Mike Ueland
Vice President &
General Manager
Mark J. Maresca
Regional Sales Director -
Southeast
Telit Wireless Solutions
USA
Integrating Wireless
Technology into
Existing Systems with a
Focus on Cellular
� Founded in 1986
� Originally developed GSM handsets for Europe
� Telit has more than 3,000 active customers in 60 countries
� 349 employees
� 14 offices in Denmark, UK, France, Germany, Korea, Italy, Spain, Israel, USA
� AIM Listed: LSE:TCM.L
� 2010 Sales- $132M
NORTH AMERICATelit Wireless Solutions Inc.
� Regional headquarters for North
America
�Center of competency for automotive
products
�Sales and marketing for North
America
LATIN AMERICATelit Wireless Solutions Inc.
�Regional headquarters for Latin America
�Sales and marketing for Latin America
�TS certified manufacturing site
EMEATelit Communications S.p.A
� Global headquarters
�Product development, product
management, of GSM/GPRS products
out of the main locations Trieste and
Cagliari, Italy
� Sales and marketing for EMEA
APACTelit Wireless Solutions Co. Ltd
� Regional headquarters for the APAC
region
� Product Development, product
management, production of CDMA
and UMTS products
�Sales and marketing for the APAC
region
�Primary manufacturing site
North America
Raleigh - USA
São Paulo -
BRAZIL
Trieste - ITALY
Seoul - KOREARome - ITALY
Latin America
EMEA
APAC
Telit Corporate Overview
Benefits of M2M
� Opens up new revenue opportunities and streams
� Reduces cost of ownership through lower maintenance costs, resource costs, and intervention delays
� Improved security thorough optimized information control and reliability
� Remote control and real-time data for improved decision making
� Innovation and differentiation from value-added services
� Improved competitiveness and customer satisfaction
M2M is about enabling
The goal of M2M is to enable applications that allow businesses to improve productivity and competitiveness through
increased efficiencies, cost-savings, and higher levels of service.
MACHINEMACHINE
SensorsSensors
ICIC
MODULEMODULE
GatewayGateway
ModemModem
CELLULAR
NETWORK
CELLULAR
NETWORK
TransportTransport
ServicesServices
SERVICE
DELIVERY
SERVICE
DELIVERY
HostHost
ControlControl
VERTICAL
APP
VERTICAL
APP
AnalyticsAnalytics
DistributionDistribution
END CLIENTEND CLIENT END USERSEND USERS
What is M2M?
Source: Beecham Research 2009
0
20
40
60
80
100
2007 2008 2009 2010 2011 2012 2013
Units
mill
ions
Security/
Public Safety
Medical
Consumer/
Professional
Transportation
Retail
Buildings
Energy
Industrial
The M2M Cellular Mobile Vertical Market
Growth Estimates
Global M2M Market Potential
Source: ABI Research
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m2m FocusedOperatorsm2m FocusedOperators
Emerging 3GEmerging 3GMajor OperatorsEngaged
Major OperatorsEngaged
Further ICIntegrationFurther ICIntegration
2G NationwideCoverage2G NationwideCoverage
m2m 2.0 Lower Airtime& EquipmentCosts
Lower Airtime& EquipmentCosts
M2M Drivers
M2M Application Categories
Utilities Applications
� Utility Meters – Water and
Power (AMR)
� Substation – Smart Grid
Monitoring and Control
� Oil & Gas Infrastructure –
Drilling & Transport
� Telephone – Land Line
Replacement
Platform
Management
Software
M2M Device
Micro-
controller
M2M Module
Sensors
M2M
Network
Services
M2M Ecosystem
M2M Network Services
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AT&T
T-Mobile
Verizon
Sprint
• For a full list of GSM carriers see www.gsmworld.com• For a full list of CDMA carriers see www.cdg.org
AT&T & Verizon Sprint Nextel & Clear
Technologies-NA Operator
4G banding planscontinue to evolve
Five main bandswith the possibilityof more…… .
Four main bands“Quad band”
EuropeNorth America
Global Frequency Allocations
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Technology Overview
� TDMA vs CDMA
� Size (number of components required by the technology)
� Cost (processing power & number of components)
� GSM small size allow for BGA form factor
GSM
GPRS/EDGECDMA/1xRTT UMTS/HSPA EVDO
Air Access
TechnologyTDMA CDMA CDMA CDMA
Channel Size 200 kHz 1.25 MHz 5 MHz 1.25 MHz
Real World
Bandwidth40 -80 kbps 100-120 kbps
200 kbps
- 1 Mbps
200 kbps
- 1 Mbps
Size of
Technologyx xx xx xx
Cost of
Technology$ $$ $$$ $$$
Technology Capabilities
�Each core access technologies has the ability to offer 3 main services: voice, SMS (text messaging) and IP data.
�Key technology differentiator is the data transfer speeds and coverage area.
�3G access technology like HSPA (GSM) or EVDO (CDMA) has a much higher bandwidth then 2G access technologies like GPRS (GSM) or 1xRTT (CDMA).
HEADLINESUB-HEADLINE
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Data Speeds(Real world)
10-14 kbps 20-100 kbps 200-400 kbps 500-1500 kbps 5+ Mb ps
2G
GSM/CDMA
2.5G
GPRS/1xRTT
3.0G
UMTS/EVDO
3.5G
HSPA/EVDO
4G (100MB)
LTE/WiMax
Data Speeds(Theoretical)
14 kbps 200 kbps 384kbps 7.2Mbps 100 Mbps
Data Rates
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GSM in North America
� GSM has 3 major carriers (operators) in North America
� AT&T (US)
� T-Mobile (US)
� Rogers (Canada)
� 2G GSM/GPRS has 4 main frequency bands (850/900/1800/1900)
� North America and most of South America uses 850 MHz and 1900 MHz
� Europe and most of rest of world uses 900 MHz and 1800 MHz
� 3G GSM (UMTS/HSPA) has 5 frequency bands (850/900/1700/1900/2100)
� North America 850, 1700, and 1900 MHz
� Europe and most of rest of world uses 900 & 2100 MHz
HEADLINESUB-HEADLINE
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CDMA in North America
�CDMA has 4 major carriers (operators) in North America
�Verizon (US)
�Sprint (US)
�Bell Mobility (Canada)
�Telus (Canada)
�CDMA has 2 main frequency bands (800/1900)
�CDMA is mainly a North America and APAC technology. CDMA is not prevalent in Europe
CDMA vs. GSM Differences• Incremental Development over GSM
• Common Module footprints from many OEMs
• Similar AT Command Set
• Similar behavior on network
• 30-60 days of development + Approval
• Shorter, Simpler Approvals Cycle = Faster time to market +
Lower Cost
• Typical CDMA Approvals = 4-8 weeks (vs. 8+ weeks on GSM)
• CDMA Cost: Approx. $15K (1xRTT) vs. $20K (GSM)
• Easier Device Deployment
• Over-the-Air Service Provisioning vs. SIM Programming
• Simple Device Log-on vs. APN
• No SIM = No Environmental or Vibration issues
• SMTP vs. SMPP Bind
• Technology ‘Shelf Life’ + Migration to LTE
• 7-10+ Years
CDMA drives time-to-market down and
makes deployment much more simple
Source: KORE Telematics
CDMA Differences (Cont.)
• IP/Data Optimized Network• Better in-building and rural coverage – Increased coverage
• Optimized data rounding (1KB/Month vs. 1KB/Session on
GSM)
• Greater session persistency/‘Always on’ – Preferred
operation w/ 24 hr idle timer (vs. 4 hr. Idle timer on GSM)
• Mobile IP with Permanent Roaming – Consistent IP
addressing + Fixed applications in roaming areas
• Enhanced cell tower hand-off – Fewer dropped sessions
• High Speed, Low Latency – Improved data performance
• CDMA alone drives Solution optimization
benefits…and deploying CDMA in addition to
GSM further drives:
• Increased Addressable Market• Ability to embrace End User Preferences
• Greater coverage options
Both fixed and mobile applications will benefit from CDMA IP/Data optimizationSource: KORE Telematics
Historically M2M=2G
• Coverage and service level consistency has
been more important than bandwidth
• 2G modules 1/3 the cost of 3G modules
• AT&T in particular is encouraging many of
their customers to use 3G for new M2M
projects
What Happened to EDGE?
• The recent rapid move towards 3G has
potentially dealt EDGE a fatal blow
• Performance/value ratio never served any
application well
3G Benefit to Carriers
• Better spectral efficiency
• Support high bandwidth applications
• Longer voice talk time
• Mapping of all services onto HSPA
• Faster call set up time/lower latency
• Smooth migration to LTE
Source: Nokia Siemens
AT&T Mobile Data Growth
Source: AT&T
Effective Rates
Source: ITU, Verizon, T-Mobile and Sprint
Carrier 3G/4G Strategies
• AT&T
• Continue with HSPA+ deployments; begin LTE deployment 2H 2011.
• Verizon
• Available in 38 markets and over 60 major airports, and will cover nationwide 3G footprint with 4G LTE by the end of 2013.
• T-Mobile
• 200M POPs of HSPA+ 21; moving to HSPA+ 42
• Sprint
• Using Clearwire’s WiMax network
What is the Impact on M2M Developers?
• Developers will need to make trade-offs in the
short term on connectivity choices
• 3G devices require more power
• 3G modules are bigger in size
• 3G modules are more expensive
What’s the status of the 2G network?
• T-Mobile: Has indicated it will be available
beyond 2020
• Verizon & Sprint: 1xRTT being used to support
voice in 3G
• AT&T: Has not formally announced plans, but
certain applications will require 3G, especially
consumer products
M2M Total Cost of Ownership
3G/4G Forecast
• Second generation 3G modules will drive
down costs in 2011
• 4G modules for M2M will become feasible in
2013
• 3G device costs won’t achieve parity with 2G
devices for a number of years
• There will be carriers that support 2G for a
long time to come
� LTE is considered a 4G technology with speeds beyond 100Mbit/s
� Verizon & AT&T are leading the way towards LTE
� Initial LTE focus will be on data-only devices like notebook computers. No initial plans for voice support over LTE
29
�It will take Verizon & AT&T next 5 years to roll out LTE into all markets to get comparable network coverage to 2G or 3G
�AT&T stills needs 2-3 more years to
complete roll out of their 3G HSPA
network
LTE
Embedded SIM
• Existing SIM cards have proven reliability
issues in harsh environments
• Solderable SIM package in early
adoption phase
• Must be acquired directly from carrier
• Recommend placement next to module
for flexibility
eSIM Update
• GSMA Embedded SIM Task Force is finalizing
requirements & use cases
• GSMA will work with ETSI to define a solution for
eSIM in late 2011/2012
• MULTI-IMSI: SIM configured for a set of 2-3 MNOs or
for a region, and activated only on the field
M2M VQFN8 SIM Chip
VQFN-8-1 Package
Extended Temp Range: -40 to +105°JESD22-B103 VVF (Vibration Variable Frequency)
JESD22-A101 THB (Temperature Humidity Bias)
MNO Certification
GE864-QUAD V2
GC864-QUAD V2• Telit endeavors to certify its product with major MNOs worldwide, especially on those having dedicated m2m areas. This effort is part of Telit’s commitment to quality
• The sample of MNOs here represents Telit’s engagement where module(s) have been certified or where Telit has performed voluntary field testing
NOTE: All logo marks depicted herein are property of their respective owners
Modules & Devices
Do I use a module?
• What is your expected annual volume?
• Is it over 3,000 units per year?
• What is your time to market?
• Do you have 12-18 months for a module design?
• What is the size of your budget?
• Do you have $200K+ for R&D?
• Do you have $25K+ for certification?
Alternatives to modules?
• Finished product
• Any certified end product
• Terminal/Plug in modem
• Ex. Janus Remote Communications
• Pre-certified Reference Design
• Ex. Device Solutions
Benefits of Pre-Certified Modules
Telit target market
GSM 864Q
Terminal
Customer Benefits
� Time to market
� Design risk
� Extensively tested on chosen network
� Less certification
� Reduced component obsolescence risk
� Manufacturing complexity
HEADLINESUB-HEADLINE
Keys to a Successful Application
Module
Manufacturer
Certification
Lab
Carrier /
Service
Provider
Integrator/
Customer
�Select your partners early and work closely with them
�Module manufacturer
�Carrier partner
�Test lab
�Understand the M2M complex value chain
�Understand your certification requirements
HEADLINESUB-HEADLINE
Design Challenges
�Design complexity – cellular is more complex than other wireless technologies, like WiFi and Bluetooth, technically and commercially.
�Hardware design – must include an antenna system that meets the minimum performance requirements
�Certification levels – industry, regulatory, and carrier
�Carrier contracts – monthly cellular charges
�Data requirements – what are the per month needs, what will the business plan allow
�Management – how to use the cellular network, how to setup a backend sever to manage the data and make business decisions
HEADLINESUB-HEADLINE
The Right Technology
� Consider more than just the technical difference between 2G and 3G
� Cost of the technology – a 3G module might cost 2-3 times more then a 3G module
� Bandwidth/ performance requirements – 3G will have higher bandwidth than 2G
� Cost to operation – cellular carriers may charge more for 3G monthly rate plans compared to 2G rate plans (you will use more data)
� What does you business case allow?
� Are you a low cost, low data volume application like a vehicle tracking application?
� Are you a high bandwidth high cost application that requires streaming video?
HEADLINESUB-HEADLINE
Certifications for M2M
�Certification is often under-estimated by first-time adaptors of cellular technology
�Two levels of certification: module level and end product
�Each technology has different certification requirements for the modules and end products.
�End application certification typically costs about $25,000
Worldwide Regulatory Approvals
GE864-QUAD V2
GC864-QUAD V2
Canada: CRTS, IC
United States of America:FCC, PTCRB
Mexico: NOM, COFETEL
Venezuela: CONATEL
Brazil: ANATEL
RSA: ICASA Australia + New Zealand:
A-Tick
China: SRRC
Korea: KCC, MIC
Taiwan: DGT
Europe General Standards:CGF, R&TTE, CE
Turkey: TK, CE
HEADLINESUB-HEADLINE
Typical M2M Block Diagram
Audio
Connections(optional)
MODULEPower Supply
or Battery
I/O’s
ADC
DAC(optional)
Antenna(s)
-GSM/CDMA
-GPS
ON/OFF
Circuit
Microcontroller(for core application
& to send DATA)
SIM Card
Holder(only for GSM)
Do I complete a design in-house?
• Have you designed with cellular before?
• Bluetooth, WiFi, ZigBee is not cellular….
• How much risk are you willing to take on?
• RF design – board layout
• Antenna
• Certification
• Is there an accelerated path to market?
• Telit Competence Center
Third Party Design Houses
• Experts in cellular modules designs
• Proven track record of getting through
certification
• Reduce risk
Define requirements
Research suppliers
Choose supplier
Evaluate suppliers
Select M2M service
provider/carrier
Complete initial HS/ SW
design
Complete pre-cert testing
Design review and build
prototypes
Complete PTCRB & FCC
certification
Complete network
certification
High volume manufacturing
Pre-production
Final HW/SW design
M2M Product Design Cycle
Importance of Antennas
• Top risk area and prevents many designs from ever getting to market
• Some carriers have antenna performance requirements
• Unlike other wireless technologies (WiFi, Bluetooth, ZigBee)
• Internal vs External
• Internal design typically requires custom design and customer must be ready to spend $50-100K+ for a custom internal antenna design
Importance of Pre-Test
• Provide feedback on design
• Is design certifiable or are changes required
• Can design move forward or is new strategy required
• Minor investment to “get answers to the test”
• Helps customer become comfortable with the required testing for a cellular design
• RSE – radiated spurious emissions
• OTA – over the air performance (antenna testing)
Certification (GSM vs CDMA)
• GSM – Industry based
certification
• Valid FCC ID
• PTCRB ($)
• Operator (no cost)
• CDMA – Operator
based certification
• Valid FCC ID
• Operator ($)
HEADLINESUB-HEADLINE
Working With Module Vendor
�Key questions like:
�Where will you deploy product?
�What carrier/operator will you use?
� Is an internal or external antenna required?
�Will there be any co-located transmitters?
�Will the device be used next to the human body?
�What type of power supply or battery will you use?
�Can provide free schematic and Gerber files design reviews.
�Help setup pre-certification testing strategy
�Who will be doing the design (in-house vs. outsourced)?
�How many units will I be building?
�What are my power and size requirements?
�What is my manufacturing BOM cost target?
�What is my time-to-market requirements?
�Will the device be used next to the human body?
�What carrier/operator will you use?
�What are my bandwidth requirements?
�What geographies will the application be deployed?
M2M Design Considerations
Platform Management Software
Solution ElementsComplete Solution For Wired and Wireless Applications
53
Satellite
Internet
Cellular
Axeda On-Demand Center
Corporate Systems
Web Services
Intelligent
Asset
Intelligent
Asset CommunicationCommunication
IT
Medical
Industrial
Container
HTTPS
HTTPS
GSM / GPRS / HSDPA
Orbcomm / Iridium
VPN
VPN
Wire
dW
irele
ss
M2M Application
Axeda
Platform
Message Queues
Elements of an M2M Solution80% of the Requirements are Shared Between Applications
Fixed Mobile RFIDSensor
Service ManagementService Management
Assets
M2M ApplicationM2M Application
SatelliteCellularNetwork Operators Internet
Device Provisioning / Usage BillingDevice Provisioning / Usage Billing
Edge Devices
Application UIApplication UI
Business AutomationBusiness Automation
Building M2M Applications with AxedaFocus on Your Application, Not the Plumbing
M2M ApplicationM2M Application
Application UIApplication UI
Business AutomationBusiness Automation
System OperationSystem Operation
Asset ManagementAsset Management
Asset to Device AssociationAsset to Device Association
Network and Device Neutral ConnectivityNetwork and Device Neutral Connectivity
Flexible Asset Modeling Flexible Asset Modeling
Business LogicBusiness Logic
Condition Monitoring
Condition Monitoring
Location Based Services
Location Based Services
Content Management
Content Management
Enterprise M2M ApplicationsEnterprise M2M Applications
Adobe Flex / Microsoft Silverlight Development ToolsAdobe Flex / Microsoft Silverlight Development Tools
Business
Systems
Business
Systems
Application HostingApplication Hosting
Verisign Validated SecurityVerisign Validated Security
Alarm Management Alarm Management
Without Axeda With Axeda
M2M Solution StackEnd-to-End Solution for Building M2M Applications
Fixed Mobile RFIDSensor
Service ManagementService Management
Assets
Axeda PlatformAxeda Platform
Cellular
Device Provisioning / Usage BillingDevice Provisioning / Usage Billing
Edge Devices
System OperationSystem Operation
Enterprise M2M ApplicationsEnterprise M2M Applications
Adobe Flex / Microsoft Silverlight Development ToolsAdobe Flex / Microsoft Silverlight Development Tools
Business
Systems
Business
Systems
Asset ManagementAsset Management
Edge Device Partners
Partner or
Customer or Partner Built
Internet Satellite
M2M Asset LifecycleAxeda Platform Manages Complexity Reduces Time to Market
WirelessEnable Asset
WirelessEnable Asset
Build User Interface
Build User Interface
Certify Device on Network
Certify Device on Network
ProvisionDevice on Network
ProvisionDevice on Network
Associate Device with
Asset
Associate Device with
Asset
Register Asset
Register Asset
Operate Asset
Operate Asset
Update Device /
Asset
Update Device /
Asset
Associate New Device with Asset
Associate New Device with Asset
AxedaAxeda
PartnersPartners
• Built-in or external
• Radios• Sensors
• Select Data to Publish
• Use Flex or Silverlight to Design UI
• Carrier certification required if built-in hardware
• Establish network connection
• Define owner• Assign service
level
• Drive business processes
• Collect data• Notify on
exception
• Update software, rules, content
• Replace damaged device
• New technology
• Model asset separate from device
Billing and Usage
Billing and Usage
• Bill customer for data usage
HEADLINESUB-HEADLINE
Conclusion
�Most utility applications can utilize a pre-approved terminal solution
�Select the right technology for the application
�Understand trade-offs between technologies
�Select partners that have certified and reliable products
�Experience in the M2M space
�Define the required application features
