1. Beyond the Hype:
How to Avoid Common IoT
Monetization Mistakes
September 2016
© 2016 Transverse LLC - Confidential & Proprietary

2. © 2016 Transverse LLC - Confidential & Proprietary
• Allison Dancy, goTransverse, Moderator
• Recording today’s conversation
• Participants are in listen-only mode
• Submit questions via Chat (bottom
panel)
• All attendees will receive Mr. Kaplan’s
latest white paper: How to Avoid the
Most Common IoT Monetization
Mistakes to Maximize Today’s Real
Market Opportunities
Few Housekeeping Items

3. © 2016 Transverse LLC - Confidential & Proprietary
Jeffery Kaplan, Managing Director, THINKstrategies
Jeff Kaplan is an award-winning strategist with 30 years of experience in the high tech market. His firm focused
entirely on the business implications of the transition of the technology industry from a product-centric to services-
driven solution model, including Software-as-a-Service (SaaS), Cloud Computing and Managed Services, and how
organizations can leverage these trends to capitalize on Big Data and the Internet of Things (IoT).
Michael Beamer, President, goTransverse
Michael Beamer is a 24-year technology and business leader with unique experience helping companies maximize
the business impact of technology. He’s been instrumental in the growth and success of companies ranging from
pre-revenue startups to companies that top the Fortune 500. In his current role as President of goTransverse, he is
helping the company emerge as the top IoT monetization solution provider, leading industry discussions with other
IoT execs and analysts to drive the future of IoT monetization.
Today’s Speakers

4. © 2016 Transverse LLC - Confidential & Proprietary
• Most common IoT mistakes
• Strategies and tactics to successfully
monetize IoT initiatives
• Agile monetization platforms and IoT
• Real-world success stories of IoT
monetization
Today’s Topics: IoT Monetization

5. © 2016 Transverse LLC - Confidential & Proprietary
IoT Market Predictions
Growth in the
Internet of Things
The number of connected
devices will exceed 50
billion by 2020
Source:Cisco

6. © 2016 Transverse LLC - Confidential & Proprietary
Perceived Challenges & Benefits
Enterprise
Technologies
Internet of Things/M2M
benefits & challenges

7. © 2016 Transverse LLC - Confidential & Proprietary
• Only Delivering Connected Products Rather Than
Value-Added Services
• Lack of Unified Corporate Vision About IoT
Objectives
• Taking a Monolith Approach to IoT Monetization
• Failing to Capture & Properly Utilize IoT Activity Data
• Under Estimating Monetization Systems
Requirements
The Most Common IoT Monetization Mistakes

8. © 2016 Transverse LLC - Confidential & Proprietary
• Set Realistic IoT Objectives
• Recognize the Multi-Dimensional
Nature of the IoT Opportunity
• Take a Data Centric Approach to IoT
Monetization
• Implement an Agile Monetization
Engine
Making the Right Moves

9. © 2016 Transverse LLC - Confidential & Proprietary
By configuring TRACT within their
technology stack, monetization
flexibility, revenue recognition
complexity and price book
personalization for the international
dealer network were no longer issues.
Smart Home

10. © 2016 Transverse LLC - Confidential & Proprietary
Being able to move quickly to a
usage-based billing model and
to configure product and offering
packages without the need for
time-consuming and expensive
custom implementation services
was a key concern for the
market-focused product team
High Tech

11. © 2016 Transverse LLC - Confidential & Proprietary
The ability to not only track Service Identifiers
(SIDs) to specific vehicles but to also support
changes in devices, fleets, and subsequent
usage was essential to accurate tracking.
Additionally, the tracking and usage data
needed to be correlated back to the
associated operators for billing on a
specifically configured cadence all while
avoiding product catalog proliferation.
Telematics

12. © 2016 Transverse LLC - Confidential & Proprietary
• The IoT is creating a widening array of new
business opportunities for companies across
nearly every industry
• Businesses must fundamentally rethink how they
package their solutions
• New agile monetization platforms are needed that
can more easily administer the increasingly
dynamic packaging and pricing alternatives that
customers desire
Summary

13. © 2016 Transverse LLC - Confidential & Proprietary
Please use the Chat function on the goToWebinar
(Bottom of Panel)
Q & A

14. © 2016 Transverse LLC - Confidential & Proprietary
Thank You
Jeffrey Kaplan | THINKstrategies
jkaplan@thinkstrategies.com
www.thinkstrategies.com
Michael Beamer | goTransverse
mbeamer@gotransverse.com
www.gotransverse.com
• Complimentary copy of the slides
from today’s webinar
• Complimentary copy of the
THINKstrategies white paper
• Link to the recording on the
webinar
• Come see goTransverse at
Dreamforce 2016 booth #2225