Post on 02-Jan-2017
transcript
Thriving In The As-a-Service Economy
Charles Sutherland Chief Research Officer Charles.Sutherland@hfsresearch.com
HfS Blueprint Report
Internet of Things (IoT) Services
September 2015
©2015HfSResearchLtd. Proprietary│Page1
TOPIC PAGE
Execu?veSummary 2
ResearchMethodology 8
KeyMarketDynamics 15
ServiceProviderGrid 23
ServiceProviderProfiles 27
Market-WrapandRecommenda?ons 46
AbouttheAuthor 53
Table of Contents
©2015HfSResearchLtd. Proprietary│Page3
Introduction to the HfS Blueprint Report: Internet of Things (IoT) Services
n TheInternetofThings(IoT)ServicesHfSBlueprintReportisafirsttakeattheemergingvaluechainofservicesdevelopingfromserviceproviderswhichareaddressingthispoten?allyhugeandtransforma?vetechnologystack.Unlikeotherquadrantsandmatrices,theHfSBlueprintiden?fiesrelevantdifferen?alsbetweenserviceprovidersacrossanumberoffacetsundertwomaincategories:innova?onandexecu?on.
n HfSisemphasizingtheemergingnatureofIoTwith55%ofthetotalBlueprintscoringlinkedtoinnova?onbasedevalua?oncriteria.
n HfSBlueprintReportra?ngsaredependentonabroadrangeofstakeholderswithspecificweigh?ngsbasedon1,109stakeholderinterviewsfromthe2014StateofOutsourcingSurveythatcovered:
• ProcurementOutsourcingEnterpriseServiceBuyers• ProcurementOutsourcingServiceProviders• ProcurementOutsourcingIndustryInfluencers(sourcingadvisorsandmanagement
consultants)• HfSSourcingExecu?veCouncilMemberswithProcurementengagements• HfSResearchAnalystswithhands-onProcurementknowledgeandexperience
©2015HfSResearchLtd. Proprietary│Page4
HfS Definition for the Internet of Things (IoT) Services
HfSDefinesIoTAs:1. Theassocia?onofdatatoaphysicaldeviceand,2. Thedeliveryofthisdatafromthatdevicetoacentralizedrepositoryforfurtherprocessing.
Note:Thedevicesdeliveringthedatamayormaynotcreatethedatathemselvesandmayormaynotprocesstheinforma7onpriortodelivery.i.e.Thesecanbeintelligentordumb–rangingfromanitemtaggedwithanRFIDchipthatiscodedwithauniqueiden7fiertoalargesophis7catedwindmillprocessingdataonsiteregardingitspowergenera7on.Further,thecommunica7onofthedatamaybedoneviaacombina7onofwiredand/orwirelessnetworks.Thesenetworkscanbeeitheropenorprivateandwhilethiscommunica7onisoFencarriedoutviaIPprotocol,itisnotarequirement.Asaresult,IoTincludesabroadsetofac7vi7essomeofwhichhavebeenongoingfordecadessuchascertainaspectsofindustrialcontrol.HfSdefinesIoTServicesasanyserviceproviderengagementdirectedatdevelopingassociatedstrategyforenterpriseembraceofIoTand/orassis?nganenterprisegatherdataassociatedwithaphysicalassetandcommunica?ngthatdatatoacentralizedplaeormforthepurposeofderivinginsightintohowitmayraiseopera?onalefficiencyorincreaserevenuethroughthecrea?onofnewproductsorservices.Thecri?calstar?ngpointformostIoTServicesengagementsisabusinessproblemorneed.
©2015HfSResearchLtd. Proprietary│Page5
Why This HfS Blueprint on IoT Services Today?
AdebatehasbeguntorageacrossthetechnologylandscapetodayregardingIoT.IsitorisitnotthenextbigthingforEnterpriseIT?
Semi-pessimistsviewIoTaslargelyanindustrialfocusedopportunitywherebigassetsarebehermone?zedandcontrolledviaintelligentdigitalinterfaces.ThesefolksseeIoTasnothingnewand-whileanimportanttrend-notonetogetoverlyexcitedabout.Op?mists,typicallythosewhomorerecentlyturnedtheirahen?ontoIoT,maintainabroadervisionthathonesinonwhatispossibleratherthanprobable.
Oienwiththesedebatesthefinallevelofac?vityrestssomewherebetweenthetwo.This?me,however,weseeoneofthoserareexcep?onswhenrealitymaylikelysurpasstheexpecta?onsofboth.Thereasonistwofold:
• First,thedefini?onofIoTisexpanding.ThisisbecauseIoTisnotatechnologymarketbutagotomarketconceptthatincorporatesthedeploymentofcoreemergingtechnologiesalreadybeingac?velydeployedtoday.BigData,Analy?cs,Mobility,andCloudareallenablersofIoTandthisallows–evenrequires–ittobecomeaunifyingtheme.
• Second,thescopeofwhatisprobableisontherise.Asthecostofcrea?ng,gatheringandanalyzingdatacon?nuestodrop,converselythebusinesscasesfordoingsocon?nuetoexpand.AsaresultIoTisbeginningtotoucheveryindustry,andwean?cipatethiswillacceleratein2016+.
©2015HfSResearchLtd. Proprietary│Page6
Key Highlights: The State of the IoT Services Market
n ProofsofConcepts(PoCs)leadthemarket.TodaythediscussionisledbydisruptorsembracingIoT–fromconsumerapplica?onslikeUberandAirbnbtoindustrialusessuchasGE’srevampoftheairlineenginebusiness–butthecurrentmarketrealityhasfewenterprisesembracingIoTbeyondafewcoreareasthathasbeenopera?nginthisfashionforyears.(Thinkfactoryautoma?on.)Yetcomplacencyistobeavoided.HfShasseenaexplosioninPoCsduring2015andexpectmanyofthesetogointoproduc?onduring2016.
n ThereisnothingclosetoaconsensusonIoTservices.ServiceprovidersareapproachingtheIoTopportunityfromeveryconceivableangle.NotonlyisitofanamorphousnaturebutIoTbridgesmul?plecompetenciescurrentlyhousedwithindifferentprac?celines.Needingtotapengineering,analy?cs,mobilityandcloud,individualserviceprovidersarebeingpragma?cwithapproachesandthismeanseachisdefiningitsothatitleadswiththemostrelevantcapabili?es.
n SystemsThinkingmaybethenextbigskill.Theabilitytogenerateandgatherdataonabroadrangeofphysicalassetsandinterac?onswillonlyyieldvalueiftherightinsightandac?oncanbeunderstood.SystemsthinkingcombinesamixofartandsciencethatiswellsuitedtothischallengeandHfSexpectsanup?ckininterestasenterpriseslooktograsptheopportuni?esavailabletothemviaIoT.
n IoTopportuniHesrequiringcompeHtorstocollaborate.GepngvaluefromIoTmeansharnessing“thenetworkeffect”wherethevalueofindividualinputstakesonmoremeaningasthenumberofinputsgrow,itisIoT.Plaeormsthatintegratedatafrommul?plesourceswillbetheonesthatyieldgreatestvalue.ManufacturersandserviceproviderswillneedtobeopenwithAPIsiftheofferingsaretobe?edintotheemergingnewweb.
©2015HfSResearchLtd. Proprietary│Page7
Key Highlights: The State of the IoT Services Market (Continued)
n Learningtopartnerbecomingakeyskill.Fortradi?onalITserviceproviders,thecomplexitysurroundingIoTwilldriveeachtopartnerwithabroaderrangeofcompaniesandaseachdoesitwillheightenitsabilitytodosowellasakeydifferen?ator.ThereisnothingclosetoasetofIoTstandardstodayandlikelyneverwillbeforyearsasthebroadrangeofsensor,networkanddataprotocolsallmakesensewithintheuniquemarketsforwhichtheyhaveemerged.Therefore,s?tchingallthistogetherquicklywillbeakeyneedanditdoesnotmakesenseforanyonefirmtodevelopexper?seinitall.
n Riskhasbecomeathirddimensionofgo/no-goalongsidevalueandcost.EnterprisebuyersareadvisedtolookatoverallriskasakeycriteriainthedecisionwhethertopursueastrategybasedonIoT.Ataminimum,theyneedtoensuresomeoneattheirfirmistakingaholis?cviewofriskandsecuritysoastopreventpiecemealpartsofIoTfromopeningupvulnerabili?estotheen?recompanyinunforeseenways.
n StrategicnatureofIoTtodaylimiHngleverageacrossclients.MostenterprisesembarkingdowntheIoTpathseeitastrategic–whetherinincreasedopera?ngefficiencyorallowingthemtoenternewmarketsorserveoldonesinnewways.Assuch,enterprisesarekeepingtheac?vi?esunderwrapsandrequiringserviceproviderstodothesame.
©2015HfSResearchLtd. Proprietary│Page9
Research Methodology
DataSummary
n Morethan1,080datapointswerecollectedfrommorethan56IoTServicescontracts,covering18majorserviceproviders.TherewereotherssuchasWipro,HCL,HPandCapgeminiwhoseIoTserviceofferingsares?llevolvingandwerenotyetinaposi?ontobeincludedbutwhichwewillreportonlater.
n DatawascollectedinQ2-Q32015,coveringbuyers,providers,andadvisors/influencersofIoTServices.
ParHcipaHngServiceProviders
ThisReportisBasedOn:n TalesfromtheTrenches:Interviewswere
conductedwithbuyerswhohaveevaluatedserviceprovidersandexperiencedtheservices.Someweresuppliedbyserviceproviders,butmanyinterviewswereconductedbyHfSExecu?veCouncilmembersandpar?cipantsinourextensivemarketresearch.
n Sell-SideExecuHveBriefings:Structureddiscussionswithserviceproviderswereintendedtocollectdatanecessarytoevaluateinnova?on,execu?onandmarketshare,anddealcounts.
n HfS“StateofOutsourcing”Survey:Theindustry’slargestquan?ta?vesurvey,conductedwiththesupportofKPMG,coveringtheviews,inten?ons,anddynamicsof1,100+buyers,providers,andinfluencersofoutsourcing.
n PubliclyAvailableInformaHon:Financialdata,websiteinforma?on,presenta?onsgivenbyseniorexecu?ves,andothermarke?ngcollateralwereevaluated.
©2015HfSResearchLtd. Proprietary│Page10
IoT Services Value Chain
IoTCONSULTING
• Strategicplanningandbusinesscasedevelopment
• Governancestrategy• IoTtechnologyroadmap(referencearchitecture)
• CustomAppDev(dashboards,visualiza?on,etc.)
IoTENABLEMENT
• Productengineering• Sensordevelopment• Soiwareengineering• Embeddedtechnology• Devicesecurity
IoTCONNECTIVITY
• Networkengineering• Networkimplementa?on
• Networksecurity
IoTINTEGRATION
• Databasedesignandbuild
• Analy?csImplementa?on
• Systemintegra?on• Applica?onmoderniza?on
IoTMANAGEMENT
• Devicemanagement• Cloudhos?ng• Networkmanagement• Datasecurity
IoTServicesarethosethatdesign,create,andmanageapathwayforthephysicalworldtoentertheAs-a-ServiceEconomybycrea?ngabridgebetweenhardgoods(&services)anddigitalinfrastructure.
IoTServices,however,donotincludethefollowingac?vi?eswhenconductedasastandaloneservice:deployingoropera?nganaly?cs;implemen?ngorrunningadatarepository;developingordeliveringanetwork;andcrea?ngormaintainingaphysicaldevicewiththecapacitytocreateandor/communicatedata.Thosestandaloneac?vi?eswouldbeclassifiedasAnaly?cs,BigData,NetworkImplementa?on,andProductEngineeringServices,respec?vely.
KeytoServicesMaturityontheServiceProviderProfilePages
LessMatureServices
MoreMatureServices
Maturityisbasedoffthefullsetofweigh?ngcriteriaforIoTServices,andthefiveboxesarethefiveareasofthevaluechain
ReliesonPartners
©2015HfSResearchLtd. Proprietary│Page11
Key Factors Driving the HfS Blueprint
EVALUATIONCRITERIA
Twomajorfactors:• ExecuHonrepresentsserviceproviders’abilitytodeliverservices.Itincludesbutisnotlimitedto:– Customersa?sfac?on– Toolsandmethodologies– Technologyexper?se
• InnovaHonrepresentsserviceproviders’abilitytoimproveservices.Itincludes:– IndustryandProcessexper?se– Collabora?oncapabili?esand
partnerships– IoTspecificofferings
CRITERIAWEIGHTING
Criteriaareweighedbycrowdsourcingweigh?ngsfromthefourgroupsthatmahermost:
• EnterpriseBuyers• ServiceProviders• HfSResearchAnalystsTeam• Advisors,Consultants,andIndustryStakeholders
©2015HfSResearchLtd. Proprietary│Page12
HfS IoT Services Blueprint Scoring Percentage Breakdown
EXECUTION 45.0%
QualityofCustomerRelaHonships 15.0%QualityofAccountManagementTeam 5.0%HowServiceProvidersIncorporateCustomerFeedback 10.0%
Real-WorldDeliverySoluHons 20.0%ProprietaryDeliveryModels 15.0%StandardDeliveryMethods 5.0%
FlexiblePricingModelstoMeetCustomerNeeds 10.0%
INNOVATION 55.0%
FutureAlignmentwithChangingMarket 25.0%Acquisi?onandInvestmentStrategy 5.0%PartnershipEcosystem 10.0%Collabora?onandDevelopmentTechniques 10.0%
StrengthofVisionforIoTServices 15.0%
AbilitytoGoBeyondStage1(DigiHzaHon)inIoT 15.0%
Crea?onofProprietaryFrameworksforAnalyzingNeeds 5.0%IndustryExperience 10.0%
TOTAL 100.0%
©2015HfSResearchLtd. Proprietary│Page13
Blueprint Scoring Definitions: Execution
EXECUTION Howwelldoestheserviceproviderexecuteonit'scontractualagreementandhowwelldoestheserviceprovidermanagetheclient/providerrelaHonship?
QualityofCustomerRelaHonships HowengagedareserviceprovidersinmanagingtheclientrelaHonshipbasedonthefollowingmetrics:qualityofaccountmanagement,serviceprovider/clientengagement,andincorporaHonoffeedback?
QualityofAccountManagementTeam Whatisthequalitylevelofprofessionalskillsintheaccountmanagementteam?
HowServiceProvidersIncorporateCustomerFeedback
Howhaveserviceproviderstakenfeedbackandincorporatedthatfeedbackintoofferings?
Real-WorldDeliverySoluHons DoesthesoluHonprovidedcomparefavorablytopeerswithregardtovaluecreaHonthroughcurrentofferings,partnerships,subjectmagerexperHse,anddeliverymodels?
ProprietaryDeliveryModels Whatifanyproprietarysoiwareplaeormsandprocessstructureshastheserviceprovidercreatedtodelivertheseservices?
StandardDeliveryMethods Whatifanystandardsoiwaretoolsandbusinessplaeormsdoestheserviceprovideru?lizedtodelivertheseservices?
FlexiblePricingModelstoMeetCustomerNeeds
Howflexibleareserviceproviderswhendeterminingpricingofcontracts?HavetheserviceprovidersalignedthesetermswiththeuniquedemandsaroundIoTprojects?
©2015HfSResearchLtd. Proprietary│Page14
Blueprint Scoring Definitions: Innovation
INNOVATION InnovaHonisthecombinaHonofimprovingbothservicesandbusinessoutcomes.
FutureAlignmentwithChangingMarket Howfuturelookingistheserviceproviderintermsofaligningitself–bothinskillsandofferings–withtheevolvingmarketdemand?Isitkeepingpace,afastfollower,orleadingtheway?
Acquisi?onandCapabilityDevelopment Howdoestheserviceproviderincorporatecapabilitydevelopmentinvestmentsincludingacquisi?onsintoitsstrategyandwhathasbeenaccomplishedalready?
PartnershipEcosystem Whatistheroleofpartnershipsinthedevelopmentoftheserviceprovider’ssolu?onecosystem?Howextensiveisthecurrentpartnershipecosystem?
Collabora?onTechniques HowwelldoestheserviceprovidercollaboratewithclientsandpartnerstodevelopPoCsintofullscalebusinesssolu?onsandIoTofferings?
StrengthofVisionforIoTServices DoestheserviceproviderhaveastrongvisionforservicesacrosstheIoTvaluechain?
AbilitytoGoBeyondStage1inIoT HowwellhaveserviceprovidersintegratedinnovaHvenewapproachesandemergingskillsandtechnologiesintoservices?DoesitalsobringthecoretechnologyplajormtoassistanenterprisedeploythenextlevelofIoTsoluHons?
Crea?onofProprietaryFrameworksforAnalyzingNeeds
Whatifanyproprietaryframeworksdoestheserviceprovideru?lizetoanalyzetheunderlyingbusinessneed?
IndustryExper?se DoestheserviceproviderhaveanyindustryIoTspecificofferings?Ifso,whatarethenatureoftheseandhowfaradvancedisitinbuildingthisareaout?
©2015HfSResearchLtd. Proprietary│Page16
IoT Services are Based on Realizing the Eight Ideals of the As-a-Service Economy
LEGACYOUTSOURCING AS-A-SERVICEECONOMY
Resolveproblemsbylookingfirstattheprocess 1.DesignandSystemThinking Generatecrea?vesolu?onsby
understandingthebusinesscontext
Complex,oienpainfultechnologyandprocesstransi?onstoreachsteadystate 2.BusinessCloud “PlugandPlay”businessservices
Fragmentedprocessesrequiringmanualinterven?ons,mul?pletechnologies 3.IntelligentAutomaHon Blendingofautoma?on,analy?cs,and
talent
Opera?onsstaffdoingmostlytransac?onaltasks 4.ProacHveIntelligence Opera?onsfocusedoninterpre?ngdata,
seedingnewideas
Ad-hocanalysisonunstructureddatawithlihlebusinesscontext 5.IntelligentData Real-?meappliedanaly?csmodels,
techniques,andinsightsfrombigdata
Legacytechnologyinvestmentsdrainbudgetstoremainfunc?onal 6.WriteOffLegacy Useofplaeorm-basedservicesmakes
manytechinvestmentsredundant
Governancestaffmanagecontractsandservicelevels 7.BrokersofCapability Governancestaffmanagetowards
business-drivenoutcomes
Pricingandrela?onshipsbasedoncost,effort,andlabor 8.IntelligentEngagement Pricingandrela?onshipsbasedon
exper?se,outcomes,andsubscrip?ons
Simplifica)on
©2015HfSResearchLtd. Proprietary│Page17
IoT Services are Incorporating the Ideals of the As-a-Service Economy
IDEAL AS-A-SERVICEIDEALDEFINITION
NONEXISTENT INITIAL EXPANSIVE EXTENSIVE ALL
PERVASIVE
DesignThinking
Genera?ngcrea?vesolu?onsbyunderstandingthebusinesscontext 2015
BusinessCloud
“PlugandPlay”businessservices2015
IntelligentAutomaHon
Blendingofautoma?on,analy?csandtalent 2015
ProacHveIntelligence
Opera?onsfocusedoninterpre?ngdata,seedingnewideas 2015
IntelligentData
Real-?meappliedanaly?csmodels,techniques,andinsightsfrombigdata
2015
WriteOffLegacy
Useofplaeorm-basedservicesmakesmanytechinvestmentsredundant
2015
BrokersofCapability
Governancestaffmanagetowardsbusiness-drivenoutcomes 2015
IntelligentEngagement
Pricingandrela?onshipsbasedonexper?se,outcomesandsubscrip?ons
2015
©2015HfSResearchLtd. Proprietary│Page18
IoT Is Embedded in the HfS Digital Framework
AS-A-SERVICEIDEALS: DesignThinking
BrokersofCapability
IntelligentEngagement
BACKOFFICEFRONTOFFICEEMPLOYEESCONSUMERSSKILLSCAPABILITIES
ENTERPRISEBRAND
INFRASTRUCTUREUnderlyingtechnologiesandservicesthatsupportcoreoperaHonalcommunicaHonsanddata:CIO,CISO,CTROENABLINGTECHNOLOGYService&technologyenablersprovidingdataandbridgingtheEnterprise–Consumergap:CIO,CTO,CXO,CRO
OMNICHANNELServicesandApplicaHonsthatfacilitatethepersonalizedexperience:CMO,CXO,CTRO
AS-A-SERVICECommitmenttoincorporateAs-a-ServiceIdealsintotheBusiness:FocusofenHreexecuHve/businessteam.
CONSUMERENGAGEMENTElementsthatshapethedigitalexperienceacrossallplajorms,technologies,channels:CMO,CXO,CCO,CTRO
AS-A-SERVICEIDEALS: DesignThinking
IntelligentAutomaHon
IntelligentData
ProacHveIntelligence
AS-A-SERVICEIDEALS: DesignThinking
BusinessCloud
WriteOffLegacy
THE8IDEALSOFTHEAS-A-SERVICEECONOMY:
1. DesignThinking2. BusinessCloud3. IntelligentAutomaHon4. ProacHveIntelligence5. IntelligentData6. WriteoffLegacy7. BrokersofCapability8. IntelligentEngagement
AS-A-SERVICEROLES: CEO: ExecuHve CMO: MarkeHng CTRO: Trust/Risk CIO: InformaHon CISO: InformaHonSecurity CTO: Technology/Product CXO: CustomerExperience CCO: Client/Consumer CHRO:HR/Talent
©2015HfSResearchLtd. Proprietary│Page19
IoT Services Value Chain
IoTCONSULTING
• Strategicplanningandbusinesscasedevelopment
• Governancestrategy• IoTtechnologyroadmap(referencearchitecture)
• CustomAppDev(dashboards,visualiza?on,etc.)
IoTENABLEMENT
• Productengineering• Sensordevelopment• Soiwareengineering• Embeddedtechnology• Devicesecurity
IoTCONNECTIVITY
• Networkengineering• Networkimplementa?on
• Networksecurity
IoTINTEGRATION
• Databasedesignandbuild
• Analy?csImplementa?on
• Systemintegra?on• Applica?onmoderniza?on
IoTMANAGEMENT
• Devicemanagement• Cloudhos?ng• Networkmanagement• Datasecurity
IoTServicesarethosethatdesign,create,andmanageapathwayforthephysicalworldtoentertheAs-a-ServiceEconomybycrea?ngabridgebetweenhardgoods(&services)anddigitalinfrastructure.
IoTServices,however,donotincludethefollowingac?vi?eswhenconductedasastandaloneservice:deployingoropera?nganaly?cs;implemen?ngorrunningadatarepository;developingordeliveringanetwork;andcrea?ngormaintainingaphysicaldevicewiththecapacitytocreateandor/communicatedata.Thosestandaloneac?vi?eswouldbeclassifiedasAnaly?cs,BigData,NetworkImplementa?on,andProductEngineeringServices,respec?vely.
KeytoServicesMaturityontheServiceProviderProfilePages
Maturityisbasedoffthefullsetofweigh?ngcriteriaforIoTServices,andthefiveboxesarethefiveareasofthevaluechain
LessMatureServices
MoreMatureServices
ReliesonPartners
©2015HfSResearchLtd. Proprietary│Page20
The Current Maturity of IoT Service Value Chain
CONSULTING ENABLEMENT CONNECTIVITY INTEGRATION MANAGEMENT
StrategicPlanningandBusinessCaseDevelopment
ProductEngineering
NetworkEngineering
DatabaseDesignandBuild
DeviceManagement
GovernanceStrategy
SensorDevelopment
NetworkImplementa?on Analy?csImplementa?on Cloud
Hos?ng
IoTTechnologyRoadmap(Reference
Architecture)
SoiwareEngineering
NetworkSecurity
SystemIntegra?on
NetworkManagement
CustomAppDevelopment
EmbeddedTechnology
Applica?onModerniza?on
DataSecurity
DeviceSecurity
Mature Compe??vemarketwithexamplesofserviceofferingsandcustomercasestudiesfromlargenumberofserviceproviders
Nascent Marketindevelopmentwithmorelimitedexamplesofserviceofferingsandcustomercasestudies
©2015HfSResearchLtd. Proprietary│Page21
The Current Maturity of Service Provider IoT Service Offerings
CONSULTING ENABLEMENT CONNECTIVITY INTEGRATION MANAGEMENT
Accenture
Atos
Cognizant
Dell
EPAM
Genpact
Harman
IBM
IGATE
Infosys
Luxoq
NiiT
NTTData
TCS
TechMahindra
Tieto
Unisys
Virtusa
LessMatureServices
MoreMatureServices
ReliesonPartners
KeytoServicesMaturityontheServiceProviderProfilePages
©2015HfSResearchLtd. Proprietary│Page22
IoT Solution Examples Across Verticals
INDUSTRYVERTICALS EXAMPLES
Aerospace ConnectedAerospace,ConnectedRepairSolu?ons
AutomoHve&TransportaHon ConnectedCar,InsuranceTelema?cs,FleetManagement,ConnectedShip,Interac?veGeospa?alSolu?on,ConnectedEVSta?ons,Predic?veAnaly?cstoReduceMaintenance&WarrantyCost,
Manufacturing ConnectedAssetManagement,ConnectedWorkers,RemoteDiagnos?c&Predic?veMaintenanceforIndustrialMachines,StolenAssetRetrieval,TransparentSupplyChain,ConnectedShopfloor
Buildings ConnectedHome,SmartEnergy,ConnectedBuilding
Agriculture PrecisionFarming,FarmtoFork
ConsumerElectronics SmartWearables,Subscrip?onEnablementPlaeorm,Authen?ca?onApplica?onsForWearables
UrbanInfrastructure SmartParking,SmartLight,SmartBin,SmartWaste,DigitalUndergroundMapping,InfrastructureMonitoring,BridgeMonitoring
Healthcare&LifeSciences ConnectedHealthcare,HealthFacilityWayFinding,VirtualCarePlaeorm,Pa?entEngagementPlaeorm,ConnectedPa?ent,EmergencyManagement
Oil&Gas DigitalOilField,SmartDrilling,SmartOilTransporta?on
UHliHes SmartGrid,SmartMetering,ConnectedPowerPlant,ConnectedSolarFarm,ConnectedWindFarm
Mining&Resources ConnectedMines
BFSI Cryptocurrency,BlockChainAssetManagement,BeaconsforCommerce
©2015HfSResearchLtd. Proprietary│Page24
Todis?nguishprovidersthathavegoneaboveandbeyondwithinapar?cularlineofdelivery,HfSawardstheseprovidersa“Winner’sCircle”or“HighPerformer”designa?on.Thebelowprovidesabriefdescrip?onofthegeneralcharacteris?csofeachdesigna?on:
Winner’s Circle and High Performers Methodology
WINNER'SCIRCLE:
Organiza?onsthatdemonstrateexcellenceinbothexecu?onandinnova?on.
• Fromanexecu)onperspec?ve,providershavedevelopedstrongrela?onshipswithclients,executeservicesbeyondthescopeofhipnggreenlights,andarehighlyflexiblewhenmee?ngclients’needs.
• Fromaninnova)onperspec?ve,providershaveastrongvision,concreteplanstoinvestinfuturecapabili?es,ahealthycross-sec?onofver?calcapabili?es,andhaveillustratedastrongabilitytoleverageexternaldriverstoincreasevalueforclients.
HIGHPERFORMERS:
Organiza?onsthatdemonstratestrongcapabili?esinbothexecu?onandinnova?onbutarelackinginaninnova?vevisionorexecu?onagainsttheirvision.
• Fromanexecu)onperspec?ve,providersexecutesomeofthefollowingareaswithexcellence,butnotallareas:highperformershavedevelopedworthwhilerela?onshipswithclients,executeservicesandhitallofthegreenlights,andareveryflexiblewhenmee?ngclients’needs.
• Fromaninnova)onperspec?ve,providerstypicallyexecutesomeofthefollowingareaswithexcellence,butnotallareas:haveavisionanddemonstratedplanstoinvestinfuturecapabili?es,haveexperiencedeliveringservicesovermul?plever?calcapabili?es,andhaveillustratedagoodabilitytoleverageexternaldriverstoincreasevalueforclients.
©2015HfSResearchLtd. Proprietary│Page25
IoT Services Service Provider Matrix 2015 INNOVA
TION
EXECUTION
OneSourceVirtual
KPMG
Winner’sCircle
HighPerformers
NIIT
Luxoi
IGATE
Harman
Unisys
EPAM Virtusa
Genpact
NTTDATA
Tieto
Infosys
DellServices
CognizantAccenture
AtosTCS
IBMTechM
©2015HfSResearchLtd. Proprietary│Page26
Major Service Provider Dynamics: Highlights
EXECUTION
• Atos,HarmanandTechMahindraallcitedfortheirproprietarydeliverymodels.ManyenterprisebuyerscitetheirIoTini?a?vesasbeingstrategicforthesuccessofthefirmandmanyareundersignificantpressuretoprogresstheirimplementa?onsquickly.Serviceprovidersthatarealreadyinves?nginIoTdeliverymodels,aheadofengagements,arerapidlygainingtheadvantageoverthosewhicharerelyingonclientsclientstofundtheirinvestments.
• Atos,TCS,Accenture,NTTDATA,andTechMahindraalreadyofferAs-a-ServicepricingforIoT.IoTenablesanenterprisetoexperimentwithnewas-a-Servicebusinessmodelsbyshiiingthetradi?onalone?meproductsaletothatofanongoingsubscrip?onbuiltaroundapromisedoutcome/seriesofoutcomes.Tosupportthis,ambi?ousserviceprovidersmustmakeboldadjustmentstotheirexis?ngrevenuemodels,makingsomeshorttemrevenuesacrificesforthelongertermgainintheprocess.
• Cognizant,Tieto,TCS,Infosys,andDellServicesdemonstrateastrongwillingnesstoco-investwithclientstodevelopnewsoluHons.GepngresultsintheuncertainrealmofIoTrequiresenterprisestotakeconsiderablerisks.Theseproviderswerecitedfortheirstrengthinundertakingthejourneyaswell.
INNOVATION
• IBM,Genpact,NIIT,Luxoq,Unisys,andAccentureseenasstronginindustryand/orprocessexperHse.ThetechnicalaspectsofIoTareoientheeasiestpart.UnderstandinghowcoreprocessescanbeimprovedandalignedwithIoTini?a?vesiswheresomeofthebiggestgainswilloccurandtheseprovidersallperformedwellinthisregard.
• IBM,Harman,andTechMahindraaggressiveinacquiringthecapabiliHestheyneed.IoTbringsaneedfornewtechnicalcapabili?esbeyondtradi?onalITmarkets.Sensorsandtheemergingcommunica?onprotocolsthatarebeingdeployedtolinkthemtogetheraswellasnewdataplaeormsrequiretradi?onalITserviceproviderstogathernewcapabili?esandskills.Thesethreeprovidersareaggressivelydoingsobyacquiringthetalenttheyneed.
• Cognizant,Genpact,IGATE,EPAM,andNIITreachthehighestlevelsofcooperaHon.Whilemostserviceprovidersreceivedgoodmarksforworkingalongsidetheirclients,thesefivewerehighlightedastruepartnersinworkingalongsidecustomersastheysolvedapar?cularneed.
©2015HfSResearchLtd. Proprietary│Page28
Accenture AbreadthofrobustplaIorm-basedofferings,IoTexpertbenchstrengthandAs-a-ServicepricingmodelsmakeAccenturealeadingIoTpartnerWinner’s Circle
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs:~1,100OrgStructure:Accenture’sIoTprac?ceisrunbyCraigMcNeilwithintheAccentureMobilityPrac?cewhichispartoftheAccentureDigitalGrowthPlaeorm.DeliveryCenters:• 30%Onshore(US,Europe,andAsia)• 70%Offshore(India55%;Philippines10%;EasternEurope:5%)
Accenture’sIoTprac?ceisorganizedinto5businesstowerswhosefocusistoproduc?ze“As-a-Service”ver?calsbasedonspecificusecases.Thefivetowersare:ConnectedTransport;ConnectedSpaces;ConnectedOpera?ons;ConnectedHealth;ConnectedCommerce.
TargetIndustries:AccenturetargetstheG2000across:TransportandIndustrialEquipment,Health,PublicService,ConsumerGoods,Retail,Banking,Insurance,CapitalMarkets,Media&Entertainment,Electronics&HighTech,Communica?ons,U?li?esandEnergy
RelevantRecentAcquisiHons• Evopro(2014)• Symbian(2011)RelevantStrategicInvestments• VenueNext(2015)• Crihercism(2014)• Apigee(2013)Partnerships:• Intel• Microsoi• Apigee• AmazonWebServices• GE• Cisco
• ConnectedVehicle,InsuranceTelema?cs,FleetManagement,ConnectedShipetc.
• ConnectedHomeofferingsforU?li?esandTechnologycompanies,DigitalUndergroundMapping,SmartBuildingssolu?onsetc.
• ConnectedAssetManagement,ConnectedWorkers,PrecisionFarming,ConnectedMines,IIOTSecurity,SmartWearables,DigitalOEMetc.
• IoTVirtualHealthstrategies,HealthFacilityWay-Finding,IoTVirtualCarePlaeorm,IoTPopula?onHealthManagement,HealthAssetManagement
• Cryptocurrency&ProcessingStrategy,BlockChainAssetManagement,Tokeniza?on,PaydiantEcosystemEnablement,BeaconsforCommerceetc.
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• PorjolioofProprietaryUseCases.Accenturehasleverageditsdeepenterpriseandindustrialexper?setobuildoneofthemostthoroughreferencearchitecturesandcorrespondingplaeormsallowingclientstoquicklyembraceexperimenta?on.
• CommigedPartnershipModel.AccenturehasmadethechoicetocommitaseriesofanchorpartnersinIoTrecognizingthestrengthofgoingtomarketwithleadersinrelatedareasoftechnology,withmorepartnerstocome.
• ConnectedPlajormsAs-a-Service(CPaaS)Offering.AccenturehasdevelopedarobustplaeormthatquicklyenablesServiceOrchestra?on,AdvancedAnaly?cs,DataStreaming,Storage,Security,DeviceManagementforIoTopera?ons.CPaaScanbecustomizedtousedifferenttechnologyfrom,forexample,Microsoiand/orInteltomeetclientneeds.
• ArrayofPricingModels.Offersafullrangeofpricingfromstandardcustomsolu?ontoofftheshelfpricingbasedonrelevantindustryunits(i.e.perconnecteddevice,perend-user,perconnec?ontoourplaeorm,pertransac?on,pervolumeofdataprocessed,etc.).Thisapproachenablesalowupfrontcostandfacilitatesbehercostcontrol.
• IoTEnablementPotenHallyHamperedByComplexPartnering.AccenturedoesnothavethesamehistoryofprovidingengineeringservicesatthedeviceleveltosupportIoTenablementasmanyoftheotherWinner’sCircleserviceproviders.Formanyclients,thisisnotanissue,butinindustrieswhereclientsdonothavethesecapabili?esinternally,choosingAccentureforIoTsolu?onsmayleadul?matelytobuildingmorecomplexpartneringmodelstodeveloptheendsolu?on.
• As-a-ServicePosiHoning.Accentureisac?velybuildingitsIoTofferingsaroundanAs-a-Servicemodel.Theseares?llearlydaysforthesemodelsandAccentureisworkingtocreatemarketmomentumandtheplaeormsbehindthiseffortinIoT.
BlueprintLeadingHighlights
• FlexiblePricingModels• StrengthofVisionforIoT• Crea?onofProprietary
Frameworks• IndustryExper?se
©2015HfSResearchLtd. Proprietary│Page29
Atos TheSiemensalliance,IoTPlaIormandcapabili7esinsecuritymakeAtosaleadingIoTservicesprovidertodayWinner’s Circle
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs:~1,000(plusanaddi?onal3,500fromanaly?cs.)OrgStructure:Atosisdividedintotwoseparatebusinessunits–anITServicesdivisionandaPaymentande-ServicesdivisionknownasWorldline.IthasIoTofferingswithineach.DeliveryCenters:• 28%Onshore(US)• 42%Nearshore(Morocco5%;CzechRepublic7%;Austria30%)
• 30%Offshore(India)
AtosgoestomarketwithtwodedicatedIoTPrac?cessharingthesameIoTplaeorm.Onedeliversbespokeservicesaroundconsul?ngandSystemIntegra?onandtheotherprovideswhitelabelIoTcapacityasaBPOofferingviaWorldline.ItalsogoestomarketwithSiemens.
TargetIndustries:
Atosac?velytargetscompaniesofallsizeswithitsbespokeofferingsandB2B2BorB2B2Copera?onswithitsWorldlineofferings.• Aerospace,Transporta?on,Manufacturing(Automo?veIndustry,MachineBuilders&HomeApplianceManufacturers),Manufacturerproductsretailers,PublicSector,Insurance
RelevantRecentAcquisiHons• BlueElephantSystems:(2015)Partnerships:• Telecommunica?ons:Orange,Transatel• Naviga?onandLocatedBasedService:
HERE• ElectronicConsumerDevices:SAMSUNG• SmartEnergyServices:EEBUSAlliance• Hardware:Ac?a,Con?nentalAutomo?ve• AppliedResearch:Siemens
Worldline’ssolu?onsrangeincludes:• ConnectedLivingEnabler:adedicatedIoTplaeorm• WLConnectedVehicle:FleetMgmt,In-VehicleInfotainment,UsageBaseInsurance,VehicleRela?onshipMgmt
• WLConnectedHome:HomeAppliancesMonitoring&ControlandRemoteDiagnos?cs,Inter-ObjectsscenariosforSmartHome&SmartEnergy
• WLConnectedInfrastructure:StolenAssetsretrieval,Monitoring&Control,RemoteDiagnos?cs&Predic?veMaintenanceforIndustrialMachines,VendingMachines,CityInfrastructuresystems,etc.
• AppShop,e-Paymentservices,Subscrip?ons’offerings.
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• SiemensAlliance.Siemensowns15%stakeofAtosandthetwocompaniescollaboratecloselyonavarietyofIoTprojects.InJuly2015,thefirmsannouncedanincreaseinitsjointcollabora?onbringing€150Minvestment,withmuchofthisgoingtowardsR&DaroundIoT.Thatcoupledwithajointgotomarketini?a?vesmeansitbringsaverystrongproposi?onwhenSiemen’sproductscomeintoplay.
• TrueEndToEndProvider.Atosprovidesafullrangeofservicesfromdeviceengineeringandsensordevelopmentallthewaythroughtoopera?nganIoTasaserviceforaclientfirm,withreferenceclientsforeach.Addi?onally,Atosispursuingaver?calIoTstrategydevelopingsolu?onsin10clearmarkets.
• EffecHveIoTPlajormToAccelerateProjectIniHaHves..HavingmadesignificantupfrontinvestmentsinabuildinganIoTplaeormthatiseasilyconfigurable,Atoscangetaprojectupandrunningquicklyandatlowercostthanifitneededtobeassembledfromscratch.
• IoTSecurity.AtosapproachestherisksofIoTheadonandbydoingsomakessureitisaconsistentthreadacrossallaspectsoftheIoTServicesValueChain.Coupledwithitsabilitytodeliveracrossallphasesmeansitcanensurealock?ghtenvironmentwithoutthechallengesthatariseduringahandoff.
• DeliveryInNewAreas.WhileclientscitedAtos’sstrengthinmee?ngthedemandsofdevelopingnewcapabili?esitwasalsosaidthiscanleadtounderes?ma?ngtheini?alresourcesthatwillberequiredtogetthejobdoneon?me.However,clientsalsopointedoutthatAtoswasabletocorrectthisbyalloca?ngmoreFTEsfromwhatisarapidlygrowingprac?ce.
• NearshoreDelivery.AtosisveryreliantonnearshorebasedresourcesforIoTwhichisachallengeforsomeclientsgiventheuncertaintyandcomplexitysurroundingmostIoTprojectswhichoiencauseclientstowanttofeelsurroundedbyon-siteteams.ToAtos’scredit,itseemsthoughtthatwhenthishasbeenanissuesofar,Atoswaswillingtorelocateresourcesonsitetogetpastthekeyissues.
• EuropeanCentric.AtoshasyettodemonstratethebenefitsofitsXeroxacquisi?onandpartnershipinitsexpansionintotheUS.
BlueprintLeadingHighlights
• FlexiblePricingModels• ProprietaryDeliveryModels• Acquisi?onandInvestment
Strategy• StrengthofVisionforIoT
©2015HfSResearchLtd. Proprietary│Page30
Cognizant IoTserviceswellintegratedintobroadercorporatethoughtleadershipon“CodeHalos”andthevalueofdigitalcapabili7esWinner’s Circle
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs:~300(plusanaddi?onal300sourcedasneededfromotherprac?ces.)OrgStructure:Cognizant’sIoTprac?ceisrunbyAdithyaSastryaspartoftheEmergingBusinessAcceleratorprogramrunbySeanMiddletonwhoreportsdirectlytoCognizant’sCEOFranciscoD’Souza.DeliveryCenters:• 20%Onshore(US,UK,Netherlands)• 80%Offshore(India)
Cognizant’sIoTprac?ceoperatesinahubandspokemodelconnec?ngotheremergingtechnologyprac?cesaspartofitsDigitalWorksTechnologygroupamul?-disciplinaryteamcomprisedofstrategicconsultants,industryexperts,designthinkers,andtechnologiststhatworktogethertotransformanenterpriseusingourstructured,yetagile,methodology.TheIoTprac?ceswasofficiallyformedin2013.
TargetIndustries:Targetsenterpriseswith$1B+revenues• Core:Manufacturing&Logis?cs,Banking,Insurance,Retail,Healthcare,LifeScience
• Addi?onal:Travel,Hospitality
RelevantRecentAcquisiHons• Odecee(2014)• CadientGroup(2014)• TriZehoCorp(2014)Partnerships:• PlaeormVendors:Xively,PTC/Axeda,
Microsoi&AzureIoT,ZebraTechnologies,AWS,Cisco,Intel,andGEPredix
• Innova?veSolu?ons:iControls,Vuzix,GoogleGlass,WIFARER
• AppliedResearch:CarnegieMellonUniversity
• APEx:Assetmanagementas-a-service• Foresight:Connectsdevicesandtransmits,
aggregates,visualizesandanalyzesdatatoacceleratethedeploymentofIoTprojects.
• HealthAc?vate:Targetedatlifesciencescompaniesandhealthcareproviders,forcloud-basedpa?entengagementInterac?veExposureMap:geospa?alsolu?ontargetedtoinsurers
• MedVantage:Cloud-basedsales,service,andcomplaintmanagementsystem
• S3P:Subscrip?onEnablementPlaeorm.• UnprotectFailurepredic?onservices
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• IoTVisionBackedByExecuHon.Cognizantbringstherarecombina?onofthoughtleadershipwithexcellenceinexecu?on.TheIoTprac?ceispartofitsDigitalWorksTechnologyini?a?ve–theCEOsponsoredhubforthefirmsdigitalstrategyandfocusforinvestment.Thefirmhasundertaken40+successfulIoTclientengagements.
• SmartIoTPracHceStructureFostersRapidIoTDevelopment.Opera?ngIoTasahubamidspokesofotheremergingtechnologyprac?cessuchasSocial&Mobile,Security,Cloud,Analy?cs,andEngineeringandManufacturingServices,drawsexper?sefromeachprac?cearea,withoutneedingtoreplicatework.Thisallowsittotapthebest,mostappropriateresourcesratherthanworkwithcap?vetalent,regardlessoffit.ForIoT,withopportuni?esacrossmanyindustries,thisistheidealgotomarketapproach.
• WillingnessToCo-investWithClients.WiththeemerginganduncertainnatureofIoT,mostenterprisebuyersarelookingforanITservicesproviderwhichcaneitherdemonstrateexperiencefromasimilarini?a?veoriswillingtoinvest?meandmoneydevelopingsolu?ons.ClientsregularlyciteCognizant’swillingnesstoco-invest.
• StrongAccountManagement.Regularlyshowsacommitmenttolisteningtoclientproblems,sugges?ngworkablesolu?ons,andawillingnesstobringintherightpartnerstogetthejobdone.ThisisconsistentacrossmanyofCognizant’ssolu?onareas.
• NotStrongAtPushingItsInnovaHonAgenda.WhileclientscitedCognizantasastronginnovatorat?mes,someclientsreportedthatrequestshadtobemadeforinnova?ontobebroughttothedeal.
• FieldSupportNecessitatesFurtherPartnerships/Investments.WhileCognizantperformsstrongly,overall,insupportandmanagement,thedistributednatureofmanyIoTengagementsmeansthefirmisfacingasupportenvironmentthatresemblesmoreend-userclientormobilesupport,thanenterpriseITmanagement.Cognizantneedstodemonstratethisgapispluggedthroughtherightpartnership(s).
• ScaleOfOnshoreConsulHng.IoTisnotanofftheshelfsolu?on,sorequiressignificantconsul?ngresourcestosellanddelivereffec?vely.Thetradi?onalconsul?ngfirmsareabletodrawonalargerbenchthanthelikesofCognizant.
BlueprintLeadingHighlights
• AccountManagement• StandardDeliveryMethods• PartnershipEcosystem• Collabora?onTechniques• StrengthofVisionforIoT
©2015HfSResearchLtd. Proprietary│Page31
Harman Agreatfitforanenterpriseneedingrobustend-to-endcapabili7esofthehighestqualityandexperienceWinner’s Circle
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs~3,000OrgStructure:Harman'sIoTofferingsarenotorganizedwithinastandaloneunitbutinsteadarewithinabroadrangeofprac?ceareasfoundwithinitsConnectedServicesdivision(whatusedtocomprisetherecentlyacquiredSymphonyTeleca).DeliveryCenters:• 25%Onshore(US13%;Germany6%;andSouthKorea6%)
• 75%Offshore(India45%;Russia20%;China5%;Poland5%)
HarmansellsitsIoTServicesapartofdiscreteprac?ceareaswithinitsConnectedServicesdivision.
TargetIndustries:Harmantargetscompaniesofallsizesacrossindustriesandhasmajorclientsincluding:MajorHealthcareISVs,SmartMeterISV,StorageGiant,Tier1ChipsetManufacturer,Tier1Telecomoperator,Tier1PropertyConsul?ngCompanyinUS,Tier1Retailers,Tier1Manufacturers,CommercialRealEstateleader.
RelevantRecentAcquisiHons• SymphonyTeleca(2014)• Adi?Soiware(2014)• RedBend(2015)Partnerships:• Silicon:Intel,Marvell,Freescale• ServicePlaeorms:Gemalto,Microsoi
Azure,Google,PLAT.ONE• Connec?vityModules:Telit• Wearables:QualcommandMTK• Automo?ve:AT&T(DriveStudio)• BigData:Hortonworks
• ATLAS:Analy?calframeworkforConnectedCarlifecycle
• HealthSymMetrics:Cloud-basedIoTintegratedinsightsplaeormforpa?entcaremanagement
• InsightConnect(OTA,on-board/cloudbasedintelligence)
• Redbend–OvertheAirSoiwareUpdateManagementfordevicemanagement
• HarmanIoTGatewayforDataInges?on• HarmanIoTTestHarness• Marimba:Cloud-basedplaeormformanagingenterpriseIoT(configura?onmgmt.,patching,updates)
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• TrueEnd-to-EndProvider.Fromsensordesigntoongoingmanagement,Harmanbringsrobustcapabili?esupanddowntheen?reIoTstackandhasanestablishedtrackrecordineach.Inpar?cular,productdevelopmentandlifecyclemanagement.Assistsnotonlyintheini?alconsul?ngandimplementa?on,butalsoonanongoingbasisasIoTmatures.
• CapableGo-To-MarketPartner.Inaddi?ontopartneringinthecrea?onofIoTofferings,Harmanbringsthecapabilityforjointgo-to-marketini?a?vesaseitherwhitelabelofferingsastheservicesintegratoranddirectsaleschannel.Thisisanimportantcomplementofskillsforthoseenterprisesenteringtheservicesmarketforthefirst?meviaIoT.
• OTACapabiliHes.DeliveringOvertheAir(OTA)updatesisacri?calcapabilityforsuppor?ngIoTenvironments,andHarmanhasmadeanumberofrecentacquisi?onsinthisspace.Assuch,enterprisescanbeassuredtheirini?a?veswillhavethecapabilitytostaycurrentwithoutcostlyinterven?oninthefield.
• PorjolioOfAcceleratorsAndIP.Harmannotonlybringsexperience,buthasabreadthofproprietarytechnologiesandplaeormsfortes?ngandspecificver?calandcommonsolu?ons.
• AnalyHcsCapabiliHes.Harmanbringsverystrongdataanaly?cscapabili?estoeveryIoTengagementnotonlygatheringdata,butalsoprovidingac?onableinsights.
• ProblemOfPlenty.BecauseHarmancandevelopaninnova?venewsolu?onforanenterprisedoesnotalwaysmeanitshould.Thereare?meswhenitinvests?meandenergysolvingproblemsthatenterprisesdonotnecessarilyhaveoratleastarenotthetopprioritytosolve.
• IoTSilos.Giventhebreadthofcapabili?esacrossHarmanintherealmofIoTandbecausemanyofthesehavebeenunderwayforyears,thereisnotonesingularIoTprac?ce,asthereisinmostotherserviceproviders.ThismeansHarmanismissingacentralpointforestablishingbroadanddeeppartnershipswithotherIoTstakeholderswithintheserviceprovider.
• IOTManagementNeedsDevelopment.ThisisanevolvingcapabilityforHarmancomparedtootherWinner’sCircleserviceproviderswhichhavebeenintheprovisionofITservicesformuchlonger.
BlueprintLeadingHighlights
• ProprietaryDeliveryModels• Acquisi?onandInvestment
Strategy• PartnershipEcosystem• StrengthofVisionforIoT• IndustryExper?se
©2015HfSResearchLtd. Proprietary│Page32
IBM FocusonsolvingforcomplexityinIoTrelatedbusinesschallengeswithadeeplevelofintegra7oninanaly7csimplementa7onWinner’s Circle
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs:1,500OrgStructure:IBM’sIoTprac?ceisrunbyAlOpheraspartofthelargerBusinessAnaly?csandStrategygroupwithinIBMGBS.DeliveryCenters:• 25%Onshore(NorthAmerica15%;
Europe10%)• 75%Offshore(AP40%CEMEA25%;
LA10%)
IBM’sIoTServicesareorganizedunderitsBusinessAnaly?csandStrategyServicelineviaitsDigitalOpera?onprac?ce.IBMalsoformedtheIBMIoTindependentbusinessunitinMarch2015responsibleforprovidingtheplaeormandecosystemcomponents(Analy?cs,Cloud,Watson,andSecurity)acrossIBM.
TargetIndustries:IBMGBSac?velytargets,butisnotlimitedto,globalenterpriseswith1,000+employeesor$1B+revenue• Coreindustriesinclude:DiscreteManufacturing,PublicSector,Transporta?on,Healthcare,Retail,andEnergy&U?li?es
RelevantRecentAcquisiHons• Soilayer• Cloudant• Worklight• Q1Labs• TRIRIGAPartnerships:• Twiher(forsocialinsightarounddevices
andservices)• TexasInstruments• AT&T• ARM• Semtech• TheWeatherCompany• ESRI(GIStechnology)
• Predic?veAssetOp?miza?on(PAO)• EnergyOp?miza?on• MaximoandTririgaimplementa?on• EmergencyManagement• FleetandAssetManagement• ConnectedHome• ConnectedVehicle• ConnectedBuilding• ConnectedPa?ent• ConnectedFactory• SupplyChainAnaly?cs• TransparentSupplyChain
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• ClearCommitmentToIoT.IBMwantstobeseenasathoughtleaderaroundIoTwithits“SmarterX”campaignandbyannouncinga$3Bcommitmenttoinvestinthetechnology.IBMhasbeensuccessfulinthepastinestablishingitselfasthoughtleaderthroughacombina?onofR&D,acquisi?onandclientinvestment.Wenotesimilarmovesinbothmobilityandcloud.WeexpectthesametooccurwithIoTwiththislevelofahen?on.
• PorjolioOfToolsandPlajorms.IBM’salreadygonedeepinbuildingoutsolu?onsforIoTandhasabroadsetofofferingsacrossitscoreindustriesthatcanquicklysolveanIoTchallenge.
• TrueEndToEndManagedServiceProvider.WhateverIBMbuilds,itwillalsorunandmaintain,hasthecapacitytoperformallfunc?onstoahighstandardandscaletoallowittouseanyflexiblepricingmodel,whenneeded.
• VerHcalPresence.IBMdevelopedabroadporeolioofindustrybasedusecasesandIoTsolu?onsthatarerelevanttomostmajorclientindustries.Thisbreadthisoneofthedifferen?atorsitbringsversusHighPerformersandotherserviceproviders.
• RigidDeliveryModel.SomeenterprisebuyersstatedIBMcanbestrictinadherencetoformalSOWsandwhilesomelikethisapproachasiteliminatessurprisesothersfeltitheldbackinnova?oninareaslikeIoTthatevolveinneedsanddefini?onover?me.
• BusinessBenefitCommunicaHon.IBMcansufferfrombusinessbenefitsgepnglostinthetechnology,par?cularlywhenitgoestomarketwithaconceptlikeIoT.ThemessagingarounditsIoTofferingshasnotcaughtupwiththetechnology,whichcanimpactaclientsabilitytoengageandbecertaintoreceivethedesiredoutcome.
BlueprintLeadingHighlights
• ProprietaryDeliveryModels• Acquisi?onandInvestment
Strategy• StrengthofVisionforIoT• IndustryExper?se
©2015HfSResearchLtd. Proprietary│Page33
Infosys EngineeringservicesisfrontandcenterofstrategywithbenefitsfordevelopingtheIoTservicesofferingforthefutureWinner’s Circle
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs~1,500OrgStructure:Infosys’IoTPrac?ceispartoftheInfosysEngineeringServices,aHorizontalBusinessUnit.DeliveryCenters:• 30%Onshore(NorthAmerica,UK,Germany,
France,APAC)• 70%Offshore(India)
InfosyshasadedicatedsalesteamforitsIoTprac?ceandorganizesitsofferingsaroundtarge?ngAssetEfficiency;Security,Safety&QualityofLife;and“Smart”–largeecosystemimpacts.
TargetIndustries:Infosysac?velytargets,butisnotlimitedto,G2Kclientsglobally.• Core:DiscreteManufacturing,Automo?ve,
Aerospace,Retail,Healthcare,Logis?cs,Communica?onProviders
• Target:Farming,ProcessManufacturing,PublicSector
RelevantRecentAcquisiHonsandInvestments• Panaya(2014)• Airviz(2015)Partnerships:• IntelligentDevices:Murata,Intel,Bosch,
PTC-ThingWorx,PTC-Axeda,ILS,AMD• Connec?vity:SierraWireless,Murata,Telit,
Digi,AT&T,Vodafone• M2MPlaeorm:ThingWorx,Axeda,Bosch,
Microsoi,ILS,Cumulocity,IBM• AppliedResearch:UniversityofAachen,
Germany(RWTH)andIndustrialInternetConsor?um(IIC)
• BlackberryTechnologySolu?onsforAssetTrackingandLogis?cs
• InfosysInforma?onPlaeorm-BigDataLakeandDataAnaly?csPlaeorm
• InfosysLoca?onBasedservices• InfosysBillingEdgePlaeorm• InfosysEnterpriseGamifica?onPlaeorm-• InfosysProximitySolu?onsApplica?on
Plaeorm• InfosysCoolerMonitoringPlaeorm• InfosysAssetMaintenanceSolu?on• InfosysIoTMedia?onLayer• InfosysContactCenterSolu?onforIoT
Opera?ons• InfosysServiceabilityWorkflowPlaeorm
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• EngineeringServices.Infosyshaselevateditsengineeringservicesorganiza?ontoactasaspearheadfornotonlyIoTbutini?a?vesinDesignThinking,Digital,andageneralAs-a-Servicepush.Whilethisgroupwasalwaysquitecapable,itseleva?ontoamorevisiblerolewillserveitwellinderivingenterprisesolu?onsforIoT.
• VisionIntoReality.Whengivenclearmandate,enterprisebuyershighlightthatInfosysdeliversexactlyasexpected.ThismeansIoTprojectswillstayonfocusandbeexecutedon?me.Givenallthevaria?onandpossibili?esthatIoTopensup,suchabilitytofocusiscri?caltoday
• SeamlessTeamIntegraHon.TheInfosysteamisseenasintegra?ngincrediblywellintoacompany’scultureandarenotconsidertobe“outside”resourcesastheseteamsactandmakedecisionsasiftheteammemberswereinternalassociates.
• InvesHngHeavilyInRepeatableIP.Infosysisinves?nginIICandIndustry4.0withafocusonAssetEfficiencyandanunderstandingofthecomplexityinvolved.Notjustasensoranddatabutacomplexsystemapproachandtheinvestmentinreferencesolu?onstoquicklyspinthisup.Demonstratedunderstandingofthecri?calityofsecurityinIoTwithstrongcapabili?eswithinandacrosstheIoTstack.
• BusinessModels.EnterprisebuyersindicatedtoHfSthatInfosysneedstobequickertoembraceandadoptinnova?vebusinessarrangementsforIoTwheretradi?onalmodelsarenotassuitableorflexibleenoughforthefastevolvingnatureofthismarket.
• ExcellenceInExecuHonCanHinderInnovaHon.GiventhestrengthInfosysbringstodeliveringwhatisasked,clientsfeelat?mesitcanbeachallengetogetthemtothinkdifferentandmakedecisionsonitsown.However,whenpushedforthis,Infosyswillbringitaswell.
BlueprintLeadingHighlights
• StandardDeliveryModels• ProprietaryDeliveryModels• PartnershipEcosystem• IndustryExper?se
©2015HfSResearchLtd. Proprietary│Page34
TCS DrivinganagileIoTstrategythatispoweredbyawillingnesstoco-createandco-investinpoten7alver7calsolu7onsWinner’s Circle
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs~N/AOrgStructure:TheIoTprac?cehasbeenestablishedundertheDigitalEnterpriseorganiza?on.TheDigitalEnterpriseorganiza?onisheadedbyaGlobalVP&BusinessUnitHead,whoreportsdirectlyintotheCEODeliveryCenters:• N/A
IoTisviewedasa“compositeforce”ofDigitalReimagina?on™byTCSthatisacombina?onofBigData&Analy?cs,Mobility,Social,AI&Robo?csServicesandispartoftheTCSDigitalEnterpriseprac?ce.IoTcanbedividedintotwodis?nctsegmentsi.e.ConsumerIoTandIndustrialIoT.TCSgoes-to-marketthroughtheSiliconValleyContribu?onCenter(SVCCC),theIndustries,theirpartnersandaDigitalReimagina?on™TowerinIndia,SiliconValleyandevents.
TargetIndustries:TCStargetsglobalenterpriseswithrevenueover$5B• Manufacturing,Retail,U?li?es,HighTech,Energy&Resources,Travel&Hospitality,LifeSciences,Healthcare,InsuranceandTelecomIndustries.
RelevantRecentAcquisiHons• TCShasinvestedinaJointVenturein
JapanwithMitsubishiITgroup–partlytoprovidelocalizedIoTservicesinJapan.
Partnerships:• PlaeormVendors:IntelandCloudera,
PTC,Bosch,IBMPredix,Splunk,IBMBluemix,MicrosoiAzure,
• AppliedResearch:IndustrialInternetConsor?um,AllseenAlliance,OpenInterconnectConsor?um
• TCSIoTSensorDataAnaly?csFramework:Fordeepanaly?cswithpredefinedmodels
• TCSGoSafeTM:TCSInsuranceTelema?csSolu?on-asmartphonebasedtelema?cssolu?onfordriverswithinsurance
• TCSdreamUP™:Adatavisualiza?onplaeormwithchar?ngcomponentsforrenderinganaly?calinsights.
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• Co-Investment.ClientsciteTCSabilitytogotheextramileinprovidingupfrontanalysisandPOC’sasarealdrawtopartneringwiththeminIoT.
• Co-CreaHon.EstablishingaDigitalRe-imagina?on™CenteralongthelinesofMIT’sMediaLab,TCSislookingtoestablishquarter-longcollabora?onwithclientsandprospectsinadedicatedIoTenvironmentthatwillgowellbeyondthequickhitPoCs.Nootherserviceproviderisyetgoingtothislengthtodemonstrateco-crea?on.TCSalsohasaSiliconValleyCustomerCollabora?onCenter(SVCCC)foronsiteadvisory,consul?ngandengagementswithclients.
• IndustryAndTechnologySkillMix.IoTperhapsmorethananyotheremergingtechnologyarearequiresamixofbothindustryinsightandverydeeptechnicalskills.TCSbringsbothinawaythatfewifanyotherserviceproviderscan.
• IoTEnablement.TCScapabili?esinengineeringandotheraspectsofIoTEnablementaresignificantandarecompe??velydifferen?a?ngversusmanyoftheotherleadingserviceproviders.
• BroadCapabiliHes.TCSisthelargestoftheIndianoffshoreoutsourcingfirmsandenjoysthebroadestdeliverycapabili?es.Thisaddsbusinessprocessandinfrastructurecapabili?esacrossthebroadestsetofcustomersbothindustryandgeography.Thisgivesitabeherstar?ngpointforexpandingitsIoToffersthantheotherIndiabasedserviceproviders.
• PushingBack.Clientsweresa?sfiedthatTCSIoTteamscapturedtheirrequirementsanddeliveredtospecifica?onbutfeltthatagreaterroleas“devil’sadvocates”shouldbetakenbyTCStochallengewhatmightbemistakenassump?onsandrequirementsonthepartofclientstobeginwith.
• IoTSkillsSilos.EnterprisebuyerscomplainedthatitcouldbedifficulttogetaccesstolargerrelatedIoTskillsfromotherpartsoftheserviceprovidertosupplementtheteamsthatwereavailablefromtheIoTprac?ceitself.
BlueprintLeadingHighlights
• StandardDeliveryModels• FlexiblePricingModels• Collabora?onTechniques• StrengthofVisionforIoT
©2015HfSResearchLtd. Proprietary│Page35
Tech Mahindra BringingthefullspectrumofIoTtechnologiesandcapabili7estoclientbusinessneedsWinner’s Circle
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs~450OrgStructure:TechMahindra’sIoTprac?ceisintegratedatitsDigitalEnterpriseSolu?onsgroupwhiletheIndustrialIOTthroughtheProductEngineeringgroup.DeliveryCenters:• 35%Onshore(US20%;UK15%)• 65%Offshore(India)
TechMahindrausesamixofallianceandpartnerteams,deliveryandpre-salesteams,andgeographybasedsalesteamstosellIoTservices
TargetIndustries:SMBstolargeenterpriseswithannualrevenuesofgreaterthan$5Billionsincewehavesolu?onsforallkindofenterprisesincludingSOHO's• Healthcare,Automo?ve,Telco,Manufacturing(DiscreteandProcess),Aerospace(OEMs,MROs),Energy(Renewable,O&G),ConsumerGoods,TransportTravelandLogis?cs,BFSI,Retail
RelevantRecentAcquisiHons• AiermarketTelema?csSuite(2014)• AcquiredDeviceTes?ngLab(2014)Partnerships:• Aeris,Jasper,Verizon,TeliaSonera,T-
Mobile,AT&T,ThingWorx,Axeda,ConnectM,Google,here,AnyData,Bosch,SierraWireless,CalAmp,Radius,OpenNet,neeeco,Real?meInnova?ons(RTI),RasilantTechnologies,Hadoop,Digi,Gaurd
• 30+ver?calizedIoTofferings.E.g.,RemotePa?entMonitoring,Aircraihealthmonitoring,Driver/passengerhealthmonitoring,Track&TraceforPowerTools,RemoteMonitoringforRenewableEnergyAssets,FleetManagementforMul?pleIndustries&Vehicles,Telema?cssolu?onforEV,FarmtoFork,SmartParking,SmartLights,SmartBin,UsageBasedInsurance,iDEP,etc.
• Mul?plesolu?onsacrossthefollowingumbrellas:ConnectedVehicles,ConnectedFactories,ConnectedEquipment,ConnectedCare,ConnectedAerospace,SmartCitySolu?onsSuite
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• TechnicalDepth.EnterprisebuyersfrequentlyreportbeingpleasantlysurprisedbythetechnicaldepthTechMahindrabringstoengagements.Aswellasrobustandthoroughunderstandingofthecurrentpointsofconnec?vityandprocess.
• Eco-systemApproachtoPartnering.TechMahindraisbuildinganecosystemofpartnersacrossthedifferentIoTareas.Helpingtoaugmentitsinternalskillsandpulltogetheranendtoendofferfrombestofbreedpartners.
• AcquisiHonAmbiHons.Withbigstatedambi?onsforgrowthandDigital,itislikelyTechMahindrawillbeinthemarkettoacquirecomplimentaryfirms.Doingsowillallowittoaugmentitsexis?ngstrengthinthemostadvantageousofways.
• InvestmentInPoCs.Repeatedlycitedwillingtoputit’sownskininthegameanddeveloprobustPoCsandplaeorms.Buyersindicatedthisgoeswellbeyond“slideware”toactualfunc?oningarchitecturesthatcanbequicklydeployed.
• LeverageEngagementsInAsia.TMhassuccessfullycompletedalmost40IoTprojectsinAsia–givingitexperienceindesigningandimplemen?ngabroadrangeofprojects.
• DesignThinkingNotWellDeveloped.WhileclientscitedTechMahindra’sstrengthsacrossmanyaspectofIoT,itwascitedforbeings?llnascentinapplyingdesignthinkinginitsapproachtocomplexbusinessneeds.However,thisisachallengethatcanbeaddressedthroughinvestmentincapabili?esandinculturalchangemanagement.
• IoTMarkeHng.BycomparisontomanyoftheotherWinnersCircleserviceproviders,HfShasnotseenTechMahindraasvisibleinthedirectmarke?ngofIoTcapabili?es.Withsomanyopportuni?esintheexis?ngclientbasethisisnotasignificantchallengebutwebelievethatTechMahindramaynotbegepnga“fairshare”oftenderedopportuni?esasaresult.
• RelaHonshipsInUS/EuropeAreVeryLimited.ManyoftheIoTprojectssofarhavebeenoutsideofkeyUS/Europemarkets.Givingrisetoques?onsaboutresourcesitisabletomusterforpoten?allyconsul?ngheavyonshoreengagements
BlueprintLeadingHighlights
• Acquisi?onandInvestmentStrategy
• PartnershipEcosystem• StrengthofVisionforIoT• Collabora?onTechniques
©2015HfSResearchLtd. Proprietary│Page36
Dell Services Dellbringsstrengthinthehardwareandconnec7vitycomponentsoftheIoTvaluechainwithanemergingservicesofferingHigh Performer
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs:pureIoT15,incbroaderresourceses?matec200.OrgStructure:Dell’sIoTprac?ceisrunbyChethanGorurwhoreportstotheheadofDigitalBusinessServicesrunbyRamanSapra.DeliveryCenters:• 40%Onshore(US30%;UK10%)• 60%Offshore(India)
IoTServicesispartoftheDigitalPrac?cewithinApplica?onServicesatDell.Inaddi?on,DellhasanIoTOEMbusinessaspartofitshardwaredivision.
TargetIndustries:DellServicesac?velytargets,butisnotlimitedtolargeenterprisesglobally• Core-Healthcare(Payers/Providers/LifeScience),BFSI(Banking/FinancialServices/Insurance),Manufacturing,Energy&U?li?es,Hospitality
• Target-Banking,FinancialServices,Logis?cs,Transporta?on,Hospitality,Educa?on,Hospitality
RelevantAcquisiHons• Boomi(2010)• Toad(2012)Partnerships:• PTC/ThingWorx
• SmartConnectedApplica?ons• SmartConnectedOpera?ons• SmartConnectedProducts• SmartConnectedIoTEnterprise• IoTAdvisoryandTransforma?onServices• IoTApplica?onIntegra?onServices• IoTApplica?onDevelopmentServices• EnableSmartConnectedProducts• EnableSmartConnectedOpera?ons
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• RobustIoTProductLine.DellhasanIoTOEMgroupwithinClientSolu?onsbuildingcoregateways.Dell’sOEMteamprovidesthego-to-market(Sales)effortforthegateways.Similarly,itsstrongdatamanagementsoiware(BoomiandToad)alsofuelthepipeline.Thesevariousproductlinesfeedsopportuni?esforServicesthatgobeyondthetypicalimplementa?onandintegra?onroleforaGlobalSI.
• BreadthOfServiceCapability.IoTcreateschallengesaroundremotesupportthatnotmanyenterpriseservicesorganiza?onshavesignificantexperiencehandling.Dell,withitsproductservices,hasverystrongcapabili?eshereandislookingtoleveragethisacrossIoT–evenifdeliveredfromseparateprac?cestoday.
• FocusedPartnershipModel.DellhassecuredapartnershipwithPTCasapar?cipantinThingWorxGlobalSystemsIntegratorAllianceprogram.ThiswillallowitdeepinsightintooneoftheleadingIoTplaeormstodayandincludestheabilitytoexploreapproacheswithinitsdedicatedSolu?onLabinSanJose.
• InvestmentInAdvisoryServices.Forexample,aspartofini?alengagementDelluseamodeltogaugeclientscurrentIoTmaturity.Usingthisasabasisforroadmapdiscussionswithclientsstar?ngonIoTjourney.
• ServicesBrand.OneofDell’sstrengths,thereachofitsbrand,canalsobeadetrimentasthefirm’scapabili?esinServicesaremuchlesswellknownthanthoseinhardwarewhichisalsothecasewithIoT.
• IoTMessaging.BecauseDell’sapproachtoIoTissobroad–spanninghardware,soiware,andafullrangeofservices,thereisariskthattheenterpriseservicesac?vitywillbeconfusedwithac?vityinsay,OEM.DellServiceswillneedtoworkhardertogetitsmessageacross.
• DesignThinkingLimitaHons.HfShasnotyetseenthesamelevelofinvestmentinDesignThinkinganditsapplica?ontoclientbusinessproblemsatDellthatwehaveseenemergingamongstanumberofthecompe?ngserviceproviders.
• ScaleSHllSmall.CurrentlyIoTiss?llnascentforDell,withlessthan20clients,primarilyintheUSandtheUK.
BlueprintLeadingHighlights
• AccountManagement• Acquisi?onandInvestment
Strategy• StrengthOfVisionInIoT
©2015HfSResearchLtd. Proprietary│Page37
EPAM StrongEngineeringandApplica7onDevelopmentcapabili7escomplementanintegratedIoTEnablementofferingandshouldleadtoadedicatedprac7cewithuniquecapabili7es
High Performer
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs:~200OrgStructure:EPAMdoesnothaveastandaloneIoTprac?cebutbringscapabili?estomarketprimarilythroughitsProductDevelopmentServicelinewhichsitalongsideitsTechnologySolu?onsandProductEngineeringServiceslines.DeliveryCenters:• 9%Onshore(US5%;Germany2%,Sweden
2%)• 91%Offshore(Belarus75%;Ukraine11%;
Singapore3%)
EPAMconsidersIoTasanintegratedandholis?csetofservicesofferingsthatdove-tailsintoitsgeneralservicelinesthataredrivingAdvancedEngineering,IntelligentEnterpriseandDigitalEngagement.
TargetIndustries:
EPAMtargetsHi-techcompaniesandlargeenterpriseswithrevenues$1Bandmore• Core:IT,FinancialServices,Energy,Healthcare&LifeSciences,Retail,Sport&Lifestyle,Travel,Media&Entertainment
• Addi?onal:Manufacturing,Telecom
RelevantRecentAcquisiHons• Naviga?onArts(2015)• GreatFridays(2014)• Netsoi(2014)• GGASoiware(2014)• EmpathyLab(2012)
Partnerships:• PlaeormVendors:Oracle,SAP,IBM,
Microsoi• Innova?veSolu?ons:TI,Freescale,ARMand
AnalogDevices
• EPAMIoTPlaeorm-Thissystemmonitorsitself,dynamicallyadapttochangingcondi?onsands?llallowexternalcontrolandkeepusersinformedonwhat'sgoingon.
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
BlueprintLeadingHighlights
• StandardDeliveryModels• Acquisi?onandInvestment
Strategy• Collabora?onTechniques• StrengthofVisionforIoT
Strengths Challenges
• EnviableClientList.EPAMhasenviabletechclientsincludetechnologycompaniessuchasGoogle,Oracle,andeBay.
• ResponseToComplexity.Clientssiteitsabilitytoinnovatearoundcomplexchallengeswhilestayinggroundedinbusinessstrategyasakeydifferen?atorforEPAMoverotherITservicesfirms
• HighlySkilledWorkforce.EPAMputsamajorityofseniorfolksoneachprojectteamsandtheyallspeakEnglishwell.ClientsreportfindingthemverypredictableandreliableandthatEPAMisabletoreadilydelegateprojectsandclientstrustthesewillbedonewellandon?me.
• BreakNewGround.Withanembeddeddeviceprac?ceanditsstrengthinsoiwareengineeringEPAMbecomesagoodchoicefortechnicallychallengingcustomengagementsinuntriedIoTareas.
• IoTEnablement.Withanembeddeddeviceprac?ce,EPAMbringsrobustcapabili?esindevicedesignandenablementandwhencoupledwithitsstrengthinsoiwareengineeringitbecomesagotochoiceforthosebreakingnewandperhapsstrategicgroundwithitsIoTini?a?ves.
• TimeZoneChallenges.WhilenotaschallengingasworkingwithAsianbaseddevelopmentstaff,the?mezonedifferencesforthoseinNorthAmericacans?llimpacteffec?veness.However,thismaybeelevatedasEPAMopensacenterinMexico.
• IoTDeliverySilos.Despitestrengthsinembeddeddevicesandsoiwaredevelopment,thereisnosingleunitdirectedatservingclientsacrosstheIoTvaluechain.Whilethiscapabilitycanbes?tchedtogether,doingsorequireslearningontheflythatisnotrequiredwhenallorchestratedunderoneprac?ce.
• IoTConsulHngAndManagement.EPAMshouldcon?nuetoinvestincapabili?esforIOTbusinessconsul?ngandsolu?ondevelopmentandinthesupportinfrastructuremanagementasitgrowsitspresenceintheIoTmarket
• Scale.Engagementstodatewithlessthan10thatareexclusivelyIoT,butatleastseveraldozenwhereIoTisacomponentofanoverallsolu?on.
©2015HfSResearchLtd. Proprietary│Page38
Genpact AprocessledapproachtoIoTthatallowsGenpacttoinnovatewithclientstobringIoTintotheexis7ngopera7onsHigh Performer
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs~1,450OrgStructure:Genpact’sIoTac?vityisdeliveredaspartofitsanaly?csandunderGenpact’sDigitalLeanbranding.ThisishowAnaly?cs,Engineering,Consul?ngandITwilldeliverendtoendsolu?onsinIoT.DeliveryCenters:• 30%Onsite(US)• 10%Nearshore(Italy)• 60%Offshore(India)
GenpactfocusesitsIoTeffortstodayonIndustrialAssetOp?miza?on.AllrelevantsalespersonnelaretrainedinthisbutitalsopairsasubjectmaherexpertalongwitharelevantengineeringSMEfocusonhowbesttocombineprocess,technology,datascience,andpeople.
TargetIndustries:Genpactac?velytargetsenterpriseswithrevenueover$10B• IndustrialMachineServices,CustomerInsight,HiTechManufacturing,andCPG
RelevantRecentAcquisiHons• N/APartnerships:• PlaeormVendors:GEPredix,IBM,Cisco,
Sen?entScience,Decisyon,ILST,AXEDA(PTC),ConnectM(Inprocess)
• AppliedResearch:IndustrialInternetConsor?um,UILabs
• IntelligentProcessInsightsEngine(IPIE).ModularinitsarchitectureIPIEprovidesanEnterpriseDataHubwithmodulesthatincludeDataDiscovery,TextAnaly?cs,SensorDataProcessing,andAdvancedAnaly?cs.
• Analy?csCenterofExcellence
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• ProcessFirstApproach.Genpactfocusesfirstonunderstandingcoreprocessesandwhatdatashouldbecapturedandanalyzedtoimproveperformance.Thisresultsinafocusonimpactratherthanoneoftechnologydeployment
• ClearFocusOnAssetOpHmizaHon.Genpactisnotdistractedbyamyriadofwhat’spossiblewithIoTbutinsteadfocusesoncleardemonstratedusecasestodaywherethereturnsaremeasurablesuchasfieldserviceopera?onsforenterpriseswithlargeassets.Whilethisfocusmayevolve,bykeepingitnarrowtodayitcandevelopdeeperexper?seatareasofgreatestimpact.
• RobustEngagementAnalyHcs.Genpact’sIoTofferingsarecraiedanddeliveredfromwithinitsAnaly?csgroupwhichmeansitneverstopsatmeredatacrea?on.Furtheritfocusesnotjustondatatoinsightbutinsighttoac?on.Crea?ngsensorsondataistheeasypartofIoT.Understandingwhatitmeansandhowbesttoreactiswherethegreatestvalueistobefound.
• IoTPlajorm.GenpacthasdevelopeditsownIoTplaeorm-IntelligentProcessInsightsEngine(IPIE).IPIEincludesDataDiscovery,TextAnaly?cs,SensorDataProcessing,andAdvancedAnaly?csmodulesthatcanbedeployedviaacloud.Genpactalsoleveragespartnerecosystemplaeormsi.e.GEPredix,IBM,Decysion,andMitsubishi.
• NarrowFocus.WhileGenpact’sfocusonAssetOp?miza?onprimarilyforcompanies‘thatmakethings’meansitbringspar?cularstrengthinthatnarrowerarea,italsomeansitsservicesarenotforall.Yetastheadop?onofIoTgrowstoonefuelingrevenueenhancement–especiallyasproductsgetrepackedasservices–Genpactmayneedtolooktobuildthisouttokeepcoreclientshappy.
• IOTEnablementandConnecHvity.Genpactiss?llbuildingoutcapabili?esinIoTEnablementandConnec?vityincomparisontootherserviceproviderswhichhavehadalongertenureinthedeliveryofengineeringandITservicesthatunderliethesecapabili?es.
• ScaleofOnshoreConsulHng.IoTisnotofftheshelfsolu?onsorequiressignificantconsul?ngresourcetosellanddelivereffec?vely.Thetradi?onalconsul?ngfirmsareabletodrawonalargerbench.
• PracHceScale.ComparedwithsomeoftheotherprovidersGenpacthasarela?velysmallnumberofIoTengagementstodatewithlessthan20.Althoughtheinvolvementwithlargescaleini?a?veswithfirmslikeGEmakesupforthissomewhat.
BlueprintLeadingHighlights
• Incorpora?onofFeedback• Collabora?onTechniques• StrengthofVisionForIoT• IndustryExper?se
©2015HfSResearchLtd. Proprietary│Page39
NTT DATA Ver7calbreadthandcapabili7esdepthinJapanbeingrolledoutgloballywillmakeNTTDATAapoten7alIoTpowerhouseHigh Performer
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs~1,290OrgStructure:NTTDATA’sIoTservicesarepartofitsgeneralITserviceorganiza?on.DeliveryCenters:• IoTdeliverymainlyon-sitecurrently.
NTTDATAhasglobaldeliverycapabilityoffshoreandnearshore.Theseinclude:Chile(Temuco),Spain(Alicante,Murcia,Seville),Argen?na(Tucumán)andBrazil(Uberlandia),plusNorthAmericaandAPACincludingIndia
NTTDATAhasaSmartCenterofExcellenceinMadriddedicatedtoprovidingservicesaroundIoT(e.g.hardwareintegra?on,devicetes?ng,tailoredprojects.OtherDigitalareashaverelatedglobaloneini?a?vesandaCenterofExcellencethatspansacrosstheregionaldivisions.Theseareresponsibleforbestprac?cesharingandorchestra?onforcrossregionalbusinessfromaglobalperspec?ve,andworkcloselywithIoTrelatedservicesbusinessunitdependingontheclientdemand.
TargetIndustries:
NTTDATAtargetslargeenterprisesforIoTin:PublicSector,Manufacturing,U?li?es
RelevantRecentAcquisiHons• everis(2014)Partnerships:• NEC,Telefónica,SIGFOX,Itron,NEDAP,
owasys,Telit,andseveralIoTstart-ups• allianceswithIoThardwaremanufacturers
thatprovidesensors/devices• AlliancewithIntelforpromo?ng
standardiza?onandsolu?ondevelopment• Collabora?onwithNTTgroupcompanies:
suchasNTTCommunica?ons,DimensionData,etc.
• eMDM:Smartmetering• Fleet.i:Fleetintelligence.• Liquitrax:Smarttransporta?onUpstreamOil• allWaste:SmartWaste• allParking:Smartparking.• allLight:SmartLigh?ng• allEyes:Ci?zenasasensor.• net4Things:connectedhomeservices• BRIMOS:bridgemonitoringsystem• ANYSENSE:rapiddeploymentofIoTsolu?ons• Authen?ca?onapplica?onforgoogleglass• BEACONNAVI:• 3Dprintermonitoringsolu?on• GaiaLinX:ElectronicVehiclepowersta?ons• RemoteOne:Energymanagementsolu?on
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• DedicatedIoTCenterOfExcellence.OutsideofJapan,NTTDATAhascentralizeditsIoTac?vityaroundacenterofexcellenceitcallsCenterofExcellenceSmartlocatedinMadrid.ThiscenterservestounifyitsIoTac?vi?esgloballyacrossregionallysegmentedopera?ons.
• WillingnessToUHlizeConsumpHonBasedPricing.OnceNTTDatahavecompletedini?albuildoutphasetypicallyforafixedfee,NTTDATAhastransferredtheongoingrevenuemodelfortheopera?onofseveralIoTprojectstoapayperusebillingdeterminedbynumberofdevicesdeployed.
• PartnershipForEndToEndDelivery.NTTDATAhasbuiltoutarobustpartnernetworktoensureitcanmeeteveryneedaroundIoTastheprimeintegrator.Frompartnershipswithestablishedglobalpartners,toinnova?veR&Djointventures,tomanysmallemergingmarketplayers,NTTDATAhasawideanddeepecosystemwhichensuresclientswillhaveaccesstothebreadthofskillsrequiredforsuccess.
• ClientPartners.NTTDATAispartneringwithanumberofglobalbrandedcompaniesaroundIoTtodevelopIoTproductsandservicesinconjunc?onwiththem.
• GlobalFragmentaHon.NTTDATAdemonstratedexamplesofeffec?vedeliveryacrossmul?pleregionsbutworkremainsinthisregard.WhileGlobalOneini?a?vesaresmoothinglegacydifferencestheserviceproviderremainsfarfromaglobalopera?ngmodelandthiscanriskisola?ngpocketsofexper?se.
• GlobalBranding.WhilewithinJapantheNTTDATAbrandisextremelystrong,thebrandhassomewhatweakermindshareoutside.Thischallengeishighlightedbyitsuseofacquiredbrandnamesinsomeregionsratherthanasingleunifiedname.
• NascentBusiness.ThisisanewbusinessforNTTDATAwithlessthan20engagementstodate.
BlueprintLeadingHighlights
• ProprietaryDeliveryModels• FlexiblePricingModels• StrengthofIoTVision• PartnershipEcosystem
©2015HfSResearchLtd. Proprietary│Page40
Tieto IoTiscoretostrategicgrowthofTietoandcapabilityinvestmentsarebeingmadetorealizetheincreasedimportanceofthisofferingHigh Performer
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs~100Orgstructure:IndustrialInternetunitheadedbyTaneliTikka,repor?ngtotheboardchairedbyTietoCEO.Teambasedleanorganiza?on.DeliveryCenters:• 90%Onshore(Finland50%;Sweden40%)• 10%Nearshore(CzechRepublic10%)
Tietopar?cipateinrela?velyfewformalwrihenrequestsandtendtodiscussandengageitscustomersinadialogueinstead.Thisconsulta?veapproachcanhelpthemstandapartfromtheoienproduct-centricofferingsofsomecompe?tors.
TargetIndustries:TietotargetsmediumtolargecompaniesprimarilywithintheNordics• Manufacturing,ForestIndustry,Energy,Welfare,Logis?cs,Retail,Telecom,Media,andAgriculture
RelevantRecentAcquisiHons• N/APartnerships:• Teradata,Oracle,Microsoi,Google,Cisco
Systems,HP,IBM,Cumulocity,BaseN,TeliaSonera,MaintPartner,Livion,FougaIT,Asema,DataRangers,HoustonAnaly?cs,RoimaIntelligence,ControlExpressFinland,ScandinavianRadioTechnology,Solteq,Trelab,Oliotalo,Quuppa,Kal?oTechnologies.
• Smarthousing&facilitymanagementIoTplaeorm
• RealTimeFactory-plaeormforthemanufacturingindustry,
• M2MinaboxIoTdeviceplaeormforsmartdevicesonthego
• AdvancedAnaly?csplaeormforIoTassociateddatascienceandbigdata
• TietoVital:predic?vesitua?onalawareness&fleetmanagementplaeorm
• eSenseplaeormforwelfare&healthcareservices
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• IoTFocus.IoTwastappedasoneofthreeprimarygrowthopportuni?esfortheserviceproviderintheSpringof2014andassuchisanareaoffocusandinvestwiththehighestvisibilityallthewayuptotheCEOyetsetupasafairlyindependenten?tytoahractthehighestleveloftalentandallowthecompanytoinvest.
• PlajormInvestments.Whileitisnotmakingbetsinanyonearea,Tietoisexploringmul?pleplaeormsforexpedi?ngthedeploymentofIoT.Theendgoalistoiden?fythoseplaeormsmostlikelytosucceedandtobringskillsaroundthemsoprojectscanbequicklydeployed.Thispragma?capproachwilllikelysaveenterprisebuyersnotonly?meandmoneybutfalsestartsaswell.
• Co-Investment.AlongsideTieto’sinternalinvestmentsinIoT,clientsciteitsabilitytoco-investinitsownini?a?vesasastrength.WithuncertaintysurroundingIoT,Tietoeasessomeofthisbylesseningtheburdenontheadop?ngfirm.Oneofthebestexamplesofthisisa10yearagreementthecompanysignedtocontributeitsownIPaspartofaprojecttobuildandenablearesiden?alapartmentcomplexthatwillserveasalivingIoTlab.
• InnovaHonApproach.WhileTietobringsthetechnicalskills,enterpriseshighlighteditsandreadinesstobringinnova?onasapar?cularstrength.
• GeographicCoverage.Whileitsfootprintisexpanding,unfortunatelythecompanyprimarilyservestheNordicregionandtoalesserdegreetherestofEurope.Thatisashameforthoselocatedoutsideasitcon?nuestobeatopnotchprovideracrosstherealmofDigital.
• CostPressures.Withtheahen?onofOffshoreOutsourcersnowhavingturnedtowardEurope,Tietoandothersarefacingcostpressureindevelopmentthatisrequiringthemtolookforwaystoshiiresourcesaswell.Whilethiswillul?matelybenefitenterprisebuyers,itmayproveashorttermdistrac?on.
• IOTEnablement.Tietomayneedtofurtherbuildoutcapabili?esinIoTEnablementasthismarketdevelopandclientslookforendtoendservicestomovebeyondproofsofconceptintofulldeployment.
BlueprintLeadingHighlights
• StandardDeliveryModels• InvestmentStrategy• Collabora?onTechniques
©2015HfSResearchLtd. Proprietary│Page41
Unisys FocusedIoTsolu7onsbuiltaroundsecurityforthePublicSectorver7calarearealstrengthbutsotooisanaly7csforIoTHigh Performer
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs~35withothersborrowedfromotherprac?ces.OrgStructure:Unisysdoesnotdiscloseitsorganiza?onalstructure.DeliveryCenters:• 10%Onsite• 20%Onshore• 70%Offshore(India)
UnisysdoesnotseparateIoTintoaseparateprac?cebutinsteaddeliversaspartofmul?pleservicelines.
TargetIndustries:Unisystargetsenterprisesinthe$1–3billionrevenuerange.• Pharmaceu?cals,Federal,PublicSector,andRetail
RelevantRecentAcquisiHons• N/APartnerships:• Azure,AWS,Airwatch,andPureshare,and
MobileIron
• UnisysStealth• BDAasaService.UnisyshasarobustBig
Data&Analy?csplaeormthatithasextendedtoIoTenvironmentswithconnec?onstoawiderangeofdevicecommunica?onprotocols.
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• IoTSecurity.WithitsUnisysStealthtechnologythatisabletocloakanycommunica?onsbetweendevices,UnisyscanensureIoTenvironmentsremainsecure.Thismakesthemastrongchoiceforthoseengagementsweresecurityisabsolutelycri?cal.
• BigData&AnalyHcsFocus.UnisyshasaproprietaryreferencearchitecturebuiltforbigdatacalledBDAasaServiceandextendedthisofferingintotheIoTenvironment.Thismakesitastrongchoiceforareaswithmassivevolumessuchasmedicalorretail–twoareasoffocus.
• RemoteSupportCapabiliHes.IoTisoienanoffsitechallengeandmostserviceprovidersarelessequippedtoengagewithsuppor?ngfieldopera?onsinthesamewayitsupportacoreenterprise.Unisysisanexcep?onwithstrongcapabili?esinfieldmanagement.
• StrengthGovernmentProvider.GivenUnisyslegacystrengthinUSFederalgovernmentanditscapabili?esaroundsecurity,bigdataandsupport,itisextremelywellsuitedforbriningIoTtolargescalecomplexareassuchasgovernmentsmayrequire–forini?a?veslikesmartstatesorsmartinfrastructure.
• VerHcalCoverage.UnisysfocusedapproachtoIoTmeansmanyenterpriseswillnotfindthemopera?ngwithinitsspace.
• SmallData.WhilemanyIoTchallengesarewellintherealmofBigData,manyothersarenotandthesemeansUnisysmaymisssomeopportuni?esun?litfurtherbuildsoutcapabili?esherealongsideBigData.
• LimitedIndustryDepth.Evenwithintheindustriesitfocuses,Unisysbringslessdepthinbusinessunderstandingthansomeofitspeers.ThismayshiiitsIoTfocustoaques?onoftechnologicalenablementandawayfromprocesstransforma?on.
• LackofIoTPracHce.IoTisdeliveredaspartofmul?pleservicelines.Thislackofadis?nctfocus,mayleaveitunderinvested.
BlueprintLeadingHighlights
• Incorpora?onofCustomerFeedback
• ProprietaryDeliveryModels• IndustryExper?se• FrameworksforNeedsAnalysis
©2015HfSResearchLtd. Proprietary│Page42
Virtusa BuildingascaledIoTprac7cesupportedbytestedandsecuredeliverywithbusinessconsul7ngaroundIoTthenextareatoscaleHigh Performer
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs~1,540(ThisincludesconsultantsfromtheDigitalandInfrastructure.)OrgStructure:Virtusa'sIoTstrategyandevangelizingisledbyKar?kIyengar.Theexecu?onanddeliverycapabilityforIoTiswithinVirtusa'sDigitalPrac?cewhichisheadedbyFrankPalermo.DeliveryCenters:• 10%onsite• 10%nearshore• 80%offshore(India/SriLanka)
VirtusahassetupadedicatedIoTprac?cecalled“SMART”withinitsdigitalbusinessunit.ThegoaloftheSMARTteamistohelpitsindustryteamsengagewithclientstoeducate,envisionanddevelopIoTbasedsolu?ons.TheSMARTteamisdevelopingIoTsolu?onsand/orpointsofviewacrossallofitskeyver?calssuchasTelecom,HealthcareManufacturing,Retail,Media,FinancialServicesandInsurance.
TargetIndustries:VirtusatargetstheG2000butpar?cularlyin• Healthcare,Telecommunica?ons,Insurance,Manufacturing,Transporta?on
RelevantRecentAcquisiHons• Apparatus(2015)• Agora(2015)Partnerships:• IBM(BlueMix;Watson;Soilayer)• Intel• ThingWorx• Exosite• Libelium• Glassbeam/Flutura/Splunk• Conversica• Jasper
• Skylabwhichconsistsofvariouslayers:- AnIoTFounda?on(leveragingVirtusa's
GTO,BPM,Digital&Infraprac?ces)- MachineDataAnaly?cs(leveraging
Virtusa'sEIMprac?ce)- Ar?ficialIntelligence(leveraging
Virtusa'sGTO&EIMprac?ce)- Augmented/VirtualReality(leveraging
Virtusa'sCEM&Mobilityprac?ce)
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• StrongPartnershipEcosystem.VirtusahascreatedstrongsetofpartnershipstoaugmentitsownIoTcapabili?esasitacknowledgesthecomplexityofIoTandhowthemarketcanbestbeserved.SowhileitmaynotbringthedepthofskillsacrosseveryelementofIoT,itcantaptheseforaclientandlikelygetevengreatercapabili?esthanifitahemptedtodoitallonitsown.
• Delivery.Ratherthanrecrea?nganIoTspecificdeliveryorganiza?on,Virtusaleveragesthebreadthanddepthofcapabili?esithasacrosstheorganiza?on.Thisallowsittoflexupanddownmorequicklydependingonthespecificsofeachengagementwhilenotcrea?ngaconflictofneedingtomovecertainskillsoffitsbench.
• RapidIOTPrototypingwithSkylab.WhileIoTiss?llanascentopportunityforVirtusaithasputtogetherastrongpartnernetwork,referencearchitecturesandvirtuallabenvironmentthatprovidesrapidprototypingofIoTandAIusecases.
• LimitedIndustryExperHse.WhileVirtusabringssolidtechnicalcapabili?es,itismorelimitedinthedepthofindustryexper?se.ThismeansitmakesforagoodpartnerinbuildingIoTsolu?onsbutmayrequireextrainputontheexplora?onanddesignside.WesawpromisingsidesofVirtusabuildingoutindustryIoTsolu?onsinhealthcare,insuranceandtelecomthatshouldbefurtherenhancedinto2016.
• IOTEnablement.Virtusamayneedtofurtherbuildoutcapabili?esinIoTEnablementasthismarketdevelopandclientslookforendtoendservicestomovebeyondproofsofconceptintofulldeployment.
BlueprintLeadingHighlights
• StrengthofVisionForIoT• PartnershipEcosystem• Crea?onofProprietary
Frameworks
©2015HfSResearchLtd. Proprietary│Page43
IGATE DeliveringclientfocusedIoTsolu7onslinkedtokeyclientbusinessneeds
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs~45OrgStructure:IoTPrac?ceisbeingincubatedbyResearch&Innova?ongroup.Thisisoneofseveralhorizontalbusinessunits.IGATEalsooperatesver?calbusinessunits,aProduct&EngineeringServicesgroup,andaDigital&Cloudprac?cethatalsosupportIoT.DeliveryCenters:• 20%Onshore(US18%,UK2%)• 80%Offshore(India)
IGATE’SIoTprac?ceco-ordinatesservicedeliverythroughresourcespooledfromexis?ngbusinessunitsacrossengineering,tes?ng,Digital,BI,Analy?cs,etc.Salessupportisprovidedbythreedifferentsalesgroups:Ver?cal-centricSales,Product&EngineeringSalesandDigitalPrac?ceSales.
TargetIndustries:
Targetsenterpriseswith$1B+revenues• Retail,Manufacturing,Mediaand
Entertainment,Mining,Energy&U?lity,Banking,Insurance,Automo?veElectronics,ConsumerElectronics,IndustrialAutoma?on,MedicalElectronics
RelevantRecentAcquisiHons• N/APartnerships:• PlaeormVendors:PTC-Axeda&ThingWorx
SoiwareAG(Apama),andMicrosoiSQL• Innova?veSolu?ons:indoo.rs• AppliedResearch:UCLA,Georgetown
University,ESADE
• ICAT:IntelligentContextAwareThingsframework
• ICAN:IntelligentContext-awareNaviga?on(usingBLEBeacons,Wi-FiAccessPoints,Indoo.rssoiware)
• IAUTOPULSE:Predic?veAnaly?csSolu?onforautoindustrytoreducewarrantycosts,improveup?me,andavoidcatastrophicfailures.
• IGATEWellnessPlaeorm
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• WillingToinvestTimeAndMoneyinPoCs.IGATEhaspar?cipatedintheearlystagesofsomeveryinteres?ngtrialswithclientsasitviewsIoTasanareaofinvestmenttoday.Sowhileitmaynothavealonglistofreferenceaccountswhereitcandemonstratecomple?on,itbringsanunderstandingoftheissuesandchallengeswithinembracingIoTtoday.
• IncubaHngIoTAsCrossCompanyIniHaHve.ByformingitsIoTprac?cewithinResearch&Innova?onratherthanapar?culargo-to-marketbusinessunit,IGATEisabletoscalefastandexplorethemostappropriateresourcemixalongthewaywithoutbeinglockedintochallengesofmanagingabenchthatmightbeweightedtowardonepar?cularskillset.
• DemonstraHngItselfAsAStrategicPartner.WhilemuchoftheIoTworkIGATEperformsforclientstodayismorealongthelinesofstaffaugmenta?onthanprojectlead,muchoftheworkisofthemoststrategicnaturefortheclient.ThisisgivingthemvaluableexposuretohowIoTisbeingu?lizedtotransformbusinessestoday.
• WillingnessToInvestInProprietaryPlajorms.IGATEisdevelopinganumberofhorizontalandindustryspecificIoTplaeorms,produc?zingIoTservices.
• Focus.WhileclientscitedIGATEasastronginambi?onandinterestaroundIoTitwasalsocitedthemaswillingtotackleareasthatwereperhapsnotinitscoreareaofexper?seandthisleithemlearningalongtheway.
• CapgeminiIntegraHon.WhilelihleisbeingcommunicatedexternallyregardingCapgemini’sintegra?onofIGATE,itisfairtoexpectatleastsomelevelofdisrup?onastwolargeITserviceprovidersmerge.
• VerHcalIndustryExperHse.WhileIGATEoperatesacrossabroadrangeofindustries,itdoesnotbringthedepthofbusinessunderstandingtothesethatsomeotherserviceprovidersbring.Thismeansthereconversa?onsandengagementaroundIoTmaybemoreofatechnicalnature.However,thismightchangeastheCapgeminiacquisi?onprogresses.
BlueprintLeadingHighlights
• Incorpora?onofCustomerFeedback
• PartnershipEcosystem
©2015HfSResearchLtd. Proprietary│Page44
Luxoft Masterlevelengineeringskillscombinedwithver7calfocusdelivervalueformarqueeIoTclients
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs~N/AOrgStructure:MichaelMinkevich,VPforTechnologyServicesreportstotheCEO,DmitryLoschinin.MichaelisresponsibleforEnergy,Technology,andTelecommunica?onsver?calsandtheIoTandBigDataprac?ceasitrelatestotheRadiusacquisi?on.AndersBrown,formerPresidentofRadiusGroupisMDforIoTbasedinSeahle.DeliveryCenters:• Onshore(US)• Offshore(Ukraine;Germany;Poland;Bulgaria;Romania,RussiaandVietnam)
IoTisahorizontalprac?cesupportedbyCoEsonmobile,bigdata,agile,security,andotherswhichisledbyMD,AndersBrown.
TargetIndustries:
LuxoitargetstheGlobal2000• automo?ve,aerospace,telecommunica?ons,oilandgas,hi-technology,precisionagriculture/manufacturing,andretail.
RelevantRecentAcquisiHons• RadiusGroup(2014)Partnerships:• MicrosoiAzure,Cloudera,Mashery,Intel,
AmazonWebServices,HortonWorks,Informa?ca,Jasper,Google,Splunk,Esri,andATT.
• RetailEngagementSuite• IoTBigDataSimulator• Horizon(visualiza?onplaeorm)
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• ExperiencedTechnologyTalent.Luxoibringsaveryhighpercentageofadvanceddegreestothemajorityofitsengagements.Itsdeliverycentersarefilledwithseniordeveloperswithfiveormoreyearsofexperiencenotfreshersthatarelearningoneveryjob.Thismakesthemaleadingchoicewhenacomplexsolu?on,suchastelema?cs,isbeingtackled.
• Deep(Focused)IndustryUnderstanding.WhileLuxoitargetsanarrowersetofindustrieswithIoTthanotherserviceproviders,itservesthoseonesquitewellbasedonclientfeedbackandcanbringastrongunderstandingofunderlyingbusinessandtechnologychallengesinindustriessuchasautomo?ve,aerospaceoragriculture.
• LowDeliveryTurnover.Luxoifacesmuchlowerratesofahri?onthanmanyotherITservicesfirmsandthismeansconsistentstaffonprojectsfromyeartoyear.ItalsomeansLuxoigrowsalongsideclientsandevolveswiththemasprojectschangeandmaturefrommerelydigi?zingprocessestoanalyzingthemandcrea?ngnewones.
• ProjectIndependence.SomeenterprisebuyersfeltthatLuxoialloweddailyprojectstafftohavetoomuchdiscre?onwhenitcametomaintainingthecorerela?onshipanddeliveryresponsibility.
• NotAnOrderTaker.Luxoibringsskilledandexperiencestafftoeveryprojectandthismeansthestaffmayhaveseenasimilarchallengebeforeandhavepreconceivedno?onsashowitmightbestbeapproached.Ifanenterprisebuyerislookingforaserviceprovidertocarryoutwhatisaskedwithoutgivingitmuchthought,Luxoimightnotbetherightchoice.
BlueprintLeadingHighlights
• PartnershipEcosystem• StrengthofIoTVision• IndustryExper?se
©2015HfSResearchLtd. Proprietary│Page45
NIIT Technologies Pragma7cdeveloperswithakeensenseofthebusinessproblemsthatcanbeaddressedbyIoTinfocusindustryver7cals
BusinessOverview GoToMarket RelevantAcquisiHons/Partnerships ProprietaryTechnologies/Plajorms
Self-declaredFTEs~110OrgStructure:NIITTech’sIoTeffortsfallwithinitsDigitalServicesPoreoliounderaGlobalHeadwhoreportstotheCOO.DeliveryCenters:• 10%Onshore(US)• 90%Offshore(India)
NIITTechdoesnotyethaveaseparateIoTprac?ceareabutinsteaddeliverstheseservicesaspartofitsDigitalExperienceprac?cewhichincludesAnaly?cs,CloudandDigitalIntegra?on.
TargetIndustries:NIITtargetsenterprisesinthe$1B-$5Brange.• Groundtransporta?on,airlines,insurance,manufacturing(APAC),cargogroundhandling/logis?cs
RelevantRecentAcquisiHons• IncessantTechnologies(2014)Partnerships:• 2smallstartups(proprietarytech)• ESRI(GeoEventExtension)
• TechnologyIncuba?onServices• IoTTes?ng• IoTAnaly?cs
IoTServicesOfferingMaturity:
IoTConsulHng
IoTEnablement
IoTConnecHvity
IoTIntegraHon
IoTManagement
Strengths Challenges
• FocusInTravel&Insurance.Whilemostserviceprovidersreadilytargetabroadrangeofindustries,NIITtechnologiesisveryfocusedonIoTsolu?onsmainlyinthetravelandinsuranceindustriestoday.
• IoT-SpecificLabs.SeeingtheneedtoexperimentandinvestinIoT,NIITTechsetuplabsinBangaloreandDelhi.SeekingtodevelopPoC’sforexis?ngandpoten?alclientsratherthanwaitforenquirestoemerge.NIITTechalsoprovidesIoT-ledinnova?onasaservicetoitsclientsunderincuba?onofferings.
• PragmaHcApproach.NIITTechlooksforsolu?onsthatcanbereadilyimplementedratherthanonesthatarethemostsophis?catedindesign.e.g.Whentaskedwithexpedi?ngtheiden?fica?onandclassifica?onofhazardouscargoforanairportterminal,itdevelopedimageprocessingalgorithmsthatcouldfunc?onofstandards?ckersissuedgloballyratherthanrelyingonanewtaggingsystemthatwouldtakeamassiveefforttoadopt.
• LearningCulture.RatherthanassumingIthasallbeenseenbefore,NIITTechapproacheseveryprojectwithopenearsandanopenmindtotryandsolveaclient’suniqueproblemsinthebestwayeach?mewhilemaintainingaflexibleapproachtosolvingchallengesthatarise.
• UI/UXDesign.EnterprisebuyersreportNIITTechdesigncapabili?estendtoberathertemplateandnotstrongonthecrea?vesidebutalsoreportseeingimprovementsbeingmade.
• IndustryCoverage.WhileclientswithinTravel,InsuranceandManufacturingwillbepleasedwithNIITTech’sIoTcapabili?es,clientsoutsidetheseareasmyneedneedtolookelsewhereforastrongpartnertodaywiththeexcep?onofFinancialServicesbutthatisanareanotseeingmuchIoTini?a?vesatthis?me.
• ExecuHonOverInnovaHon.WhileNIITTechbringsgreatstrengthinexecu?onandawillingnesstoworkextremelyhard,itdoesnotalwaysapproachproblemswithcrea?vityandthatputsmoreinnova?onontheclient’sshouldersat?mes.
• Scale.CurrentlyIoTiss?llnascentforNIITTechwithlessthan10engagementssofar.
BlueprintLeadingHighlights
• HowServiceProvidersIncorporateCustomerFeedback
• Collabora?onTechniques• IndustryExper?se
©2015HfSResearchLtd. Proprietary│Page47
Where Next For IoT Services Weseethefollowingasthemajortrendsthatwillfosterthefutureevolu?onofIoTServicesoverthenext2-3years:
n MoreandmoreServiceProviderswillcon?nuetopushintothemarketasahandfulofinnova?veusecasescreateaspikeinahen?ontoIoT
n ThemarketwillremainpoorlydefinedassomeServiceProvidersrebadgeAnaly?cs,Mobile,orCloudprac?cesasIoTServiceswhileotherscreatestandaloneprac?ces–someofwhicharenarrowandsomeofwhicharebroad.
n SystemsThinkingbecomesahotbedofahen?onasthecomplexitythatIoTunleasheswillincreasinglynecessitateamethodologicalprocessdrivensolu?on.
n Industryinsightandexper?sewillgivewaytothoseofferinginsightbasedonthemesofac?vity(Home,Auto,Building,City,etc.)
n Learningtopartnerwellbecomesanecessaryskill.Leadershipwillbedefinedbythoseserviceprovidersthatcaneffec?velycoordinatethislayerofexternalcomplexity.
n Crea?ngdatalakesands?tchingtogetherAPIswillcon?nuebethebulkofintegra?onworkwhileanaly?csandprocessexper?sebecometheareasofcompe??vevalueadd.
©2015HfSResearchLtd. Proprietary│Page48
Hfs Expects to See Even Greater Adoption of the Ideals of As-a-Service by IoT Service Providers by 2017
IDEAL AS-A-SERVICEIDEALDEFINITION
NONEXISTENT INITIAL EXPANSIVE EXTENSIVE ALL
PERVASIVE
DesignThinking
Genera?ngcrea?vesolu?onsbyunderstandingthebusinesscontext 2015 2017
BusinessCloud
“PlugandPlay”businessservices2015 2017
IntelligentAutomaHon
Blendingofautoma?on,analy?csandtalent 2015 2017
ProacHveIntelligence
Opera?onsfocusedoninterpre?ngdata,seedingnewideas 2015
2017
IntelligentData
Real-?meappliedanaly?csmodels,techniques,andinsightsfrombigdata
2015 2017
WriteOffLegacy
Useofplaeorm-basedservicesmakesmanytechinvestmentsredundant
2015 2017
BrokersofCapability
Governancestaffmanagetowardsbusiness-drivenoutcomes 2015 2017
IntelligentEngagement
Pricingandrela?onshipsbasedonexper?se,outcomesandsubscrip?ons
2015 2017
©2015HfSResearchLtd. Proprietary│Page49
Systems Thinking – a.k.a. How to Approach IoT
Aformalapplica?onofSystemsThinkingdrivesonetoanunderstandingofapar?cularset of outcomes that goes well beyond observing an event and understanding itsunderlying trends. SystemsThinkinghelpsonegraspandmeasure the relevant inputsthatdriveanoutcomeandinturnallowsonetoahempttoimproveafutureoutcomebycontrollingthecri?calsourcesof influencewhilenot inadvertentlymaking itworsebyignoringoradverselyaffec?ngunforeseeninfluences.IntherealmofIoT,itisoneofthebestapproachesHfSknowsofforbringingmeaningtotheprimordialchaosthattheprocessofdigi?zingeverythingcreates.
“SystemsThinkingistheartandscienceofmakingreliableinferencesaboutbehaviorbydevelopinganincreasinglydeepunderstandingofunderlyingstructure.”
–BarryRichmond
©2015HfSResearchLtd. Proprietary│Page50
2015-16 Recommendations: Enterprise Buyers
n DemandCo-InnovaHonandExperimentaHon.AsnearlyeveryServicesProviderbuildsoutitsownporeolioofIoTengagements,enterprisebuyersareinastrongposi?ontodemandthatserviceprovidersputsomeenergyandinvestmentintobuildingoutskills.Ifaproviderisunwillingtodoso,itislikelynotcommihedtothespaceandinsteadofbeingthepartneryourequiretonavigatetheemergenceofIoT.
n BeSuretoKeepSecurityandRiskFrontandCenter.Securityneedstobeoneofthetopconsidera?onsateverystepoftheway.Theprimaryreasonisthatasprojectssplinterthereisanincreasedriskofthecrea?onofaccesspointsthatareinnocuoustoonesetofconcernsbutcatastrophictoanother.Enterprisesareadvisedtotasksomeonewithexaminingeveryandallimplica?onsofIoTacrosstheen?refirm.
n StayCalm,MostIoTAcHvityRemainsasaPoC.Despitetheincreasedahen?onandhypearoundIoTtoday,thebulkofac?vityformostenterprisesremainsintherealmofaPoC.Thepoten?alforstrategicimpactmightbeiden?fiedbutwithonlyafewexcep?onsmostaretes?ngthewatersastohowitwilllikelyunfold.Further,withthetechnologycomponentoientheeasiestpiece,thoseenterprisesthatwillneedtoplaycatchupcanlikelydosoafastpace.ThereisnoneedtopanictodaywhenitcomestoIoT.
n PickYourIniHaHvesWithCare.AsitremainsearlydaysinIoT,enterprisebuyersareadvisedtoapproachthemarketwithcau?onevenifbeingaggressiveappearstobepossibleatlihlecost.AddingsensorsandgatheringdataisoientheeasiestaspectofIoT.Evencrea?ngdatarepositoriesthatcancapturethisnewinsightisstraigheorwardandcanbeleveragedacrossthefirm.TherealchallengesforIoTwillcomewithprocesschangeandthisneedsbroaderacceptanceandalevelofenergythatmightnotariseifdozensofdifferentexperimentsareunderway.Lessismorewhenitcomestoadop?ngIoT.
©2015HfSResearchLtd. Proprietary│Page51
Shared Strategic Challenges for IoT Service Providers
n WhatOperaHngApproachShouldbeUHlizedtoServeIoT?Serviceprovidersaredeployingabroadrangeofopera?ngmodelstodevelopofferingsinIoT.Somearetakingtheapproachofincuba?onandleveragingskillsetsfoundinexis?ngprac?ceareas.Othershaveiden?fiedIoTasstrategicandareinves?ngincrea?ngdedicatedprac?ces.Thereisnosinglesolu?onthatwinsouttodaysoserviceprovidersneedtorecognizethestrengthsandweaknessesofeachandbeflexibleinrespondingtowhatisrequired.
n ShouldIoTServicesFocusExclusivelyonAssetOpHmizaHonorGoBeyond?Today’sopportuni?esinIoTareclearlyfoundintherealmofassetop?miza?onandespeciallyasthecostofthoseindividualunderlyingassetsrise.Butbroaderapplica?onsofIoTholdthepromiseofnotjustrunningabusinessbeherbutrunningitdifferentlyandlikelyindisrup?veways.Serviceprovidersneedtobalancemarketdemandtodaywiththeno?onthattomorrow’sdemandmaybeinamuchdifferentrealm.
n HowFastandAggressivetoInvestinIoT?Notonlyisthedirec?onofIoTuncertainbutthepaceofenterpriseadop?onaroundIoThasyettogenerateenoughsamplepointsforclaritytohaveemerged.Thisputscon?nuedpressureonserviceproviderstokeepacloseeyeonthemarketandmakesurethepaceofinvestmentsarealigned.
n WillProductEngineeringandSensorDevelopmentEmergeasaKeyOffering?Whilesomeserviceprovidersaregainingsignificantahen?onaroundIoTcapabili?esbyhighligh?ngnon-tradi?onalareasofITservicessuchasdeviceengineeringandsensordeploymentordesign,itisnotclearwhetherthesecapabili?eswillbecri?caltoservicethemarketinthecomingyears.Tradi?onalSIshavealwaysreliedonspecializedpartnerstomeetcertainnewneedsanditislikelymanywillsuccessfullydothesamewithregardtoIoT.
n WhatistheBestPlajormApproach?Inasimilarvein,itisunclearwhetherITserviceproviderswillbenefitfromhavinganIoTplaeormtodeploy.Conversely,suchanofferingmightevenbecomeadetrimentasitseentocreateaconflictandtodiminishanyahemptsatofferingbestofbreedsolu?ons.Yetinthenearterm,havingaplaeormmightallowonetomovequicklyfromPoCsintobroaderdeployments.
©2015HfSResearchLtd. Proprietary│Page52
2015-16 Recommendations: Service Providers
n Don’tExpectLeverageDuringEarlyDays.Withalltheahen?ondirectedtoAs-a-Serviceprovisioning,itwouldbeexpectedforServiceProviderstoforeseethemselvesasplaeormprovidersintherealmofIoT.ButlikeotherpocketsofenterpriseITdemandwheretheunderlyingneedisseenasstrategic,fewwillbewillingtosehleforan‘off-the-shelf’solu?onorallowaserviceprovidertoreusesignificantpiecesofIPtoserveacompe?torwithasimilarneed.Rightorwrong,thebulkofworkinIoTwillbebespokeandserviceprovidersareadvisedtogotomarketexpec?ngthis.
n BuildOutSystemsThinkingSkills.HfSmadeandcon?nuestomakeapusharoundtheneedforServiceProviderstobulkuponDesignThinkingandwewillcon?nuetodosointhecomingyears.However,forthosetarge?ngIoT,amoresystema?capproachisrequired.“SystemsThinking”isaformalapproachtodetermining,measuringandbuildingintoanymodeltheimpactfrommul?plevariablesinordertodeterminewhythingshappennotmerelywhatishappening.
n LearntoPartnerWell.ThecomplexityinwhichIoTnotjustenablesbutdemandswillrequirethattradi?onalcompe?torsregularlycooperate.Connectedhomes,cars,ci?es,andenergyallimpliesamixofdataprovidersandbeneficiariesthatwillallhavevaryingdegreesofinterestandneeds.Serviceprovidersthatcanmanagethiscomplexityandbringabroadmixofpar?cipantsnottothetablebutkeepthemengagedwillposi?onthemselvesextremelywellinthecomingyears.
n LooktoCrossInternalSilosWell.IoTisnotonlyanopportunitythatrequiresheightenedcollabora?onoutsideaserviceproviderswallsbutperhapsmoreimportantinternallyaswell.MosteveryIoTengagementbyaglobalSIwillneedtotaparangeofskillssuchasbigdataandanaly?cs,cloud,mobility,engineering,aswellasstrategyandprocesschange,mostServiceProvidersarenotsetupwelltoworkacrossthesedisparateprac?cesbutthatwillberequiredtoexcelinIoT.
©2015HfSResearchLtd. Proprietary│Page54
Charles Sutherland ChiefResearchOfficer,HfSResearch–Dallas,TX
Overview• OverseestheresearchagendaandtheanalystteamforHfSacrossthe“As-a-Service
Economy”.• Personallycoverstheareasofdigitalservices,intelligentautoma?onandbusiness
plaeormsaswellasthesupplychainandprocurementbusinessfunc?ons.• Overa25+yearcareerhasfocusedonhispersonalskillsinauthoringthought
leadership,developingimplementablestrategies,execu?ngonacquisi?ons,drivingbusinessdevelopmenteffortsandmanaginglongterminvestmentplanning.
• SincejoiningHfSin2013,CharlesspokenwidelyatindustryforumsincludingNASSCOM,ABSLandSIGandhashadhisresearchcoveredwidelyinthebusinessandoutsourcingpress.
PreviousExperience• Charleshasbeeninthebusinessservicesmarketfor20years.Previousrolesinclude:
- Growth&StrategyMDforAccenture’smul?-billiondollarOpera?onsGrowthPlaeorm
- ChiefStrategyOfficerfora$500MBPOServiceProvider- Growth&StrategyforApplica?onandInfrastructureOutsourcing,Accenture- Growth&StrategyforCommunica?ons,MediaandHighTechOG,Accenture- Media&EntertainmentStrategyConsultant,Accenture- Marke?ngDirector,Olivep
EducaHon• MBAfromINSEADinFontainebleau,France• HonorsBAinEconomicsandPoli?calSciencefromtheUniversityofToronto
Charles.Sutherland@hfsresearch.com
©2015HfSResearchLtd. Proprietary│Page55
About HfS Research
HfSResearchistheleadinganalystauthorityandglobalnetworkforITandbusinessservices,withaspecificfocusonglobalbusinessservices,digitaltransformaHon,andoutsourcing.HfSservestheresearch,governance,andservicesstrategyneedsofbusinessopera?onsandITleadersacrossfinance,supplychain,humanresources,marke?ng,andcoreindustryfunc?ons.Thefirmprovidesinsigheulandmeaningfulanalystcoverageofbestbusinessprac?cesandinnova?onsthatimpactsuccessfulbusiness outcomes, such as the digital transforma?on of opera?ons, cloud-based business plaeorms, services talentdevelopment strategies, process automa?on and outsourcing, mobility, analy?cs, and social collabora?on. HfS applies itsacclaimedBlueprintMethodologytoevaluatetheperformanceofserviceandtechnologyintermsofinnova?ngandexecu?ngagainstthosebusinessoutcomes.
HfSeducatesandfacilitatesdiscussionsamongtheworld'slargestknowledgecommunityofenterpriseservicesprofessionals,currently comprising 150,000 subscribers and members. HfS Research facilitates the HfS Sourcing Execu?ve Council, theacclaimedelitegroupofsourcingprac??onersfromleadingorganiza?onsthatmeetsbi-annuallytosharethefuturedirec?onof theglobal services industry and todiscuss the futureenterpriseopera?ons framework.HfSprovides sourcingexecu?vecouncilmemberswiththeHfSGovernanceAcademyandCer?fica?onProgramtohelpitsclientsimprovethegovernanceoftheirglobalbusinessservicesandvendorrela?onships.
In2010and2011,HfSResearch'sFounderandCEO,PhilFersht,wasnamed“AnalystoftheYear”bytheInterna?onalIns?tuteofAnalystRela?ons(IIAR),thepremierbodyofanalyst-facingprofessionals,andachievedthedis?nc?veawardofbeingvotedtheresearchanalystindustry'sMostInnova?veAnalystFirmin2012.
In2013,HfSwasnamedfirstinrisinginfluenceamongleadinganalystfirms,accordingtothe2013AnalystValueSurvey,andsecondoutofthe44leadingindustryanalystfirmsinthe2013AnalystValueIndex.
Nowinitsseventhyearofpublica?on,HfSResearch’sacclaimedblog“HorsesforSources”iswidelyrecognizedasthemostwidely read and revered des?na?on for unfehered collec?ve insight, research, and open debate about sourcing industryissuesanddevelopments.HorsesforSourcestodayreceivesoveramillionwebvisitsayear.
TolearnmoreaboutHfSResearch,pleaseemailresearch@HfSResearch.com.