Thank you for tuning in today to today's destination Lorawan webcast. We will begin shortly. All right, we'll go ahead and begin today's webcast. The topic is focused on delivering quantifiable ROI for IO T deployments and solutions enabled with Lorawan. Our panelists will talk about some different use cases, showing the different ways ROI can be achieved with Lorawan. Before we start, we do have a few reminders to make the most out of your webcast experience today. If you find your video or slides are behind, it helps to refresh your screen. And if you are still having technical issues, there is a help box in the toolbar along the bottom of your screen. The panelists will be answering questions from the audience at the end of the webcast, so please submit any questions you have throughout the webcast in the box labeled Q&A on your screen. You can submit those at any time while the panelists are presenting and we will have a discussion at the end. Lastly, an on demand version of this webcast will be available in about 24 hours and you can request the webcast by clicking the same link you used to join today. We want to recognize our sponsors who make the destination lorwyn program and all our webcast possible. Thank you to machine QA Comcast company as the destination, Lorawan gold sponsor and thank you to the two silver sponsors birds and Charter Communications you can learn. More about all of our sponsors by clicking on the engagement hub link in the resources box on your console. Alright, and then we have today's agenda. We have our speakers. I'm Ashley Pope Accet, host of the webcast. We also have Nicholas Jordan from activity who will be presenting on smart construction and indoor air quality monitoring. We have Bruno him all and I'm going to say that wrong. I'm so sorry. Bruno from birds who's going to be talking about achieving the benefits of a smart environment? We have Dave Smith from option who's going to be talking about digit key deploying options, safe distance, contact tracing solutions. And then, finally, we're going to have Josh Cox from ACS. It he's going to talk about decision, strategy and solution expansion for Iowa, ROI, and IoT. And I'll pass that off now. Thank you Ashley. So I'm Nicholas Jordan. I'm the co-founder and CEO of Activity and heavy when few words about the company, activities providing public and private law, one networks and heavy where is more specialized by providing tracking, human tracking or asset tracking in the different use cases and we are we are going to talk about two types of air while the first one will be related to construction sites. We have very important global company called reconstruction and there is another use cases like I'm going to describe is related to air quality. So let's start with the the construction sites. So just before getting into the air why you have to just keep the weight? You use cases related to the fact that they are tracking trackers, lower one trackers and barely begins that has been attached to big and smaller tools like up to the drill. For example for Billy because and largest one like Ukraine where attackers has been attached. You have a centralized real time geolocation location capability, software that is. Providing by the company called Amnesia, and of course where you can have a dashboard where coming from the data to be to provide the different uroid scenario that I will describe in the next slides. So first of all that you really understand what we are talking about around NY. Potentially very important construction company. They are managing millions of euros, equipment and our own and and and often your soul is to specialize suppliers and this was awful. You can imagine it's extremely costly. Equip its constant signs with the equipments. It's must be confirmed to a standard and must be in a very good working condition working orders because if you have an issue we render evil. Large equipment and it can be had to cost by delaying the the the constructions, the work that is is going right now. Optimized the fleet and reduced the depreciations. Reduce the storage means make sure that the tools that are really used reduced the cost of the storage of the electrical equipment. Make sure that the tools that might be overused maybe putting out to be replaced before it could be broken. It's also part of the value that has a very economic impact. And of course, as you may imagine, by having the capability to track the object is to guarantee the availability of the equipment on it on this site. So the challenge is really the planning issue, because if there is any lack of anticipation, anticipation, anticipation or budget overrun and it's being low profitability on the other or the construction site, so we have up to now equipped 20,000 equipment. As I said, crane lifting tools then gallows over 100 tools that drill work platforms of over 1000 site. The management of the the tool split equipment fits is today providing thanks to that tool and limited to 5 technical guys where you can imagine that it's around 100 people as being involved. That's also very important. Cost reductions by because without any packing solutions, the number of people has to be involved to really manage the equipment. Fit is much higher, and today this deployment are done in France and in Switzerland. So just two words technically again, so we track big assets with GPS, Wi-Fi, BLE, sensors, long days of course. And what was so we? Did we extend the capability to track much smaller tools like the drill and so we can attach the tracker on tracker to the toolbox for example, and make sure that the equipments when you are someone is leaving the site has been put it back into the toolbox because we can we attach Billy Packers for the smaller two. Additional to that we only show is using technology like your code and NFC Pro Four also. Other tools where is not possible to attach. Cancel, so now you get the concepts. Let's talk about in more details exactly the gain that has been generating thanks to this these systems. So as I said, the the first important gain is the fact that you have real time data. All the decisions the follow up the the operational follow up and the resources that you have to put into place to follow the inventory of the tools that have been dramatically reduced or even positively reduce. If I may say and screen very important. Cost reductions and and it's if you I've said separate UCS represent less than half of the cost reductions. Better management of resource allocations. He notified the equipment on site that can be mobilized to and to avoid external hunter Oftenly in this business. You lower you you sometimes. Oh where is my train? I need to rent one, but stupidly because it has not been assigned to the right sites and this is where you. We can optimize the positioning of the equipment and tools on the right side because you really have a real times of knowing about where audio tools. Often your fashion sounds and you can anticipate. You have also a better stock management, so you can reduce your stock, your stock cost and it represent 10% of the reductions. You can also optimize the because you know when the tools are used in the tool, you can track how often did they had been used so you can increase the quality from the life cycle of the equipment and avoid a great cost by monitoring if the tools must be replaced in advance. If it's fully amortized, and that's that's quite important, the last component elements is related to the building assistance because everything that is used in the construction site. Has to be revealed and there is a almost real time bidding capability. Follow up when you know when there is an entry equipment and exit equipment more talking about. For large equipment that almost totally re went or his cell door and that that's that's. Bring also the strong value around it. OK so at the end when you sum everything you have on the sites from 5 to 10% and your savings, and it's quite quite. Quite impressive by adding Laura wants answers and all this service to connectivity and equipment, you can get an MRI less than three years and that's it. So today, because we've shown is quite happy about what we are different together. OK, so that was my first ay example. Now I'm changing the subject and more talking about the air quality and temperature monitoring. So before again, you have to understand is the key. What you are talking about and the impact. So CO2 concentration in the in the room, in the buildings more you are still to construction, less comfort abilities for the people who are inside. And if the building is poorly regulated you have you increased the the the the CO2 into the room. So there are a lot of sources and have some few of them in the slides. In the US the in the inverter protection Agency that shows that people spend almost 80% of their time indoors. And, uh, I often two time of my own typical outdoor concentrations so. Optimization of the air quality in the room isation sure to really increase the productivity of the workers in that graphic. Here you can see here in that line the type of task that can be done and regarding the concentrations to the parts per millions of the CO2 PPM and you can see here if you are here more on the top just case you are able to manage nicely and all the potential simple and complex tax from the end user and less the quality of the air. Is then more less efficient? You will be. So. Here there is an example in space for 444 square meters occupied by one person, so can rise from 500 PPM. To more than 1000 PPM in just 45 minutes and it creates headaches for concentrations and reduce the productivity and you can see here, even above 2000 PPM is your cost of connective tissue connective capability. DTR could be reduced, and in Belgium the Whale decree has declared so in the law, that workspace are generally much less than 900 PPM. So that's the another subject related to the air quality is related to the impact of the of the COVID, so again more you stay in the room without any ventilation. Small D also is increasing and you increasing your risk risk of infections of the coronavirus, so it's key to have ventilated door, but you need to be able to monitor it here so you can see this graphic. The air quality decreasing increase the. Your risk of being get affected by the COVID, so here if you have a high who good quality hair exchange, you may see that here in that case the. The your risk to get caught touched the cold enough is mainly heavily reduced. If you had to dissect quality monitoring systems. Even tracking tracing systems with proximity detection then you can really protect your workers and avoid any potential child shutdown of factory in case of COVID-19 issue. That's the things on pull off on schools. We are in France here right now. That's they are start to monitor the air quality in school. By the law, it's Wanda Tori to open the windows within the school between every class at least once per two hours. But we have the equivalent of this type of project. In South America and Argentina, so there is more and more demands to be able to use IoT and sensors to control the the CO2 within the room. So the solution is based on some service Lorentzen cells coming from LCS and parametric. The connectivity from activity and there is an application provided by a partner WMW. There is a demo kit that can be acquired through our marketplace. So let's now discuss in details about the ROI. If we get back to the school so the the the data came from in their quality from the. The scientific finding resource here from the the Oregon US University so school absence is one of the seed things that you can see if you increase too much the CO2. That's why it's related to the type of demand that we have received. Uhm, so you have also. Additional value by. By measuring the work performance regarding the temperature, because let's say the. The quality of the of the workers is also related to not only to the CO2 but also to the pound temperature and based on the study that you can, you will see that there is a financial benefits from raffia. $3000 per year. Overnight that has been changed into the system. So on the for example on the next graphic here you can see for workers by is working. $100,000 per year. You can see here the benefits regarding the. The temperature difference is that the worker can gain. We have the same figures equivalent in terms of LY. Here by seeing that when you calculate the differences of the. The four months of the CO2 into the room you can analyze the annual economic benefits for workers or is also earning an average of $100,000 per year. If you imagine that these figures can be used in four large cooperate and you some older workers, we are talking about quite important level of money in terms of productivity. The the the fact that also you can optimize your temperature systems by automation systems. You also have of course five times higher additional costs instead of leaving the end user. Managing himself is temperature. And then same for ventilation's. You have a very important energy cost saving by providing an automated IoT systems to control the ventilation. Patients that, in terms of productivity again of $1500 per person period. So we we discuss about the work performance here on the financial benefits on the slide that had just before the value of the building. By implementing this type of system in the buildings increase also the value of the building in sales in this market value. And the whole GOP rational, modern airy follow-up decision making about two to fearing up to the personal time, also bring added value. So ID. And when you sum all the value and benefits that you get by controlling your air quality and water patio, you can say from 5 to 15% and you're saying. OK, so thank you very much. Now it's time to Bruno to from birds to to give us for more insights about our eyes. On other use cases. Thank you very much. Thank you Nicholas. Hi, my name is Bruno Hamley and I work at birds as the marketing strategic and international business. When we talk about eireli and benefits. I think they've been very well or and introduced by the previous speakers. We need to to get to common ground about how do you define benefits. When you look into the details, one of the first thing we have experienced at birds with more than 3.4 millions of IoT devices operated every day via different LP 1 technology. But since four years we definitely have meta switch towards lower when it's the fact that actually we need to mitigate. I would say benchmarking and comparison within news case. If you consider on one side knew usage is most of the time coming up. From innovative solution that was non existing before from existing solution that you can see on the right side where we are we're more in in the scope of reusing something that it is existing and sharing it, coping and adapting it within a community of experts and operational professionals in order to seek for the benefits. So there is one part of the benefits that can be brought by innovation. Another part of the benefits that can be brought by the adoption rates of a client to use properly the solution lower when you are providing to them. Does that extend? There is also a second category of benefit that we need to look into. And one thing that is defined by era is definitely the financial benefits. How much savings can you make out from using system A against the system? Being and performance is time saving, are definitely part and money saving are part of the operational savings. But there are things into the benefits categories that you can also add up and quantify that are non financial things that brought trust integrity. In reliability to your client, because if you also think about non financial benefits you will increase the capacity of your user to increase faster. The adoption rate of your digital services. This extends. We can really list a very long number of benefits that we can categorize here, represented in ten categories that we have at Birdsville. Yeah, from here we're talking about environment. So energy, water waste. So everything is linked to. The quality of the assets you are monitoring satisfaction from your staff from the appliance. The capacity to make financial saving and also done Miss Billings from in accuracies in metrology or in accuracies and billing systems. Always look in sick for end user and end customer satisfaction because the more people gets used and satisfied by the service, the more you will trigger massive adoption rate. So it's very important. And of course response time. What I'm going to share with you now, it's according to use case is how we have driven and build up some kind of experience on some aero I for environment. First case. Water utilities. A lot of people within the Lora ecosystems and beyond think about utilities only worthy through the business. You can do around metering. It's very attractive to go to such market because in terms of number of points of connection there there are millions. But where is really the value of rendering a utility smart? I think you've heard a lot about this use case in this T of Liam starting in 2014, and which is a very big smart water network. Over 54 municipalities and 400,000 metering point plus some non metering water iety such as leak detectors, fire hydrants, warranty quality, sensors all mentioned, unified in a hybrid LP, one networks mixing all proprietary system, public Laura, One network private lower one network. In order to always strengthens the capacity to collect data and transform it into actionable info. In 2024, that would be the end of this contract period, and so far what we can edit as key benefits is a lot that are of course financial, but a lot of financial benefits come from qualitative new benefits, for example. Trying to make the water distribution network of Lyon less likey by an anti venom more than 1200. New leaks in repairing them so you don't you are not pushing clean water in liquid distribution network. Driving actually the water efficiency from the production sites to the client being increased by 8.2 points. That's a lot. Permitting the the utility they were of Lyon to achieve the bar of 85% of consistent and and permanent water efficiency above the 85%. Driving then the cancellation of the water agency. Penalties for non compliance with the target representing €300,000 penalty a year. And also in terms of oppression. Having the capacity to make energy bill. Tremendous energy bill. Savings from water production plan because with less leaky distribution network you don't need to capture more well water rule water to distribute to the clients. You can have the same quality of public services without capturing a lot of natural resources. We have also some. Winter period where water meters can be frozen by by very harsh winter, and when you have a client which the water meter has been destroyed by frost and that they doesn't have any more water, then it's a pain to manage and with lower when. Smart water meter. We are able to monitor and forecast frost events and notify to the end clients to participate proactively to find means to. To Germany protects the water meter with blankets or isolation material in order to avoid the frost and destruction of meters. Driving. Minus 737% of end user complaints annually. That's really the mix of non financial and financial benefits. When you look into the figures. The overall project in terms of IO T digital solution from meter connectivity and data management and digital application to Seaview and ACT. It's a €14 million in the overall 10 years. And two metrics that we follow at birds. One is the adoption rate, so. How much time the client has spent to fully use all the benefit sets we are providing them with our digital services so. 98% of the client of the benefits were used, actively implemented by the clients in two years, so it's very important to engage your client to use what you're promising him to achieve with the benefits of your system and the global aero. I has been achieved in four and a half year. Very, very positive smart water network case and you can see it's being on metering. Other elements and to make it compliments to the voice of Nicola regarding building. It has been said effectively that construction and building construction company needs to manage different assets when they are building a new facility or a new building. But when you look in the life time cycle of the building. The construction is just 20% of the overall cost of the operation of the building 80%. Of the total cost of ownership of the building is linked to operational costs, energy maintenance, and other costs related to obsolescence and Majesty. So when you look actually smart building or credit connected building, of course, energy efficiency is definitely a driver, but you have many more like building automation comfort for occupants in occupancy, safety and security. When you look today we have a client that is managing 100 millions of euro of turnover. Owning and renting. Building a building assets. It's a 500 company staff and they are managing 1.6 million square kilometer. Not square meters and square meter. Sorry and and over a very dispatch asset distribution geographically and when we look the same way we have looked at the water utilities. What really are the challenges and the pain points that really need to be addressed to make a higher adoption rate of your digital services in the solution with lower win. Reducing energy consumption. That's fundamental, it's clear, but also it's all the part relating to monitoring various types of assets and centralizing all those operational and maintenance indicator into one up one data, 1 dashboard, one view helping the building owner and its asset management director to be in a position to see. To understand and to act whenever it is deemed too according the multiple information they gathered from their building operation. When we look. Towards one of the benefits of this, clients over a period of five years. The first thing that is very fundamental that they were not having in mind is that thanks to a better management of the environmental footprint of the buildings of their assets of with more than 500 sites. They reduced from minus 37% their carbon footprint. Reducing and adjusting the energy. Within the building and measure it through. Also indoor air quality. Monitoring in order to make sure that. The heating boilers the way people are using the rooms and the different in the building they can manage. I would say saturation Churchills. Implementing a sustainability policy. So being now in a position to differentiate the way they manage building assets in a more greener approach, which is a differentiator in particular nowadays. And of course very mathematical metrics when you manage 8,000,000 bills, you are very happy to be able to do that on real consumption and be in a position to reduce claims, because what you build as a rental fee is something that can be described. Which is precise and which is available. For this kind of rollout deployment. It has been a total cost of ownership for the IT digitone and operation and deployment of €1.6 million. I said previously the adoption rate of the clients in the timeline to make sure that he uses the system to the fullest in order to achieve benefits. It has been done to significant 9% over year with good support, good training and also a client engaged because they were motivated to deal with their pain points. Airway two years. And that had been said previously. In the connected building you can during the construction and during the operational lifetime of the building you can really find with lower. When a large set of solution that permits to redrive uroid. Thank you and I head off now to save. Thank you. Thank you Bruno. Welcome everyone. Thank you for attending our webinar here. I'm going to be talking about the safe distance badge contact tracing solution that digikey deployed as their response to the COVID-19 pandemic. You know, up until now, up until they deployed a solution they would rely on someone recording that they had a positive test. They would have to talk with that person, talk with other employees, maybe go through time sheets, things like that. That process was very prone to error, right? People would not remember who they spoke to or what they did, and as a result to play it safe they would have to cast a wider net as we call it. They would have to have more people stay home and quarantine than otherwise they would because they couldn't be certain that who'd been around. The person tested positive and all that process took a long time, and if someone tests positive for COVID, time is not something you have a lot of you need to do contact tracing very rapidly. Very quickly get the appropriate time. Employees quarantined and the rest hopefully back safely at work, so they needed to implement a system to keep their employees at work as safely as possible. So they decided to use a wearable device versus, say, a phone app for a number of reasons I'll get into and that wearable device would allow them to detect proximity events as we call them. When two people get close to each other and then do contact tracing on those. Actually, events by their HR department in a very quick and easy fashion so that when they did get an incident, they could quickly respond and keep people safe and healthy. The device that they used was called the Safe Distance Badge from option, and the reason why they chose this is one. It doesn't require you to download any sort of app on your cell phone or anything like that. It's very non intrusive. One of the number one priorities of the workforce at DIGIKEY as expressed in the survey they took was privacy and the last thing they wanted was something that they would wear that would track their every movement you know in. Inhibit them from doing what they would normally do. They did not want their personal information recorded in two different platforms that they could not see or have access to, and so forth. The Safe distance badge does all of that. It doesn't record any personal information, it doesn't actually track your position at all. It simply tracks interactions between badges so that you have 100% privacy protection for your workforce. In addition, when. Two batches would get close together. They do a thing called alerting where they can beat. They can vibrate, they can flash a light that would tell the wearer of the batch that they are into close proximity to another batch wearer. That did you keep decided to disable? They just wanted to track the proximity interactions in a very passive manner and then when needed later go back and use that information to do appropriate contact tracing. So the reason why they also use this badge is because they needed to cover large areas. Digikey is a very large distributor. They have enormous warehouses. They have office spaces. They have numbers of different kinds of work environments. They needed a network that could be deployed across all of these, and with good coverage, good reliability and rapidly Lorawan totally fits that Bill. In addition, the low frequency in in the US is to submit your top. Creation gives them good penetration into areas that they found problematic with other technologies. In addition to that, they needed to be able to have these badges not require users to, uh, do a lot to use them. In the perfect world, they just wanted the users or the employees to wear the badges and that's it. Using Lorawan that allowed them to do that, badges will automatically connect to the network the where it doesn't have to do anything other than have the badge on their person and walk around with it. And one last thing is that these badges have very long battery life because the allure land network that's used is very light on the battery so that employees can wear these badges for an entire workweek. Simply charge them up on the weekend, be ready to go on Monday. So how does this system actually work? Well, badges record interactions with other badges. So if two employees or visitors get too close to one another in this case it would be 6 feet or two meters. The badges report what's called a proximity event. That is, that two batches are too close to each other. They will record the date and time of the event and the duration of the event as well, and send that using Lorawan up to the cloud where it's stored in the safe distance platform. Each batch does this. Gently so that if badge A comes close to badge be bajay will report it to the cloud. Badge Fee will also report up to the cloud that it was too close to that hey. If a employee reports a positive COVID-19 tests, the HR department can simply go into their platform and pull out what we call a contact tracing report. That shows these proximity events, the dates, the times, the durations and the HR department can know exactly who they would need to contact to keep everyone safe and healthy. Having the right people quarantine and others who don't need to not have to quarantine. In addition, real world is kind of messy, right? So you may have a case where employee A has tested positive for COVID-19 and is around employee B. But then employee is around employee C and that may be a proximity event that you need to understand the contact tracing report that DIGIKEY uses multi level so they can get a very good understanding of the impact of a COVID report on their workforce and how to keep the maximum number of people safe and healthy. So this system actually has some pretty amazing results. First thing is that because it was Lorawan and it's easy to deploy, they were able to roll this out to their 2500 strong workforce in a two week period. That's really fast. For those of you who've done IT projects before. And addition to that they had during that time period a number of employees that tested positive for COVID. And we picked a couple here incidences to show you the kind of results that an individual COVID positive tests would cause. In one case there was a department that had 23 people in it and using the contact tracing report, they only needed to quarantine for employees out of the 23. Previously they would have had to quarantine the entire department. That's an 83% reduction in the number of employees set. Home from work and yet keeping everyone still safe and healthy in another incident they had a group of 19 and due to the contact tracing report they only had to send three home to quarantine. That's an 85% reduction in people sent home to quarantine. The results of this is that these groups were generally in their warehouse area and if people aren't at work they can't ship product. So with having these additional people. That were they were able to send out 20,000 additional orders that otherwise would never have been shipped due to employees at home quarantining as a result of that, the system paid for itself. It only 5 positive COVID-19 tests, which is private information but is on the order of just a few months at DIGIKEY. So this has a very strong realizable ROI. I know I've gone over this very briefly at a very high level, and I'm sure you have questions, so we would be happy to answer them at the Q&A session coming up. Next up is Josh Cox, the CEO of upset. He's going to be discussing description decision strategy and solution expansion for Io TROI take it away Josh. Thank you David. Hope everyone is doing well today. I appreciate the Laura Alliance inviting us to participate. So I'll briefly introduce oxygen, oxygen, IoT engineering services company. So we create custom engineered solutions as well as acting as a systems integrator. So perhaps jumping on digikey and ordering a tracker from activity and cobbling that together with a couple of other sensors to to create a solution. We've been exposed to an outlaw rewane for about 8 years. I had the the lucky opportunity to choose the network that the Red Cross. Who is deploying in Nairobi, Kenya and landed on Lorawan and then a? I guess a little stuck on it ever since today we've got a couple of million in devices out there running across the hundreds of products and excited today to just kind of dig into ROI a bit and how we look at clients who are successful in that. So you know, really ROI, I kind of split it into two camps. One is that those. Those innovation for innovations, sake and the others who are were kind of nailing it down and wanting to understand the math behind it. But today I'm gonna dig a bit more into, you know those early decisions and how that works, as well as how you see solutions expand across an organization. I'll go through a couple of client use cases and offer some final thoughts there so you know when you're looking at going and deploying a Lorawan solution or any IO2 solution for that matter. One of the one of the easy places to find that value is looking for the low hanging fruit, and I find that often in places that your company is already spending money. It's a great place to kind of put together a proof of concept and actually see if you can curb that expense and then look at deploying that more broader to your company. So I'll dig into a couple of examples there, but we certainly had a, you know, a client who is looking to looking into custodial staff. How do you take care of a bathroom in a facility so you're looking at having. Custodial staff visit and monitor that restrooms for everything from paper towels, soap dispenser, toilet paper, and all of those things so you have a clear expenditure that you can point to and say hey if we can curb that and you know and how much does solution cost and the mass. Relatively easy to put together. It's also easy to put together a proof of concept and and get that solution out there to validate that in the marketplace. So what's great though is about going through that operation, putting those systems in, its finding those. What I call hidden ROI's or indirect ROI's things like customers spend more money if the bathrooms clean, there's our allies that you can't really point to initially, but they really have real value. You know, kind of going back to, I think water metering is another great one where you know the fact that you don't have someone visiting those meters is Gray, but also if you can impact the you know the water loss and and reduce leaks and things of that nature. Those are the indirect our allies that that can really make projects kind of pick up and. And run. The other piece that we you know that we see a lot of adoption and and helping out with ROI is the expansion nature. So you get in. You run that proof of concept and we and we productize a solution that's perhaps not the the main companies focus, so maybe you have a business to split into consumer and industrial and we develop a lower land solution for their consumer segment and then now the industrial segments looking that and going. Hey it, be fun to pull that into our industrial products. Or perhaps you've created a whole new market for your company so we had a client, Simmons, who traditionally been just a plumbing plumbing company providing plumbing, parts and things of that nature. And we came in and created an IO T solution centered around helping monitor plumbing infrastructure. So you create this new kind of existing infrastructure and now suddenly the core business is thinking hey, how can we adopt that and how can we use that for some of our plumbing parts? And you get that symbiotic relationship? So now the core business is cross selling that connected platform and the collective platform is now cross selling the core business. So those kinds of expansion type ROI is really valuable and allows companies to succeed. And I think the right companies that are able to to you know capture that are really able to leapfrog and and make that ROI kind of multiplicative across their organization and and really see real success. So I mentioned Simmons and their their their solution again. I just think it's a great kind of detail around how you can create that solution and then expand it out to the rest of your core business. And it's just really cool to see how excited now that that that that entire company is around adopting IO T into you know lots of different places and seeing them come together around this and really reach that next level of ROI. Additionally, we have a water cop which is owned by Dynaquip. You know they came in and had customers ready to buy a solution. So we put together a quick proof of concept utilizing Lorawan and and we're able to get its product out there, get a proof of concept running, and validate that customers are more than willing to pay for this and that the technology works for them and now they're adopting it and moving it into their whole entire company as well as migrating it into their industrial side so it's just exciting to see how companies from an ROI standpoint start with a proof of concept. Implement that into their larger organization and and then. How they can look their larger organization can really start to cross, sell and have that symbiotic relationship, so that's kind of a quick synopsis from us. Thanks again for having us. And if you have any IoT needs, we'd be happy to help you on that journey, so I guess I'll pass it back to you now, Ashley. Alright, thank you Josh and thank you to all of our speakers so looking at thank you again to all the lower Alliance members participating on the webcast today. If you two are interested in becoming a member, check out the membership information document in the Resources section on your screen or reach out to admin@lauraalliance.com to learn more information. And now we'll move into the question and answer part of the webcast and discuss some of the questions that came in from the audience. Just give us a, just give us a minute. Here is we have a look at the questions submitted and then we'll get started. Alright, we are now ready to begin the Q&A portion of this session. Just to note, Josh Cox from Oxford had to fall out so instead we're joined by Peter O'Connor, VP of engineering firm Accet. So our first question is going to be on what ROI outcome surprised you the most. I'd like to invite Dave from option to go ahead and start us out with an answer to that. Sure, thank you. If I had to pick one, I think it would be the speed of return. Remember this this all occurred. There was a solution, designed, developed, deployed and achieving our lie well within a year. That's kind of unusual, I'm I'm used to more 2-3 year ROI returns right for IO T systems. So I think the speed with which ROI was achieved in this case was pretty surprising. Excellent Joshua, David, David. You do Joshua David. Do you have anything to add to that? Peter here subbing in for Josh at this at this time. Yeah I would like to add to this. There was one specific use case I can think of where what surprised me was was how. How much the different areas of development and deployment actually accumulated in an ROI from different areas and I understand what I mean so. In the example that you saw Josh speak about there in the podcast, he mentioned this water metering system for Simmons and and and when we engage with Simmons originally, they actually had another system that they were developing before they use different technology. Now the issue was they had a system that range was a lot shorter, so they actually had to use a lot of gateways and things like this to bridge the gap between the devices and the Internet. So once we introduce Laura. To the system range, benefit alone was was so significant where they could reduce the number of gateways that the infrastructure costs, essentially for setting up the system that they wanted. That was already pretty impressive, but the other cool things. Ask them from that was one. I mean, apart from the range extension, the smaller amount of gateways. But now this infrastructure could actually be used for multiple different types of sensors and and and and these sort of things. So what started out as first let's measure the temperature of water. And you know, see if we can deliver a more comfortable experience to the customer through issue resolution quicker than what you would find normally. But now you could say, OK, let's add a leak sensor here. Let's add a flow sensor here and now. They could take advantage of the of the infrastructure that was already. There was already minimized for one application and lower is able to support hundreds or thousands of devices that already helped. Another thing that came from this was lower is very power efficient, so therefore. Increasing the battery life, which was over double in the case that we we came in and implement our system with. They had less strict rules for maintaining devices and their forecasts for how many times they'll have to go through and and service. Uh, devices battery, you know extended, you know well into the future, which would obviously save them money. And how many times they would have to do that and then just to kind of bring this to a close. Here. The other thing was, you know now that they have the system in place where they've optimized. The cost of of all the different components by having less infrastructure that that their sensor needs to communicate with, they could offer this package to multiple hotels. They're getting very popular in that space, and they're already getting very positive feedback from their customers with related related to issues that are found much sooner than they would have, which is actually saving their customers at the end more money and and the way they run their business, so overall. It was surprising to see how you know such a small decision early on could affect so many different aspects of this rollout from from start to end. Great, thank you so much Peter. It looks like we've got a question come in. I think it's a great question so I'd like to touch on it briefly so when you're creating APOC and your success measuring, it's pretty minimal in the beginning. Sometimes it's always not a big drastic impact to the customer. How do you? How do you make that customer believe in the potential ROI benefits in the short term? Nick Nicholas, could you take a stab at that question for us? Yes, of course they are. Aspects of course. The first aspect is to be able to do quick, easy or proof of concept, and for this many company including ourselves, we have created packages offers, package holding included that can be even order it through marketplace and then you can really install and test the use cases quite easily. Then when it's done because it's quite affordable with the customer you can do the analysis about there. Process, you need to think about the way they manage their process, specifically regarding the usage cases that they want to to to improve, and you can analyze the cost oftenly. When you have let's say you need to do you have a human interventions when you have to replace someone to do something to be more more effective it's easy to calculate the costs on one side of the on one side and then calculate the fact that by replacing the technology the how much and what you can gain. Great thank you for that. Yeah and anyone else have anything they'd like to add to that. All pitch one thing into this, another one of our things. One of our clients there that Josh spoke about in the presentation. You know they had again another system that they had before and it was based on different technology we came in. We showed them a proof of concept and the first thing that they responded was we love this range. It tripled the distance that they were able to get in in a crowded space. Already with many walls and and and sort of things between the sensors and and you know the end point to go to the. To the gateway, to the Internet, and that was already really impressive, and I'm pretty sure once we showed them that they immediately got be the reason why this was such a good investment to start with this technology. Great, thanks for adding that in there. Appreciate that feedback. Let's see. So we also have a question around how do I drive the ROI exercise with clients? I think that there is. There's probably a different perspective from each of our panelists. For that I wanted to see Bruno is anything you can share on answering that question. Yes indeed, Ashley. UM, he it really depends on what business you working in. The experience we have at Virgin Julia is with regulated market municipalities, which actually the drivers for digital transformation. Now way different from. Non regulating markets. Notably because there is this. This reality behind the public services. So in regulating markets, most of users and then clients. They are quite slow to adopt A new way of thinking and operating because they fear that the service public obligation they have might be disturbed or discontinued. So they are very sensitive to that. So when you look to the arrow I I will I would say being being regulated and regulating the. First thing, I think it's to really know your your lead and your clients about the 10 points. What makes them do nightmares at night and it's very operational most of the time and and Dallas is people in companies that you need to to to talk to before reaching the right group of people that want to change and that really have the need. So the first thing I would say is retargeting the people that. I have nightmares. The second tip would be then at this very moment. You need of course, to make a comparison between what are their pains and what you can really brought on the table as a benefit. So the second thing is really no, you're offering as a limited usage, So what you can really do and what is out of the rich because the worst thing that could happen from PC to massive adoption and large scale project is a client that start doubting that you can deliver so. I think the question before was how you, with around pier seasoned, engaging clients. So if the POC is not totally satisfactory in terms of built in the system and the feature you can operate and deliver, then you won't scale. So it's very important to understand that each step of scaling how you support and accompany your clients to to grow because digital transformation is about transformation as well. So it's believing in technology that most of people are sometimes phobic. It depends on markets but. Not all people are taking this saving, and when it comes to financial impacts then you start to talk to people that will be sometimes conservative, sometimes innovative but most of the time conservatives and around that it's very important that you can be trusted to trustworthy. So just deliver what you what you, what you promise and not the other way around. Fantastic thank you for that answer. Do any of the other panelists have something I'd like to add to that Peter or Dave? This is Dave. I do actually. We've done a number of different ROI exercises and and one of the things that's really important. Two things actually are extremely important. Is understanding where your end state is where you want to be. When this is all said and done right? So an explicit clear understanding of your goal if I put it that way, that makes all the difference, because it also allows you to know when you're done, which is a problem in many areas. When you come with IO T solutions and the other thing is accurately understanding what's your ROI will be. Being too low is almost as bad as being at being too high. It's almost as bad as being too low, right? So going through an exercise and understanding the ROI space. Because very often you you have greater ROI than you expect and you're not doing your customers any favors if you at the end go. Oh hey, you're actually saving. Twice as much as you would have you would have had greater engagement in the beginning. You would probably had more positive experience with their customer if they knew the full extent of the ROI, so those are the two things that I would say you need to highlight with your customers to make sure everything is clear ahead of time. Thank you Dave, I appreciate that. Thank you all for this discussion today. Dave Nicolas, Bruno and Peter. Thanks for sitting down with us and and chatting on this. I'm going to closeout our QA session and thank you to our listeners and our audience. Have a great day. Thank you very much. Bye bye thank you. Bye bye. Thank you bye take care. _1627688154866

When designing and expanding IoT deployments, it is important to plan from the start how these deployments will deliver real business advantages and strong ROI. Depending on the application or solution, ROI can be demonstrated in a variety of ways- through increased revenue, reduced costs, greater productivity, increased quality life, improved people safety, and time savings, to name a few.

LoRa Alliance® member companies Actility, Birdz, Option, and Oxit, will showcase the substantial, quantifiable results of their LoRaWAN® deployments and the steps these companies took from the beginning to guarantee ROI. You will also hear how ROI can be achieved in ways not originally expected and discover the possibility of expanding and diversifying your current solution or offering for additional IoT applications or areas of your business.

Tune in to “How LoRaWAN® Delivers Quantifiable ROI for IoT” on July 29 to hear how your business can leverage LoRaWAN in your IoT applications and solutions to achieve significant ROI.

_1627688154985