m2m march 2013 edition

P R O F I T F R O M A W O R L D O F C O N N E C T E D D E V I C E S

V O L U M E 3 I S S U E 2

TALKINGHEADSM2M is shifting to anew ‘battleground’,says Wyless’ McDuffie

TALKINGHEADSM2M is shifting to anew ‘battleground’,says Wyless’ McDuffie

ENVIRONMENTALPROTECTIONM2M tracks treesto protect Brazil’sAmazon rainforest!

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M2M Now: ISSN 2046-5882

Telit’s CEO: How to benefit from LTE! • Jasper deploys Policy Server• Dutch Super Grid Research Unit opens • Garmin expands TelematicsAPI platform • The Contract Hot List • Market, People, Product &M2M News • Latest News & Videos at www.m2mnow.biz

SMART CITY CASE STUDYPortugal shows utilitiesthe way to sustainability

CONNECTED HEALTHCAREGSMA leads the peloton to tackle global diabetes threat

PREDICTIONS FOR 2013What’s coming next in M2M and Connected Devices?

+ BARCELONASUPPLEMENTOur 16-page CEO Guideto Mobile WorldCongress 2013

SMART CITY CASE STUDYPortugal shows utilitiesthe way to sustainability

CONNECTED HEALTHCAREGSMA leads the peloton to tackle global diabetes threat

PREDICTIONS FOR 2013What’s coming next in M2M and Connected Devices?

+ BARCELONASUPPLEMENTOur 16-page CEO Guideto Mobile WorldCongress 2013

BILLINGFOR M2M

Time to look closelyat your billing system!

ALSO INSIDE!ALSO INSIDE!

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MARCH 2013

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CONTENTS

M2M Now March 2013 3CONTENTS

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Cover Sponsor: Wyless is a leadingglobal M2M managed services provider.Its resilient platform, delivered in

partnership with the world’s largest network operators, providessecure, reliable communications with wireless devices in over 120countries. Powerful management tools offer real-time reporting andcontrol over all devices connected to its network. Wyless delivers acomprehensive suite of managed services with unrivalled expertise,professional support and competitive pricing. Wyless enables itscustomers and partners to deploy M2M applications and services faster,cheaper and more effectively. www.wyless.com

EXPERTOPINION22

C-LEVEL VIEW

S4

PREDICTIONS

S12

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Send your News to the Editor:[email protected] • www.m2mnow.biz

CONTENTS 3

COMMENT – by the Editor, Jeremy Cowan 4Prepare the ground, you never know what will grow!

MARKET NEWS 5 Strategic Research Unit in Holland; M2M market grows 14%

PEOPLE NEWS 6Kroh new CEO at Orga Systems; TIA and ORBCOMM appointments

PRODUCT NEWS 7Partners enhance home control; Telit and Qualcomm

CONNECTED DEVICES 8 GSMA partners to maximise mobile opportunity. We report from Brussels

TALKING HEADS 10Dan McDuffie says he believes that M2M is shifting to a new ‘battleground’

CONTRACT NEWS 13Jasper deploys Tekelec Policy Servers; MobileHelp® uses u-blox for GPS, 2G and 3G

THE CONTRACT HOT LIST & EVENT DIARY 14Our unrivalled List of connected device Contracts; Plus What’s On in M2M

C-LEVEL VIEW 16Telit’s strategy evolves as the M2M market matures. Jeremy Cowan reports

CASE STUDY 20Cargo Tracck and Gemalto protect Brazil’s rainforest with M2M technology

EXPERT OPINION: BILL & CHARGE 22Telcos should look closely at their M2M billing & rating systems, says Jim Dunlap

OPINION 27Alexander Bufalino explains the ‘Family’ approach to 4G

CASE STUDY 30Smart Grids in Portugal show utilities the way to sustainability

MWC 2013 BARCELONA SUPPLEMENT S1Our 16-page guide to Mobile World Congress, and connected device developments

WELCOME TO BARCELONA S2Be ready to be amazed by MWC’s Connected City. Plus New Horizons at new venue

C-LEVEL VIEW S4Numerex’s CEO, Stratton J Nicolaides, says Service is our Platform

CONNECTED DEVICES S8GSMA and International Diabetes Federation get on their bikes. Will you?

PREDICTIONS S12What’s ahead in connected devices and M2M in 2013? Some expert views

EVENT REVIEW S14Global attendance at DC event advances mobile and personalised health

TALKINGHEADS

10

If I’m at a party and I’m asked what I do, I don’t say I’m a journalist. Half the guests willslap you just for good measure, the rest just expect salacious gossip which I’m alwaysthe last to hear. And if I tell them I’m a telecoms journalist you can see them saying tothemselves, ‘Oh my God. Why me? My one night out all week and now this …’ A few willask what’s going to happen next in mobile phones. But, whether it’s mobiles or M2M,none of us really have a clue, do we? Sure, we know that we’ll launch this new wirelessproduct or that new M2M service, but we’ve no idea if it will succeed.

Some of the greatest successes in communications have been unexpected. Take SMS, for example. Aside from Facebook andClearasil, after two decades it’s still every teenager’s best friend.

According to MobileFuture we sent 8 trillion texts globally in 2011. The first SMS was sent on December 3, 1992 from a PC via theUK’s Vodafone network, and it just said ‘Merry Christmas’. Initially, the marketing types said it would be used by secretaries to telltheir bosses about diary changes. Wrong. Millions of bosses ignored SMS completely, until finally they learned from their childrenhow to avoid expensive mobile calls. Operators loved it because the profit margins on SMS traffic were huge, and who was worriedabout latency?

My point is this, while it’s entertaining to try and guess the next M2M ‘Killer App’, (see our Predictions for 2013 on page S12 in ourMobile World Congress supplement) it is probably also fruitless. Will it be a service in e-health, agriculture, automotive or smart cities?I don’t know and I suspect you don’t either. What really matters is creating the right pre-conditions for new services to blossom; suchas effective global partnerships, scalable M2M platforms, repeatable business models, and standardisation for tomorrow’s services(not yesterday’s). Most of this we can prepare for ourselves. Meanwhile, I hope you enjoy the magazine and supplement.

COMMENT

M2M Now March 20134 COMMENT

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M2M Now: ISSN 2046-5882

Tony Jackson,Director, Telecoms,Convergys SmartRevenue Solutions

Gwenn Larsson,Head ofMarketing, TelenorConnexion

Marie-Paule Odini,HP CMS

Fergus O'Reilly,Chief SolutionExpert, SAPConsume to Cash

Robin Duke-Woolley, CEO,BeechamResearch

Baard Eilertsen,President & CEO, Maingate

Ann Hatchell,BridgewaterSystems

AlexanderBufalino,SVP, GlobalMarketing, Telit.

Erik Brenneis,Head of VodafoneM2M

Jeremy Cowan

EDITORIAL ADVISORS

Prepare theground, you never whatwill grow!

© WeKnow Media Ltd 2013

DNV is to open a newStrategic Research Unitat DNV KEMA’s globalheadquarters inArnhem, theNetherlands. It willfocus on the furtherdevelopment of smartgrids and super grids;these are a prerequisiteto integrate large-scalerenewable energy inthe future energysystem.

Smart grids and supergrids are essential forthe further developmentof future energysystems. In November2012, DNV KEMA

announced a €70 million investment tocreate the world’s first laboratory inextreme testing for the upcoming supergrids market.

“There is a global need for extra capacityand modernisation of electricityinfrastructure to meet the growingelectricity demand. By opening up astrategic research unit for smart gridsand super grids in Arnhem, DNV ispreparing the practices and tools weneed to meet the growing demand aswell as facilitate the integration of large-scale renewable energy to the grids,”

said Bjørn Haugland, chief technologyofficer (CTO) of DNV and a member ofthe Supervisory Board of DNV KEMA.

Theo Bosma, head of DNV Research &Innovation in Arnhem, said, “There are2,300 energy experts in DNV. As far asknown, this is the only research centre inthe world that concentrates on smartgrids and super grids exclusively.”

Strategic Research Unit for smart and super grids to open at DNV KEMA HQ

The DigiWorld Institute by IDATE haspublished its annual, global M2M marketreport. Among the report’s principalfindings are:

The M2M market is growing quickly.In 2012, the cellular market is expectedto represent 140 million modulesworldwide for a total market of €22billion – of which €5.1 billion is forconnectivity. M2M market growth wasaround 14% per annum in value and36% in volume.

Most revenues came from software andIT services – around two-thirds of thetotal market value.

The world M2M market should grow by30% in volume to represent almost 370million modules in 2015. Asia-Pacificshould dominate Europe and NorthAmerica in volume only. The DigiWorldInstitute expects that Europe will still leadin value, followed by North America.

M2M market growth will be drivenby three verticals: automotive,

consumer electronics and utilities.While they will theoretically drive themarket, some barriers could obstructgrowth in automotive and utilities M2M.Some applications in these verticals arerecurrently delayed (as with the eCallregulation in Europe, and high-scaleutility deployments) and have a potentialimpact on the traditional M2M market.Most smart meters will be connected tothe cellular network through aconcentrator, and large utility players willtry to drive down the unit price.

The embedded SIM (eSIM) hasanimated the debate on M2M andbeyond. eSIMs refer to SIM cardswelded into the modules atmanufacturing and the capacity forremote activation and provisioning over-the-air (OTA). It offers the possibility ofswitching from one carrier to anotherone. Some hurdles to eSIMimplementation exist in the M2Mindustry, but it could be a strong driverfor market development.

Telcos are still looking for

opportunities beyond connectivity.Despite low and declining ARPUs, M2Moffers them attractive opportunities asprojects offer high lifetime value,reduced churn and average deals forthousands of SIM cards. Connectivityalone should represent €8.2 billion in2015 worldwide (€3 billion in Europe)and more than 5.7% of mobile datarevenues for European telcos.

MVNOs are being pushed out of themarket and so are repositioningthemselves as platform providers, whilemodule providers are challenged tobreak even amid falling unit prices.

"The M2M market is growing very fastbut its development is not spread outhomogeneously over the vertical markets,"says Samuel Ropert, project manager andsenior consultant at IDATE. "We predictan average growth rate (AGR) of 40%until 2016 (volume) for the automotiveindustry worldwide. Consumer Electronicshas an AGR of 15% and will representbarely a third of the M2M volume for theautomotive industry in 2016."

Global M2M market grows 14% on 2011 to reach €22bn in 2012

BjørnHaugland,DNV: Need formodernisationof electricityinfrastructure

Theo Bosma,DNVResearch &Innovation:DNV’s 2,300energy experts

MARKET NEWS

M2M Now March 2013 5

PEOPLE NEWS

6 M2M Now March 2013

Wolfgang Kroh replacesRamez Younan as Orga Systems chief executive

Wolfgang Kroh hasbeen appointed asthe new chiefexecutive of OrgaSystems GmbH.Kroh succeeds RamezYounan who has leftthe company topursue otherinterests. TheExecutive Board ofOrga Systems now

consists of Kroh and and the company’schief financial officer (CFO), JohannesNussbickel, who joined in 2011.

Kroh is an experienced executive fromthe information technology and telecomsindustry and was formerly chief executiveof LHS Aktiengesellschaft. LHS was anindependent vendor of customer careand billing solutions and Frankfurt StockExchange-listed company that wasacquired by Ericsson in 2007 and fullyintegrated into the Ericsson Group in2010. Kroh will bring broad generalmanagement skills and his long-standinginternational experiences in sales andmarketing into this new role.

Younan joined Orga Systems three yearsago from Oracle. Under Younan, OrgaSystems achieved financial growth,adding global customers and expandinginto new territories and industries.

TIA brings in B&BElectronics’ Conleyfor oneM2M standardsorganisation

B&B Electronics’ cellular device productmanager and wireless expert, Bill Conley,has been called on by theTelecommunications IndustryAssociation (TIA) to participate as a TIAdelegate to the newly formed oneM2M(www.onem2m.org). This organisation ofglobal standards bodies, launched in July2012 by seven of the world’s leadinginformation and communicationstechnology (ICT) Standards DevelopmentOrganisations (SDOs), aims to ensureglobal functionality of machine-to-machine (M2M) communication systems.oneM2M plans to develop the technicalspecifications that enable M2M devicesto communicate worldwide.

Conley’s TIA 2012presentation on theneed to simplify thecellular networkcertification processprompted TIA tobroaden its focus toinclude issues such ascertification anddeployment, andbrought about hisdelegate nomination.

Conley demonstrated the complexitiesand inconsistencies that device makersand developers encounter whilecertifying M2M devices, and that usersencounter while attaching and usingM2M devices on various carriernetworks. He then proposed a commoncellular network provisioning andconnectivity framework, including acentral, industry-supported M2Mcertification centre that would encouragemore collaboration between developersand carriers. Mr. Conley’s TIApresentation is entitled: A Framework for“Plug and Play” Industrial M2M Solutions.

According to Cheryl Blum, TIA vicepresident, Mr. Conley’s ideas to eliminate

certification complexity struck a nervewith the audience that spilled into thehallways after his TIA presentation.“Conley’s wireless expertise and hisintuition of how carriers andmanufacturers can work together willhelp oneM2M achieve global standards,”said Blum. “We are reaching out to bringexpertise from many M2M-relatedmarket segments to the oneM2Mdevelopment table, and B&B can help usin vertical markets such as telematics,intelligent transportation, and industrialautomation.” B&B Electronics hasjoined oneM2M, which now has over130 members.

ORBCOMM hires PatrickShay as EVP for Salesand Marketing

ORBCOMM Inc., a global satellite datacommunications company based in FortLee, New Jersey and specialising in two-way machine-to-machine (M2M)communications, has announced theappointment of Patrick Shay as executivevice president (EVP), Sales & Marketing.

“We are pleased to bring Patrick onboard,” said Marc Eisenberg, chiefexecutive officer of ORBCOMM. “Withhis wealth of experience, we cananticipate a major contribution by him toour continued success. As we lead up tothe launch of our next generationsatellites, we expect Pat to play aleading role.”

Mr. Shay has 25 years of leadershipexperience in the GPS and wirelessmarkets. Most recently, he was vicepresident & general manager forDeLorme. Prior to DeLorme, Mr. Shayserved as vice president & generalmanager of Data Services at IridiumCommunications. Mr. Shay has alsopreviously held vice president positions atHughes Telematics, Sirius Satellite Radioand Rand McNally.

Wolfgang Kroh

Bill Conley

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NEWS IN BRIEF I NEWS IN BRIEF I NEWS IN BRIEF I NEWS IN BRIEF I NEWS IN BRIEF I NEWS IN BRIEF


PRODUCT NEWS

IBM (NYSE:IBM), STMicroelectronics(NYSE:STM) and Shaspa are collaboratingto use cloud and mobile computing toenable consumers to manage and interactwith their homes’ functions andentertainment systems. Together, thecompanies are using multiple userinterfaces such as voice recognition andphysical gestures to “create a smarterhome”.

A ‘smart home’ brings networkingfunctions together, developing a gatewaythat connects a television, computer ormobile device with smart meters, lights,appliances, plugs and sensors within thehome as well as services from outside.Analysts Parks Associates forecast thatmore than 8 billion devices will be

connected on the home network by year-end 2015.1

The three companies recentlydemonstrated a TV linked to ST’s HomeGateway, running software from businesspartner Shaspa, and connected to the IBMcloud. Through sensors, the system canmonitor home parameters such astemperature, carbon dioxide level througha wireless or ‘batteryless’ IPv6 network. Itcan also monitor human motion withinthe home.

The data can then be communicated to asmartphone or tablet via a wireless router,so that the home owner can offload muchof the home management to the cloud,and interact with the system using event

and time-based preset scenarios.

The companies anticipate that this initiativecould allow consumers to use any devicecapable of running apps to manage avariety of personal activities such asviewing their home’s energy consumption;controlling security, heating and lightingsystems; activating home appliances suchas washing machines; monitoring healthand assisted living conditions; or engagingin e-commerce. For example, a person withlimited mobility could gesture to the TV tounlock the front door, turn up the heat orcheck vital signs. This project represents thefuture of electronics technology, as sensingdevices and equipment respond seamlesslyto user needs and requests, emulating theway humans sense their environment.

IBM, STMicroelectronics and Shaspa enhance IoT heat, light and security control at home

Raleigh, North Carolina-based Telit WirelessSolutions, a globalvendor of M2M modulesand value-added services,has introduced the UE910V2 HSDPA and HE910 V2HSPA+ modules based

on Qualcomm Technologies, Inc. chipsets.Each module is to be banded for Europeanand North American markets.

Both machine-to-machine (M2M) productsfeature dual-band 3G and GSM/GPRS/EDGE support. The entry-level 3G UE910

V2 is based on Qualcomm Technologies’QSC6270 chipset and delivers a top3.6Mbps downlink data rate. The HE910V2 is based on Qualcomm Technologies’MDM6200 chipset and delivers up to14.4Mbps downlink and 5.76Mbps uplinkdata rates.

The new products are said to be fullycompatible with Telit’s xE910 family andcan be easily dropped into existing orplanned designs for xE910 modulesrequiring no additional rework. Positionedat entry-level and mid-range respectively,the new Qualcomm Technologies-based

UE910 V2 and HE910 V2 modules enablethe Telit xE910 family to enhance cross-technology compatibility with its otherglobal air-interface technologies.

These are Telit’s new 3G products “launchedin response to increasing demand for dual-band HSDPA, and HSPA+ modules,” saidDominikus Hierl (pictured), chief marketingofficer at Telit Wireless Solutions. “Theycome to address the need from applicationareas and regions requiring easyinterchangeability between CDMA orUMTS lines of air interface technology,particularly in the US, and Europe.”

New Qualcomm-based modules expand Telit’s 3G HSPA and HSPA+ offerings

Garmin expands its Telematics API platform

Garmin International, a unit of Garmin, aglobal leader in satellite navigation, hasexpanded its Telematics API platform andthe integration of the fleet 590. This isthe company’s first portable, connectedfleet management GPS.

With vital fleet-tracking abilities anddriver-enabled capabilities, the fleet590 delivers an integrated trackingand dispatch fleet system forbusiness owners and theirdrivers. As a Telematics

navigation device designed specifically forthe fleet service provider in mind, the fleet590 integrates a black box, cable andantenna with Garmin’s user-interface.

Mitsumi and Greenvity todevelop ‘robust’ energymanagement systems

Greenvity Communications is partneringwith Mitsumi Electric to provide modulesand systems for electric vehicles, plug-inhybrids, battery-charging systems, smartmeters and smart energy managementsystems. The products will leverage

Greenvity’s Hybrii® system-on-chips (SoCs)that integrate HomePlug Green PHYpowerline communications and ZigBee®

wireless technologies into a single chip.

The two companies will collaborate in thedevelopment of Mitsumi’s DRT-A600 andDRT-A520 modules, as well as systemsand software, “enabling robust andintelligent connectivity for a variety ofhome and building energy managementand electric vehicle applications,” said aspokesman. The DRT-A600 and DRT-A520modules will be powered by Greenvity’sHybrii-XL GV7011 and Hybrii-PLC GV7012single-chip solutions, respectively.

Reference: 1http://www.parksassociates.com/whitepapers/parks-serviceproviders-wp2011For the full article, go to: www.m2mnow.biz

DominikusHierl, CMOat TelitWirelessSolutions

The GSMA recentlyhosted an event inBrussels, Belgiumcalled ConnectedEurope: SupportingGrowth with Mobile.The event highlightedthe need forEuropean industryand governments towork together toencourage mobilecommunications todrive growth, increaseemployment,stimulate innovationand improvesustainability.

Connected Europealso explored howmobile-enabledservices canrevolutionise coreEuropean sectorsincluding transport,healthcare andutilities. (For more onthe GSMA’s work inhealthcare, see pagesS8-9 in M2M Now’sMobile WorldCongresssupplement.) Despiterecent setbacks forthe European mobile

industry with decreasing revenues thatwill impact future investment, mobilecommunication is still a key Europeanindustry, comparable in size to aerospaceand larger than pharmaceuticals, withtotal revenues amounting to around€174 billion.

Speakers included Anne Bouverot,director general, GSMA; Thibaut Kleiner,member of the Cabinet of Vice-PresidentNeelie Kroes, European Commission;Karsten Ottenberg, CEO, Giesecke &Devrient; and Morten Karlsen Sørby, EVPand Head of Strategy and RegulatoryAffairs, Telenor Group.

“Europe is experiencing successive wavesof mobile connectivity,” said AnneBouverot of the GSMA. “The first wave –

Europe’s GSM success – connectedpeople on the move. The second wavebrought mobile broadband at ever-increasing speeds to hundreds of millionsof Europe’s citizens and businesses. Weare now seeing the third wave withmobile networks delivering connectivityto devices ranging from health monitorsand smart meters to connected cars,transforming the face of industry and thelives of individuals.”

Europe has the highest mobilepenetration rate in the world, with totalconnections equalling 135% of thecontinent’s population in 2012 (versus87% in Asia and 108% in NorthAmerica). This is predicted to rise to152% by 2017.

Across Europe, it is forecast there will be2.1 billion mobile connections by the endof this decade, an increase of more than60% from 1.3 billion today. Advancedmobile broadband networks aredelivering faster data rates, low latencyand expanding coverage, with currently326 million mobile broadbandconnections in Europe alone.

Mobile connected devices in Europe arepredicted to soar to almost 1 billion by 2020,with the total number of connecteddevices estimated to reach almost 6 billion.

How to connect EuropePrivate investment, enterprise and

innovation will be vital for building aConnected Europe, with partnershipsbetween industry sectors and betweenindustry and government. However, EUinstitutions can enable accelerateddevelopment of a Connected Europe bytaking a supportive policy and regulatoryapproach that addresses key demandsfrom the European mobile industry:

• Connectivity – encourage investment in mobile broadband networks and reduce obstacles to their deployment

• Content and services – enable development of innovative content, services and business models

• Confidence – help build consumer trust in new services and encourage their take-up.

Bouverot continued: “Europe has beenan innovator and leader from theinception of mobile communications,although this leadership position hasweakened in recent years. The third waveof mobile and the delivery of connectedservices present a new and substantialopportunity for future growth.”

M2M Now March 20138

CONNECTED DEVICES

CONNECTED EUROPE EVENT, BRUSSELS:

GSMA says partnerships are key to maximising the ‘mobile opportunity’

Sector Euros

Healthcare 23 billion

Smart Cities & Utilities 46 billion

Automotive & Transport 48 billion

Anne Bouverot,GSMA: We are nowseeing the thirdwave with mobilenetworksdeliveringconnectivity todevices rangingfrom healthmonitors andsmart meters toconnected cars

Thibaut Kleiner, EC:Described thedigital contributionto smart,sustainable andinclusive growth inEurope

Table 1. Total revenues per year forecast forkey industries in Europe through mobileconnectivity by 2020

M2M Now March 201310

TALKING HEADS

M2M Now: Dan, the obvious question is; Why doyou feel that the M2M battleground needs changingin 2013 and what is Wyless doing about it?

Dan McDuffie: You know, Jeremy, the other day Itook a look back at the interview that we did wayback in September of 2011, my famous ‘SIM Card /Deck of Cards’ Cover shot and then at Steve Priestley’sinterview last year, and in both pieces we spoke a lotabout the evolution of the M2M business, aboutbecoming more end-to-end, morphing from MVNO toMSP, et cetera. During 2012 we put a lot of the buildingblocks of our evolving business model into place.

In my mind it’s all about leveraging our assets and atthe same time building more and more services along

the horizontal value stack. We have a managednetwork, a software platform, a support infrastructureand an ecosystem of partners. Most important is thatwe have experience… nearly 10 years of experience inworking with partners who are deploying M2Mprojects of all kinds, of every scale, all around theworld. All of these assets and experiences can beleveraged into a modular range of services that aredesigned to address the needs of our partners and todeliver solutions to our customers.

Today most of our peer group continue to pushmanaged connectivity, and layer it with support.Many are really good at it, some maybe not so good,but we won’t name names! Tomorrow is all aboutsolutions. So, that’s what we’re doing to change the

Dan McDuffie’s career spans more than 20 years in the telecom, internet andwireless industries. Wyless’ CEO began by working in the long distancecommunications industry with Comtel Group and served as senior vice president ofInteroute, the pan-European fibre network operator. In 2006 he was Wyless’ firstNorth American employee, becoming Group CEO in 2011. In his spare time he is astand-in drummer for several over-the-hill ’80s cover bands (his words, not ours),and says he likes to think he can surf. Here, Jeremy Cowan, the editor of M2M Now,asks him to explain Wyless’ belief that M2M is shifting to a new “battleground”.

Changing the M2M battleground in 2013

A connected set of new products are beingoffered by Wyless in 2013. These end-to-endsolutions are called Wyless Gears.

(Photos: Courtesy of Sue Welch)


battleground, we are delivering solutions to themarket, and this year we are bringing them alltogether into a coherent set of products.

We are calling these end-to-end solutions WylessGears. It’s a modular set of products and services thatstarts at infrastructure and basic connectivity andmoves across the entire value chain to hardware,engineering, software, support, billing, branding andeven the physical installation of end devices. Our goalis to listen to what our customers and partners needand then provide it. If we can’t provide it, weguarantee that we have a partner who can, and wewill make that solution available as a true partner.

It’s an extension of the same basic multi-carrierphilosophy that has been the cornerstone of ourbusiness for the past 10 years… we have moved fromNational operators to Global operators to what I call aMulti-Domestic strategy. It means that, no matterwhere you go, you need access to a blend of carriersin order to effectively deploy a global project withmore scope and less risk. The same actually applies tomany other aspects of the M2M Value chain… anopen and agnostic service layer. It’s critical.

So, we believe that this is the only way forward in anincreasingly complex and ever-evolving market.Customers are demanding a full end-to-end solutionspartner and we intend on delivering that promise tothe market. If I’m right, and that’s the newbattleground, then my goal is to be the first guy on it.In fact, we’re already swarming the castle, I can assureyou!

M2M Now: So what is the full range of servicesthat a Managed Services Provider needs to offertheir customers and partners?

Dan: We have grown our products to includeEngineering, Professional Services, which includesProject Management, Hardware and EmbeddedSoftware Engineering, Software Design and ValueAdded Services where we have a whole new range ofservices including handling billing and customersupport on behalf of our customers. We have addednetwork design and configuration as well as manyelements of the supply chain, including hardwareselection through warehousing and installationservices. Then, on top of that, we continue to expandthe feature set of our Porthos platform, offering notjust a service delivery, but an entire ‘MSP in a box’.

As we move into 2013 you will hear more and morefrom Wyless about our Gears strategy, putting moreemphasis on the key elements that are required toprovide a complete global end-to-end solution with atrue modular and consultative approach to ourpartner’s requirements. We are moving from atransactional to a project-oriented business model.

M2M Now: Picking up on some of the points thatyou have mentioned, the multi-carrier strategycomes through very clearly as one of the keyplays in ‘changing the M2M battleground’, do

you see a limit to the number of MNOsthat you can partner with successfully?

Dan: That’s a tricky question because realistically theanswer is, that you can’t have a strategic relationshipwith everyone. But, that said, if we don’t have aconnection to a particular operator, we are doingourselves, our customers and that operator adisservice. That’s three parties losing out.

I mean, you have to draw the line somewhere, we’renot going to necessarily need two mobile operators inLatvia (sorry in advance to the operators in Latvia!),but at the same time we have this philosophy that if acustomer really needs a connection to a mobileoperator somewhere then we’re just going to do it, itjust becomes a time vs. money ROI discussion betweenourselves, our customer and the operator and wereally truly look at it that way.

I don’t think anybody else is crazy enough to say theywill connect to any cellular carrier, anywhere, given theright set of circumstances, but we’ve backed it up withresults, so please don’t challenge me; my ProjectManagers will hate you for it!

So, during 2012 we connected to many more carriers,ending the year with over 15 separate MNOconnections, and in some cases up to five or sixmanaged connections into each of them. At any giventime we are working on three to four moreconnections, sometimes new managed APNs or MPNsinto operators we already have infrastructure with, fora new project, and sometimes to entirely new MNOs.I have no doubt that we’ll be connected to 20separate cellular operators by the end of this year.

That to me is part of the new battleground as wellbecause, let’s be frank, the more places we are withour multi-domestic strategy, the more projects we willget involved with. And when you go beyond justselling and fighting in the connectivity layer todelivering real solutions, then the more projects youhave and the higher value you are creating, not justfor your company, but for your customers and yourpartners along the value chain and this includes theMNOs. They’ve all invested billions in theirinfrastructure and we owe them a lot for building thesuperhighways that all of our innovative solutionstravel over. I want to give them my business and atthe same time, provide solutions for them to drivemore business on their networks.

M2M Now: Do you see any particular verticalmarkets and solutions that will get more focus in2013 and beyond?

Dan: That’s a difficult question Jeremy, because all ofthe verticals are just booming, we’re literally seeing itcome from everywhere. Of particular focus andinterest to Wyless are ‘green projects,’ driverbehaviour, and telemedicine. But we’re seeing newinnovations in security and also working on lots ofnew high bandwidth applications including into theenterprise mobility space, which blurs the lines

“Without a solid

relationship-

building strategy

… you are sunk.

It’s ‘Business 101’.”

Dan McDuffie


between M2M andtraditional mobile

services. We’vetalked about

many ofthese in thepast, ofcourse.

In the eHealthvertical we have a

perfect storm finallycoming together… an ageing population andcontinuing cost pressure on in-hospital care, so thatremote homecare, self-diagnosing kiosks inpharmacies, and healthcare apps will become thenorm. I think Sam Lucero of IHS(www.imsresearch.com) puts the case for remotehealthcare services very clearly with a CAGR of 80.7%for M2M connectivity services revenue over the nextfew years. It’s clearly a market that cannot be ignored,and Wyless has long been partnered with some of theleading healthcare companies in delivering these nextgeneration services and we will continue to do so.

In the green agriculture segment, we have an article inyour January 2013 edition of M2M Now that reallysheds some light on that growing mark; irrigationcontrol, water savings, all that fun and innovativestuff. But I have to say, Jeremy, that I truly love thisbusiness of M2M that we’re in, and the promise ofevery vertical that is in it, because of the immense andinnovative changes that they bring across virtuallyevery industry.

So, we are really horizontal across all the verticals, andcontinuing to try to expand at least as quickly as themarket is expanding around us. I’m at the point whereif I see someone doing something new and innovativein the space and we are not involved in either thatproject or something similar I get really upset!

It’s also pretty rewarding seeing the MNOs now runthese M2M-focused Ads during Sunday Football inAmerica, where they’re lauding the power of wirelessnetworks to change the world. I like the fact thatwhen you lift up the covers on a lot of that business,you find Wyless inside.

M2M Now: Traditionally you have focused onEurope and the USA. What can you tell us aboutyour global expansion plans?

Dan: Well, let’s just say that the global strategy iscurrently in full play. As I write this I have one of my

VPs heading to Panama, another one is booking a tripto Jakarta, a group of Project Managers just back fromTokyo, a partner just back from South Africa with anew project in hand, a key partner with a parkingmeter installation in Israel, a green energy project in anew Smart Building in Singapore, and the list goes onand on.

Our target expansion markets this year are LatinAmerica and Asia, and later this year we are going tostart making a concerted effort to push into Africa andthe Middle East. I’m not sure what’ll be left after that,maybe some Pacific Islands!

M2M Now: So, what you’ve outlined here, Dan isan extremely broad strategy. How do you keepup with it all?

Dan: It’s pretty stressful, Jeremy, I can assure you! I doget accused of throwing more and more in the mixjust to keep people on their toes, and not a week goesby without one of my senior managers rolling theireyes and saying, ‘So now we’re doing that?’.

Actually, for me it comes down to two things; goodpeople and good partners. Without a solidrelationship-building strategy that comes from withinand emanates without, you are sunk. It’s ‘Business101’ but it’s amazing to me how many companies inthe industry don’t get it, they are all about me, me, me.

In this new era of ever-increasing cycles spinning fasterand faster, without constant evolution and an ever-expanding partner strategy, you are tomorrow’sdinosaur. I’d like to say that we have chosen ourpartners carefully, but truly they have chosen us, andtogether we’ve built a relationship based on trust,council, and an open, strategic plan that is awin/win/win. Customer, Supplier, Partner. The linesbetween those three are getting fuzzy here at Wyless,and that’s when you know you’re doing something right.

What keeps me up at night is the tremendousresponsibility that our customers, suppliers andpartners have given us. I’m terrified at letting themdown, and it’s what keeps us going here at Wylessand what I hope continues to drive us outside of ourcomfort zone. I want to take on more and more ofthat responsibility, embrace the discomfort, and trulyadd immense value to our ecosystem.

You all know who you are, you are on our web site, inour PR, in our offices and we are in yours and wethank you for your trust, your council and yourbusiness. It’s good to be well connected.

M2M NowJargon Buster

APN = Adaptive PrivateNetwork

CAGR = CompoundAnnual Growth Rate

MNO = Mobile NetworkOperator

MPN = Mobile PrivateNetwork

MSP = Managed ServiceProvider

PR = Public Relations

ROI = Return onInvestment

SIM = Subscriber IdentityModule

TALKING HEADS

Wyless has moved to aMulti-Domestic strategy,

offering an open andagnostic service layer

CONTRACT NEWS

NEWS IN BRIEF I NEWS IN BRIEF I NEWS IN BRIEF I NEWS IN BRIEF I NEWS IN BRIEF I NEWS IN BRIEF I NEWS IN BRIEF

Vodafone approves global use of M2M smart services kit

Kontron’s M2M Smart Services DeveloperKit has passed the extensive 2G and 3Gtests carried out by the Vodafone Test &Innovation Centre and is now approved tooperate globally on Vodafone cellularnetworks. OEMs can use this application-ready machine-to-machine (M2M)platform to connect their distributedsystems via GSM-based 2G/3G networksto the Internet-of-Things (IoT) and toembedded cloud applications.

Kevin Rhoads, vice president, EmbeddedProducts Business Unit at Kontron, said,

“Customers are (now) in a position todeploy our M2M Smart ServicesDeveloper Kit globally. We continue tooffer wider deployment options for ourcustomers with cellular connectivity onvarious Tier 1 carriers worldwide.”

First order for new smart grid technology signed in Denmark

The energy supplier, Østjysk Energi (DK),has signed a contract on a completewireless smart metering system, including30,000 smart meters. This makes ØstjyskEnergi the first utility to order the newsmart grid-platform, OMNIA from Kamstrup.

Installation manager, Brian Hansen,from Østjysk Energi explained: “Inthe selection process we wereinterested in usability as well assystem performance andsecurity aspects. Especially datasecurity must be weightedwhen implementing a future-proof smart meteringsystem. Our main focus,though, has been on thefunctions that will give usan advantage in termsof grid optimisationand improvedmaintenance work.”

u-blox, the Swiss positioning and wirelesschip and module company, has beenchosen for global positioning andembedded 2G/3G wireless technologies byMobileHelp, a provider of M-PERS (Mobile-Personal Emergency Response System)technology in America. Based on u-blox’LISA 2G/3G wireless modem and MAX GPSmodules, the comprehensive systemincludes compact, portable alert devicesthat function in and around the home, andwhile travelling.

“As the population ages, more and more

people are choosing to remain independentfor as long as possible,” said Robert Flippo,president of MobileHelp. “With the help ofu-blox’ reliable, low-power positioning andwireless technologies, our MobileHelpmedical alert systems are giving a wholegeneration of people the freedom to live intheir homes and travel independently,knowing that simple and fast emergencyassistance is just a push button away.”

MobileHelp devices deliver instantpositional information to an emergencyresponse centre at the touch of a button.

The system is integrated with nationwidewireless voice, data and satellite GPStechnology to provide real-time medicalmonitoring services, location tracking, andinstant voice contact with trainedemergency response operators.

MobileHelp® medical alert utilises u-blox GPS and 2G/3G capabilities

MobileHelp® can deliverpersonalised medicaldata to an emergencyresponse centre

Jasper Wireless, a leadingconnected devicesplatform for M2M andconsumer electronics, isdeploying Tekelec’s PolicyServer (PCRF) to providethe scalability andflexibility M2M servicesrequire.

Tekelec’s PCRF sets rulesgoverning when devicestransmit information inorder to minimisecongestion and maximise

capacity over 3G and LTE networks. It canapply different qualities of service todifferent machines and implement flexibleservice plans based on transactions,connections, time of day, location,applications, or data usage.

“Our operator partners rely on us for best-in-class solutions and that’s a big reasonwhy we selected Tekelec," said JasperWireless' CTO, Daniel Collins. "Our highlyconfigurable solution offers automation ofoperational processes, including customdevice provisioning, instant activation,real-time diagnostic tools and detailed

billing and usage reports, to ensurecustomers benefit from an enhanceduser experience.”

“Jasper’s services are helping mobileoperators capitalise on an M2M revenueopportunity that will grow to nearly US$1.2trillion by 2020 according to the GSMA,”said Doug Suriano, CTO of Tekelec.“Tekelec’s Policy Server will ensure thatJasper can scale its deployment ofconnected devices and services quicklyand profitably.”

Jasper Wireless deploys Tekelec’s Policy Server to enable global machine-to-machine services

Doug Suriano:Tekelec’sPolicy Serverwill ensurethat Jaspercan quicklyscale itsdeploymentof connecteddevices


M2M Now March 2013

It's free to be included in The Contract Hot List (below), which shows the companies announcing recent contract wins or productdeployments. If your contract is not listed here just email the details to us now marked "Hot List" <[email protected]>

Vendor/Partners Client, Country Product/Service (Duration & Value) AwardedAll Stop Vending USA Technologies, USA To use ePort® for cashless payment and telemetry hardware platforms 12.2012Axiros Vision Net, USA Contract to bring remote device manager service to Tier-3 markets 12.2012Efacec ACS (Smart Grids) City of Griffin, Georgia, USA To provide PRISM™ Real-time Outage Management System (OMS) 1.2013Eurotech ThingWorx, USA Pre-integration partnership to simplify and cut costs of M2M deployments 12.2012Gemalto Svyaznoy Bank, Russia Deploying the first large scale prepaid card offer for customers in Russia 12.2012Gemalto Yokosuka, FUJITSU TEN, ERTICO, Japan Launch eCall testing facility to help auto makers meet EU eCall standards 1.2013Gemalto Cargo Tracck™, Brazil Wireless connectivity in a programme to thwart illegal Amazonian logging 1.2013Giesecke & Devrient CIBC, Canada Chosen as TSM for CIBC's NFC credit card payment services offering 12.2012Harris Utilities SmartWorks Braintree Electric Light Dept, USA Deploys MeterSense to turn smart meter data into business intelligence 1.2013IBM Shaspa and STMicroelectronics, USA Collaborate to enhance IoT control of home heating, lighting and security 1.2013Kamstrup Østjysk Energi, Denmark First order for new smart grid technology signed in Denmark 1.2013Kontron Vodafone Group, International M2M Smart Services developer kit approved for use on Vodafone networks 1.2013Kordia O3b Networks, New Zealand Installation of a Tier-1 satcomms terminal for Telecom Cook Islands (TCI) 1.2013Mitsumi Greenvity, USA Partner to provide 'robust' energy management systems 1.2013Sony InterDigital, USA JV to combine consumer electronics expertise and wireless M2M research 1.2013Telit Wireless Solutions Digicom SpA, Italy Modules to optimise T-LOG, a meter reading device for gas, LPG & water 12.2012u-blox MobileHelp, USA GPS and wireless enabled instant assistance during medical emergencies 12.2012

THE CONTRACT HOT LIST

Key:

CIBC = Canadian Imperial Bank of Commerce

eCall = Emergency response for drivers

EU = European Union

JV = Joint Venture

NFC = Near Field Communications

TSM = Trusted Service Manager

Kontron's Smart Servicesdeveloper kit has beenapproved for global useon Vodafone networks

More information on all these and other News stories can be found at www.m2mnow.biz

DIARY

V2X for Auto Safety andMobility Europe 2013February 20-21, 2013Le Meridien, Park Hotel,Frankfurt, Germanywww.telematicsupdate.com/vehicle-to-vehicle-conference-europe/index.php

M2M Telematics: FleetManagement & Usage BasedInsuranceFebruary, 20-21, 2013Copthorne Tara Hotel, London, UKwww.smi-online.co.uk/m2m28.asps

Mobile World Congress 2013February 25-28, 2013Barcelona, Spainwww.mobileworldcongress.com

Embedded World 2013February 26-28, 2013Nürnberg, Germanywww.embedded-world.eu

Smart Utilities Scandinavia2013April 17-18, 2013Stockholm, Swedenwww.smartutilitiesscandinavia.com

MVNOs World CongressApril 22-24, 2013Rome, Italywww.mvnosworldcongress.com

M2M for the SecurityIndustryMay 8-9, 2013Copthorne Tara Hotel, London, UKwww.smi-online.co.uk/m2m-security1.asp

M2M Forum 2013May 14, 2013Milan, Italywww.m2mforum.it/eng

CommunicAsia 2013June 18-21, 2013Marina Bay Sands, Singaporewww.communicasia.com

Smart UtilitiesScandinavia 2013 will beheld in Stockholm

Don't forget to add the following events to your organiser. As M2M Now is OfficialMedia Partner for many of these events we look forward to seeing you there.Event Diary


M2M Now: It’s now six months since Telitlaunched m2mAIR. What reaction have you hadfrom the market as a whole, and how do yourclients view it?

Oozi Cats: Very positive – m2mAIR is being very wellreceived as we expected. We continue on track,helping more and more of our customer base toengage us with m2mAIR services. When you look atsome of the causes for slower than expected adoptionof M2M, you start seeing that a great number of thereally innovative M2M applications come from smallcompanies with minimal resources to address thedemanding relationships in the M2M value chain.

The m2mAIR value proposition was designed withthese customers in mind. It helps them get all theM2M value added services they require for theirapplications, including pricing that is competitive withthose reserved for very large customers; getting themstarted with the very best at very low administrativecost since it is all coming from us. Our channelpartners like it as well, because most of these Telitcustomers are buying modules and other services andproducts from them, so this gives them an opportunity

to expand their relationships with their valuedcustomers.

M2M Now: Has anything about m2mAIR changedsince it was launched?

OC: Indeed – we have further enhanced our serviceproposition with several new and value-rich featuresand our module management topping the list. One ofthe features allows our customers to locate theirapplication in the field even without GPS. These are allsolutions that provide our customers with real-time,business-critical information on where their devicesare, their network coverage, and diagnostics. Plus theycan quickly troubleshoot the most common issues.They can use this information plus their businessoperating parameters to set alerts and limits to containoverages and eliminate unwelcome surprises fromdata run-away devices – for total cost control. Reallydesigned to streamlined logistics, operations, andtroubleshooting.

One of the key components we have added tom2mAIR to achieve this level of control is calledIntelligent Performance Analyzer or IPA. It is an

It’s been a busy year for Telit Communications PLC, with the integration of severalbusinesses acquired in 2011 plus the launch of m2mAIR, its managed service. So,when M2M Now caught up with Oozi Cats, the company’s CEO there was noshortage of things to discuss.

Telit’s strategy evolves as the M2M market matures

C-LEVEL VIEW


Oozi Cats is CEO ofTelit Communications PLC


C-LEVEL VIEW


“… that takes care

of the 2G issue –

if it is an issue.”

Oozi Cats, Telit

innovative service that allows customers to set specificdeployment wide performance indicators enablingmonitoring of behaviour of an entire M2Mdeployment with individual real-time alerts designedto identify problems even before they start to affectthat customer.

And we recently announced the acquisition ofCrossBridge, a US-based telecommunications servicesprovider focused on the M2M space which in thecoming months we will be fully integrating into them2mAIR business unit effort. Having already acquiredGlobalConect, the acquisition of CrossBridge Solutionsis consistent with our philosophy of providingadditional products and services to our targetcustomers as described above, in a manner that helpsthem reduce their time to market and better managetheir technical risks.

CrossBridge Solutions has a long history of providingM2M services dating back to private radio days andthe Ardis® network. Because of this rich history, theCrossBridge Solutions team is the best in industryexperience which will allow us now to offer morecomprehensive coverage in M2M solutions to m2mAIRcustomers.

The key success factor for m2mAIR is its marketpositioning. We are completely aware of thisrequirement and now have some of the best minds inthe industry helping us execute a market plan withexacting accuracy.

M2M Now: In the mobile computing arena Telitrecently launched the PCIe form factor and nowthe NGFF. Can you describe these products andtheir significance for our readers?

OC: As cellular data speeds approach DSL’s and otherwired Wide-Area-Network (WAN) technologies, theindustrial and commercial PC markets start to warmup to the adoption of cellular as a replacementconnection for their hardware. It is, after all, a lotsimpler to connect a PC to the internet by justplugging it into power than having to run wires frompatch panels or access points, securing approvals fromIT managers and other issues.

Couple high-speed with competitive data rate plansand all adoption barriers disappear. That is why wehave expanded our relationship with Intel on thedevelopment of these industry standard data cardform factors, and why we plan to continue adding toboth the mPCIe and NGFF M.2 product families in theyears ahead. Particularly as LTE deployments becomemore prevalent and the IT industry moves to supply

more cellular-based residential broadband internetconnection boxes and gateway products.

M2M Now: What is the strategy behind thislaunch?

OC: Until recently, a large network equipment providerand chip set provider had over 50% market share ofthe data cards used in Mobile Computing products,primarily using the Mini PCIe data card format.However, this supplier has exited the market and thatrepresents a potentially disruptive development in thesupply chain, which requires confidence in long-term,high-volume supply as well as a strong global andlocal support structure.

So, since we are the industry’s only pure-play M2Mmodule supplier, we have licensed the new M.2 LTEand HSPA+ reference designs in a move to meet thedemands from notebooks, Ultrabooks™, tablets,routers, cameras, gateways and other electronicOEMs, in addition to the industrial and commercialmarkets we started serving last year with the mPCIeform factor. The 30x42mm M.2 data cards supportGNSS, are certified for Windows™7 & 8 and includeremote firmware update switching. To accelerate timeto market for the PC OEMS Intel has validated theseM.2 cards for use with the Intel Tablet andUltrabook™ reference designs.

M2M Now: Since these are used in mobilecomputing is Telit moving towards 3G or 4G, orare you still content to use 2nd Generation (2G)mobile communications?

OC: 2G is still doing well everyplace else other thanthe US. In the rest of the global markets we don’t hearof short-term plans to sunset 2G. We have, in fact,upgraded our top-selling 2G modules with brand newchipsets and technology which will guarantee supplyfor the long term. These new generations of modulesare very energy efficient which, coupled with their verysmall physical dimensions, are now enabling somevery exciting emerging application areas such aswearable technology.

In the US we are seeing strong demand for our xE910form factor which supports 2G/3G, CDMA/HSPA. Andwe are seeing many customers now coming to marketwith 3G solutions based on the 910 form factor, likethe recently launched HE910 HSPA+ or the UE910 V2for HSDPA.

M2M Now: How will M2M users and serviceproviders benefit from Long-Term Evolution to4G (LTE)?

OC: For most M2M applications, 3G speeds are morethan enough and with coverage now beginning tomatch historical 2G coverage in the US we believe 3Gwill take on the role 2G once had of being thestandard fall back for less densely populated and ruralareas. The US has been a leader in deploying LTE and wesee the highest level of interest for LTE in that market.

Other than automotive applications which take threeto four years to develop and mobile computing wheredemands are at the cutting edge, we don’t see LTEvolumes for M2M growing until 2014/15. Mostcustomers are choosing HSPA and CDMA 1xRTT fornew designs as coverage is ubiquitous, costs arereduced and applications requiring voice are wellserved. LTE will enjoy a healthy boost as silicon pricesbegin to become more competitive and therequirement to provide legacy 3G connectivity ceases.

LTE will be, for the vast majority of global cellularinfrastructure deployments, an urban andmetropolitan proposition for a good time to come.However, the higher data rates, faster latency,lowering prices points and the improved processingpower available in such M2M designs will inevitablymature the M2M landscape. This is in much the sameway as how the voice and SMS cell phone has beeneclipsed by the ever increasing use cases consumersand businesses find daily for the smartphone.

M2M Now: Who are the early adopters of LTEin M2M?

OC: Automotive OEMs have to start designing intechnology now for model years many years out. Soyou see many of them adopting LTE now in responseto the need to support internet-based infotainmentand intelligent navigation systems. So we shouldexpect to see higher end vehicles equipped with LTEconnectivity from 2014 onwards.

We expect that IP TV, streaming video content will bea rich space for LTE but it is unclear how it becomes anM2M play. Mobile computing, of course, will continueto demand ever quicker and faster connectivity. FixedInternet Home Gateways are likely to surface stronglysoon to replace and compete with DSL and Cable-delivered internet services.

M2M Now: How long will 2G remain relevant asa service technology? Would you still recommenda design on 2G?

OC: In the US, the movement in M2M from 2G to 3Gis already under way, and in 2013 we will ship a lot of3G modules in the US and elsewhere. Generationtransition should definitely NOT take centre stage forproduct evolution plans for M2M adopters. This isunderstandably a concern particularly in the US butwith our family concept, customers are protected in all

risk dimensions pertaining to cellular generationaltransition issues.

Take a device freshly designed for 2G, based on theGE910 or CE910. When the adopter feels it is timeand conditions with rate plans and coverage hit thenecessary points, all they have to do is drop in theHE910 or LE910: whichever and whenever it makessense. And that takes care of the 2G issue – if it is anissue.

We believe M2M adopters should really at this pointbe taking more time to understand other dimensionsrelated to M2M integration. One is the rising play thatshort range wireless will continue to have as marketsdemand more things connected and fewer wires toconnect them with: sensors, actuators, readers, andso on. So, for those adopters that have not yetstarted to look at short range, this is probably agreat time to start.

Similarly, it is time to develop a more thoroughunderstanding of location awareness for devices. Weare at a crossroads where positioning and GPS are nolonger synonyms. Technology providers like Telit areredoubling efforts to bring about this revolution thatdecouples satellite location from positioning. Soon itwill not be enough to be only satellite location-aware.Satellite fixes cannot be reliably obtained in garagesand inside buildings.

Additionally, satellite-only positioning devices can bedisrupted by jammers. So, whereas satellite willcontinue being an important component ofpositioning, it will quickly be replaced by muchsmarter technology that can look at a group ofdifferent sources to give devices an accurate andreliable fix no matter what.

And finally, I would definitely start looking at theservices necessary to support adopters through all this.This is a good time to question the make-up of theservices that I can get, and what will I get from myM2M services and connectivity providers in the yearsto come. This is perhaps the area where most changeswill happen and where adopters need to spend a greatdeal of time looking for answers to questions aboutthe progress of the services structure they eitheralready use or plan to be using going forward.

M2M Now: Will M2M lead automatically to theInternet of Things (IoT)? When will we see thishappen?

OC: Yes, we believe it will. The blog by Steve Hilton,analyst for Analysys Mason‘s carried by M2M Now onDecember 18th last, is for us spot on. I believe we areon the very verge of its start. The convergence withCloud technology and Big Data will definitely have alot to do with when and how fast this happens.


C-LEVEL VIEW

“For those

adopters that

have not yet

started to look at

short range, this

is probably a

great time to

start.”

Oozi Cats, Telit

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CASE STUDY

The Challenge More than 4,000 square miles of Brazilian rainforesthas been destroyed in the last two years alone,with 224,000 square miles decimated since recordkeeping began in 1980.

With current lumber prices at an eight year high,lumber gangs unlawfully felling trees for profit havebecome increasingly pervasive – and withdevastating environmental consequences.

Traditionally, satellite and radio monitoring wereeffective at policing the massive Amazon rainforest,which is roughly the size of the United States. Butas sophisticated thieves abandoned clear-cutting forstealthy new logging strategies that target smalltracts of the most prized trees, new monitoringmethods and strengthened protection wereneeded. So, IBAMA, Brazil’s environmentalprotection agency, enlisted the help of CargoTracck to develop new technology to help locateand identify thieves and bring them to justice.

Successful ‘sting’ operationIn June 2012, with international attention tuned toBrazil and the United Nations’ Rio+20 Conference

on Sustainable Development, Cargo Tracck andGemalto devised and executed a successful pilotprogramme and sting operation that demonstratedhow powerful machine-to-machine (M2M)technology can be used to catch thieves in actionand stop deforestation.

Designed by Cargo Tracck, the discreet trackingsolution uses Gemalto’s Cinterion® BGS2 M2Mmodule that is said to be tiny and powerful, toenable cellular communications between trees andlaw enforcement. New Radiation Data Exchange(RED) technology boosts the range of wirelesscommunications extending the reach to extremelyremote areas that lack mobile network coverage.Smaller than a deck of cards, the tiny trackingdevice is camouflaged in a resin case made to blendin with the tree trunks.

Ten of the devices were covertly installed in remoteactive harvesting areas deep in the jungle. Inaddition, specialised night-vision cameras wereinstalled in nearby trees to capture visual evidenceof illegal logging activities.

The sophisticated power management system ofthe Cinterion module enhanced power efficiency,

The Amazon rainforest in Brazil is vital to stabilising the earth’s environment,producing oxygen, absorbing greenhouse gases and providing natural habitatfor 30% of the world’s plant and animal species. However, strong globaldemand for rainforest wood combined with the enormous profitability of illegallogging operations is fuelling decimation of this precious global resource at analarming rate.

Cargo Tracck andGemalto protect Brazil’sAmazon rainforest withM2M technology

Ten of the

devices were

covertly

installed in

remote active

harvesting

areas deep in

the jungle


allowing the device to operate reliably in the fieldfor over a year without recharging batteries. Then,when lumber gangs harvested a tagged tree, thesolution immediately began sending alarms to lawenforcement officials.

Cargo Tracck’s geo-location algorithms, along withthe RED boosters provided unprecedented locationaccuracy, delivering tracking data and alarmnotification to officials as soon as harvested treespassed within 20 miles of a cellular network. Thisallowed officials to remotely track trees, and tointercept and arrest thieves in the act of sellingtimber at sawmills, which ultimately led to quickerprosecution.

M2M successful whenother systems failDeforestation of the Amazon causes significantenvironmental and global economic damage.Environmental consequences include soil erosionand climate change, estimated by the SkollFoundation to cause roughly one-fifth of globalcarbon emissions. Economically, the illegal lumbertrade depresses world timber prices and accountsfor up to US$7 billion in lost capital for producingcountries every year.

To adequately fight illicit logging and makecriminals accountable, it is vital to catch thieves inthe act. It is exceedingly difficult to track timberafter it has been smuggled out of the country or

sold and processed at sawmills. The Cargo Tracckdevice provides a new, cost-effective solution forreal-time, remote monitoring and it delivers newhope for preserving one of Brazil’s most preciousresources.

With Gemalto’s ultra-compact Cinterion module,the device is small enough to remain undetected inlogs, rugged enough to operate reliably inrainforest heat and moisture, and powerful enoughto track trees through remote and dense forests.Combined with the sophisticated softwaredeveloped by Cargo Tracck, the solution allowedtracking even in areas with little or no GSMcoverage. Addressing these geographic andenvironmental challenges had previously eludedlaw enforcement using satellites and othertraditional methods.

Today, Gemalto’s Cinterion M2M technology isintegrated in a variety of solutions that enablemachines, devices and even trees to communicateon mobile networks to improve processes,productivity and efficiency. The Cargo Traccksolution highlights how Gemalto M2M technologycan be applied to help deter crime and protect theenvironment.

The technology is also used to enable secure POStransactions; remotely manage assets, buildingsand industrial operations; improve productivity offleet operations as well as to power specialisedindustrial personal digital assistants for workforces.

Gemalto (Euronext NL0000400653 GTO) specialises in digital security with 2011 annual revenues of€2 billion and more than 10,000 employees operating out of 74 offices and 14 Research &Development centres, located in 43 countries. Billions of people worldwide increasingly want thefreedom to communicate, travel, shop, bank, entertain and work – anytime, everywhere – in waysthat are enjoyable and safe. Gemalto’s expertise lies in personal mobile services, payment security,authenticated cloud access services, identity and privacy protection, eHealthcare and eGovernmentefficiency, convenient ticketing and dependable machine-to-machine (M2M) applications.

For more information go to: www.gemalto.com/m2m/explore/index.html


BILL & CHARGE

EXPERT OPINION:

Just over two years ago a new name appeared atthe leading communications industry eventsfocused on billing and payment. Unlike most start-ups, though, Cycle30 was able to hit the groundrunning with a proven suite of software products.

Cycle30 was spun out of the IT department ofAlaskan-based cable and telecommunicationsnetwork operator, General Communication, Inc. Itdidn’t emerge empty-handed, Cycle30 went outinto the world with 70 employees and found a basein Seattle, Washington. Since then the staffing hasgrown to over 90 people. The young company hasalso benefited from US$50 million-worth ofintellectual property and technology assets.

The creation of Cycle30 was a result of GCI’sstrategic decision to acquire three broadcast TVstations in Alaska. But relations remain close, andGCI is still Cycle30’s largest customer.

Machine-to-machine servicesCycle30 provides its customers with a completelyhosted platform for flexible and scalable billing ofmachine-to-machine (M2M) solutions. It includesflexible charging, rating and balance managementfor both recurring and usage-based charges.

Services offered include invoicing, deviceprovisioning, inventory management, customercare and end-customer self-care via the web.Indeed, the solution can manage billing, not only

for direct customers, but for original equipmentmakers (OEMs) it can manage multiple tiers of end-customer billing.

Regular readers of M2M Now will have seen thatinnovative M2M solutions are starting to disruptexisting markets and to open up whole new ones.So the need to be able to effectively monetise newservices remains constant.

Even the most ground-breaking M2M solution hasto be able to accurately and flexibly bill customers.Cycle30’s philosophy is to empower its customersto stick to what they do best. So the company canoffer accurate, timely revenue assurance whileM2M service providers focus on the tasks ofacquiring and retaining customers and deliveringthe best possible service.

Jim Dunlap, Cycle30’s president, is responsible forthe company’s strategic direction, operations andfinancial performance. He has 20 years ofleadership experience in retail, consumer products,utility, and telecom, having held senior roles atCampbell Soup Company, Nordstrom, and GCI,where he was chief information officer, beforefounding Cycle30.

According to Mr. Dunlap, “Unlike traditional billingand ordering systems you need to deploy, maintainand host yourself, the Cycle30 platform is readytoday, so you can get to market quickly.”

Cycle30 may not be a familiar name yet to every reader, but as a spin-out fromGeneral Communication Inc., (GCI) this two year-old business has an enviablepedigree in developing billing and order-to-cash solutions for variouscommunications sectors. It also has a stern warning for anyone tempted intoM2M services without checking that their billing system is up to scratch.

Telcos should look closely attheir M2M billing and ratingsystems, says Cycle30

Jim Dunlap,Cycle30: Billingis critical to yourbusiness, but itisn’t easy

As Cycle30 is keen to point out, however, providingmachine-to-machine communication services isabout a lot more than connectivity.Communications companies need to take a closelook at their infrastructure. For new entrants to theM2M services market, there’s a good chance thattheir current infrastructure is not ready for the newproducts, nor is it prepared for the way that theservices need to be delivered.

From the moment of customer contact and order,the Cycle30 platform aims to support enterprisecustomers by managing and accounting for therevenue associated with their products and services.It does this all the way through invoicing,reconciliation and collections.

Will you react in time for M2M?Said a Cycle30 spokesman, “If you don’t adjustyour company’s infrastructure as soon as possible,you could miss out on the M2M market altogetherwithin the next two years. And in regards to billingwithin organisations — having a system that cantake on the functionality of your new products — ittakes years to get the ball rolling with updatingyour billing system. So, if you want to launch new

services within your organisation, it could take 9-12months. That timeline is far too long, and your newservice will never get launched.”

He continued, “For example, companies in theM2M space are selling M2M parking meters thatare generating a new revenue stream. If you are acommunications provider that wants to work in thismarket, ask yourself this, ‘Is my rating and billingsystem ready to take on this new functionality?’.”

Jim Dunlap puts it succinctly when he says,“Cycle30 is an order-to-cash billing and ratingservice provider, not a software vendor or systemintegrator. That means we’re here to empoweroperators to focus on their business and not theirbilling system. Running a billing operation is criticalto your business, but it isn’t easy. Why not leaveyour day-to-day billing operations to experts?”

“Don’t wait any longer to get involved with M2M.Find someone that can overhaul your infrastructureto ensure you have a platform for flexible andscalable billing of machine-to-machine services,” headds. “You need a billing system that’s ready toexecute now. Stop waiting.”


“Find someone that

can overhaul your

infrastructure to

ensure you have a

platform for flexible

and scalable billing

of M2M services.”

Jim Dunlap,

Cycle30

A spin-off from GCI, Cycle30 set upin Seattle where it is growing fast


DEVICES & DATA

M2M Now: In your opinion, what does thedevice landscape look like today?

Judson Althoff, Oracle: There are roughly threebillion Java-embedded devices and around 6 billiontotal connected devices out there today. But,frankly, this is the tip of the iceberg when you startlooking at the impact of machines communicatingwith machines (M2M) and the Internet of Things,both of which are in their infancy when you castthem against where they will be three to five yearsfrom now.

One trend that I’m really excited about is that theyare colliding with Big Data and that’s feeding astrategy here at Oracle regarding our device-to-data-centre work. It’s our belief that to succeed youneed to think about the two together, beginningthe process with the end in mind, and build out atrue device-to-data-centre platform and strategy.

M2M Now: What do you think are the mainchallenges facing the businesses involved?

JA: There is a need for an integrated M2M solutionthat will bring true value to your customers. Thechallenge here is that you need an ecosystem, andthis is one of the reasons why I think that the M2Mindustry has yet to really explode. In my job I havethe pleasure of meeting a number of devicemanufacturers who are creating incredibletechnology, but they’re looking at it solely from adevice view.

In order for devices to integrate with traditionalcore ERP, middleware and database solutions, theecosystem needs to be creative. That’s actually oneof the areas where we’re stepping up to helpfacilitate growth in the industry.

With a network of 25,000 partners and nine millionJava developers around the world, we’re investing

in tools to link together end-to-end devices withthe types of solutions that we think the marketneeds before it can take off. We’re also workingwith more than 10,000 independent softwareapplication companies to address vertical markets,encouraging collaboration with devicemanufacturers to build on top of a platform, likeour Oracle-engineered systems, that can truly scale.

Another challenge relates to the time to market.The burden of the development cycle for intelligentdevices can make it difficult to get a product tomarket before its very concept becomes obsolete.Also, consider the plethora of devices where logicneeds to be transported from one to another.

This concept explodes even further when you startthinking about the fabric of all these devicescollaborating, such as in the automotive sectorwhere the M2M capabilities are increasing everyday. Intelligent integration is required to manage theexploitation of the volumes of data feeds. Oracle isattacking this at every layer of the stack and canbring tremendous value in harnessing the power ofJava, as well as help shorten the time to market.

M2M Now: Can you tell us more about theecosystem?

JA: Effectively, we’ve done for the enterprise whatApple did for the consumer device market: We’vemarried the hardware and software together. OurJava community can really attack the problem ofcreating an intelligent, aware and always-connected device ecosystem, industry by industry.

For example, in the financial services sector we’rebuilding secure elements, from the data centre tothe device, into everything from mobile phones todigital wallets. This approach can also be applied tothe healthcare, transportation management andindustrial control markets.

An exciting trend is emerging for machine to machine (M2M) technology and theInternet of Things (IoT). Georgina Elrington spoke with Judson Althoff, Oracle’ssenior vice president of worldwide alliances and channels and embedded sales, to findout how the data flow from internet-enabled devices will aid business decisions, bringcompetitive advantage and speed time to market.

From the device to the data centre

Judson Althoff,Oracle: Investingin tools to linkend-to-enddevices withsolutions thatthe market needs

EXPERT OPINION:

M2M Now: What and where are theopportunities for M2M businesses?

JA: Visit any consumer electronics store and you’llsee that everything from a power strip to a washingmachine is becoming a smart device. So, right theway through from the module manufactures to theappliance manufacturers, there’s potential toharness technology.

However, today’s Big Data problems are an effect ofthe six billion devices out there. When thosebecome 50 billion, and then 100 billion, themagnitude of associated data issues will increaseconsequentially. Wiring M2M and Internet ofThings communities together with vertical marketsolutions is where the systems integrators willbenefit greatly.

Another hugely valuable element for corporations isthe ability to pull from vast, and often disparate,data sources to extract a more accurate story on acustomer, supply chain or growth projection in aproduct lifecycle. We’re going to see a tremendousamount of investment in this space that will helpcorrelation and integration. Tools such as real-timeintelligence and analytics can already beimplemented using engineered systems, likeOracle’s Exadata Database Machine, and these willbe integral in turning internet-enabled devices intoreal business opportunities.

M2M Now: Do you have any real life examplesyou can share with us?

JA: Yes, the oil and gas mining sector is a goodexample of how Java, on the front end of devicesand a connected data centre strategy, can providegreat business value. Many of the sensors anddevices in this sector, such as drill bits, operate inruggedised environments that are too extreme forhuman access.

One of the inherent capabilities that we’ve builtinto these devices is the ability to update themremotely. You can actually change the datarequests, send new business logic to tweakmicrocode, issue software upgrades and even pullpopulated data for intelligence to, for example,identify potential drilling sites.

M2M Now: And finally, how does Oracle fitinto the grand scheme?

JA: As well as helping companies get to marketfaster with a better product, we can help themdeliver products that will be part of a biggerpicture. While we believe that no single companycan truly deliver complete device-to-data-centresolutions, we do feel that we’re the only companywith the technology platform to enable thosesolutions to be created, from Java on the smallestdevices, all the way through to the Big Data, back-end and load systems.

There’s a phenomenal opportunity and we’re justexcited to be a part of it and investing in thegrowth of the market itself.

“Intelligent

integration is

required to manage

the exploitation of

the volumes of data

feeds. Oracle is

attacking this at

every layer of the

stack.”

Judson Althoff,

Oracle


M2M Now has recently published the mostcomprehensive Online Directory of companies involvedin machine-to-machine communication servicesworldwide. These include: Application Developers,Connectivity Providers, Module & Terminal OEMs,Device & Component Manufacturers, Gateway & RouterSuppliers, Platform Providers, System Integrators,Analysts & Consultants. Any organisation directlyinvolved in M2M and connected devices can be listed.

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The situation in the US is unique. In a nutshell, UScarriers have run out of spectrum to operate. Withmajor chunks of spectrum allocated to Defence or tiedup in court battles, the only timely solution for carriersis a technology-based one which provides the ability toservice customers with the spectrum they already have– enter LTE.

To put this in perspective, in GSM/GPRS, every Hertz ofspectrum provides about 0.4 bps data rate. Contrastthat with about 16 bps for current LTE and 30 bpswith LTE+ arriving in a couple years, and the haste toroll out LTE becomes easy to understand.

But M2M adopters already have a tool to mitigate this

risk and keep moving forward. At Telit we call it the‘Family Concept’; these are M2M modules which lookand feel the same to the adopter’s application – inform factor, protocols and programming interface,but on the cellular side each talks to the cellularservice of choice.

When time and conditions with rate plans andcoverage hit the necessary points, all that adoptershave to do is drop in the next cellular technology,whichever it is and whenever it makes sense. M2Madopters can, therefore, do what is best for themaccording to business plans and other constraints; If3G is the best solution for them, they can go for it, if4G/LTE then the same applies.

Sparked by publicity in the US around the possible sun-setting of 2G services, thediscussion of which generation – 2G, 3G or LTE – is next for machine-to-machine(M2M) has taken centre stage in many circles and industries, says AlexanderBufalino of Telit Wireless Solutions.

Alexander Bufalino joinedTelit in 2005. Prior to Telithe worked for several yearsfor SIEMENS AG and thespin-off company Enocean.He held the position of SalesDirector in Europe atSIEMENS wireless modules,the m2m business segment.

The ‘Family’ approach to 4G

S P O N S O R E D C O L U M N

OPINION

The author is,AlexanderBufalino, SVP ofGlobal Marketingat Telit WirelessSolutions


SECURE COMMUNICATIONS

The ‘Machine’ in M2M and the ‘Things’ in theInternet of Things are the billions of devices thatare currently deployed in hospitals, factories, powergeneration plants, businesses, stores, vehicles andothers worldwide. And the more we leveragetechnology to become more social, more local, andmore tailored to our individual needs, the moreexciting M2M becomes.

What’s really driving M2M today? Is it technology? Without some of the majorbreakthroughs in the past few years, M2M wouldstill be a pipe dream. There are several reasons whyM2M is getting so much play.

Global wireless networks are becoming faster bythe day. Device components and modules areavailable at record low prices. Security is morebullet-proof than ever. Carriers (wireless operatorssuch as Verizon and AT&T) are finally on boardand recognise the potential – and larger, moreestablished players are jumping into the ecosystem.

But perhaps the biggest reason behind theexcitement in M2M is the BYOD phenomenon (or,as IT managers refer to it, the “BYODNightmare!”). Who’s to thank? Let’s at least startwith Apple, Facebook and Google.

Key driver of global M2M adoptionSoLoMo + BYOD. Ridiculous? Maybe. But the high-tech arena has never fallen short on absurdacronyms. In this case, it actually makes sense:

1. So; As in Social. (Think Facebook, LinkedInand YouTube)

2. Lo; As in Local. (Think Google and localised search and services)

3. Mo; As in Mobile. (Think smart phones, tablets and notebooks)

4. BYOD; As in Bring Your Own Device. (Think iPad)

The rapid adoption of mobile devices, especiallytablets such as the iPad, has piggy-backed on andaccelerated the use and consumption of socialmedia. Users of all ages, geographies and user-types (business or personal) leverage their devicesto access and tailor custom content to their localand more immediate needs, in a format andmanner, and on a device that best suits theirpersonality and desires.

This obsession with information has created havocfor IT professionals in the near-term – but like alldisruptive technologies, it will drive the mostexciting changes in the longer-term. And thatchange is in the form of true M2M.

Two years ago, buzzwords and phrases such as ‘M2M’ (machine-to-machine) and‘IoT’ (Internet of Things) had received increased attention thanks to significant mediacoverage from the likes of The New York Times and Read Write Web, and vocalsupport from large companies, including Verizon, AT&T and Cisco. The concept is notnew, it’s simply reached primetime, says Dave Wagstaff of Lantronix.

Think M2M is just another

The author isDave Wagstaff,chief solutionsarchitect,Lantronix


Let’s talk numbers The numbers are staggering, regardless of source.Berg Insight reports the total number of M2Mwireless (device) connections will soar to 359.3million in 2016. Additionally, research showsshipments of cellular M2M devices increased35.3% in 2011 to a record level of 50.8 millionunits.

Adjusted for churn, this resulted in net additions of29.3 million M2M connections in 2011, taking theworldwide number of cellular M2M subscribersalone to an estimated 108.0 million. Ericsson hasrepeatedly cited a number of “50 billion devices inmarket, ready to be connected.”

Network connectivity itself is being expanded withnew technologies such as IEEE 802.11n, ensuringdata safety with improved security protocols andimproved business models enabled by lowering thecost of network access. This synergistic effect isnow playing a key role in allowing devices to beconnected to the internet, to truly reap the rewardsof M2M communications.

But the sheer volume of potential devices forconnectivity isn’t the exciting part. Nor is theadding of ‘intelligence’ to these devices so they canbe remotely managed and controlled. Mostexciting, and important, is the end-result – thecustomer and end-user benefits derived fromthe secure transmission of vital informationacross networks for collection,analysis and decision-making.

Business opportunitiesWhile it’s exciting to think aboutall the ‘futuristic’ M2M applicationsfor consumers-at-large, the businessopportunity for M2M is equally

staggering. For example, hospitals can nownetwork-connect infusion pumps, which sendinformation back to the hospital IT system, withpharmaceutical information validating the correctdosage levels for a particular patient. Considerindustrial applications, where a technician cancheck on the status of a robotic weldingmachine, no matter where in the world theequipment is located.

At Lantronix, we’ve spent the last 20 years makingM2M a reality. We’ve worked with cities to improvetraffic flow (which saves time and improves safety),we’ve worked with government contractors to useM2M to remove humans from dangerous flightmissions — and every day, we’re working onconcepts to make the average person’s life just thatmuch easier. But there is so much more informationthat if ‘mined’ or ‘harvested’ could fundamentallychange the way companies and individualsconduct business.

This is the basic promise of M2M –getting the right informationto the right people at theright time.

Headquartered inCalifornia, Lantronix®, Inc.is a global provider ofsecure communicationtechnologies that simplifyremote access,management, and controlof electronic devicesregardless of location

PremierWave™ ENprovides connectivity in a

compact form factor, enablingOEMs to add Wi-Fi or wired Ethernet

networking to their products on asingle PCB design

The chip-sized xPico™ isdesigned for quickintegration with minimalengineering effort

“The total number of M2M wireless (device)connections will soar to 359.3m in 2016.”

CASE STUDY

By promoting energy efficiency, demonstrating anaverage reduction in energy consumption of 3.9% forconsumers, micro-generation and electrical mobility,InovCity has become a prime example of sustainabilityfor Europe. The project has been selected from morethan 200 other smart grid projects by the JointResearch Centre (JRC) of the European Commissionas the single case study for the assessment of smartgrid projects in Europe.

InovCity is currently collaborating with the JRC onfurther smart grid analysis. It has also been labelled asa core project in Europe for smart grids by theEuropean Electricity Grids Initiative and won Utility ofthe Year Award 2012.

Incorporating the deployment of 30,000 smart meters(known as EDP Boxes) in the Portuguese municipalityof Évora, it is the first urban area in Portugal to hookup to the intelligent energy grid. The project providesthe electricity grid with information and devices toautomate grid management, improve service quality,reduce operating costs and promote energy efficiencyand environmental sustainability. It also enables themonitoring and management of the state of the entireelectricity distribution grid, significantly reducing theduration of service interruptions and the number ofaffected clients.

This newly built platform allows the development ofnew products and services by suppliers and energyservice companies, including the offer of price plansadapted to customers' consumption profiles andrequirements. It also enables EDP to more efficientlysupport the implementation of a network of chargingpoints for electric vehicles.

Discussing the project, EDP’s head of solutiondevelopment for the smart grid project, Paulo LibanoMonteiro, explained that they had learned four keylessons from the deployment. “Firstly, it is essential toengage the customer by presenting the benefits in aclear way,” he said. “Secondly, the management of thecommunications infrastructure as the scale increases isalso critical for the future success of smart grids, as isthe need to fine tune data processes so that the fullbenefits of the solution can be taken advantage of.Automation and a highly integrated approach tocommercial and operational processes are vital. Lastly,you must remember that there are no easydeployments when it comes to innovative solutions;they take time and hard work.”

Optimus’ head of M2M business unit, CarlosLourenco, agrees that tight integration at thepartnership level is the key issue for the successfuldeployment of smart grid initiatives:

“Traditionally operators are very capable of processinglarge volumes of activations, provisioning, billing andafter sales processes but projects such as this require adeep cooperation among the different partners in theecosystem in order to make a successful deploymentwith minimum overheads, considering that the overallvalue proposition is high but the income per unit is verylow. It is not just a matter of Optimus supplying thecommunications element for example, but constantlyworking together with EDP to prevent and solve issuesas they arise so that the benefits and customer servicesthat the end user receives are very clear.”

For example, the operator engineering supportand massive project rollout experience would be anupside to be taken into account along with itswillingness for building up an interesting andsustainable business case.

Mobile connectivity is enabling utilities to more effectively manage the supply anddemand of consumers’ energy and water use. A good example of this is EDP’s SmartCity Project in Portugal, Évora InovCity, developed in partnership with equipment andservice suppliers, including Portuguese mobile operator, Optimus. It is, they say, a bigstep forward for the management and control of power distribution, combiningrenewable production and efficient network operation with improved customer service.

Smart grids offer key tosustainability in utilities

This small scale model of thecity of Évora shows thereach of the InovCity project

The InovCity project isshowcased at a dedicatedshowroom in the city ofÉvora. This picture showsthe main components of thesolution

A general view of the InovCityshowroom in the city of Évora


It’s good to be well connected.Your M2M solution is more than just data connectivity. We understand that.

So we not only built the world’s most advanced global M2M platform, we also built our business upon the most important connections of all – our relationships with our partners, carriers and customers.

That’s why Wyless is the trusted M2M partner of Fortune 500 companies and startups alike. We’re the easiest company to work with. We listen to our customers and take pride in every connection.

Wyless offers truly uncompromising M2M solutions, delivering worldwide wireless connectivity via the most secure and resilient network infrastructure. We provide unrivaled management tools and empower you with end-to-end managed services, technical expertise and dedicated support.

So connect with the experts and together we’ll take your applications to the next level. You have found your true M2M partner.

We can’t wait to discuss the possibilities.

The leading global M2M managed services provider

+1 617 949 8900 +44 1895 454 699 [email protected] www.wyless.com

C-LEVELVIEW Service is ourplatform saysNumerex’s CEO

C-LEVELVIEW Service is ourplatform saysNumerex’s CEO

P R O F I T F R O M A W O R L D O F C O N N E C T E D D E V I C E SM A R C H 2 0 1 3

M-HEALTHSUMMITGlobal attendancein DC advancesmobile health

CONNECTEDDEVICESMobile healthcare:GSMA cycles intoConnected Europe

M-HEALTHSUMMITGlobal attendancein DC advancesmobile health

CONNECTEDDEVICESMobile healthcare:GSMA cycles intoConnected Europe

�

�

ALSO ONLINEALSO ONLINE!

All the latest M2M News, Views, Videos, andReports from Barcelona at www.m2mnow.biz �

MWC 2013PREVIEWSomething

mobile isin the air

SPECIAL MWCSUPPLEMENT

CEO GUIDE TO MOBILEWORLD CONGRESS 2013

MWC 2013, BARCELONA

MWC 2013 CEO GUIDE

Anyone in the business of M2M, NFC or Connected Devices who is concerned thatthe annual bunfight at Mobile World Congress isn’t relevant to them should take afew minutes to visit www.mobileworldcongress.com/ . Conference streams on DayOne are focused on ‘Building the Eco-system for NFC services’ (surely, long overduein some markets); Big Data, Big Questions, Big Value?; and, BusinessTransformation – Reshaping the Operator.

Day Two tackles the Future of Mobile Communications; and Connecting the next billions to theInternet. Day Three covers Health: Achieving Scale through Partnerships; and Day Four sees discussionof Connected Living and Mobile Money.

Central to the exhibition at the brand new, larger and better equipped Fira Gran Via venue (for details,see opposite) will be ‘The Connected City’. If you enjoyed last year’s Connected Home, stand by to beamazed as you enter what feels like a real city street, complete with a car showroom, office, town hall,department store, mobile shop, apartment, electrical store, hotel and café. And there will be a wholehost of live demos to see.

If you can’t make it, don’t worry. M2M Now will be reporting online from Barcelona. Just bookmarkwww.m2mnow.biz, or follow us on Twitter @m2mnow or @jcm2m. Keep in touch, and tell us whatyou find.

Jeremy Cowan, Editor, M2M Now

Jeremy Cowan

Are you ready to be amazedby MWC’s Connected City?

M2M Now March 2013S2

Even the landscape of Mobile World Congress will look different than it has in the past.While the Mobile World Capital Barcelona remains your host, the event is relocating to anew facility at the Fira Gran Via that is said to be ‘state-of-the-art’.

The mobile ecosystem is expanding at lightning speed,with endless innovation and new applications of mobiletechnology. From contactless payments and augmentedreality to embedded devices and connected cities –mobile technology is changing the landscape.

The impact that mobile communications will have onthe world is limitless, says a

spokesman from theAssociation for the GlobalSystem for Mobilecommunications (GSMA). AtMobile World Congress 2013(February 24-28) you can see:• CEOs from the world’s

most influential companies will share their visions of the mobile landscape, while inspiring attendees in the Thought Leadership Conference

• More than 1,500 of the industry’s leading suppliers of mobile devices, services and technologies will be part of one of the most important Exhibitions of the year

• More than 12,000 application developers will gather for App Planet, looking to be educated, energised, and challenged

• The world’s largest consumer brands will be joining for mPowered Brands, where the GSMA accelerates marketers’ knowledge of mobile as a marketing medium

• The GSMA will recognise the industry’s greatest achievements, new technologies, innovative devices and ideas through the 18th Annual Global Mobile Awards

• This year the organisers expect more than 70,000 senior mobile professionals will network and exchange ideas during the four-day event, any one ofwhich may significantly change the landscape of mobile. The GSMA invites readers to join them in Barcelona for Mobile World Congress 2013 as they explore the New Mobile Horizon.

MWC 2013 explores 'New Mobile Horizons' at new Barcelona venue

For more details go to:www.gsma.com

See the latest events listed online at:

www.m2mnow.biz

SUPPLEMENTCONTENTS

S2 Welcome to Barcelona

S3 Mobile World Congress 2013 Preview

S4 Service is our Platform, says Numerex CEO

S8 Mobile healthcare in Connected Europe

S12 What lies ahead in M2M and connected devices?

S14 Review:mHealth Summit, Washington DC

WELCOME

M2M Now March 2013 S3

EVENT PREVIEW

Setting the scene for the next 12 months, attendees at Mobile WorldCongress 2013 (MWC) [www.mobileworldcongress.com] will be privy tofirsthand experience regarding the health and opportunity of thebourgeoning mobile industry. While last year’s event was the biggest todate, it is expected that MWC 2013 will set new records.

Hosted in Barcelona, the mobile world capital, the four day show hasmoved to a new location. The much larger Fira Gran Via boasts anadditional 270 wifi hotspots than the previous venue and will accommodate1,500 exhibitors showcasing new technologies from all over the world.

An impressive conference agenda features new business models, insightand directives. There will be dedicated areas for app developers, and thoseresponsible for mPowered brands will benefit from special sessions wherethey can glean deeper insight and network with like-minded peers. Thepopular Forum Series, which was introduced in 2011, also returns to focuson single industry topics such as the mobile cloud and LTE.

This hugely successful annual event is produced by the GSM Association(www.gsma.com), a global trade group for the mobile industry, whichrepresents the interests of mobile operators in more than 220 countries. Itcomprises nearly 800 operators and more than 230 companies in the broadermobile ecosystem, including: handset makers, software companies, equipmentproviders and internet companies, as well as organisations in industrysectors such as financial services, healthcare, media, transport and utilities.

What’s on the New Mobile Horizon?The impact of mobile on business seems limitless. Latest figures indicate anindustry annual growth rate of 43% per annum and, currently, mobilebroadband technologies will account for about 25% of global connectionsin the first quarter of 2013.

This year’s MWC conference programme(www.mobileworldcongress.com/conference-overview/) will challengeand educate, provide essential insights on the latest technologicaldevelopments, market opportunities, next generation services and devicesset to shape the mobile landscape. Thought leaders and industry expertsfrom influential companies, within the expanding mobile value chain, willparticipate in more than 40 conference sessions with thought-provokingkeynote presentations as well as interactive panel sessions.

So, whether you’re looking for ways to cope with Big Data or want to get afeel for the future of communications destined for smart cities, the cloud,mPowered brands and all the elements of connected living including mobilewallets and automobile automation, you’ll find it all at Mobile WorldCongress in Barcelona this year.

In stark contrast to the rather depressing effects of short daylight hours, chillyweather and maxed out credit cards after the festive season, there’s a feel-goodfactor to February. Every year, a welcome dose of sunshine awaits those whoflock to attend one of the world’s biggest and best-loved industry events,Mobile World Congress in Barcelona.

Mobile World Congress 2013There’s something in the air... and it’s mobile

Mobile World Congress25-28 February 2013Fira Gran Via, Av. Joan Carles I, 6408908 L’Hospitalet de LlobregatBarcelona, Spain

The M2M Now team (www.m2mnow.biz) will be on the groundat the show reporting live with video interviews, features andtweets @m2mnow and @jcm2m.

MWC 2013 CEO GUIDE

C-LEVEL VIEW

M2M Now: What is M2M’s impact on the dailylives of people and businesses today? How is it asociety game changer?

Stratton J Nicolaides: M2M technologies enablethe so-called ‘Internet of Things’ (IoT),

which is an overall framework thatencompasses communications

between things and people, aswell as between things and

things (M2M). In July 2012,the InternationalTelecommunication Union(ITU) released its definitionof IoT as “a globalinfrastructure for theInformation Society,enabling advanced servicesby interconnecting (physicaland virtual) things based onexisting and evolving,interoperable informationand communication

technologies.”

Through the availability of advanced servicesheretofore inaccessible due to cost, form factor ortelecommunications network constraints, the IoT isradically transforming the way we produce andconsume. M2M plays a key role in this transformationand aims at generating new revenue, improvingproductivity (operational efficiencies) and helping meetlegal and regulatory requirements. It is part and parcelof the new economic fabric and a formidable growthengine. In addition to helping fuel the economicexpansion, it is becoming the catalyst of the greeneconomy by improving the monitoring of all kinds ofpollution.

China and Europe, at the highest levels ofgovernment, have recognised M2M’s importance andhave set in motion sizeable domestic and regionalinitiatives to better the lives of their denizens. Forinstance, in 2011, the Chinese government identifiedM2M as a key strategic priority in its 12th NationalFive-Year Development Plan (2011-2015). In 2012, theEuropean Union launched a massive publicconsultation on the IoT to better understand whatframework is needed to unleash the potentialeconomic and societal benefits of the IoT – in additionto the IoT/M2M-focused work currently underwaywithin the European Research Cluster on the Internetof Things (IERC), the Lighthouse Integrated Project IoT-Architecture, the IoT Initiative, the EuropeanTelecommunications Standards Institute (ETSI) andother European groups and organisations.

M2M Now: The terms M2M and IoT seem to beused interchangeably. Do you see a difference?

SJN: The concepts are related and yet not quite thesame. As the Commission of the EuropeanCommunities stated in its 2009 report, the Internet ofThings – An Action Plan for Europe: “IoT coversdifferent modes of communication: things-to-personcommunication and thing-to-thing communications,including machine-to-machine (M2M)communication that potentially concerns 50-70billion ‘machines’, of which only 1% areconnected today.”

While the former cannot happen until a human isinvolved, the latter requires very little or nohuman intervention. As a matter of fact, therecently-formed oneM2M partnership defines amachine-to-machine solution as “a combination

The M2M value chain remains complex. But it boils down to delivering quality andservice to customers, says the chairman and CEO of Numerex, Stratton J Nicolaides.

Service is our platform, says Numerex’s CEO


Stratton JNicolaides is theCEO of Numerex

MWC 2013 CEO GUIDE

of devices, software and services that operate with littleor no human interaction” (See section 1.5 of theoneM2M partnership agreement).

M2M is an enabler of IoT which, starting with SCADA(System Control and Data Acquisition), was born withinthe industrial market. A few M2M examples includecorrosion monitoring of oil pipelines, billboard remotecontrol, vending machine management, fleet tracking,bridge structure integrity surveillance, tank levelmonitoring, pollution watch and control, and so on.

More often than not, M2M companies operate in thebusiness-to-business (B2B) market. Some EuropeanM2M experts closely involved in the work of theEuropean Telecommunications Standards Institute inM2M architecture, protocols and applications(Boswarthick, Elloumi and Hersent in M2MCommunications – A Systems Approach, 2012, Wiley &Sons) see this current stage of M2M deployments,where M2M addresses predominantly B2B applications,as the ‘emergent phase’.

The other side of IoT, that is communications betweenthings and people, which could be named ‘consumerIoT’, belongs to the business-to-consumer (B2C)market. Consumer IoT solutions are aimed at providinga direct benefit to the consumer and rely also on‘embedded intelligence’ (as provided, for example byaccelerometers, ambient light and proximity sensors).Entertainment devices; e-readers; smartphone-centeredapplications; consumer location-based services are afew examples of consumer IoT products. Overall,consumer-IoT customers are the end users.

This is a paramount distinction, which has profoundimplications for technology and marketing. In thisregard, it is worth mentioning that some M2M marketreports provide metrics and information that blend B2Band B2C data into amorphous statistics that blur themarket dynamics. However, the distinction is not alwaysclear-cut since M2M and consumer-focused IoT areoverlapping domains. For instance, alarm monitoring(security) services can be marketed as B2B solutions andthen resold in the B2C market. Also, consumer IoTsolutions require a supporting M2M ecosystem, whichis therefore an inherent component of any B2C IoTsolution (B2B2C).

Numerex’s customers are B2B companies. We supporttheir objectives and provide them with an all-encompassing range of capabilities that they canintegrate into their own monitoring systems or resell tothe end users.

M2M Now: It has long been said that one of thehurdles for the M2M industry was the complexityof the M2M solution. Has the situation changed?

SJN: The M2M value chain remains a complex one. Acompany contemplating the launch of an M2M solutionon its own faces non-trivial challenges, most of the time

outside its core expertise. An M2M solution requiresmany functional components that must interact withharmony and precision, which makes it an intricateundertaking. Incidentally, this explains the present queston a global level for an M2M standard that wouldprovide a common service layer.

On the positive side, however, the oneM2M partnershipand various M2M-related initiatives within the ITU havedrawn the attention of a wider business audience tothe industry’s potential. All major telecommunicationsconferences in the US, Europe and Asia now dedicate aspace where issues specifically related to M2M can beaddressed and debated. Wireless carriers are vocalabout their expectations concerning M2M growth andrevenue, which contribute to increasing the awarenessabout the M2M capabilities.

Turnkey development and seamless integration are keyfeatures sought out by the would-be M2M user. Ahandful of M2M companies around the world are nowtargeting these needs and requirements. Numerex isone of them and well positioned as a single sourceprovider, from M2M solution ideation to developmentand deployment.

M2M Now: Looking at M2M’s internationalcoverage, how is Numerex addressing theglobalisation of M2M?

SJN: We believe that the ability to provide seamlessconnectivity and service across diverse geographicboundaries is a prerequisite for the M2M growthopportunities to materialise on a global scale. The M2Mindustry has benefited from improved global networkcoverage and lower roaming costs, but more remains tobe done (think, for instance, of the LTE spectrumfragmentation around the world). The GSMA, theEuropean Union (Digital Agenda for Europe) and otherStandards Development Organisations (SDOs) arehelping resolve some of these fundamental challenges.However, this is arguably a work in progress.

As far as Numerex is concerned, we are not staying puton the sidelines. In 2010, we launched NumerexWordPass™, a suite of cellular-based network servicesdesigned to enable the management of M2M smartdevices in over 200 countries with flexible networkplans and an easy-to-use single SIM interface. Also, wehave developed partnerships with a host of domesticand international cellular and satellite carriers, andformed a number of alliances with global and foreigncompanies in the M2M space including Arkessa in theUnited Kingdom and Transatel in France. We arealways exploring additional sources of internationalcollaboration to offer ubiquitous coverage and solutionsto our customers throughout the world.

M2M Now: What is the relationship betweenM2M and Big Data?

SJN: IPv6, which was developed by the Internet


“Big Data requirestranslation,transforming theraw sensorreadings into‘smart data’.”Stratton JNicolaides,Numerex

MWC 2013 CEO GUIDE


Engineering Task Force (IETF) and officially launched bythe Internet Society and major websites on June 6,2012, is another critical enabler of the emerging IoT.There is no short way to say the unfathomablenumber of IPv6 addresses; suffice to say that we nowhave more than enough IP addresses to track anythinglocated on the earth, anywhere, anytime. This alsomeans that M2M is now in a position to produce anavalanche of data. While Big Data generates uniqueopportunities, it also brings about significantchallenges.

First, there is the perennial issue of privacy and security.The need for data protection is well understood byM2M-focused SDOs around the word, and ranks highin terms of their priorities. At the national (for example,the US Telecommunications Industry Association),regional (the European Telecommunications StandardsInstitute) and world (the International TelecommunicationUnion) levels, experts are actively developing M2Msecurity standards. At the same time, an increasingnumber of M2M players are deploying solutions thatmeet ISO 27001, the international standard thatensures compliance within many business dimensionsrelated to information security such as hardware,software and overall processes. Numerex’s ISO 27001certification bears testimony to the overwhelmingpriority we put on security and privacy.

Second, Big Data requires translation, transforming theraw sensor readings into ‘smart data’. As a result,M2M must play a central role in the so-called DIKWmodel (Data, Information, Knowledge and Wisdom),in order to help the customer decipher the‘unstructured data’. Incidentally, ‘Smart DataDelivered™’ summarises what Numerex is about.

The need for M2M analytics is accelerating. Whereassome elements of the M2M value chain are gettingcommoditised, there is significant value to be created

at the edge of the M2M ecosystem. The ‘new M2M’ isabout guiding the customer into intelligent action.

M2M Now: We see a proliferation of platforms inthe M2M world. Numerex is heavily involved inall these dimensions, so where do you think thistrend is going?

SJN: Numerex offers the whole gamut of platforms thatcan be used at different levels for the development ofM2M solutions including among others ‘Platform as aService’, ‘Software as a Service’, and ‘Network as aService’. Our M2M platform environment ischaracterised by a high level of elasticity, scalabilityand reliability. As a result of the substantialinvestments we have made in infrastructure andpeople, we can easily and rapidly tailor our platformcapabilities to the needs of our customers .

Beyond the service delivery platform, the ability tosupport and collaborate across the various links of thevalue chain, i.e., the actual ‘service’, continues to bethe overriding customer requirement. This is where weconcentrate our energy and efforts.

We believe that the M2M industry is about to comefull circle. We have witnessed in the last few years abusy quest for the right platform, adding all kinds offeatures to the service delivery framework. While thishas undeniably generated impressive success stories, itis only one component, however central, of thecustomer interest and loyalty.

By emphasising through-and-through quality andservice, we focus on what is vital for the customerwho does not want to be left stranded in the middleof a test or full-blown deployment. It is fair to saythat, at Numerex, ‘Service as a PlatformTM’ is anaccurate way of describing what we offer. For allintents and purposes, service is our platform.

“By emphasising

quality and

service we focus

on what is vital

for the customer,

who does not

want to be left

stranded in the

middle of a test

or full-blown

deployment.”

Stratton J

Nicolaides,

Numerex

C-LEVEL VIEW

MWC 2013 CEO GUIDE

CONNECTED DEVICES

Mobile healthcare inConnected EuropeThe GSMA is working with the International Diabetes Federation to raise awarenessof diabetes. As Jeremy Cowan found at the launch in Brussels, the partnership alsoaims to show how mobile technology can help promote a healthy and active lifestyle.

The GSMA is organising the mHealth Grand Tour cycleride, which will start in Brussels on September 5 andfinish in Barcelona on September 18, 2013. The GrandTour is intended to bring together diabetes patientcommunities and the mobile and healthcare industriesto raise awareness of diabetes and to promote healthyand active living, and showcase how mobiletechnology can help address the challenge ofmanaging the condition and reduce the cost of care.In conjunction with this announcement, the GSMAhas also launched its mDiabetes campaign, which willexplore how mHealth can support and transformdiabetes treatment.

“In Europe, more than 55 million people, or 8.5% ofthe population, live with diabetes and it is widelyrecognised as the number one cause of death acrossthe region,” said Michael O’Hara, the GSMA’s chiefmarketing officer. “The mHealth Grand Tour will helpbuild visibility of this public health crisis, as well asdemonstrate how innovative mobile-based solutionscan help people address diabetes and relatedconditions and liberate them to lead active lifestyles. Itwill also be a tremendously exciting experience and weare encouraging as many teams as possible to take part.”

For the mHealth Grand Tour, the GSMA will partnerwith the International Diabetes FederationEuropean Region (IDF Europe), an umbrellaorganisation that promotes diabetes care, preventionand research, and advocates for the rights of the 55million people living with the condition in Europe.“Through this Grand Tour we want to raise awarenessof diabetes, which affects an increasing number ofcitizens across Europe and worldwide. We also wantto show how essential healthy lifestyles and physicalactivity are in diabetes prevention and management,”commented João Nabais, president of IDF Europe.

The 14-day Grand Tour will cover 2,100 kilometresover four stages, with more than 22,000 metres ofclimbs, incorporating breath-taking scenery and quietcountry roads. In the spirit of Europe’s Grand Tours,the route will take riders through places of interestacross Belgium, France and Spain, affordingparticipants the opportunity to enjoy the sights and

local culture. There will be a maximum of 100 peopleon the road at any time, so teams can do the ride as arelay, or in parts. (To register a team, visitwww.mhealthtour.com)

Brussels has been chosen as the start point to raiseawareness among policy makers, while Barcelona is partof the Mobile World Capital initiative. And, by a happycoincidence, the European Association for the Study ofDiabetes is meeting in Barcelona a few days later.

Jose Perdomo, director of eHealth at TelefónicaDigital, a member of the GSMA mHealth LeadershipBoard, said: “We know from our own trials thatmobile technology can transform the quality of life forpatients with conditions such as diabetes, and, at thesame time, foster efficiency for healthcare providersand payers. We welcome initiatives such as theGSMA’s mHealth Grand Tour, which will helpdemonstrate the capabilities of how mobiletechnology can manage chronic conditions in real-lifecircumstances.”

Diabetes UK, the UK’s leading Diabetes charity, hasconfirmed it will be entering a team. The charityrecently won the Third Sector Excellence Award forUse of Digital Media for its Diabetes UK Tracker mobileapp, which takes the daily chore out of logging levelssuch as blood glucose, carbohydrates and calories.

“New technology and mobile-based solutions, such asthe Diabetes UK Tracker app, can play a vital part inempowering someone with diabetes to be able tomanage their condition in the way that suits them,”said Svetlana Kirov, Diabetes UK’s deputy director ofFundraising. “We welcome keen cyclists who are upfor this challenge to join the Diabetes UK team to helpus raise funds to continue our important work. Themoney raised through the Grand Tour will help us tomake life better for the 3.7 million people in the UKwith diabetes and the 7 million people at high risk.”

“Anyone can participate in the mHealth Grand Tour byjoining a charity team, a mobile or healthcare industryteam, or by entering their own company team,” saidO’Hara. “This is not a race – the teams are there for


Cycle from Brussels toBarcelona to raise

awareness of diabetes

MWC 2013 CEO GUIDE

Regional overview of diabetes:• Africa: 78% of people with diabetes are

undiagnosed • Europe: has the highest prevalence of type

1 diabetes in children • Middle East and North Africa: 6 of the top 10

countries by diabetes prevalence • North America and Caribbean: 1 adult in 10

has diabetes • South and Central America: 12.3% of all deaths

were due to diabetes • South-East Asia: almost one-fifth of the world’s

people with diabetes live in just seven countries • Western Pacific: 132 million adults have diabetes,

the largest number of any region

(Source: International Diabetes Federation: Diabetes Atlas.Demographics. www.idf.org/atlasmap/atlasmap)

mutual support and to help foster a collegiateatmosphere on the ride. Riders can travel at their ownpace and we expect the teams will mix it up on theroad, which will be part of the fun and the experience.”

GSMA launches mDiabetes campaignThe GSMA has also announced the launch of itsmDiabetes campaign. Through this initiative, theassociation will engage with its operator members tobetter understand the commercial models formDiabetes solutions that have launched or are indevelopment, and to identify and address key marketbarriers, with the ultimate goal of stimulating thecreation and delivery of clinically meaningfulmDiabetes solutions.

“Diabetes is a global epidemic and is only set toworsen. 371 million people worldwide live with thecondition and this figure is expected to increase to552 million by 2030,” added O’Hara. “Diabetes carecontinues to pose challenges of affordability,complexity and access the world over. In contrast,mobile access is ubiquitous. There are more than threebillion mobile subscribers around the world, and withthe increasing adoption of smartphones and new andinnovative ‘connected devices’, and the proliferationof mobile broadband networks globally, mobile ispoised to play an increasing role in healthcare.”

The campaign will encourage operators to developmobile solutions for diabetes care, based on soundcommercial models; facilitate greater interaction of theGSMA and its members with healthcare professionals,device manufacturers, pharmaceutical companies andpatient support groups; generate awareness of theopportunities identified for mDiabetes interventionamong end users including healthcare professionalsand patients; and encourage the delivery of mDiabetes

service trials, initiatives, studies and product andservice launches.

Speaking to M2M Now at the launch in Brussels,Sophie Peresson, IDF Europe’s regional director said,“Prevalence (of diabetes) in the Middle East is high atabout 20% of the population, and typically it takes 10years (from onset) to diagnose. And the incidence isalso high in the USA. Yes, lack of exercise can be afactor, but it’s high in Cambodia too, which may bedown to the lack of a good, balanced diet. Developingcountries of all kinds are experiencing problems.”

The search for clear answers on the causes of,diabetes is another reason for raising awarenessthrough the mHealth Grand Tour. Mobile technologycan play a part in remote patient diagnosis, and thenhelp diabetes sufferers manage their condition. At thesimplest level, mobile devices can be used to sendtreatment reminders via SMS. But far more may beachieved in treatment compliance by linking to ablood glucose monitor, and in supporting behaviouralchange in areas such as diet and exercise.

As, Jeanine Vos, executive director, mHealth at theGSMA told M2M Now, “Mobile isn’t the golden bulletfor diabetes. I don’t think there is one. But it canprovide ongoing dialogue between patients andhealthcare professionals. The GSMA also has a role tobuild bridges between the pharmaceutical industryand mobile network operators, and we’re engagingwith policy makers.”

The GSMA represents the interests of almost 800 mobileoperators worldwide and more than 230 handsetmakers, software companies, equipment providers andinternet companies, as well as organisations in financialservices, healthcare, media, transport and utilities.

M2M Now March 2013 S9MWC 2013 CEO GUIDE

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Open Systems & Operator AlliancesGurmeet Singh Ahuja, M2M expert and programmedirector at MindTree Ltd, says that one trend towatch out for will be in Open Systems. “Effortscontinue to be made by ETSI, the EuropeanTelecommunications Standards Institute to standardiseM2M systems, and the oneM2M initiative which hasbrought seven global Standards DevelopmentOrganisations (SDOs) together. In 2013, we will seecompliant products, solutions and services beingoffered that bring openness into the system. We willalso see an increase in M2M adoption by bringingdown the total cost of ownership of the M2M deviceor solution by reducing the cost of every element.Through system openness end users will be offeredmany more choices, which will enable faster adoptionof inter-operable M2M services.”

Matt Hatton, director of Machina Research, saysoperator alliances will expand and their roles become

clearer. “To support global M2M offerings MNOsare increasingly forming into alliances. The

most prominent currently areVodafone with its partner

markets, and two groupings that emerged during2012: the Global M2M Association (DeutscheTelekom, Orange and Telia Sonera) and the groupingaround the Jasper Wireless platform (including NTTDOCOMO and Telefonica), the ‘J-7’. During 2013 weexpect a lot more operators will join these emergingalliances and that the roles of these organisations willbecome more apparent, such as with joint bidding,IMSI-swapping, and Service Level Agreements.

“In 2012 there were a lot of initiatives around openstandards. M2M is a fragmented field with numerousdifferent technologies, industry-specific standards anda diverse range of stakeholders. It is likely thatstandardisation in 2013 will achieve modest objectivesrather than developing an all-encompassing set ofM2M standards. Many companies won’t wait forstandards,” Hatton maintains.

Jürgen Hase, VP of the M2M Competence Center atDeutsche Telekom, and chairman of the M2MAlliance, says “M2M is not a locally based business. In2013, we will witness a number of strategic alliances,which will shape the future of the M2M market. Theywill work to overcome a major challenge in the longrun: to provide seamless services in all countries.Furthermore, alliances are necessary to improve quality

of service and establish M2M communicationstandards.”

What can we expect in the year ahead in the world of machine-to-machine (M2M)communications and connected devices? M2M Now asks some leading industry figures.

What lies ahead in connecteddevices and M2M in 2013?

PREDICTIONS

Gurmeet SinghAhuja, MindTree

MWC 2013 CEO GUIDE


M&As or MVNOs?According to John Horn, president of RACO Wireless,M2M was a disruptive force in 2012. “In 2013industry consolidation will be prominent. M2M is ripefor an explosion of growth, made possible by theamalgamation of resources to improve scope andscale. Through mergers & acquisitions (M&As)activities and financial backing, single companies willdevelop capabilities that meet the wide-ranging needsof their growing customer bases,” he tells us.

MindTree’s Ahuja, sees the market’s response togrowing demand slightly differently. "We will see theemergence of a multitude of mobile virtual networkoperators (MVNOs) offering only M2M services, andthey will take advantage of open systems, reducingcosts and receiving help from mobile networkoperators to use their network in an optimum way.M2M Roaming which today is a big challenge, will bethe 'need of the hour' for the transportation, logisticsand automotive vertical markets. Operators and M2Mservice providers will have to work together to makeM2M roaming possible.”

“While M2M adoption gained momentum in 2011-2012,” adds Ahuja, “the trend has been to provide apackaged service to the end customers with one ofthe M2M value chain members playing the role ofsystem integrator. Mobile network operators arestrategising towards re-farming 2G spectrum andlooking to migrate to 3G / 4G services completely. It is,therefore, a safe bet that the OEMs will use 3Gmodules, he says. 3G modules will increase the initialcost of the device, but will help reduce the total costof ownership as the average life cycle of M2M is muchhigher.”

Vendors & Integrators Module vendors will start to compete with MNOs,according to Matt Hatton. “The M2M modulemarket is becoming more competitive, pushingmodule OEMs to find new ways to differentiate andcompete other than simply on cost. During the lastyear or two we have seen all of the major modulevendors (Cinterion/Gemalto, Sierra Wireless and Telit)launch cloud-based device management platforms, toprovide end-to-end services for M2M service users.They are in a good position to provide a simple, one-stop-shop for devices and connectivity, particularly forsmaller contracts. However, it is dangerous for vendorsto overstep the mark and start competing directly withtheir MNO customers.

“Programmable SIMs/eUICC will start to take off,”Hatton says. “One area where standards are importantand should be finalised in 2013 is eUICC. There is a lotof interest in remote SIM management for M2M andwe expect pre-standardisation commercialdeployments in 2013. Several issues need to beresolved to see full-scale inter-operator IMSI swapping,not least the Subscription Manager role.”

Big DataData analytics, or so-called 'Big Data', will seize theM2M agenda, Matt Hatton of Machina Researchbelieves. “During 2012 there were a few tentativemoves in this direction such as Telefonica’s DynamicInsights business unit, but 2013 will see many of theissues crystallise. We believe that a huge amount ofthe value of the M2M market lies in the analysis andmanipulation of the data generated by diverse sources.”

Big Data is also on the predictions list for Jürgen Haseat Deutsche Telekom. “M2M is about to enter thenext evolutionary stage: at the moment we collectdata, but the real benefits of M2M will becomeapparent by analysing this data. Today, it is alreadypossible to detect attrition in production facilities byanalysing data in real time. Combined with machinelearning algorithms, such applications will recognisemore and more patterns and allow completely newinsights into our businesses.

Successful M2M ApplicationsDeutsche Telekom’s Hase singles out two.Automotive will be the main driver of M2M adoptionin Europe. “The European Union has decided that,starting in 2015, all newly registered motor vehiclesmust be equipped with an emergency call (eCall)system. Automotive manufacturers will focus onintegrating embedded SIMs to comply with thisregulation. Furthermore, telematics and connectedentertainment services are additional M2M solutions,which will be subject to mass production.

“Healthcare will be a key driver of M2M in the USA,”he adds. “Using M2M devices, a patient’s state ofhealth can be monitored continuously. A computerchecks readings such as blood pressure, pulse or bloodsugar level and notifies a doctor or care workers in theevent of an emergency. As American health insurancesrecognise the potential long-term savings, they willsubsidise a great number of M2M solutions in 2013.”

InMedica, medical technology research divisionof IMS Research reports that the fastest growinggroup of consumers of wearable fitness devices arethose who have an interest in tracking their everydayactivity. InMedica predicts that in 2013, the share ofactivity monitors in the wearable fitness devicesmarket will increase to 44%, from 32% in 2012.

Although he doesn’t select individual applications,John Horn, of RACO Wireless is confident that,“rapid industry growth will continue its sizzling trend.The need for greater convenience and productivity willcreate demand for M2M technology like never beforeseen. With companies achieving as much as 40%Return on Investment in the first year of usage, M2Mwill quickly become a ‘must-have’ solution.

An extended list of 2013 Predictions can be found atwww.m2mnow.biz

Tell us if you thinkthese predictionsmake sense or not.Email: [email protected]

Matt Hatton,MachinaResearch

Jürgen Hase ofDeutscheTelekom

John Horn,RACO Wireless

MWC 2013 CEO GUIDE

Global attendance at2012 mHealth Summitadvances mobile andpersonalised health

A record breaking 4,050 participants convened at the 4th annual mHealth Summit inArlington, Virginia, outside Washington, DC, on December 11, 2012. M2M Now wasthere to hear from leaders drawn from 56 countries and all 50 of the United States.

The delegates assembled for four days of networking,knowledge sharing, deal-making and demonstrating thelatest mobile health (mHealth) technological offerings.The summit delivered 300 exhibiting companies, themedpavilions and 90 high-level panel sessions. All werefocused on advancing mobile health and discussingthe challenges surrounding wireless integration into thegreater healthcare system – for the delivery of quality,affordable healthcare in the US and around the world.

As the largest international health conference andexpo situated at the intersection of business, policy,technology and research, the summit is the globalconvener of the expanding mobile health ecosystem.Participants included those from research,government, advocacy, non-governmentalorganisations (NGOs), providers, payers, technologyinnovators, entrepreneurs, and venture capitalists.

“This gathering of stakeholders from around theworld, who represent each aspect of the mobile healthecosystem is unprecedented,” said Richard Scarfo,director of the mHealth Summit and vice president ofEvents at HIMSS Media. “As we close the 2012mHealth Summit, we are confident that theconversations around challenges such as scalability,interoperability, security, privacy, and data analytics willhelp drive momentum for finding solutions on how todeliver 21st century mobile healthcare globally.”

“Quality health services and public health is a globalimperative and it’s efficient, effective, and safe deliverythrough mobile technologies is going to take a unitedeffort,” said Patricia Mechael, executive director of themHealth Alliance, a founding partner of the mHealthSummit. "The global health track and partnershipsforged and networking facilitated at the summit weresome of the important ways we are continuouslylearning, fostering innovation, sharing information andmoving the field forward.”

Key themes that emerged • Common global interests. The domestic and

international communities are looking to mHealth to provide solutions for scalability to increase access and quality of healthcare delivery while reducing costs

• Mobile connectivity is driving personalisation and consumerisation of health, enabling greater patient empowerment and bridging the gap for improved provider and patient communications, interventions and consumer engagement

Themes that were trending in the conference sessions,and on the exhibit floor were companies anddiscussions focused on: - A global health spotlight on maternal, women’s

and child health;- Policy barriers to overcome to advance the

integration of mHealth for better health;- Neutral approaches to privacy and security –

and who owns your personal health data;- The data shift: from collecting data to analytics;- What does the physician of tomorrow look

like?; and - Opportunities and challenges around areas such

as: HIPAA secure messaging systems, patient monitoring, point solutions for physicians and patients, and chronic care management (particularly with the ageing boomers); and

- Innovation in wellness and fitness apps, plus mobile app design and development.

Among the announcements at the event were:• The Sharecare and the Wireless-Life Sciences

Alliance joined forces to advance connected health innovations.

• Diversinet introduced mobiHealth Wallet with new patient-centered health information.

• iHealth partnership with Evernote and Practice Fusion to bring doctors and patients better data for healthier living.

• Qualcomm Life announced that new companies and customers had joined its ecosystem, including Ingram Micro, MD Revolution, HealthyCircles, Valued Relationships, ActiveCare and Tri-City Medical Center.

• Verizon Foundation, while more than 20 years old, it is relatively new to large-scale healthcare philanthropy. At the Summit, it announced plans to invest almost $13 million in a new programme aimed to measurably improve accessibility to care and clinical quality for children, women and seniors. The goal is to reduce healthcare disparities and improve patient self-management of chronic disease. Initial partners, selected on the basis of geographic reach, capacity to manage the technology solution, and ability to deliver metrics related to patient care, patient engagement, and cost savings, are The Children’s Health Fund, The Society for Women’s Health Research, The National Association of Community Health Centers; and the University of California, San Diego.

Keynotespeakersincluded:

Mark Bertolini, CEO andPresident of Aetna;

Gary Shapiro, CEO &President of the Consumer

Electronics Association (CEA); Peter Tippett, Chief Medical

Officer and Vice PresidentVerizon Enterprise Solutions;

Harry Totonis, CEO ofSurescripts;

Francis Collins, Director ofthe National Institutes of

Health; andDr. Nafis Sadik, UN

Foundation board member. The summit also offered

executive spotlights from:AT&T, Deloitte, Intel, PhilipsHealthcare, American Liver

Foundation, McCann Healthand the Director General of

Ghana Health Services.

EVENT REVIEW

M2M Now March 2013 MWC 2013 CEO GUIDES14

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