There’s a vast chasm between the hype and reality with today's IoT buzz. Here is a preview of the trends, predictions, value domains and routes to make your own initiatives a success.

2. iotmethodology.com
@snillocmot
Joined the iStart
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3. The ‘Internet of Things’ is here and now.
It’s approachable and viable opportunities are everywhere.
Intro’
Beyond the technology lie real challenges, namely to
identify and capture value,
To sell your ‘story’ and simplify complexities.
There’s a vast chasm between the hype and reality,
but here’s a preview, of the trends, predictions, value domains
and routes to make your own initiatives a success.

4. A few market trends

5. Industry Trends

6. Industry Trends

7. Industry Trends

8. Industry Trends

9. Industry Trends

10. What can we learn
from the past hype?

11. Hype Trends

12. Hype 2010
Cloud
Mobile
apps
III II
Internet
of
Things
I
Big
Data
I
Wear-
ables

13. Hype 2011
Cloud
Mobile
apps
III II
Wear-
ables
Big
Data
Internet
of
Things
III
II

14. Hype 2012
Cloud
Mobile
apps
IIII IIII
Wear-
ables
Big
Data
Internet
of
Things
III
III

15. Hype 2013
Cloud
Mobile
apps
II
Wear-
ables
Big
Data
Internet
of
Things
IIII
IIIII
IIIIIIII

16. Hype 2014
Cloud
Mobile
apps
II
Wear-
ables
Big
Data
Internet
of
Things
IIIIIII
IIII
_
IIII
_IIII

17. Hype 2015
Cloud
Mobile
apps
II
Wear-
ables
Big
Data
Internet
of
Things
IIIIIIII
IIII_
_
IIII
_IIII I

19. Quantify the hype?

20. Wearables
2025
$70 Billion
Internet of
Things
2020
$7.1 trillion
Big Data
2015
$125 billion
Cloud
Computing
2018
$205 billion
Mobile app
2016
$77 billion
2025
$11 Trillion
Market Predictions According to
McKinsey 2015
Wearables
mobile app
big data
cloud
$500,000,000,000 +/-

21. So where’s the value?

22. The missing trillions?
Cities - Public health and transportation $930B−1.7T
Pollution, traffic management, social initiatives
Human - Health and fitness $170B−1.6T
Assisted living, hospital automation, personal health
Retail - Environments, Automated checkout $410B-1.2T
Converged on-offline marketing, new shopping experiences
Outside - Logistics and navigation $560B−850B
Best-route optimisation, GPS in everything, Smart fleets
Vehicles - Autonomous vehicles and condition-based maintenance $210B-740B
Think Tesla, 24/7 car telematics, Insurance as a service
Worksites - Operations optimization/health & safety $160B−930B
Smarter tools, asset management, Smart architecture
Homes - Chore automation and security $200B-350B
Classic home automation
Offices - Security and energy $70B-150B
Classic building automation
Factories - Operations and equipment optimization $1.2T−3.7T
OTT Sensors, optimise production management and quantify TCO for everything

23. What competitors
are out there?
Order Out of Chaos
Who has a problem we
can solve?
What existing skills can we
wrap into a product?
How do we market our
products, especially to
different verticals?
Will prospects understand
the technology easily?
What partners do we
rely on to provide our
service?
How does the market expect
to pay for solution now?
How do we approach pricing
for our complex solution?
Should we make existing
products better, faster,
more efficient?
Do we improve old business
processes?
Do we look for entirely new
opportunities?
How do we keep our current
market healthy?
Order Out of Chaos

24. What competitors
are out there? What’
s our selling point?
Order Out of Chaos
Who has a problem we
can solve?
What existing skills we can
wrap into a product?
How do we market our
products, especially to
different verticals?
Will prospects understand
the technology easily?
What partners do we
rely on to provide our
service?
How does the market expect
to pay for solution now?
How do we approach pricing
for our complex solution?
Should we make existing
products better, faster,
more efficient?
Do we improve old busine
processes?
Do we look for entirely new
opportunities?
How do we keep our current
market healthy?
2. Solution fit
4. Market fit
5. Ecosystem fit
3. Pricing fit
1. Product vs Bespoke Become Product OR Consultancy focused
Can you identify a real customer - Today?
How do customers expect to pay, and how do
you portray the total perceived value?
Who are the other players focusing on new
innovation? Who are the existing players?
Beyond the market, IoT is about ecosystem,
to create mutual value across domains,
between stakeholders, in specific settings
Order Out of Chaos
What can you do?

25. Mobile apps - Use an existing hardware platform (Already mature, everyone has
one in their pocket, packed with unused tech’)
A possible route - Making use of assets around you
Cloud computing - Highly scalable services for recurring revenue (Integrate and
make use of multiple platform, consider Everything-as-a-service)
Wearables/Platform - Building and owning your platform is a huge
endeavour and a vibrant community is key (third-party developers become
advocates and revenue sources)
Big Data - Service enrichment - Platform means metadata, and a great
opportunity to capture knowledge from dimensional domains, allowing new
recurring revenue sources to materialise fast (Consider tesla auto-pilot)
IoT - Frictionless transaction services, data brokerage across dimensional
markets (Interoperability between all of the above)

26. Get excited with consumer IoT - Learn their inner workings, the app design, the interactions,
appreciate how the technology responds, learn about the sensor data, think about them in different setting
Tom’s top tips
The geeks aren’t customers - They’re hardcore, they want everything for nothing, and they want to
build it themselves
Don’t sell it all on your ‘first date’ - It’ll just overwhelm your prospect
‘IoT’ isn’t a USP!
Don’t compare traditional competitor solutions for the sake of analogy -
Place them as complementors in the value chain, find a totally different analogy
Dimensional business models - Products that can create future value in later stages (Only tell
customers one story at a time, but look at the settings for later revenue)

27. Design Business Develop
Ideation Tool Kit
@driesderoeck
Business Model
Canvas
IoT Canvas & App
mockups
Concept
storyboards
Value Proposition
& Value Chain
Analysis
Device
Prototype
BOM and
manufacturing plan
Pitch
IOT OSI
Architecture
Breakdown & user
stories
Cost
Conceptual
focus
Ideate
Materialise
Gain
support
Valorise!
Technical
Focus
Solutions
Product Fit Market Fit Development
roadmap

28. Rapid Development Kit
Prototype Hardware, Cloud &
Mobile in hours not days
Value Proposition Canvas
Truly get into the mind of the
customers
IoT Ideation Toolkit
Ideation workshop to explore and
understand value in ideas
IoT Methodology
Your roadmap and toolbox to
capture value in IoT
Business Model Generation
Business Model Canvas adapted to
focus on connected products
Radical Idea to Validated Proposition (in 48 hours)
‘Shark’ pitch
4’ presentation to ‘sell’ your value
proposition to sharks

29. That’s all folks