Everyone and welcome to the destination Lorawan webcast series hosted by the Laura Alliance. We are going to go ahead and get started in just a few moments here. It looks like we still have some attendees connecting, so we will begin more momentarily with a short introduction. Alrighty, how everyone we're gonna go ahead and get started now. Thank you again for joining today's destination Lorawan webcast. We will be talking about best practices for scaling Lorawan solutions and have a great panel discussion in store for you today. Now before we get started, there are a few housekeeping notes to share with you at the bottom of your screen you will see a bar of application engagement tools to help guide your experience. You can also move around and resize the different tools on the screen as you need. If you do notice the slides or the video is behind pressing F5 on your computer will refresh your screen and help catch you up. Most importantly, you can see the Q&A box below the presentation screen we are going to have a live Q&A session at the end of today's webcast, so please be submitting your questions in that box throughout the webcast for the panelists. Lastly, an Ondemand version of this webcast will be available within 48 hours. You will also notice a resources list on your screen. Here you can find more information about the Laura Alliance and the many benefits of being a member. A special thank you to one of our Laura Alliance members Machine QA Comcast Company, for being today's webcast sponsor and also the destination Lorwyn series gold sponsor Machine Q really helped drive and lead today's webcast and pulled together a great panel for you. So it's my pleasure to now hand it over to today's moderator. Jumpers owski go ahead and take it away. John, thank you very much folks Megan, the alliance we were honored to be here with this esteemed panel we cannot. We cannot thank you enough for this opportunity to kind of share, you know, a very important story for scale and performance. As far as bringing the realities of Io T to our ecosystem, I like to take a brief moment to introduce our distinguished panel here. John Horne, President and chief strategy officer. Core connect. Followed by Michael Putterman, head of product and operations for Machine QA Comcast company. And Tom Patton, principle program manager from Microsoft Azure IoT. Cannot thank these folks enough for their willingness, time and energy spent to kind of tell their stories from 3 very different perspectives. As far as kind of making the dreams of IoT a reality. With that, we'll go ahead and and dive right in with Mr. John Horne. John, would you mind kind of give us a little background around your Storycorps connect and that kind of the value that you're bringing to your customers? You know using the power BI T? Thanks John, I appreciate it and I appreciate you asking me to be part of this panel. We're excited to work with Machine Q and everything that we're doing together with Laurel Wan Technologies so that Core Connect does is where hardware company. But were you very unique in the way we do things? We do things in such a way that we can get to scale very quickly. Get it right the first time and we make everything in the US. So one of the things the advantages that we have is by doing everything on shore. We have the ability to control the entire process. Those are big benefits to us when we scale, we scale quickly and we're working very closely with machine Q on very large deployments using Lorawan and we're excited about how that's going because the success that we've had in in these deployments shows that the scale is really possible. Instead of adding dozens of devices or hundreds of devices, we start under a. Adding hundreds of thousands and millions of devices, and really you start to see the full benefit of IoT in the marketplace. But we're excited to be part of this and I'll turn it back to you, John, John, thank you so much. I'd like to turn over next to Michael Parliament from CQ. Michael yeah as as a very close partner with Core Connect and and many others in our ecosystem could you, would you mind elaborating on, you know from your perspective you know the kind of value kind of the core principles that machine Q orients around. Feeling that success that John was just describing or sword or get into it. Just wanted to thank you, John for moderating the panel and the Lions and and my Co panel members John and Tom. For for spending time today to go through. This really is an exciting story and I'm very proud to be here today to to tell it. Machine cue from our very beginning. Our mission is really to help. Solution providers like Core Connect an enterprises who are looking to deploy IoT solutions. Our mission is to help do that in a simple, easy way as everybody knows and we'll get into this more detail. IoT can be very, very hard. There's a lot of different components, a lot of different players, a lot of different companies and partners out there, and what we've tried to do is make especially the network aspect of deploying Lorawan solutions at scale really easy. We have an integrated. Network management platform that companies and customers like or connect use on a daily basis to deploy. Thousands, hundreds of thousands and millions of devices and we have invested lots of time and resources to make that a best in class platform. And again, we're really excited here to be here today to talk about that. Michael, thank you so much. Last not least, Mr. Tom Patton Tom as we hope the kind of the audience and ecosystem sees here very symbiotic relationship. It goes beyond that. In fact, you know a partnership. You know three legs to this stool here, each providing you an enormous manageability and kind of the foundations for success. Tom, as you know, and as you know, maybe the audience doesn't, does not know. She Q you have powered by the power of of Microsoft Azure, you know, the entirety of our platform. Really has has has been built on. You know, many of the key innovations that that Microsoft from the table. Everything from infrastructure. Diotti Tom you would you would you be so kind to kind of share with us some of your insights as far as you know that relationship has been not only with us but with kind of the broader ecosystem. Sir John, thanks everyone for spending the time with us today. Appreciate the opportunity to talk to you and to work with my fellow panelists today. And yeah, John, you're right. It's been a great journey with the machine Q team over the last few years trying to simplify the promise that IoT has to help organizations on their digital transformation journey. And if you kind of see where that's gone, I mean Microsoft's making big investments over the past three or four years. Specifically, we committed a couple years ago to a. $5 billion investment plan over four years where we're about midway through that and the journey that we see this industry taking is really from. As you can see at the bottom of the slide, there really moving from connected assets. So kind of 1 off elements over to connected environments and connected ecosystems, and Lorawan is a key component for us in partners like machine Q and Core Connect. Our key partners to help us realize for our customers that vision around connected ecosystems. Because really to get out there into the real world out to where things need to be sensed and actuated out in the real world, we need technologies like lower land to provide that signal to get that into our cloud where we can really help companies and organizations through our network of partners and capabilities from machine learning to digital Twins on their digital transformation journey. So really excited to be here today and it's been great working with these partners over the last few years. Tom, thank you so much. Books, So what we'd like to do now is bring this back to kind of broad discussion amongst all the panelists here, you know that are with us today. Working from, you know, basically our view from left to right, the the you know the flow, kind of the kind of the journey here you know. As far as IoT is concerned. So what we'll do here is will lead off with the question John, if you don't mind, I'll kind of initially direct this at you, but I will expect it with Michael and Tom will have, you know. Very unique perspective from others as well so. John, I you're not. You're not too kind of site. Back to something that we've heard you say before, but I think I remember you know something from you in the past. You know hardware doesn't need to be hard, but but nonetheless John, you know, build building IIT solutions that add value that solve real problems. And of course you know generate revenue. You know it's it's not easy. Something easy journey. So to kick this discussion of John, you know from your point of view what what, from your perspective is so hard about this journey, can you kind of elaborate further on kind of your journey as it is stood today and? And help us get this conversation started Sir John. And if you look at this chart, you've got all the steps in the process and we've got all the steps and the players on this call today, so it's exciting to be working together to achieve these goals of what we've done in delivering many, many devices out there. So let me let me start with just talking a little bit about the device process. I've been focused on IO T for 20 years and throughout the course of this time the single biggest point of failure that I have seen is that at the hardware level you have a lot of companies that have the ability to design but don't design for manufacture, so these companies will do. Pilots with five devices and then they go to make them and they can't scale. They did not design so they can manufacture it easily efficiently. What they do is we do it efficiently so that we can get to those scales of hundreds of thousands and millions of devices. And we believe that things should be simple. You don't have an Internet of Things without the things that you've got to make that part easy. It can't be a roadblock because all it is is a means to the end. What you want is the solution in the information at the back end, but you have to have the things in the connectivity of the lower wind provides to get there, so we're excited to be part of this process. And as I said before, we're excited to work with Machine Q on this process as well. John, if you don't mind like to pull on a brief thread there, anything unexpected from your point of view, right? So you know your your your vet here. You understand, kind of the kind of pitfalls, anything, anything that you found that was like wow like even for even for. Even for John Horn that was like interesting where we've been. And you know one or two observations. If you don't mind, well, I I guess my I've spent my entire career trying to make things easier in this space. Years ago when I was a T-Mobile, would see would say aren't you worried you're just going to be a dumb pipe and I'm like you gotta put a lot of work into this to be a dumb Pike. You gotta put a lot of work into the hardware to be able to have it simple. You have to put a lot of work in what you do on the front end at machine queue so that we can make it really easy to go deploy Lorawan. One of my most shocking things and this is how easy machine Q has made this with the gateways. We have literally had. Pilots where we walked in with our gateway, we showed it to the people, plugged it in, handed him some devices and said go walk around your network is running and they look at us like we're crazy right now. That's it, we're done and we have literally had pilots that have lasted just for a few minutes, not days, weeks or months because people are shocked with how easy it is. So that was that was a big one for me. It was. It was exciting to see that and to see the success that comes. From truly making things simple. John, thank you. Tom, if you don't mind question for you so you know Microsoft IoT 2nd signal support you know to table stakes for. For you know many people, many customers you know looking to begin or evolve their you know their IoT journey and how they're kind of using the same to kind of solve real operational problems right there. Yeah, effectively pulling their digital transformation. Tom any any insights on that you would like to be able to share? Punctuate from that from that signals. Port and of course you know any other any other context that you believe it would be useful to this audience. As far as understanding Microsoft's involvement. Sure, yeah. First thing I would encourage everyone to take a look at the IO T signals report that Microsoft have commissioned. It's kind of an in depth view of over 3000 business decision makers and their opinions and an understanding of the challenges in getting to the end game right? Because as was mentioned before, may be easy to get one device two devices, sort of wired up and doing something. But getting this to the scale is really hard. And if you look at the top takeaways from the signals report, and again there's. There's interesting information in there, not just generic to IoT, but also some very valuable industry specific information about the challenges that our customers and enterprises in general have faced along the way. So, so take a look at it, but the thing that rings true through the entire report and the top finding is that the challenge to getting to scale. The challenge defining success is a lack of talent and engineering capabilities out there to make it work. If you're really the the taking, the approach of putting the pieces and parts together. So you've got firmware developers, hardware manufacturers, ISPs, Ecys, cloud developers. Bringing this all together is a real challenge, and so our approach at Microsoft has been number one for those things that everyone needs in their IoT projects, try to democratize and make those preset, and then #2 is to work with strong partners in our ecosystem and we're working with a variety of partners. You know across connectivity modalities across. Industry domains to pre build components and make it work. The key thing to scale is if you're. Spending your project at the beginning. Trying to put these pieces together, working on plumbing rather than working on your application layer, it's likely that you run out of Steam before you start realizing that business benefit, and that's why we're working with lots of companies around the world, you know, and it's been great to see what we've done with machine Q to take that plumbing and just make it available to people. So, like John mentioned, those prototypes can happen quickly, so I think that the key learning here is lots of players involved. Lot of complexity, and the more that we can have pre baked solutions. And let people unleash their talents in the application layer with with tools. The closer you can get to scaling these kinds of projects. Thank you so much. So there's one word that that I can help with that here we go as I kind of unpack, kind of your comments it integrated right? Yeah, I hear integration. You know, you know the need for things to be integrated so you know Michael from your perspective, if you could share your your views here as far as you know this journey, you know if you have any comments around integration and how you know how that's kind of helped us streamline and simplify, that would be great. Not sure I think to start just to reiterate the point that I made. One of the biggest reasons we see projects fail is because customers are trying to. Together disparate elements of the of the IO T solution value chain as you see depicted on this slide here. It's very, very challenging, and that's probably an understatement too. Figure out what device you need to what device is best suited for your particular application. Make sure that firmwares optimized not only for the application you want, but also for scale that can accommodate things like firmware over the air updates. Make sure you have the right level of security implemented. You have to do with the network piece to get the data back back to a cloud. Once you're have that data in the cloud, how do you? How do you use that data to make it viable for your business? And to do all those things as we just mentioned, very challenging. When customers realize that an rely on partners have expertise in this, in this particular domain or in a series of domains, I think it makes their projects successful, and this coalescence of Core Connect machine Azure is a perfect example of that where we have world class, hardware and firmware development piece with fully integrated network platform that allows that data seamlessly travel wirelessly via Lorawan and then. Villa. Sorry long only restate that allows the data to travel wirelessly via Lorawan and then a cloud to cloud integration between me machine Q and customers application really allows for it. Simple solution that not only worked in a pilot here but worked at scale. We're talking about hundreds of locations 100 thousands of devices. Michael, thank you scale so so as if as if we were. I was reading your mind when you ring mine so you know. Scale is critical, right? I mean everybody in every at anybody who is in the space. You know today what? Regardless of the size, your deployments, you know the goal is scale. To be able to deliver and operated scale, not just for any single customer with multiple customers. I'm sure you know TomTom would agree. You know John, you Michael as well. You know, scale scales not free. Sometimes. Scale is unfortunately an afterthought. One of the things that that you know I think Tom, but I'll kind of turn this over to you to kind of get started here is, you know, given Azure's you know Microsoft's long standing history in this space. You know if you look at the the kind of the vintage and and just to kind of the history of data that you'll find that things like that signal support you know. Microsoft probably daily basis is is interacting with with folks at every. Every aspect of their journey when it comes to IoT, you know, start up small companies early stage all the way through to to folks who've kind of you know, shot through and then now kind of our operating scale. Any insights there Tom, as far as what you know from your seats. Some critical considerations that folks should have top of mind as far as looking ahead to scale. Even if you're starting off small here now today. Yeah, you know, it's interesting. I think when we talk about scale like a lot of times, we're we're having engineering conversations. We're talking about peak loads and trying to to manage for those peak loads. I'd like to bring a different angle in because another important part of finding success at scale is is the economic. Of your solution and the cost model that you're going on. So lots of times you know something may be very hard to achieve profitability or return on your investment until you're at scale. So finding systems that allow you to kind of smoothly ramp up right so that, like as you have 10s or hundreds of devices that you're able to have a return on investment, that's you know similar. Maybe not as efficient as when you have 10s of thousands, hundreds of thousands, millions of devices. And that's why we've tried to have partnerships and offerings like our IoT Central offering, or like the machine Q offering where that cost model is predictable and scalable. So I think it's great to talk about peak loads and understand how to scale out your architecture in the cloud and many other things that I'm sure other panelists will comment about. But I think it's really important at the outset of projects to think about that cost model and how you can start returning a positive ROI early in your project. Otherwise, you'll never make it to scale in the long run. If you're not able to show value early in the project. Thank you Tom. John Horn on the frontlines talking to the customers. You know your team is facilitating you know, obviously, in cooperation with others, but but really kind of, you know, having the rubber meet the road perspectives on scale. If you don't mind, and you know honestly, you know, even even if you have a story that you could point back to from kind of the early early days when you know things are just getting that the party was just getting started you like or connect. I thought you were going to say as the party was getting started back in the ancient days of Io T&M before that so. I have been around awhile, I've seen a lot and I appreciated Tom's comments on the basically scale and ROI and cost, because really that is the key foundation in the early days of this industry. You had things like fleets and other solutions that were easy to get an ROI. But the challenge that's going to get us to billions of devices and trillion devices down the road and all these things connected is really the ROI aspect of it. And that's where Lora Wan comes in and becomes a critical piece. You got the three legged stool of which you mentioned already. You've got hardware, software and connectivity. Each one of those has a cost, an as those can come down, then great things can happen and you can get into all sorts of areas that. We could never penetrate before because it was just too expensive, and so we're seeing here what we do on our side. On the manufacturing side. Like I said, we make everything in the US right right here in Arizona. I'm I'm in Arizona right now and we're able to do that competitive with offshore. By the way. We design the product for manufacturing. So if we can design the product so we can be made quickly, easily and efficiently, then you get your costs down. You can make it here and you can get it out to market at a price point that's super competitive. So what we have seen using Lorawan with the savings that come from not having large monthly recurring costs for cellular or satellite or other solutions, what we're seeing is ROI numbers that are absolutely incredible. We have built products with a 10 year lifecycle. They have ROI of four months. So 120 month lifecycle and it pays for itself completely in four months. That's ROI. So I were excited to see what happens when you bring all these different parts together and do it in a very efficient way. John, that's staggering. Four months is unbelievable. I mean, I think I think if there's one thing that I think is important for this audience in this ecosystem, here is that. That's that's needle moving, right? Thank you for that, Michael Butterman. You know, scaling a platform certainly has no shortage of challenges. You certainly have comments, reviews from from John here and as well as Tom, your perspective is on on scaling a platform. And many of the new ones that you hear from your fellow panelists. Sure, I think I'll focus because I think with both Tom and John really did well with the message on our ROI and business case, I'll focus sort of on some of the implementation challenges that we face that customers face when we're really trying to scale, and some of the things that you might want to look out for. We find out more than anything what. Precludes successfully scaling is a lack of planning an elective, a lack of testing really? And so if I start with the former, when you're in a pilot mode, and let's say you have 100 devices, Dolphin devices, maybe you're working in a few sites, it's really easy to make sacrifices to get that PEO sear that pilot done. You can build a work around that. Let's say it takes an extra minute or an extra 30 seconds. You know per device, either adding or per location that you're adding. Well when you go from 100 device to 200,000 devices. An extra minute equates to. Three 3000 hours plus of work which the average person works 2000 hours a year. You know, just added a full year of someone's time to accommodate that. Work around that you thought made sense for your pre scale deployments. So as you're going through, you know from a pilot or again a pre scale situation to post, they really have to make sure that you're going to have these situations where you have work arounds. But you have to think of a way to knock as many of those out as possible because. When you get to that point, when the customer says alright, let's go with the pedal to the metal. It's you're going to blow out the ROI or. The implementation will become too complex to actually be implementable, and so I think that's something that we've certainly found, and those things can range anything from provisioning device to putting physical label on a device or or a number of behaviors or actions that you take during the real world. Deployment of a solution. And then the second piece of that is what I referenced earlier on Indian testing. We think it's really critical that you test the exact. For Indian implementation that you will be deploying, we've seen often times that you will test the exact network and cloud implementation and right hardware. But a different firmware version. And when you get to full scale, there's updated firmware version and it it throws a wrench in the entire entire deployment. So I think planning making sure you give yourself enough time as a customer or as an implementer to really make sure you have all those those final versions of each component of the stack done. We find it is really important to make sure you plan properly and result in a successful scale deployment. Michael, thank you. On the topic of scale moving on, yeah, and I think to to a topic that I believe will resonate. Resonate deeply with the the law reliance as it pertains to win. Yeah, I think everybody on this call sorry on this panel has had their share of debates and discussions around. You know different. You know wireless technology. One of the things that I think would be important for this ecosystem for this audience to hear is you know stories from you know. From the from the. From the field where success has been realized, yeah, at the hands of of lorwyn, right? So one of the things and I think John. If you don't mind, I'll start off with you on this one. You know you know when, when when we often have these conversations around like you know where wanan as it pertains to other other kind of wireless technologies. We absolutely believe that there's a complementary nature to all of them, right? Everything doesn't really need to be a competition, right? I mean there there is a world where. Where you know many things can coexist. You know it's just solving solving different problems with different tools. Lower weight. In particular John, if you if you look at how you know you know you know you've adopted it. Could you elaborate? Yeah, would you mind sharing your thought process process around your considerations around when the things that you've seen in the field as far as the you know the almost a TCO around how efficient Lorawan is from both a power perspective distance range, we'd love to get your perspective, you know, pragmatically speaking, on how, how? That's fueled benefit and ultimately power for you. As far as solving your customers problems. Yeah, it's it's. It's really exciting when you look at this in what Lorawan brings to the table where we are connectivity agnostic. OK, we want the best connectivity for the solution that accomplishes the goal of the end user customer, right? So there's places where satellites best cellular, Cat M1, Laura Bluetooth. There's room for everything. However, Lorawan has a unique vantage on the ROI. Total cost of ownership part of that because you're dramatically reducing that monthly operational cost, and when you have product lifecycles like we have those really add up as Miles mentioned about just adding a few seconds here, there are a few minutes here there. What does that end up being? It means a lot, right? So it's the same thing when you're deploying hundreds of thousands and millions of. He's a few cents a dollar, whatever a month per device is a massive massive difference, so it's really, really important that people pick the right technology to meet their needs. An Lorawan is great in the environments where we use it, and we have that we have solutions that use four or five different connectivity technologies. All is part of it, but where we do a lot in the automotive space and asset tracking so and so forth. We we we love Lorawan because the power management is fantastic. Like I said we can get 10 years out of a device. The coverage is fantastic. We've seen 70 miles of coverage which blew me away. It was it was exciting to see because everybody talks about all. It doesn't go very far. No actually it wasn't for the curvature of the earth. It goes forever. So we've seen we've seen great great success with it. And so from a power shot side. To a coverage side to accost side Lorawan's is a definite winner. Thank you, I can't help, but they ask Michael yeah any any additional thoughts that that that you'd like to offer here on that? I mean, I think I think John queued up nicely, but I think there's a. Or perhaps you've got some very specific views on kind of the scalability of lorwyn as a as a wireless. Networking. Media. Sure, of course I like to think about it and we have mission Q like to think about Laura and sort of two different along two different dimensions. Number one is you have the technology technological attributes of the text of the wireless connectivity standard you have. It's amazing propagation as John just mentioned. You have the fact that it's very low cost to deploy. You have the fact that you can accommodate 10s of thousands of devices for a single gateway. All these things really make the technology very powerful, and even perhaps in a lot of the use cases that I've talked about, and that we're talking about here today without their asset tracking, SRL sore, but we find that even indoors the technologies may be even more impressive because you have the ability to cover the entire entire warehouse or entire residential or commercial property for a very, very cost disruptive price point. So for all those reasons. The technology is great, but I think one thing that often gets overshadowed is actually the business model that's associated with the technology. Many network standards don't allow customers to own the network, let's say or to decide how they want to interact with it. In the lower world, you can interact in either a public network setting or private network setting, and I think that flexibility. Really appeals to customers who you know and potentially another in other connectivity standards. They might only have one choice or the other. So I think for both of those reasons we really see a technology being adopted more rapidly than ever before. Here in United States. Text, Michael Tom. Briefly from from your perspective, you know, I mean, as you can, as you know, as we've all discussed here throughout our journey together, you know, lots of lots of great work here being done as part of the Alliance Lorawan is, you know, top of mind here. Love to get your perspective on kind of compare and contrast. You know what we're seeing from you? Know, from from Azure's IoT lens around kind of differences as far as immediate concern, you know effectively com. Yes, some commentary around kind of the right. The right hammer for the right now if you don't mind. We had John. Certainly we see the right tool for the right component of your solution as a as an important consideration here. I mean, if you look at some of the places where Laurel and technology plays really well in some of the customer journeys that we've been on, say quick serve restaurants or monitoring campuses or commercial building environments or even retail settings, those sensors being able to optimize their battery and only maintain them you know only be able to service them. 10 years instead of every four years or something like this is a huge operational cost savings. But when you're looking at that project all up, there's lots of other components, so if you're in your retail environment and all of a sudden the requirement is to manage dwell time and understand where people are waiting or what decisions they're making, and you start bringing in high bandwidth requirements and cameras and edge computing other components into your overall IoT solution, it's important to have you know a platform that brings us together so that Lorawan. And things running over your Wi-Fi network or wired devices or other communication protocols can come together and be managed holistically. So Lorawan huge important component of the of the toolbox. It's required for these digital transformation projects, but important to keep the broader picture in mind for device management and monitoring so that you can bring all those different components regardless of their connectivity requirements into a single place and understand them, reason about them and and. Operate, you know, run them operationally at an easy way. Take your time. I know, I know, scale. Suffocation streamlining is near and dear to everybody's heart. On this panel I one last question that I posed to Michael Potter man and then we'll move into some some final topics. Or Michael, you know, as you know. As as. Yeah, from machine key point of view, leading the development and the operational side of a IoT platform. Yeah, could you kind of it at a very high macro level, share some insight around things like growth that you've seen from, you know, payload device onboarding perspective and then further like you know any any highlights around like your ratios, right? So you know how when it comes to number of devices that you see you know per gateway. I think I think that would help highlight for the audience. Yeah, kind of further or punctuate for the power of lorwyn and then of course the platform that the machine brings the table. Sure, sure. An you know, I think over the last year or so, we've started to see some tremendous growth and momentum in the market. If you compare where we are today to reward 12 months ago were looking, you know, on the order of 10 times larger today than we were 12 months ago and in to keep up with that type of growth over the course of the year. And and we don't see that growth slowing down so you know, we estimate another 5 to 10 X growth this year, and so we're looking at, you know. 1500 times you know more packets through our system. More devices on the network, etc. As we had two years ago, you know we're going to keep up. Keep up that that investment in the platform and so far it's it's met the task completely with respect to some of the specific ratios John that you asked about a lot of customers, and it's probably OK for them. You know they might have 20 thirty 4050 or hundred few 100 devices for a gateway, but. You know we do have other customers that might have 5010 thousand devices that are connected through a single Loren Gateway. And you know, in that network we might see 9899% packet throughput, so you know, I think the technology has been engineered in such a way that you can certainly put a lot of volume through through gateways with high reliability, and that fundamentally helps to engender and enable the type of scale deployments that we're talking about here today. So powerful, I mean, there's this growth figures are staggering. Michael, that's that's phenomenal. So so scale last topic kind of related to scale right? So installation services for those of us who kind of been in, you know cable or broadband for a long time. You know like it's the heart, the heart and soul of taking Internet to millions of people go. I start this one off with John Horn. Yeah, and but I'll certainly ask Michael and Tom for your perspectives as well. You know, being able to facilitate the installation of these gateways even even though. Yeah yeah, the ratio is is perhaps much smaller than that of other wireless technologies. John could you could you elaborate for us? You know the you know how valuable that's been to you. You know, like what, what's you know the logistics around being able to make sure that you know you know gateways. You know your solution and all the corresponding components to it are being sold in a timely manner. You know some color there would be I think would be very useful for the audience here. Sure, the great thing about this is we're not talking about theory here. We're talking about practical application and what we've achieved right by working together, machine cuckoo is done an extraordinary job of again. As I said earlier, making this simple but also having all the resources available so we can deploy at scale not only number wise but geographically and get all the things done we need to do. I mean there was a week a few months back where we deployed. Into eight locations in six States and then deploy thousands of devices port per each one of those locations. So you've got the gateway installs being done by machine Q. You have hard. We're coming in and being shipped from us, you have all the integration implementation of all those moving parts, but there's not too many companies that can do a machine. Q did and do it effectively where they can go out to very diverse locations and quickly deploy that. That's how Michaels getting to those numbers, talking about tenfold increase. You can't get there unless you can get to these very, very large scale numbers, and so we've seen that success operationally. Anet, everybody wins. When it goes like that because when things go bad, everybody starts pointing fingers that you know. People get frustrated very quickly. We've not had that experience at all. We've had major success and very satisfied customers. Michael thought thoughts on the delivery end of that. Yeah, it's it's been a wild ride for sure, and then we've been very excited to partner with John Gorka team on the on these deployments just taking a step back a lot of at least, you know, my exposure. An IQ over the last five or six years. You know there has been a lot of talk because of the maturity of the ecosystem on on solutions and product development and giving that right making sure that devices were making sure the software works and all those all of that is very. Needed very important, but if you can't deploy what you've created it, it becomes problematic for you and for the customers and so over the last few years we've really invested in training a distributed network of technicians to be able to go out there and put IO T solutions in the ground. Anne, what that has meant is it's unlocked. The numbers on the scale that we're talking about today, because if you have deployments that are distributed throughout the United States as John just mentioned, eight states in a week, seven states in a week to you know various countries throughout the world. Ordinating that just the active actually appointed lighting up sensors, putting them on things, putting gateways in the ground, deploying networks. It's very challenging and to have a way to do that in a distributed way. An organized way to almost guarantee success is been really powerful for the story of scaled solution that we're talking about today with with Microsoft and in Court Connect. Text, Michael Mr Patton yeah, your your your universe of people that you interact with them. You know we can only imagine how fast that is. Love your perspective on you know on the kind of the uniqueness of kind of the installation, the uniqueness, and most importantly the criticality of this installation services as far as kind of you know, making those dreams a reality. And I think IO T is that place where the IT folks and the digital transformation journey people meet the operational technology folks, right? And you can dream big and you can stay up late eating pizza and build your systems and do all this stuff. And so if if your project originates from a digital transformation world and you're not considering the realities of having the right partners with the tool belt tool belts and the bucket trucks and the tools right to go out there in the environment and establish those sensors, those actuators that enable your digital Twins that build it, you know you're overlooking a very serious component of the solution, so I think that's one of the challenges that we started off talking about right? All the different kinds of players involved. And the different kind of competences that the different players bring to the table. So certainly that early planning, and that understanding, and that getting past, I hooked up three things, and it works. And yeah, now I might be able to scale, you know, my ML algorithms or my database. I know how to do this, but how do I take those three devices and make it into 300,000 around the country? Super critical to think about for success. So it's great to have partners in play to compliment, sort of what we're doing on the cloud side. Not to be able to make that a reality for our customers. John Horn last thought on this topic. You could you could you offer us a one line or or two around how this truly impacts your ROI and your ability to deliver value to your customers. Again, we believe things should be simple. The combination of the players on this call today. Come together to make it as simple as absolutely possible. I don't think we can make it any easier than we have done, and that's going to deliver great results and success not only for us, but for all of the people that are looking for the solutions and the answers that comes out of the data. Don, thank you. So what one of the? As we kind of move towards wrapping up here, one of the things that I'll kind of move towards here is. We have, you know I I hope they kind of the audience and your system. Here's who like very symbiotic relationship between you know all the panels here today. Every piece represents a critical component to success. Tom, I'm going to. I'm actually going to point the last kind of wrap up here to, you know, as as we look at how each of these players you all interact with another. When you take a step back, what you know? How how does how does this do the relationship like these fuel? The efforts for Azure internally when it comes to IO T. As far as you know, it's not just leveraging existing, but also kind of fueling, kind of the kind of the creation of new things that continue to kind of juice. This streamlined, simplified theme that I think everybody that I hope everybody is taking away from this discussion today. Yeah, I mean I guess it at a high level. You know we have these great visions we have. These great technology infrastructures. We have Azure Digital Twins that can take all of these sensors and components in the environment and relate them in a way that makes sense so that it's not, you know 100,000 devices, but rather it's an environment with those devices related to one another that makes sense. So that's great, but without you know and I love the phrase that we've been saying with the machine Q team, there's no Internet of Things without the Internet. And I like Johns. There's no Internet of Things without the things right? So it takes all three, right? It takes those those software platforms that can enable you to move from thinking about things as things and devices into things like conference rooms and boilers. And you know, refrigerators and how they relate to one another so that you can build applications. So I think we've assembled an interesting panel here because it kind of hits all three of those areas, and I think to the. The audience listening, you know, make sure that whatever your biases, we all have a bias. You'll have a core competency that we're working with in your teams. As you're planning your projects that you think of all all three legs of the stool. That's kind of been brought up a couple of times and make sure you've got a plan and a partnership that can help you deliver the projects that your ambitions have. Thank you. With that, folks John Horn from Core Connect Michael Butterman from Shinku, Tom Patton from Azure IoT. We cannot thank you enough for your contribution today. Huge, enormous thanks to the Lord Alliance for the great opportunity to participate here and really share what we feel are relevant stories from stories and experiences from, you know, making IoT dreams a reality. With that, I'd like to turn it over to. Field some questions from the audience. Thank you. Once again, folks, thank you so much for for attending our webinar today. Such a healthy Slater questions to ask here from everybody who was generous enough to attend those here today. Let's attend with us here today. I'd like to John Horn lead off with a question for you. Seems very appropriate, you know, given the kind of the nature of the conversation we've had here. We we had a question from from Keith Hill, Keith Hill in the audience. Could you give us an example of a hardware product that's had that's had a four month ROI? I think this is right up your alley. John would love to get your perspective here on this particular question. It's a great question John. A good question to start with, so let me back up one step here and just talk about. We get the hardware done in the US efficiently. And an competitively by taking the human element out as much as possible. Machines or machines, whether they're here or in Asia, how much human touch is what makes the difference? Most IoT solutions, including the one with the four month ROI, did the same thing. Very, very few human touchpoints where there used to be literally hundreds of humans touchpoints, so you take the solution where you're trying to manage your car inventory, for instance. And everybody that's going to buy cars had this experience where they can't find the darn car, right? So if you can take it where you know exactly where all your inventory is. All the time and you can find those products much more quickly, so the more efficiently do it with less headcount and that product that you just bought that allows you to do that again. As I mentioned earlier, has a 10 year life cycle and you don't have to recharge it or do anything in that 10 years and you have the efficiency of Laurel Oak land from a cost perspective. Lot of these solutions do not work with cellular. That monthly MRC on LTE or Canon one or whatever. It happens to be becomes very, very expensive across hundreds of thousands and million. Of devices for vehicles. In this particular scenario, so you're by having those deficiencies and not having that monthly MRC your optics is less. Your initial CapEx is less and within a matter of four months, these companies that use this solution were able to pay for the entire onset cost of the CapEx of the devices and the small recurring charge of the Lora gateway. The Lorawan gateway they're getting from machine Q. Versus having a cellular network cost, so that's how they get there. John, thank you so much. Is that your your response there? Also happy to cover another question from. My friend Keith in the audience as well. Another question I think is you know extremely you know would be very excited for the audience here you use you use. You've been on quite the journey here. You know not only with us, but you know. For many years now. What's been the most unexpected, unexpected lesson learned for from your point of view, scaling IT? With core connecting customers. Well, I you know I like to say it takes a lot of work to make things simple and we've done a lot of work on the front end on that core connecting. You guys have done a lot of work in that machine. Q On the gateways in the systems and everything. And when you do it right, the deployment really does become simple and you know we talk about it all the time. And I said at the beginning of this this this this webcast we're not talking about theory here, we're talking about practical application and actually deploying these things and seeing it. And have it be even easier than we expected it is. A bit shocking again. So many so many companies cannot scale at these kinds of numbers and us working together we've been able to do this very, very well and have it be even easier than I expected. Was a big shock to me. John, thank you once again. I'd like to. I'd like to shift over to the Tom Patton from Microsoft Tom, you know, question from airing in the in the audience from today. You know, for for the integrations aspect, what are the top three selling points for Microsoft Point of view? For people who are trying to make that decision between, you know between Azure and a WS, if he could, you could share with us there from from your seat. Sure, happy to talk a little bit about some of the competitive differentiators that I think we have at Microsoft and to break it down into three areas. You know. I think the first one is really we approached the market, you know, as a as a partnership as a partner in platform company and we've had that partner network, this sort of it takes a village in IoT is certainly a recurring theme that you hear about. So in terms of having the the solution providers and systems integrators globally and our global footprint. Is is 1 one of those differentiators? I'd say the next is when you get to the IoT platform and kind of look above the data ingestion at some of the areas where this theme of simplifying things and pre building the common components you know really takes hold. So I think our IoT Central application framework can really accelerate your time to solution for IoT projects and then our work in digital Twins gives you a good landscape. Again, like I mentioned in the talk, you know. Of taking the the sensors and actuators in the environment and making sense of them and then the third thing is you know it's not just about the device management, state management, firmware upgrades, etc that we think about sort of in the IoT and communication space, but it's how you get that. Get to that complete application an you know Microsoft is unique in terms of the hyperscale cloud providers in that we have an array of. Technologies like our power platform, an power be I and our dynamics offerings that complement IoT to really bring those technologies together. An informed solutions so that third area of the pre integration between application platforms. Low code, no code environments like power apps and power be I and the IoT framework is a is a third one I'd point out. Next time Tom one other question for you here before we go into kind of the final kind of series of questions here the you know, Microsoft is clearly a powerhouse in the IT space. You know so many products and services you know you know as you were leading to a moment ago, many of which are IoT oriented. Yeah, I think the audience would. Would would love to hear from you. You know many of those scenarios are immediate specific. You know, we've seen work done by Microsoft and IoT around Wi-Fi. Any anything you could elaborate on for the audiences. Benefit around what? What specific plans? You know Microsoft might have for lorwyn. Sure, so you know, we're always looking to our customers and partners to understand. You know where the tradeoffs are between doing work organically, and organizations using partner solutions using first party capabilities from Microsoft. And right now, you know, we've got partnerships across all different kinds of connectivity modes, not just not just Lorawan, but in each of them. What we find out when we go with a global telecom operator or an MVNO. Or, or a company like Machine Q that that has that specialized knowledge about how to juice the battery so that it gets the top amount of life. There's the networks. Effectively, we want to partner with all of these companies and bring them together into that common platform, like IoT, Central R, IoT hub offering so that the cloud developer, the solution developers that are building using those tools that I mentioned before, really have a common surface that they can think about those devices in a in a connectivity agnostic way where we have partners you know like machine Q and others in the Lorawan space and across different connectivity modalities. Kind of snapping too. Those standards that were providing and working with them, things like Azure Plug and play to make sure that there's uniformity in the way that we address those devices. And again the IO T centralen hub offerings that we have that unify those devices regardless of their sort of connection connectivity mode. Thanks so much time we are. You know if there are follow up questions that we have here from the audience will be sure to circle back across all the panelists here. Last but not least, my computer mean intriguing question from from the audience today. You know, people know that the inquiry here is, you know what sort of indoor applications you know. Are we seeing, you know, not only from machine to perspective but also from ecosystem industry perspective? Could you? Could you elaborate on this on this for us? Sure, I'm happy to say it's a great question. One of the interesting things I think that in the early days of Laurel and a lot of the applications that we saw on that we help Susan Brothers served were primarily outdoor, but that's really evolved over the last few years and I think today we see probably just as much momentum on indoor use cases as we do outdoor. And you know, just specifically for the audience. If there's interest, I think it ranges from everything from. Leak detection for for water damage or water use cases. Two different elements of temperature monitoring for appliances or just ambient air monitor monitoring. Air quality for return to office scenarios. Post code. Actually, tracking of assets indoors. Energy management in terms of consumption for HVAC systems and other other types of building systems. So the list really is diverse and long and we have, as I mentioned, you're my first time speaking at a lot of momentum. A lot of customers, a lot of providers that are focused on deploying these solutions and Laura in indoor settings. I mentioned this on the webcast. But one learning that we've had specifically is that the technology is immensely powerful an indoor setting because of its propagation, and so with very little capital investment. You know gateway or two, you can cover, you know, 5000 square, 100,000 square foot building, and that building is now ready for action and you know you can connect any device that you that you want to solve your problem in that facility. Michael, thank you so much. I think much of that is important for folks. You know not only the audience, especially for people who may be new to lower Wan. To understand that the true power behind the technology and the true power that this this trio brings to the table as far as solving real real problems and and kind of building solutions for Pearl use cases, folks. John Horn from Core Connect, Michael Potter, Potter machine, Q. Com patent from Azure IoT cannot thank you enough for for your time and contributions today folks in the audience. Again, we apologize, we did not have enough time to answer all the all the trivia questions that we had from from you all will work with the alliance to make sure that we we kind of follow up properly with you all. Once again thank you very much and have a nice day. _1619177241543

Technical complexities and internal resourcing remain the biggest barriers to implementing and scaling IoT, according to the 2020 IoT Signals report, Microsoft’s global survey of business and technical decision-makers and developers.

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