Our client is a global provider of manufacturing and processing
equipment to companies in the food and beverage, chemicals and
industrial sectors. They were developing an IoT remote monitoring
strategy, a process which we were called in to support.

Our client asked:

Our brief was to support and challenge our client’s strategy work and to develop a proof
of value that would demonstrate to senior management the benefits they could expect.

Many of the company’s ~20 product lines are leaders in their field, but our client was
not an early adopter of IoT and was facing growing competition from larger players
who were promoting remote monitoring and preventative maintenance services.

Senior management had given the R&D team responsibility for developing an IoT
strategy and technology roadmap.

The project story:

Our primary aim was to understand how IoT could best create value for customers –
improving machine uptime or optimising performance, for example.

We used this analysis to develop high-level value propositions, which we prioritized
by assessing market potential, competitive landscape, strategic importance to client
and ease of execution.

In parallel, our technology team developed a high-level technology architecture and
roadmap – backed up by a proof of value to demonstrate how propositions would
work in practice.

Results: deliverables and outcomes

Our client had strong strategic and commercial expertise but was new to the world
of remote monitoring and IoT.

Our role was to help them navigate this space, creating a clear strategy and
roadmap around which multiple stakeholders could align.

Our technical expertise – and IoT experience – ensured the client had confidence
in our proposed plans, again enabling the organisation to align behind a single
coherent technology vision.

This work provided a first step in a longer journey and we continue to provide technology
support. The long-term goal is for the client to take full ownership of the process.