cellular connectivity has been a major part of connecting disparate devices. It’s not just your phone that uses these technologies to connect; cellular networks now cover about 85% of the world. This means that you can connect something almost wherever it is. Cellular bandwidth comes at a high price premium though so low bandwidth protocols like MQTT can really benefit your product here. Cellular radios also consume a lot of power, so be sure this is something that can have a stable power source like mains or solar.
WiFi. WiFi has transformed the way people use computers and mobile devices. It has also been the driving form of connectivity for the first wave of consumer- focused IoT devices. Vast improvements have been made in the last couple years that allow WiFi devices to run on battery for months at a time instead of just days or weeks. However, if you are considering WiFi, you still may want to consider main power as at least an option for the device.
Ethernet. Ethernet is the easiest type of connectivity to use, especially in early stage development. For the most part, you plug it in and it just works. The other advantage of Ethernet is that, generally, if you are near an Ethernet port you are also close to main power, so you don’t have to worry about overall power consumption. You also have the option of using Power of Ethernet (PoE). Ethernet is commonly used when you need a gateway for some form of low- power RF.
Networks
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Build the IoT
3Infrastructure Messaging
Your intelligent objects are ready to connect to the Internet, but how do you get them there,
exactly? Despite the lack of industry agreement on a particular protocol, many platforms are
moving toward a publish-subscribe or “pub-sub” message broker architecture. Without going into
technical details here, the main idea is that publishers can post messages to a broker (server)
where subscribers can listen if granted privileges to do so. As of now, the popular communications
protocols for IoT platform messaging are MQTT (Message Queuing Telemetry Transport) and
WebSockets. Of course, HTTP is also an important protocol for the Internet of Things as it has
become the de facto standard for most Internet communication – including “things.” Other
standards like CoAP (Constrained Application Protocol) and XMPP also have their merits
and trade-offs.
Although storing data in literal clouds sounds pretty fantastic, the reality is that
you’ll need a highly robust data center to handle all of that highly valuable device
data coming in. There are two options here. First, you could go with a cloud
platform like AWS or Azure that gives you a known feature list fit for redundancy
and security. Or you can build your own data center, but this obviously requires an
entire series of documentation to begin a discussion on this topic.
To make it easy for your developers to write applications for talking to and
hearing back from devices, it’s important to have an API. Also, if you plan to
benefit from the numerous partner channels that the IoT will open, you’ll need to
share an API with them in order to allow access to your data. Obviously, you can
pick and choose what types of information to share with partners and vendors
based on the reciprocated benefits.
Data
Center
API
Security is the number one concern that businesses have with deploying IoT
technologies today.1 A recent Forrester report lists three important security and
privacy matters worth considering: 1) protecting any connected assets from
attacks, 2) protecting asset data from misuse, and 3) protecting a customer’s
data being sent to the cloud for viewing or processing. End-to-end security using
industry-standard symmetric data encryption (TLS, SSL) protects your connected
device’s communications channels as well as fine-grained permissioning
(API keys).
Right now, most IoT devices depend on existing security standards like SSL.
Encrypting the communication path between the device and server, then the
server and application, will decrease attack vectors. We are yet to see a new
security paradigm for IoT but one certainly may emerge.
Security
12
STEP
1 “Mapping the Connected World.” Forrester report by Christopher Mines and Michele Pelino, 10/31/2013.

Once a device is successfully and securely publishing data to a data center, its data needs to be stored somewhere. There are distributed database management systems like Apache Cassandra that make storing large amounts of data easier. The two main types of data that are sent to the cloud are time series data points and blob files. Sensor data is inherently time-focused, so storing and handling incoming streams of time-stamped data points are essential. In fact, the lack of real-time data handling in the cloud has been an issue for many cloud services such as AWS, yet Amazon and others are beginning to release platforms that are able to process data streaming from IoT products.
Who is using what device? What permissions do they have to access what sensors on that device? Which users can talk to groups of devices with different action queues? Managing administrators and other user accounts gets complicated quickly with connected devices. There are an infinite number of grouping configurations one can think of to manage everything in one place. For example, let’s say Bob manages a large conference space with thousands of connected light bulbs and window shades. Bob may have access to turn lights on and off in addition to tell Gary, the shades technician, that he has access to only certain actuator controls of the shades but not the lights. And Gary can only access shade motor health with the application provided him for his tablet. Building this sort of accounts and grouping management system makes life far easier for all parties involved, and also protects your company from unauthorized attempts to tamper with device information from a security standpoint.
It’s probably clear that building the infrastructure for sending sensor data to the cloud is no small feat. If you want to rely on the experts for an IoT platform instead of taking the DIY approach there are some things to consider. The number of IoT platforms continues to grow, so it’s important to know the capabilities and limitations of each. Some platforms are very vertical-specific while others may use proprietary software that makes them difficult to update firmware in an efficient, agile manner.
Storage
DIY or IoT Platform
Account
Management
One area of potential concern is the possibility to extract credentials from a device’s memory. This is an edge case but can be hard to protect against. One approach to prevent attacks from this is to only use credentials with very fine- grained permissions. For example, a device’s credentials only has access to that device’s data, and perhaps only has permission to take specific actions on that data. This device, then, may only have the ability to READ and UPDATE data as opposed to also possessing DELETE permissions.
Yet another matter of security is the issue of compliance. Do you need to consider HIPAA, PCI DSS, ISO, SSAE16/SAS70 or other certifications? Also, be sure to bring IT into the conversation from day one to make sure you’re aware of any outbound firewall issues that may arise from sending data via MQTT or other IoT protocols.
Security
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No matter how advanced the technology in your devices and sensors may be, what the vast
majority of users care about is the application that lets them view information and make decisions
based on what they see. Creating both end-user and internal operations connected device
applications can open recurring revenue opportunities and elucidate new insights into your user
base and operations health.
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Create
4Applications
For development of either B2B- or B2C-facing products, know your customers
and how they consume information. Are they desktop, laptop, tablet or
smartphone users? Do they prefer web, iOS, Android or Windows apps? OS
decisions also influence API development and what your partners can and cannot
support. Application hosting platforms such as Heroku can also play an important
role in how you run the application.
As for what your app content contains, again, listen to your users. Your company
could conceivably create a number of different Line of Business apps – be it
for consumers, vendors, or partners. No matter the end user, it comes as no
surprise that we are already overwhelmed with information, so instead of adding
to that deluge with exponentially increasing amounts of IoT data, determine
what processed or chosen information matters most to the user. More data often
makes for more confusion…unless, of course, the app is targeted at users that
require as much device detail as possible.
End User
Apps
Provisioning product devices as well as handling the lifecycle of a device are
both key components of any OEM. This becomes even more important with
connected products. Handing off a device to the end user requires knowing a
device ID and user credentials in order to have access to that device and likely
an application displaying information coming from it. Also, knowing the state of a
device (active, not active, etc.) can help determine the next part of the equation –
lifecycle management. This can be tracked from the warehouse creation date to
the onboarding process along with permissioning between other devices, users,
queues, and applications.
What about devices tracking data for internal operations? Building apps for your
team that allow them to connect aspects of the business that weren’t possible in
the past is a major advantage of the IoT. The ability to visualize data coming from
sensors on warehouse equipment, supply chains or basic infrastructure can save
a company orders of magnitude in bottom-line costs. Device data can also be
connected with other business systems, which will be discussed a bit later.
Operations
Apps
14
STEP

Never underestimate the importance of user experience. Once you have a connected product or operation, it needs to be intuitive and utilizable by the end user. With the proliferation and variety of smartphone apps available today, consumers expect a higher UI/UX standard that fits the innovation you’re bringing to market.
Some key app creation questions to answer are:
•
Do you buy, build, or outsource your app?
•
Do you need to build a web, mobile, or custom internal app?
•
Is your app built on Heroku, AWS, or your own secret server sauce?
•
Can you benefit from app builder tools from companies like ThingWorx or Phonegap?
A few UX questions to consider depend on who the end user is:
•
For customers – Do they need to register, activate and operate their connected product with this app? Are there existing services from your company that customers need to interact with as well?
•
For service teams – What support and service app model considerations should you consider so that your team can improve service delivery?
•
For internal monitoring – Can you build an app from scratch or will you be integrating connected device content into existing systems?
UI & UX
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It’s important to answer or at least think about the above questions while you are still in the early stages of your hardware and firmware development. Make sure that you have the tools and options needed in your hardware to deliver the right features to your end users.

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Companies use 3rd party software in their business systems to handle sales order processing,
accounting, HR, time and materials billing, security systems, service, support, vendor management
and countless other services. What if you could transform your business by connecting existing
systems with real-time data from products used by customers or information streaming from
office, farm, refinery, utilities and warehouse equipment? Moving beyond machine-to-machine
communication by publishing and subscribing data to the cloud expands the opportunity to tie in
just about any information to existing software used in your business.
Deep integration of connected products, services and processes into line of business applications
can bring far greater visibility into your organization from top to bottom. This includes everything
from manufacturing and inventory ERPs (SAP) to marketing and sales CRMs (Salesforce) to support
(Salesforce Service Cloud) and logistics (Fleetmatics).
For example, an arcade might want real-time updates in Salesforce of how much each pinball
machine is contributing to its total revenue stream. By creating a custom Salesforce app directly
linked to your connected product data, Mr. Pinball could now track sales in real-time or call a
technician via Service Cloud when a game malfunctions.
In addition, CRM integration is a great thing to add to your end-user application. It gives sales,
marketing, and service employees a better look into your product and business motion. Practically
speaking, this looks like improved service delivery, understanding feature usage patterns, real-time
preventative maintenance, etc. So while your front-end application might let users set the
temperature of their thermostat, you could integrate with Salesforce to monitor which thermostats
are online, what features are used most commonly, and if people are having a good experience with
the product.
For OEMs, customer support normally entails shipping the product back to the manufacturer to
troubleshoot or driving to a retail store where the customer waits in long lines to talk with an expert.
What if you could remotely access a customer’s device and troubleshoot it in real-time? Internet-connected
products make this possible. Again, your ERP support system would be able to nicely
integrate into this process as well.
Tie into
5Business Systems
16
STEP

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Drive Business Transformation
with 6 Analytics & Automation Whether you want to call it Business Intelligence, Predictive Analytics, Big Data, Machine Learning
or some mix of them all, the fact is that connected devices introduce a new realm of data to be
explored. Let’s break down a few categories based on the functional relevance to your business:
Reporting
Filtering
A simple plot of incoming activity can go a long way to help visualize trends in
your data. The number of vendors offering cloud reporting tools is growing daily,
so it’s important to know what your reporting needs are before choosing. Do you
need Excel or CSV export functionality? Do you need data pushed directly to
your CRM or ERP? What types of plots help you tell your data’s story?
No matter how good your data looks, there are always outliers that need to be
weeded out and smoothed. Leaving your data unfiltered can sometimes render
bad results, so it’s important to add triggers or more complex code into your
system to handle different conditions in your data.
The more data points you collect from your devices, the harder it is to see the
forest for the trees. Data deluge is a huge issue in Big Data, but there are simple
things you can do to find clusters of content or trends in your data. Even basic
algorithms can illuminate new ideas in your products or operations that you
would never have noticed by simply “eyeballing” your data.
Collecting device information in the cloud is just one piece of the puzzle. What
if you want to take a certain action based on a particular data point, or time
series trend, coming from your device? The ability to not just view but respond
to variable conditions can set you apart from the competition and open up
new possibilities for how customers interact with your product. This requires
knowing what rules and triggers should be created ahead of time to send action
requirements to an actuator, device or user.
This is similar to taking action, but focuses on the fact that you can use past data
to make decisions about a current or future state in your data. Machine learning
and artificial intelligence algorithms are commonplace now in many database-driven
or other types of cloud-based systems. Predictive analytics and actions
can be an integral part of anything from staying ahead of break/fix cycles in a
manufacturing plant to predicting the best time to go running based on data from
your Internet-connected wearables.
Exploring
Acting
Predicting
17
STEP

xively.com
Maintain, Service
7and Support STEP
Ongoing support and maintenance of these systems are an important part of any connected
solution. In some cases the lifespan of these systems can range from months to years. Your
company must think through the systems needed to ensure your solutions not only stay up and
running but are able to be fixed with minimal effort, while minimizing any direct human servicing.
Some of the questions you need to ask include:
• Will this object be physically accessible over time?
• Is it part of a larger system that will be difficult to access or impossible to send in for service?
• How often would you expect the firmware needs to be updated?
• What happens if the system is running but unresponsive?
• Is remote servicing important?
• Can a user interact with the system and with support at the same time?
• Will this be a headless device or something that has a visual interface?
• Many more…
The point is to make sure you clearly think through the support and maintenance scenarios then
build or buy and integrate a solution to meet these needs.
18

As seen in the preceding pages, building a successful connected product, service or operational
process requires you to thoroughly think through the business case then navigate a vast ecosystem
of partners, vendors, hardware decisions, and protocol choices. Unfortunately, customers must then
build the majority of the functionality themselves. This causes them to go-to-market much more
slowly and at greater cost. However, Xively can help accelerate many of these areas through our
award-winning line of solutions.
xively.com
How Xively Accelerates
Business Transformation
19
Identify a Business Case
Xively’s business services team has worked with customers in
every industry to move them beyond talking about technology
to determining the best avenue for rethinking their business
model and go-to-market strategy in a connected world. Our
team of strategy consultants, systems architects and experts
have deep experience in the multi-discipline requirements and
process of building connected solutions.
Xively’s unique “Business First” approach helps you first
understand and define your business objectives, and then
design powerful connected solutions to meet or exceed
those objectives.
We take you through the process of connecting, optimizing,
transforming, and interconnecting your solution to achieve
optimal business impact. In order to accelerate business value,
Xively can help customers:
1) Envision a solution that scales and grows with
your business,
2) Quickly build a proof of concept to acid-test your
ideas with real life working prototypes,
3) Work through the numerous kinks of launching
a pilot project,
4) Launch a connected solution at scale, and
5) Maintain and support a connected product or solution
over the course of the device’s lifecycle.

Create a Connected Object
Even though Xively does not sell hardware, we have a vibrant, global ecosystem of companies that have Xively connections built in. We have partnered with chipset vendors to create jumpstart kits that make it extremely simple to connect to Xively Cloud Services in a matter of minutes. Xively offers a number of tutorials and library support for a variety of board manufacturers to get you up and running fast. Our team of geeks also has expansive knowledge on sensor, protocol, logic distribution, and OS support to make sure you select the right hardware combination for your particular use case.
As for gateways, Xively is hardware agnostic, which makes it easy for us to integrate nicely with popular low-power RF options such as ZigBee and Z-Wave, or beacon hardware like Estimote. We also work with numerous carrier networks and telecomm service providers to ensure data gets to Xively Cloud Services efficiently.
Build the Infrastructure
As discussed earlier, there are two main choices for infrastructure – you either built it yourself or go with an IoT platform. The former choice requires countless man-hours and decision points that immediately rule out the DIY approach. Connected solutions require a laundry list of services requiring countless lines of code. Xively Cloud Services offers the following to make the process simple:
•
Storage for handling archived time-series and blob data
•
Messaging and routing protocols that can accommodate real-time device data
•
Infrastructure & Application Security that addresses secure cloud handling of consumer or operations data
•
Trust Engine for secure permissioning from messaging
to infrastructure
•
A Directory that is searchable and able to set varied permissions based on object or group properties
•
Management of users and devices in a web interface for admins and other users
•
APIs that allows for easy access of data based on standard messaging protocols by way of public RESTful APIs, HTTP, HTTPS, MQTT, etc.
•
Analysis & Automation to build business intelligence dashboards, reporting, basic analytics, predictive analytics, and even automated action and response
xively.com
20

Create Applications
Xively’s team has helped customers build both line-of- business and operations apps of every variety. Our application development team creates custom applications to monitor, manage, remotely update and control your business’ connected devices or solutions. Beyond basic functionality, custom applications can make intelligent, automated decisions based on analysis of system or environmental conditions.
Business System Integration
This is where the IoT truly shines – when products connect and integrate throughout every facet of an organization. Whether your business is running Salesforce SAP, Oracle, Sage, Microsoft or any other back office system (ERP, CRM, etc.), integrating your connected product or service can unlock exponential benefits almost immediately. Xively integration consultants have been working to integrate connected products into ERP systems for many years. Xively also has strategically partnered with 3rd party software providers that provide industry-specific IoT integration knowledge.
Drive Business Transformation with Analytics & Automation
Having a nonstop stream of data coming in across numerous sensors from hundreds, thousands or even millions of devices and applications can be a paralyzing thought. The Internet of Things is creating a deluge of Little Data amassed over a vast number of devices and time periods – all adding up to become a very different kind of real-time Big Data problem. Once you realize how quick and simple it is to connect devices to Xively, the next logical step is to think, “What can I do with all this new information”? Finding new insights with advanced machine learning or statistical methods are the means by which predictive maintenance goes from being a theoretical idea to actual, actionable outputs from Bayesian or neural network clustering algorithms running in real-time on your data. Now you can close the feedback loop by automating action both to and from devices and apps. Xively has extensive knowledge in event-based triggering, analytics, and advanced neural networks and machine learning algorithms to create the most effective strategy for creating meaning out of IoT data.
xively.com
21

Service and Support
Xively’s open approach unifies the best of breed solutions across the connected product stack allowing many options for support and maintenance. This includes LogMeIn products such as BoldChat and Rescue. With LogMeIn BoldChat, you can integrate real-time chat support into your connected solution, whether it’s in the object itself (provided there is a UI) or in the user facing application, providing a quick lifeline to direct support. LogMeIn Rescue is a powerful remote support tool that allows a support technician to remote control and repair an IoT based connected object or application, exponentially increasing the reach of your support. Both solutions accelerate the creation of a successful support capability in your connected solution.
xively.com
22

xively.com
Conclusion
23
It’s clear that building a successful IoT-enabled product requires far more than just
a Raspberry Pi, a sensor, and an iPhone app. This is a great place to start, but to
really transform your business you’ll need to think through your business cases and
then support the strategy with platforms, business intelligence, CRM integration, and
other partners that work together to provide a comprehensive connected solution
instead of just a connected object.
Despite how complicated the entire process appears at first glance, Xively works
collaboratively with you to accelerate an end-to-end solution, unlocking unseen
business opportunities that expand revenue, optimize operations and delight
customers and users.
So are you ready to transform your business? Let’s get started!
Contact Xively:
Email - sales@xively.com
Phone - 866-478-1812

7 steps to business success on the Internet of Things

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7 steps to business success on the Internet of Things