The CCA Voice - Spring/Summer 2016 - (Page 17)

THEME: LOCAL VIBES, MOBILE LIVES Creating the Foundation for Highly Successful IoT Programs By: Jeanette Irekvist Head of Cloud Service Solutions, Ericsson North America T he Internet of Things (IoT) is more than a technology trend. IoT is about everything being connected - a synthesis of sensors, devices, networks, appliances, and machines integrated into an ultraefficient society. This connected world represents a slew of new and diverse services for consumers and industries, and tremendous growth opportunities for operators. The challenge, however, is creating profitable IoT services that leverage these new revenue opportunities by defining appropriate use cases, understanding key aspects of successful IoT programs, developing effective go-to-market strategies and working with proven IoT pioneers to avoiding turning an IoT strategy into an expensive education. Use Cases and Key Components Identifying use cases for profitable IoT services is not difficult, but the vast array of areas to pursue means that operators must focus on key opportunities that are unique to their customer base and service territories. For example, urban areas will involve targeting smart home, smart building, and smart transportation use cases, while rural areas may involve targeting food chain, industrial, and environmental use cases. Tier 2 and Tier 3 operators can leverage their local knowledge to create compelling solutions that demonstrate real improvements in the communities and industries that are unique to their markets. Once an IoT use case is identified for pursuit, operators should develop a framework to address the critical components of their program. This is where having a trusted, experienced partner is essential. A trusted partner recognizes the potential pitfalls and has expertise in addressing the areas that typically doom IoT projects. They can help operators address key elements up front to expedite the transition from deployment to revenue. These key IoT components include: * Connectivity - understanding the device and network requirements unique to that project and knowing how to source, integrate, deploy and manage the IoT network. * Platforms - having a deep knowledge of the platform and network options that best meet the unique needs of a particular IoT project. * Analytics - knowing what data is relevant, as well as how to capture, report and analyze the data to develop actionable insights to enhance the value of the IoT service. * Security - understanding that every IoT device provides a potential vulnerability to the business network, and knowing how to protect it. Getting To Market Successful operators in the IoT sector also need a strong go-to-market (GTM) plan to launch profitable services. One aspect of that plan is to identify and leverage the strong relationships Tier 2 and Tier 3 service providers have with existing customers. Studies have shown that enterprises are more likely to look to their current service provider than a new operator when adopting new IoT services. One reason for this choice THE is the incumbent provider typically understands the customer and its business environment. Operators also need dedicated GTM teams that can leverage these customer relationships, including marketing communications, product marketing, sales support, platform operations and partnership management. An essential component of any successful GTM team is a knowledgeable sales team that understands the customer's world and can clearly articulate the unique value proposition for that customer. A Trusted Ecosystem Finally, building a profitable IoT program involves creating an ecosystem with the right partners who can to turn an IoT use case into a sustainable solution. This requires securing access to a robust set of partners that can build a unique ecosystem around a business idea quickly and efficiently. While operators may prefer to work with existing partners to develop these solutions, IoT pioneers have a clear understanding of the connectivity, platform, analytics and security elements of successful IoT programs, and can bring proven solutions and established business relationships to expedite the transition from business concept to deployed solution. Ericsson is working with service providers and enterprises around the world to explore IoT concepts, develop IoT solutions and demonstrate the potential of the Networked Society. Whether it's enabling smart transportation solutions, helping nonprofits clean up polluted waterways, assisting wine growers to improve the quality and quantity of their harvest, or making utility smart grids smarter and more efficient, we are helping service providers plan and develop innovative IoT solutions that work. VOICE * * Spring/Summer 2016 17

Table of Contents for the Digital Edition of The CCA Voice - Spring/Summer 2016

Board of Directors/Staff
Chairman’s Letter by Slayton Stewart
A Message from the President & CEO by Steven K. Berry
CCA’s 2015 Annual Achievement Award Winners
Bringing IoT Home
Creating the Foundation for Highly Successful IoT Programs
Meeting the Needs of Mobile Customers in the Era of the Cloud
Cows, Cars, and the Internet of Things (IoT)
Policy Breakthroughs Bring Mobility Closer to You
Unlock Handsets: Unlock Competition
IoT: The 3 Most Promising Letters in Business Today?
Let Your Digital Marketing Strategy Deliver Results
Managing the World of Connected Everything
Rugged Phones & The Connected Consumer
When Size Doesn’t Matter
Network Wellness: A Lesson in Becoming Proactive
The Service Orchestration Imperative for 5G Enterprise Cord Cutting
The Future Device: eUICC/eSIM Lifecycle Management
The IoT Effect on Wireless Networks
3 Ways Smartphones Can Increase Productivity
Unlimited Amounts of Data – For Everyone?
Mitigating Signaling and Security Burdens of IoT
2016: A Very Important Year for Mobile Carriers
Company Profiles
Index of Advertisers
Congressional Spotlight: Senator Roger Wicker (R-MS)

The CCA Voice - Spring/Summer 2016