Adam Michelson VP Professional Services adam michelsonxively com

Adam Michelson VP Professional Services adam. michelson@xively. com The Fast-Track to Io. T Log. Me. In is a supporter of The Grand Prix of Boston

Creating a Minimally Viable Product in a Confusing Io. T World Analysts and solution providers are all-in with Io. T. But they are not the ones spending the money. Enterprises are not fully convinced. The question we get from large organizations is: “How do we test the power of Io. T while proving ROI in an efficient (i. e. inexpensive) way? ” The goal is to include business stakeholders in the Io. T conversation to better understand the realistic value of Io. T, and create a roadmap to measure business value. © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 2

• We create solutions that provide Communication and Management across massively distributed systems and people • We specialize in platforms that are Reliable, Fast and most importantly, Secure • Connected over 400 M devices and 30 M unique connections a day © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 3

Underwear Gnomes Business Model Io. T Enable Devices ? Profit © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 4

But the Io. T Journey has begun Image of rapidly adoption of technology © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 5

But the Io. T Journey has begun © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 6

Accelerating Adoption Social networks (5) 2008 © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 7

Still in Early Stages

Phases of Io. T Age of Io. T Management Age of Io. T Exploration Number of connected Devices & People Salesforce Io. T Cloud Nest Acquired Nest Launched 2011 2012 2013 2014 Amazon Io. T AWS 2015 ? ?

What we hear from Enterprises “Io. T is happening, but it is still early days “I want to test and learn and invest where it makes sense “I want to be a leader in my industry, but not bleeding edge © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 10

A Rational Approach to Io. T © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 11

Choose Your Io. T It is difficult for business users to participate in this environment Cloudy Clutter © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 12

What is Xively? Xively accelerates bringing Io. T connected products to market Xi Xi Connected Product Management Modeling Management - Device Blueprints - User Types - Organizations - Provisioning - Monitoring - Insights Existing Business Systems Connectivity • MQTT Messaging - Performance - Security - Reliability • Time Series © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 13

Lean Internet of Things Discovery Minimally Viable Product Measure Iterate Market Fit Crush It Business Process Alignment © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 14

A Path to MVP Phase III Applications & User Interfaces End User: Viewer 1. Gain alignment across Business and Technical Stakeholders End User: Owner Configure profile (name, phone, email, password) HB/LE Pair with a device (wifi credentials, unique identifier code) HB/LE Capture date of install, firmware version, manufacturer MB/LE Choose device View alert HB/ME Configure device (name, home, zone, room) HB/LE Add scenes to home HB/ME Manage Homes - home name, address, zones, rooms HB/ME FAQ MB/ME Disable Device Remove Sub-viewers HB/ME Test Device Diagnostics MB/ME Device status HB/ME Submit ticket LB/LE / Contact Us Process MB/LE Configure viewers (associate/unassocia ted to home) MB/HE MB/LE LB/HE / Business Logic & Integrations 2. Prioritize Benefit vs. Effort Account Management Configure user profile Configure device settings HB/ME Pre-select opt-in alerts based on geocode or zip code MB/ME Send username reminder email Configure alerts and set default vs. opt-in HB/ME Send password reset Email notification for email adding viewer HB/ME Sync with existing account LB/LE MB/HE HB/ME Localization & Internationalization SSO Viewer association MB/HE MB/ME LB/ME / 3. What is the least you can do to measure Market Fit? Provisioning Transmission Xively credentials & unique code burned into firmware at manufacturing HB/LE Devices, Sensors & Actuators Disassociate device Deprovision if no Association match on factory reset or on communication in X when user pairs removal from user years/months account HB/ME ME/ME Reset to factory Battery Life Wifi Setup HB/LE Alerts Device test results HB/ME / HB/ME / / © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 15

Make hard decisions $ Make things as simple as possible (but no simpler) - Albert Einstein $$ Minimally Viable Product Only do what is needed to validate market fit $$$$ e. Comm CRM Analytics Finance ERP After you have customer validation, then build the rest Complete Solution © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 16

A Path to MVP Minimize Internal Technical Prototypes and Proof of Concepts Get things into customer’s hands © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 17

Case Study: Symmons Industries © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 18

MVP: Business Case Preventative Maintenance Better Guest Experience Reduced Water Usage Rouge Shower Usage Patterns (Big Data) Identify Truly Key KPIs vs. ‘Halo’ KPIs Enhanced Brand © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 19

MVP: Technology © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 20

MVP: Users C Users B 2 -3 Months Implementation MVP App A Facet D 3 -6 Month Iterations for Market Fit App C Users A Users B App A App B Facet A Facet B Users C Users D App C App D Facet C Facet D © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 21

Are you Ready to MVP? ✓ Do you have executive buy in? ✓ Do you have business buy in? ✓ Is the ROI in feature enablement, service enablement, replenishment or operational savings? ✓ How will this new product impact people process and tools? © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 22

Crush It The phase after MVP is Crush It, the most fun phase of all KPIs Scale Run © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 23

Underwear Gnomes Business Model Io. T Enable Devices Find Market Fit via MVP Profit © 2015, Log. Me. In, Inc. | CONFIDENTIAL – FOR INTERNAL USE ONLY 24

Adam Michelson VP Professional Services adam. michelson@xively. com Thank You