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Internet of Things Enterprise Survey
White Paper / Jun 2016 / IoT

Enterprise Internet of Things (IoT) solutions are one of the hot button topics of the technology space for 2016. To better understand the dynamics involved with the adoption and deployment of IoT solutions among US enterprises, Machina Research was commissioned by the Telecommunications Industry Association (TIA), InterDigital and Telit to develop a survey of enterprise decision makers focused on core IoT elements. This white paper provides an analytical assessment of top trends in IoT as detailed by US company executives and addresses their top project objectives, the key role of technology standards, deployment strategies, as well as future deployment and spending expectations.

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Internet of Things Enterprise Survey A TIA White Paper SPONSORED BY Prepared by Andy Castonguay Principal Analyst, Machina Research machinaresearch.com tiaonline.org Background to This Paper About TIA The Telecommunications Industry Association (TIA) represents manufacturers and suppliers of global communications networks through standards development, policy and advocacy, business opportunities, market intelligence, and events and networking. TIA enhances the business environment for broadband, mobile wireless, information technology, networks, cable, satellite and unified communications. Members? products and services empower communications in every industry and market, including healthcare, education, security, public safety, transportation, government, the military, the environment, and entertainment. Visit tiaonline.org for more details. TIA is accredited by the American National Standards Institute (ANSI) and is a proud sponsor of ANSI?s Standards Boost Business campaign. Visit www.standardsboostbusiness.org for details. About Machina Research Machina Research is a leading provider of market intelligence and strategic insight on the rapidly emerging Machine-to-Machine (M2M), Internet of Things and Big Data opportunities. It provides market intelligence and strategic insight to help clients, including mobile network operator, device vendor, infrastructure vendor, service provider and potential end users, maxi- mize opportunities from these rapidly emerging markets. Machina Research?s Advisory Service consists of a set of Research Streams covering all aspects of M2M and IoT. Subscriptions to these multi-client services comprise Reports, Research Notes, Forecasts, Strategy Briefings and Analyst Enquiry. Furthermore, our Custom Research and Consulting team is available to meet your specific research requirements. This might include business case analysis, go-to-market strategies, sales support or marketing/white papers. For more information, visit https://machin- aresearch.com, or email enquiries@machinaresearch.com. About InterDigital, Inc. InterDigital, Inc., designs and develops advanced technologies that enable and enhance mobile communications and capabilities. Founded in 1972, our engineers have designed and developed a wide range of innovations used in mobile technology products and networks that include 2G, 3G, 4G and IEEE 802-related products and networks. For more than four decades, InterDigital has been a pioneer in mobile technology and a key contributor to global wireless standards. Our team of more than 150 engineers?nearly 75 per- cent of whom hold advanced degrees, including nearly 50 PhDs?has unparalleled expertise in major mobile connectivity and content delivery technologies. Since 2000, InterDigital has spent close to $900 million on technology research and development. The company?s activities are organized around the concept of the Living Network: a future where intelligent networks self-optimize to deliver service tailored to the content, context and connectivity of the user, device or need. About Telit Telit is the global leader in Internet of Things (IoT) enablement. We offer the industry?s broadest portfolio of integrated products, platforms and services to support and enable IoT deployments from things to apps. Our portfolio of modules addresses all cellular communication technol- ogies, GNSS and short-to-long range wireless applications. Our IoT connectivity plans and IoT platform services help reduce the risks, time to market, complexity and costs associated with deploying and providing IoT services across industries and vertical markets worldwide. IoT Enterprise Survey Executive Summary Enterprise Internet of Things (IoT) solutions are one of the hot button topics of the technology space for 2016. To better understand the dynamics involved with the adoption and deployment of IoT solutions among US enterprises, Machina Research was commissioned by the Telecommunications Industry Association (TIA), InterDigital and Telit to develop a survey of enterprise decision makers focused on core IoT elements. This white paper provides an analytical assessment of top trends in IoT as detailed by US company executives and addresses their top project objectives, the key role of technology standards, deployment strategies, as well as future deployment and spending expectations. Here is an executive summary of the top findings from our survey: Internet of Things solutions have reached critical mass, fast becoming a top concern for U.S. enterprise decision makers. Executives who participated in this study strongly indicated that IoT adoption has already gained significant traction among US enterprises in the context of both strategic planning and execution. In fact, 48% of respondents stated that their companies are actively using IoT technologies in their business with an additional 43% looking to deploy IoT solutions in the next 24 months. At this pace, IoT will become a mainstream enterprise element by the beginning of 2019. While many current IoT deployments are still limited in scope, US companies are already gearing up for the integration of IoT solutions within their broader array of enterprise systems. As highlighted in Figure 1, 76% of responding companies reported that they are exclusively or primarily focused on integrating legacy business systems with IoT solutions in the next two years. There is also clear recognition among decision makers that significant company resources will need to be allocated to ensure the success of IoT initiatives. Towards that end, executive respondents indicated that they are prepared to put some significant skin in the IoT game, with the expectation that 44% of 2020 IT budgets, on average, will be dedicated to IoT projects development and maintenance. These combined elements underscore the impact that IoT is already having with US companies and highlights the scale of IoT transformation to take place in the short term. TIA?s IoT Enterprise Survey Figure 1: Future focus of enterprise IoT projects Source: TIA Survey, 2016 2? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 development?and?maintenance.?These?combined?elements?underscore?the?impact?that?IoT?is? already?having?with?US?companies?and?highlights?the?scale?of?IoT?transformation?to?take?place? in?the?short?term.? Figure?1?1?Future?focus?of?enterprise?IoT?projects?[Source:?TIA?Survey,?2016]? ? 2) Standards are crucial to successful IoT adoption at both the industry and enterprise level.? Facing? a? dizzying? array? of? technology,? integration? and? design? choices? for? IoT? projects,? enterprises?emphatically?underscored?the?key?role?of?standards?in?the?evolution?of?successful? IoT?implementations.?In?particular,?the?majority?of?respondents?(66%)?stated?that?standards? were?either?crucial?or?significantly? important?to??future?proofing??company?operations?and? (61%)?products?and?services.?Specifically,?respondents?pointed?to?future?proofing?devices?and? equipment? as? the? most? important? category? on? which? standards? can? impact? future? compatibility.?Enterprises?also?highlighted?the?need?for?standards?to?be?more?adaptable?to? innovation? trends? and? interoperable? in? order? to? become? a? greater? catalyst? of? IoT? development.?Of?near?equal? importance? in?the?minds?of?enterprise? leaders? is? the?need? for? consolidation? among? the? fragmented? universe? of? IoT?related? standards? to? drive? greater? adoption?of?IoT?technologies.? 3) Driving better monitoring and analysis of product performance are top reasons for IoT adoption.? Historically,? enterprises? chose? machine?to?machine? (M2M)? solutions? to? reduce? operational? expenses,? increase? revenues? and/or? aid? in? regulatory? compliance.? As? IoT? architectures? have? become? more? flexible? and? capable? they? have? replaced? M2M? point? solutions? and? expanded? the? value? of? IoT? data? to? enterprises.? While? the? reduction? of? operational?expenses?and?revenue?expansion?continue?to?be?important?strategic?reasons?for? IoT?adoption,?enterprises? report? that? their? top? two?strategic? reasons? for?adopting? IoT?now? 22% 54% 19% 3% 3% 23% 37% 31% 7% 2% 0% 10% 20% 30% 40% 50% 60% Exclusively?focused?on integration?with?legacy systems,?with?no independent?IoT projects Primarily?focused?on integration?with?legacy systems?with?some?new IoT?solutions development Primarily?focused?on development?of?new?IoT solutions,?with?some legacy?integration Exclusively?focused?on development?of?new?IoT solutions?with?no?legacy integration Don't?know Expected?Enterprise?IoT?Project?Objectives Expected?focus?for?2016?2017 Expected?focus?by?2020 2 W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y A Standards are crucial to successful IoT adoption at both the industry and enterprise level. Facing a dizzying array of technology, integration and design choices for IoT projects, enterprises emphatically underscored the key role of standards in the evolution of successful IoT imple- mentations. In particular, the majority of respondents (66%) stated that standards were either crucial or significantly important to ?future proofing? company operations and (61%) products and services. Specifically, respondents pointed to future proofing devices and equipment as the most important category on which standards can impact future compatibility. Enterprises also highlighted the need for standards to be more adaptable to innovation trends and interoperable in order to become a greater catalyst of IoT development. Of near equal importance in the minds of enterprise leaders is the need for consolidation among the fragmented universe of IoT-related standards to drive greater adoption of IoT technologies. Driving better monitoring and analysis of product performance are top reasons for IoT adop- tion. Historically, enterprises chose machine-to-machine (M2M) solutions to reduce operational expenses, increase revenues and/or aid in regulatory compliance. As IoT architectures have become more flexible and capable they have replaced M2M point solutions and expanded the value of IoT data to enterprises. While the reduction of operational expenses and revenue expansion continue to be important strategic reasons for IoT adoption, enterprises report that their top two strategic reasons for adopting IoT now include the ability to a) monitor product performance to improve service and maintenance efforts (e.g. develop preventive maintenance initiatives) and b) analyze data from IoT device performance to improve future design consider- ations. This significant shift in focus points to the increasingly important role that IoT data can play across an enterprise?s many business units in driving product and service improvements. Enterprises value implementation partners who can provide comprehensive, end-to-end services and support. Driven by concerns over the complexity of IoT integration with legacy systems, security and implementation expense, US enterprises overwhelmingly favour solutions partners that offer deployment support across the entire service delivery chain. Partners that offer hands-on, comprehensive services such as system integrators and end-to-end service providers represent the top echelon of IoT partner choices for 59% of respondents. With their expanding partner ecosystems and, in some instances, strong services integration teams, software platform companies like Salesforce.com, SAP and others were selected by 16% of companies as a trusted IoT implementation partner. The relatively focused nature of the top types of trusted IoT partner belies the diversity and fragmented nature of the IoT vendor eco- system and suggests the likelihood of consolidation in the market in the short-term. To survive this coming shake out, companies should endeavour to build the assets, teams and partners necessary to provide a seamless, end-to-end solution that notably reduces the complexity of implementation and integration with legacy systems. A W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y 3 Methodology The Telecommunications Industry Association (TIA), InterDigital and Telit commissioned Machi- na Research to develop a study of 200 business decision makers among U.S. companies with familiarity with their company?s use and planned use of the Internet of Things to optimize their business operations or to build intelligent, Internet-connected products. The survey was designed to solicit details about the IoT activities and plans, as well as enterprise perceptions of the benefits and status quo of technological standards in their industry sectors. f Qualified respondents were required to be of senior managerial level, working in relevant business functions, employed in companies with greater than USD10m in annual revenue and knowledgeable of their companies? IoT strategy and efforts. f Survey respondents completed the survey between March 30 and April 4, 2016. f The survey utilized an online questionnaire designed to be completed in less than 15 minutes. f MarketKnowledge Online was retained to oversee the programming and execution of the survey. The industry scope spans all major industry categories, including both public and private sector. The distribution of respondents by company type was broad, but primarily (65%) generated by enterprises in the manufacturing, banking/finance, technology and healthcare sectors. The remaining 35% of respondents was from a wide spectrum of sectors, as detailed in Figure 2. Figure 2: Survey industry scope Source: TIA Survey, 2016 4? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 The?industry?scope?spans?all?major?industry?categories,?including?both?public?and?private?sector.?The? distribution?of?respondents?by?company?type?was?broad,?but?primarily?(65%)?generated?by?enterprises? in? the?manufacturing,? banking/finance,? technology? and? healthcare? sectors.? The? remaining? 35%? of? respondents?was?from?a?wide?spectrum?of?sectors,?as?detailed?in?Figure?2?1?below.? Figure?2?1?Survey?industry?scope?[Source:?TIA?Survey,?2016]? ? To?qualify? for? the? survey,? respondents?were? required? to?work? in? companies?with?over?USD10m? in? annual?revenue.?Of?the?200?respondents,?60%?work? in?companies?with?annual?revenues?of?at? least? USD100m,?while? the?mean?annual? revenue? for? the?overall? respondent? sample?was?USD452m.? The? distribution?of?respondents??company?revenues?is?detailed?in?Figure?2?2,?below.? 24% 17% 13% 8% 3% 6% 6% 2% 1% 4% 3% 2% 2% 2% 1% 1% 1% 1% 7% 0% 5% 10% 15% 20% 25% Manufacturing Banking/Finance Technology?(Computers,?Software,? ????Health?care ????Pharmaceuticals Business?Services/Consulting Retail ????Government?(State/Local) ????Government?(Federal,?including? ????Education ????Telecommunications ????Wholesale/Distribution ????Non?profit ????Oil?and?Gas/Mining/Energy ????Aerospace ????Insurance ????Media/Entertainment ????Utilities ????Other???please?specify Q:?What?industry?do?you?work?in??(n=200) 4 W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y A To qualify for the survey, respondents were required to work in companies with over USD10m in annual revenue. Of the 200 respondents, 60% work in companies with annual revenues of at least USD100m, while the mean annual revenue for the overall respondent sample was USD452m. The distribution of respondents? company revenues is detailed in Figure 3. Source: TIA Survey, 2016 Note: Q = What is your company?s approximate annual revenue? N=200 On average, the companies represented in the survey derive 58% of their revenues from the sale of products, though the vast majority of participating companies generate their revenues from sales of both products and services to an average mix of consumer (45%), enterprise (38%) and governmental (17%) clients. Survey respondents indicated that, on average, the majority (62%) of sales are generated from direct sales to their customers, with 38% coming through distributor/channel partners. Figure 3: Respondent company size 5? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 Figure?2?2?Respondent?company?size?[Source:?TIA?Survey,?2016]? ? Note:?Q?=?What?is?your?company?s?approximate?annual?revenue??N=200? On?average,?the?companies?represented?in?the?survey?derive?58%?of?their?revenues?from?the?sale?of? products,?though?the?vast?majority?of?participating?companies?generate?their?revenues?from?sales?of? both?products?and?services?to?an?average?mix?of?consumer?(45%),?enterprise?(38%)?and?governmental? (17%)? clients.? Survey? respondents? indicated? that,? on? average,? the? majority? (62%)? of? sales? are? generated? from? direct? sales? to? their? customers,? with? 38%? coming? through? distributor/channel? partners.? Survey?responses?were?generated?from?upper?ranks?of?job?title?seniority,?with?all?participants?being?of? director?level?or?higher,?as?detailed?by?Figure?2?3,?below.?The?survey?methodology?was?designed?to? ensure?that?respondents?were?both?of?senior?job?level?as?well?as?familiar?with?their?company?IoT?plans? and? aspirations? in? order? to? qualify? for? the? survey.? As? a? result,? 56%? of? the? respondent? base? was? comprised?of?vice?presidents?and?C?level?executives?with?the?remaining?44%?coming?from?director? level?employees.? 6% 12% 13% 11% 23% 18% 20% 0% 5% 10% 15% 20% 25% ????$11?$15 million ????$16???$25 million ????$25?$50 million ????$51?$99 million $100?$500 million $501?$999 million $1?billion plus Approximate?Annual?Revenue A W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y 5 Survey responses were generated from upper ranks of job title seniority, with all participants being of director level or higher, as detailed by Figure 4. The survey methodology was designed to ensure that respondents were both of senior job level as well as familiar with their company IoT plans and aspirations in order to qualify for the survey. As a result, 56% of the respondent base was comprised of vice presidents and C-level executives with the remaining 44% coming from director-level employees. The mix of respondents? business units was led primarily (48%) by executives working in Information Technology (IT), with the remaining respondents broadly distributed among other business units. Figure 4: Job title distribution of survey respondents Source: TIA Survey, 2016 Note: Q = What is your job title/level of seniority? n=200 6? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 Figure?2?3?Job?title?distribution?of?survey?respondents?[Source:?TIA?Survey,?2016]? ? Note:?Q?=?What?is?your?job?title/level?of?seniority??n=200? The?mix?of?respondents??business?units?was?led?primarily?(48%)?by?executives?working?in?Information? Technology?(IT),?with?the?remaining?respondents?broadly?distributed?among?other?business?units.? 3 Building a new era of enterprise IoT The?future?plans?of?survey?s?respondents?indicate?that?over?the?next?two?years,?the?vast?majority?of? enterprises?is?expected?to?have?implemented?an?IoT?project,?keeping?in?mind?that?budget?and?scope? are?highly?variable.?As?of?early?March?2016,?48%?of?survey?respondents?indicated?their?firm?is?actively? using?IoT?technologies?in?some?capacity?with?an?additional?43%?planning?or?expecting?to?deploy?IoT?in? six?months?to?two?years??time?(see?Figure?5).?According?to?the?survey?responses,?the?overall?size?of?the? current? IoT? business? opportunity? should? approximately? double? by? year?end? 2018.? Looking? further? ahead,?5%?of?respondents?report?a?longer?term?interest?in?IoT?while?another?3%?are?still?learning?or? are?interested?in?learning?more?about?IoT.?The?survey?responses?indicate?that?IoT?solutions?are?quickly? becoming?a?standard?element?of?US?enterprise?activity,?though?the?extent?of?implementation?across? multiple?elements?of?the?enterprise?is?highly?variable.? Director?level 44% Vice? President? level 17% C?level?(CEO,? CFO,?CIO,? CTO,?CMO,? COO,?etc.) 39% Respondent?job?level?seniority? breakout 6 W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y A Building a new era of enterprise IoT The future plans of survey?s respondents indicate that over the next two years, the vast majority of enterprises is expected to have implemented an IoT project, keeping in mind that budget and scope are highly variable. As of early March 2016, 48% of survey respondents indicated their firm is actively using IoT technologies in some capacity with an additional 43% planning or expecting to deploy IoT in six months to two years? time (see Figure 5). According to the survey responses, the overall size of the current IoT business opportunity should approximate- ly double by year-end 2018. Looking further ahead, 5% of respondents report a longer term interest in IoT while another 3% are still learning or are interested in learning more about IoT. The survey responses indicate that IoT solutions are quickly becoming a standard element of U.S. enterprise activity, though the extent of implementation across multiple elements of the enterprise is highly variable. Figure 5: U.S. enterprise use of IoT will be quite common by 2018 Source: TIA Survey, 2016 7? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 Figure?3?1?US?enterprise?use?of?IoT?will?be?quite?common?by?2018.?[Source:?TIA?Survey,?2016]? ? ? 3.1.1 Leading characteristics of IoT early adopters While? the? adoption? of? IoT? solutions? is? expanding? quickly,? the? survey? responses? reveal? some? core? characteristics? that? are? directly? associated? with? early? adoption? of? IoT? among? US? enterprises.? As? demonstrated?in?Figure?6,?the?adoption?of?IoT?solutions?correlates?to?a?number?of?key?factors.?Early? adopters?tend?to?come?from?companies?with?greater?focus?on?Technology,?in?industry?segments?that? have?already?established?segment?specific?IoT?standards,?short?product?development?cycles,?and?with? products?that?already?have?some?reporting?mechanism?built?in.?From?an?organizational?perspective,? the?majority?of?early? IoT?adopters?already?works?with?a?systems? integrator? in?some?aspect?of?their? business?and?expects?that?little?company?change?is?necessary?for?IoT?integration.? 48% 29% 14% 5% 3% 1% 2%0% 10% 20% 30% 40% 50% 60% Actively?using IoT technologies Planning?to deploy?IoT within?6?12 months Expected deployment within?1?2 years Longer?term interest Still?learning Haven't thought about?it,?but interested?in learning more No?interest?or expectations Company?Use?and?Interest?in?IoT 43% A W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y 7 LEADING CHARACTERISTICS OF IOT EARLY ADOPTERS While the adoption of IoT solutions is expanding quickly, the survey responses reveal some core characteristics that are directly associated with early adoption of IoT among U.S. enter- prises. As demonstrated in Figure 6, the adoption of IoT solutions correlates to a number of key factors. Early adopters tend to come from companies with greater focus on technology, in industry segments that have already established segment-specific IoT standards and short product development cycles, with products that already have some reporting mechanism built in. From an organizational perspective, the majority of early IoT adopters already works with a systems integrator in some aspect of their business and expects that little company change is necessary for IoT integration. Figure 6: Leading characteristics of IoT early adopters Source: TIA Survey, 2016 8? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 Figure?3?2?Leading?characteristics?of?IoT?early?adopters?[Source:?TIA?Survey,?2016]? ? ? Consistent?with?early?adopters?being?relatively?well?resourced,?they?are?also?most?likely?to?take?the? lead?in?driving?IoT?project?builds?with?internal?teams?and?leadership.?As?the?graph?below?highlights,? the?vast?majority?of?early?adopter?companies?are?likely?to?take?on?a?lead?role?in?building?IoT?solutions.? Non?adopters,?on?the?other?hand,?are?nearly?split?as?to?how?their?potential?effort?may?be?lead.?Despite? the?fact?that?enterprises?consistently?report?concern?over?the?complexity?of?IoT?implementations,?US? enterprises?demonstrate?a?clear?preference?for?taking?the?lead?in?building?their?own?IoT?projects,?with? 87%? of? companies? indicating? that? they? are? likely? lead? IoT? implementations? on? their? own.? This? preference? does? not? appear? to? exclude? the? need? for? implementation? partners,? however,? as? few? companies?have?all?the?skills?and?experience?already?in?house?to?be?able?completing?implement?an?IoT? project? independently.?This? is? reflected? in?the?fact?that?74%?of?companies?surveyed?currently?work? with?systems?integrators?for?internal?projects.? 48% 57% 74% 57% 62% 65% 0% 10% 20% 30% 40% 50% 60% 70% 80% All?organizations surveyed Little?change needed?in company?to integrate?IoT Already?industry IoT?standards?in place?specific Company already?works with?a?system integrator?for large?IT?products Current products?already have?built?in reporting mechanisms Product development cycle?is?under?6 months Adoption?of?IoT?by?Business?Characteristic 8 W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y A Consistent with early adopters being relatively well-resourced, they are also most likely to take the lead in driving IoT project builds with internal teams and leadership. As Figure 7 highlights, the vast majority of early adopter companies are likely to take on a lead role in building IoT solutions. Non-adopters, on the other hand, are nearly split as to how their potential effort may be led. Despite the fact that enterprises consistently report concern over the complexity of IoT implementations, U.S. enterprises demonstrate a clear preference for taking the lead in building their own IoT projects, with 87% of companies indicating that they are likely to lead IoT implementations on their own. This preference does not appear to exclude the need for implementation partners, however, as few companies have all the skills and experience already in-house to be able completing implement an IoT project independently. This is reflected in the fact that 74% of companies surveyed currently work with systems integrators for internal projects. Figure 7: How likely would your company be to take on the lead role of building IoT solutions itself? Source: TIA Survey, 2016 9? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 Figure?3?3?How?likely?would?your?company?be?to?take?on?the?lead?role?of?building?IoT?solutions?itself?? [Source:?TIA?Survey,?2016]? ? Note:?DIY?=?combined?responses?of??Absolutely??and??Very?Likely.?3rd?Party?User?=?combined?responses?of??Somewhat?Likely?,? ?Not?Very?Likely??and??Not?At?All?.? 3.1.2 Enterprises look to systems integrators as top choice for IoT partner While? companies? report? strong? interest? in? taking? the? lead?on? IoT?projects,? the? reality? is? that?most? enterprises? will? seek? 3rd? party? partners? to? assist? in? the? development? and? implementation? of? IoT? solutions.?Considering?the?high?percentage?of?enterprise?engagements?with?systems?integrators?(SIs),? it?is?of?little?surprise?that?28%?of?enterprises?rank?SIs?as?their?top?trusted?choice?of?IoT?partner.?Despite? this? preference? for? SIs,? enterprises? are? increasingly? turning? to? comprehensive,? end?to?end? implementation?players?of?the?IoT?vendor?ecosystem?as?trusted?IoT?partners.?As?shown?in?Figure?3?4,? the?choices?for?trusted?IoT?partners?focus?on?partners?that?have?a?broad?set?of?expertise?and?tools?to? guide? clients? through? the? complexities? of? IoT? project? implementation? and? integration?with? legacy? systems.?In?addition?to?those?types?of?companies,?16%?of?enterprises?chose?business?software?platform? companies?such?as?Salesforce.com?and?SAP?as?their?top?trusted?partner,?emphasizing?the?crucial?nature? of?these?business?software?platforms?in?enterprise?operations.?It?also?reflects?the?changing?strategies? among?these?software?platform?groups?as?they?expand?their?partner?ecosystems?and?enhance?their? own?systems?integration?services?to?address?the?complexity?of?IoT?implementation?and?integration?of? IoT?solutions?with?underlying?business?platforms?and?legacy?systems.?? 36% 33% 18% 12% 2% 0% 5% 10% 15% 20% 25% 30% 35% 40% Absolutely Very?likely Somewhat likely Not?very likely Not?at?all Likelihood?of?Taking?the?Lead?Role?in?Building? IoT?Solutions A W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y 9 ENTERPRISES LOOK TO SYSTEMS INTEGRATORS AS TOP CHOICE FOR IOT PARTNER While companies report strong interest in taking the lead on IoT projects, the reality is that most enterprises will seek third-party partners to assist in the development and implementation of IoT solutions. Considering the high percentage of enterprise engagements with systems integrators (SIs), it is of little surprise that 28% of enterprises rank SIs as their top trusted choice of IoT partner. Despite this preference for SIs, enterprises are increasingly turning to comprehensive, end-to-end implementation players of the IoT vendor ecosystem as trusted IoT partners. As shown in Figure 8, the choices for trusted IoT partners focus on partners that have a broad set of expertise and tools to guide clients through the complexities of IoT project implemen- tation and integration with legacy systems. In addition to those types of companies, 16% of enterprises chose business software platform companies such as Salesforce.com and SAP as their top trusted partner, emphasizing the crucial nature of these business software platforms in enterprise operations. It also reflects the changing strategies among these software platform groups as they expand their partner ecosystems and enhance their own systems integration services to address the complexity of IoT implementation and integration of IoT solutions with underlying business platforms and legacy systems. Figure 8: Enterprises choose comprehensive solution partners for IoT Source: TIA Survey, 2016 10? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 Figure?3?4?Enterprises?choose?comprehensive?solution?partners?for?IoT?[Source:?TIA?Survey,?2016]? ? From? a? market? development? perspective,? the? relatively? broad? selection? of? trusted? IoT? partners? highlights?the?highly?fragmented?nature?of?the?current?IoT?industry,?presaging?a?likely?period?of?market? consolidation?among? IoT?solution?vendors.? In?particular,? IoT?platform?providers?now?number?more? than?200,?creating?an?unsustainable?level?of?fragmentation?at?this?stage?of?the?market?s?development.? In?this?context,?our?survey?results?provide?clear?guidance?for?the?IoT?vendor?community:?To?rise?to?the? top?of?the?partner?universe,?vendors?must?increasingly?develop?the?capabilities,?assets?and?partners? necessary?to?help?enterprise?clients?develop?IoT?solutions?in?a?comprehensive,?end?to?end?approach? that?removes?as?much?complexity?from?the?process?as?possible.? 28% 16% 16% 15% 9% 8% 3% 3% 2% 3% 0% 10% 20% 30% Systems?integrator?(e.g.?Accenture,?HPE,?IBM,?Wipro,?Tech Mahindra,?etc.) IoT/M2M?End?to?End?provider?using?standardized?cellular technologies?(e.g.?Sierra?Wireless,?Telit) Business?software?platform?company?(?Salesforce.com, Oracle,?SAP) IoT/M2M?end?to?end?solution?provider?that?use?low?cost proprietary?networks?and?technology?(e.g.?Sigfox,?Ingenu, LinkLabs,?Freewave,?Senet) IoT/M2M?service?provider?(e.g.?Aeris,?Numerex,?Kore,?etc.) Mobile?operator?(e.g.?AT&T,?Verizon,?Sprint,?etc.) Engineering?design?firm IoT?platform?company?(e.g.?ThingWorx,?Autodesk,?Xively, Jasper?Wireless,?etc.) We're?building?it?in?house Not?sure What?kind?of?organization?would?you?trust?and?approach?to? help?with?IoT?implementation? 10 W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y A From a market development perspective, the relatively broad selection of trusted IoT partners highlights the highly fragmented nature of the current IoT industry, presaging a likely period of market consolidation among IoT solution vendors. In particular, IoT platform providers now number more than 200, creating an unsustainable level of fragmentation at this stage of the market?s development. In this context, our survey results provide clear guidance for the IoT vendor community: To rise to the top of the partner universe, vendors must increasingly develop the capabilities, assets and partners necessary to help enterprise clients develop IoT solutions in a comprehensive, end-to-end approach that removes as much complexity from the process as possible. A W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y 11 Enterprises are embracing the pre-eminence of IoT data in their strategic and tactical initiatives and processes One of the clearest themes to emerge from this survey is that enterprises have broadly accept- ed the strategic importance of product data to the health of their businesses. A full 98% of respondents consider product monitoring useful to their businesses, with 78% indicating that the ability to receive real-time data from their products would be extremely beneficial to their efforts. At this stage in the development of IoT adoption, enterprise interest in real-time product data is almost entirely aspirational, as a mere 2% of respondents reported currently getting real-time data from their products. Despite this gap between aspiration and current practice, our survey panel clearly, and in no uncertain terms, now views product data as crucial to their businesses. In fact, 72% of enterprises reported having plans to develop means of capturing product feature usage. Product performance, analytics gains prominence and signals key shift among enterprises? strategic reasons for implementing IoT Across the survey?s diverse panel of respondents, monitoring product performance has emerged as a clear common theme among top strategic reasons for enterprise adoption of IoT. Notably, the focus on product performance monitoring and analysis through IoT implementations is seen as improving both ongoing product maintenance/service as well as providing crucial feedback on current products that will inform future product design efforts. As detailed in Figure 9, both capabilities were prominently included in the top three strategic reasons for enterprise inter- est in IoT, along with the more conventional reasons, such as expanding revenues, reducing operation expenses and gaining competitive advantage. Figure 9: Strategic reasons for enterprise adoption of IoT (rank top 3) Source: TIA Survey, 2016 12? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 Figure?4?1?Strategic?reasons?for?enterprise?adoption?of?IoT?(rank?top?3)?[Source:?TIA?Survey,?2016]? ? The?focus?on?product?performance?data?represents?an?important?shift?in?enterprise?engagement?with? IoT?solutions.?Top?historical?IoT?strategic?objectives?of?IoT?have?focused?on??top?line??(i.e.?expanded? revenues),??bottom?line??(i.e.?reduced?operational?expenses)?and?regulatory?compliance?issues.?While? these? core? objectives? clearly? still? resonate?with? enterprise? decision?makers,? applying? performance? related? data? into? product? design? and?maintenance? efforts? signals? an? expanded? acceptance? of? the? growing? value? and? use? of? IoT? data? in?multiple? business? units? within? the? enterprise.? This? growing? emphasis?on?performance?data?portends?a?step?change?in?the?longer?trajectory?of?IoT?data?influencing? and?indeed?driving?a?greater?volume?of?and?diversity?business?unit?decisions.? In?anticipation?of?potential?shifts?in?IoT?zeitgeist?regarding?use?of?product?data,?our?survey?solicited? greater?details?on?which?business?systems?might?benefit?most?from?IoT?data.?When?asked?where?the? most?value?would?be? found?after? integration?of?device?level?data? into?other?business? systems,? the? largest? shares? of? enterprise? decision? makers? indicated? that? operations? applications? and? business? intelligence/data?analytics?would?benefit?most.?As?outlined?in?Figure?10,?these?systems?topped?the?list? of?several?core?systems?that?are?considered?fundamental?in?most?enterprises.?? 58% 56% 38% 38% 34% 31% 25% 20% 25% 10% 25% 18% 18% 4% 0 0 0% 20% 40% 60% 80% To?better?monitor?performance?of?products/?machines/ devices?for?better?service/?maintenance To?analyze?product/service?performance?for?improving future?designs?and/or?systems To?reduce?operational?expenses To?expand?revenue?opportunities To?better?compete?with?rival?products/services To?create?new?ways?to?support?and?engage?with?customers to?drive?satisfaction To?reduce?break/fix?cycle?and?mean?time?to?resolution To?be?able?to?update?devices/machines?with?over?the?air updates Top?Strategic?Reasons?for?IoT?Adoption Among?top?3?reasons Most?important?reason 12 W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y A The focus on product performance data represents an important shift in enterprise engagement with IoT solutions. Top historical IoT strategic objectives of IoT have focused on ?top line? (i.e., expanded revenues), ?bottom line? (i.e., reduced operational expenses) and regulatory compliance issues. While these core objectives clearly still resonate with enterprise decision makers, applying performance related data into product design and maintenance efforts signals an expanded acceptance of the growing value and use of IoT data in multiple business units within the enterprise. This growing emphasis on performance data portends a step change in the longer trajectory of IoT data influencing and indeed driving a greater volume of and diversity business unit decisions. In anticipation of potential shifts in IoT zeitgeist regarding use of product data, our survey solicited greater details on which business systems might benefit most from IoT data. When asked where the most value would be found after integration of device-level data into other business systems, the largest share of enterprise decision makers indicated that operations applications and business intelligence/data analytics would benefit most. As outlined in Figure 10, these systems topped the list of several core systems that are considered fundamental in most enterprises. Figure 10: Business systems that would gain greatest value from IoT data Source: TIA Survey, 2016 13? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 Figure?10??Identifying?business?systems?that?would?gain?greatest?value?from?IoT?data?[Source:?TIA? Survey,?2016]? ? 4.1.1 Across enterprises, IoT and M2M technologies are increasingly recognized as holding strong promise for improving business operations As?the?IoT?ecosystem?continues?to?evolve,?operational?efficiency?gains?remain?an?important?objective? of?IoT?solutions?design?alongside?a?growing?array?of?other?business?improvements?that?also? impact? broader?strategic?elements.?From?an?operational?standpoint,?efficiency?in?such?areas?as?service?parts? management,? reducing?mean? time? to? resolution? (MTTR)? and? logistics?management? remain? as? top? objectives.?The?results?from?this?survey?also?reflect?the?transformational?nature?that?IoT?solutions?can? contribute?to?improved?performance?of?a?number?of?business?units?once?they?begin?to?embrace?the? broader?impact?of?IoT.?As?detailed?in?Figure?4?3?below,?the?top?IoT?benefit?to?operations?identified?by? survey?respondents?is?the?development?of?predictive?maintenance?capabilities.? 29% 24% 17% 13% 12% 7% 0% 5% 10% 15% 20% 25% 30% 35% Operations?Applications Business?Intelligence?&?Data?analytics (examples:?SAP,?Tableau) Mobile?Apps CRM?(example:?Salesforce.com) ERP?Systems?(examples:?SAP,?Oracle, Sage,?Microsoft) Customer?care?applications?(ticketing, support,?maintenance) Where?would?you?get?the?most?value?from? device?level?data? A W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y 13 ACROSS ENTERPRISES, IOT AND M2M TECHNOLOGIES ARE INCREASINGLY RECOG- NIZED AS HOLDING STRONG PROMISE FOR IMPROVING BUSINESS OPERATIONS As the IoT ecosystem continues to evolve, operational efficiency gains remain an important objective of IoT solutions design alongside a growing array of other business improvements that also impact broader strategic elements. From an operational standpoint, efficiency in such areas as service parts management, reducing mean time to resolution (MTTR) and logistics management remain as top objectives. The results from this survey also reflect the transfor- mational nature that IoT solutions can contribute to improved performance of a number of business units once they begin to embrace the broader impact of IoT. As detailed in Figure 11, the top IoT benefit to operations identified by survey respondents is the development of predictive maintenance capabilities. Figure 11: Operational benefits of IoT driving new service capabilities and efficiencies Source: TIA Survey, 2016 The fact that the current survey highlights the potential for developing preventive maintenance capabilities represents an important shift in enterprise interpretation of IoT benefits. It is import- ant to note that logistics/fleet management applications are among the longest-standing M2M solutions in the market, with decades of proven performance benefits including reduced fuel con- sumption and improved delivery outcomes. The current survey response points to the compelling nature of IoT benefits that can not only improve key tasks and services but, perhaps more import- ant, can lead to evolution of business models and customer engagement approaches. Predictive maintenance efforts effectively position companies to reconsider their existing business models and the ongoing service relationships they have with clients. Detailed data related to product and component performance not only provides valuable feedback on physical design and supply chain suppliers, the potential for predictive maintenance also yields demonstrable improvements in customer engagement as repairs and maintenance efforts can be scheduled during hours that reduce the negative impact these efforts can have on a client?s daily operational requirements. The fact that survey respondents ranked predictive maintenance top among operational benefits reveals the growing acceptance that IoT-based data solutions are gaining across enterprises. 14? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 Figure?4?2?Operational?benefits?of?IoT?driving?new?service?capabilities?and?efficiencies?[Source:?TIA? Survey,?2016]? ? The? fact? that? the? current? survey? highlights? the? potential? for? developing? preventive? maintenance? capabilities?represents?an?important?shift?in?enterprise?interpretation?of?IoT?benefits.?It?is?important? to?note?that?logistics/fleet?management?applications?are?among?the?longest?standing?M2M?solutions? in?the?market,?with?decades?of?proven?performance?benefits?including?reduced?fuel?consumption?and? improved?delivery? outcomes.? The? current? survey? response? points? to? the? compelling? nature? of? IoT? benefits?that?can?not?only?improve?key?tasks?and?services?but,?perhaps?more?importantly,?can?lead?to? evolution?of?business?models?and?customer?engagement?approaches.?Predictive?maintenance?efforts? effectively? position? companies? to? reconsider? their? existing? business? models? and? ongoing? service? relationships?they?have?with?clients.?Detailed?data?related?to?product?and?component?performance? not?only?provides?valuable?feedback?on?physical?design?and?supply?chain?suppliers,?the?potential?for? predictive?maintenance?also?yields?demonstrable?improvements?in?customer?engagement?as?repairs? and?maintenance?efforts?can?be?scheduled?during?hours?that?reduce?the?negative?impact?that?these? efforts? can? play? with? a? client?s? daily? operational? requirements.? The? fact? that? survey? respondents? ranked?predictive?maintenance?top?among?operational?benefits?reveals?the?growing?acceptance?that? IoT?based?data?solutions?are?gaining?across?enterprises.? 4.1.2 Supply chain efficiency gaining importance in IoT planning Even?with?the?strong?operational?focus?of?many?IoT?projects,?only?16%?of?respondents?reported?that? they?already?have?real?time?data?capabilities?in?place?to?monitor?and?control?their?operational?supply? chain?management,? as? shown? in? Figure? 12.? Based?on? the? fact? that? 51%?of? respondents? are? either? 68% 61% 46% 34% 1% 3% 0% 10% 20% 30% 40% 50% 60% 70% 80% Predictive?maintenance Service?parts?management?(having the?right?part,?on?the?right?truck,? Managing?mean?time?to?resolution (MTTR) Truck?roll?schedule?and?routes Other???please?specify Not?sure What?could?be?positively?transformed?by?being? connected?to?the?Internet? 14 W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y A SUPPLY CHAIN EFFICIENCY GAINING IMPORTANCE IN IOT PLANNING Even with the strong operational focus of many IoT projects, only 16% of respondents report- ed that they already have real-time data capabilities in place to monitor and control their operational supply chain management, as shown in Figure 12. Based on the fact that 51% of respondents are either planning or building a supply chain management IoT solution, we expect supply chain management to become a core focus for enterprises in next two to three years. Figure 12: Real-time data usage gaining traction among U.S. enterprises Source: TIA Survey, 2016 15? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 planning?or?building?a?supply?chain?management?IoT?solution,?we?expect?supply?chain?management?to? become?a?core?focus?for?enterprises?in?next?2?3?years.? Figure?12?Real?time?data?usage?gaining?traction?among?US?enterprises?[Source:?TIA?Survey,?2016]? ? The? impetus? behind? this? focus? on? supply? chain?management? reflects? a? growing? awareness? of? the? potential?benefits?of?a?connected?supply?chain.?Among?a?long?list?of?desirable?benefits?of?a?connected? supply?chain,?enterprises?favour?the?ability?to?receive?alerts?regarding?new?or?imminent?problems?that? threaten?to?disrupt?work?flow?and?to?monitor?the?health?and?performance?of?key?equipment?in?the? supply?chain.?While?these?benefits?were?favoured,?results?show?that?enterprise?value?multiple?benefits? of?a?connected?supply?chain,?as?detailed?in?Figure?13?below.? 16% 26% 25% 27% 5% 3% 0% 5% 10% 15% 20% 25% 30% Company?already has?similar capabilities?in?place with?current products Company?is currently?building solution Company?is?in?early stage?planning process Actively?learning about?the?potential for?this?technology No?interest?at?this time Don't?know Interest?and?Adoption?of?Real?Time?Sensor? Data?in?Operations/Supply?Chain A W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y 15 The impetus behind this focus on supply chain management reflects a growing awareness of the potential benefits of a connected supply chain. Among a long list of desirable benefits of a connected supply chain, enterprises favour the ability to receive alerts regarding new or immi- nent problems that threaten to disrupt work flow and to monitor the health and performance of key equipment in the supply chain. While these benefits were favoured, results show that enterprise value multiple benefits of a connected supply chain, as detailed in Figure 13. Figure 13: U.S. enterprises recognize IoT benefits to supply chain Source: TIA Survey, 2016 16? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 Figure?13?US?enterprises?recognize?IoT?benefits?to?supply?chain?[Source:?TIA?Survey,?2016]? ? 5 Enterprises emphasize the importance of standards to their adoption of IoT For?many?decades,?the?role?of?standards?in?facilitating?the?growth?of?the?mobile?telecommunications? industry?and?the?Internet,?facilitating?global?deployment?and?usage?of?technologies?such?as?GSM,?LTE,? and? IPv6.? However,? despite? that? long? track? record? of? standards?based? success,? intense? periods? of? technology? innovation,? such? as? what? the? market? is? experiencing? today? with? IoT,? often? lead? to? a? flourishing?of?competing?technologies,?protocols?and?even?standards.?? 46% 45% 43% 41% 36% 33% 19% 11% 0% 20% 40% 60% Real?time?alerts?to?existing?or?imminent?problems?that?could cause?a?disruption?in?production?and/or?delivery?schedule Capability?of?performing?remote?diagnostics?and?repair?of manufacturing?equipment Monitoring?of?production?machine/device/component?health?for preventive?maintenance Ability?to?monitor?and?analyze?stages?of?performance?for?each element?of?the?production?and?supply?chains Capacity?to?measure?performance?and?reliability?of?individual components?to?improve?future?decisions?regarding?the?inclusion of?specific?components?and?component?suppliers Ability?to?actively?track?and?manage?inventory?levels?of components?and?parts Better?understand?usage?environment?factors???such?as temperature,?humidity,?timing?of?usage,?people?traffic?patterns, etc. Ability?to?sync?device?data?directly?with?back?office?systems Desirable?Technical?Characteristics?of?an?Always? Connected?Supply?Chain?and?Production?Process 16 W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y A Enterprises emphasize the importance of standards to their adoption of IoT For many decades, the role of standards in facilitating the growth of the mobile telecommu- nications industry and the Internet, fostering global deployment and usage of technologies such as GSM, LTE, and IPv6, has been recognized. However, despite that long track record of standards-based success, intense periods of technology innovation, such as what the market is experiencing today with IoT, often lead to a flourishing of competing technologies, protocols and even standards. ENTERPRISES RELY ON STANDARDS FOR FUTURE COMPATIBILITY OF PRODUCTS AND SERVICES With the complexity of available IoT-capable technology choices, enterprises face a daunting challenge of determining which solutions will not only achieve their business objectives but also allow for the integration of legacy systems and a path to future compatibility. The proliferation of standards at various levels of the IoT service delivery chain presents a unique challenge to companies looking to connect and improve their products and services. But how important do enterprises think standards are to the evolution of IoT? The majority of our survey respon- dents indicate that they consider standards to not only be important to their companies and industries, but also as a key approach to futureproofing their products, systems and operations while also ensuring smoother IoT implementations. Respondents also weighed in on what they consider to be the most important catalysts for the growth of IoT standards. As detailed in Figure 14, the survey highlights several top-of-mind catalysts for IoT growth submitted by survey respondents. Figure 14: Top rated catalysts considered important for IoT Standards Source: TIA Survey, 2016 17? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 5.1 Enterprises rely on standards for future compatibility of products and services With? the? complexity? of? available? IoT?capable? technology? choices,? enterprises? face? a? daunting? challenge?of?determining?which?solutions?will?not?only?achieve?their?business?objectives?but?also?allow? for?the?integration?of?legacy?systems?and?a?path?to?future?compatibility.?The?proliferation?of?standards? at?various?levels?of?the?IoT?service?delivery?chain?presents?a?unique?challenge?to?companies?looking?to? connect?and?improve?their?products?and?services.?But?how?important?do?enterprises?think?standards? are? to? the? evolution? of? IoT?? The?majority? of? our? survey? respondents? indicate? that? they? consider? standards?to?not?only?be?important?to?their?companies?and?industries,?but?also?as?a?key?approach?to? futureproofing? their? products,? systems? and? operations? while? also? ensuring? smoother? IoT? implementations.? Respondents? also?weighed? in? on?what? they? consider? to? be? the?most? important? catalysts?for?the?growth?of?IoT?standards.?As?detailed?in?Figure?5?1?below,?the?survey?highlights?several? top?of?mind?catalysts?for?IoT?growth?submitted?by?survey?respondents.? Figure?5?1?Top?rated?catalysts?considered?important?for?IoT?standards?[Source:?TIA?Survey,?2016] ? The?enterprise?need?for?IoT?standards?to?be?compatible?with?existing?systems?and?equipment?is?being? driven? predominantly? by? near?term? project? considerations? and? plans.? In? fact,? 76%? of? enterprises? indicate?that?they?have?short?term?(i.e.?within?next?two?years)?goals? for?the? integration?of?new?IoT? solutions?with?legacy?systems.?Analysis?of?survey?results?shows?that?companies?focused?on?integration? of? IoT? solutions? with? legacy? systems? are? generally? further? along?with? adoption? of? IoT? but? have? a? 23% 22% 21% 18% 11% 6% 0% 5% 10% 15% 20% 25% Adaptability?of?standards?to?innovation?cycles Interoperability?among?standards Consolidation?of?standards?to?small?number Homogeneity?of?applicable?standards Broad?industry?support Customer?demand?of?standards Most?Important?Catalyst?for?IoT?Standards?to?Gain?Traction A W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y 17 The enterprise need for IoT standards to be compatible with existing systems and equipment is being driven predominantly by near-term project considerations and plans. In fact, 76% of enterprises indicate that they have short-term (i.e., within next two years) goals for the integration of new IoT solutions with legacy systems. Analysis of survey results shows that companies focused on integration of IoT solutions with legacy systems are generally further along with adoption of IoT but have a different mindset, set of concerns and set of objectives than companies primarily focused on new IoT projects, as detailed in Figure 15. Figure 15: Key characteristics of Enterprises looking to integrate legacy systems with new IoT solutions Source: TIA Survey, 2016 18? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 different?mindset,?set?of?concerns?and?set?of?objectives?than?companies?primarily?focused?on?new?IoT? projects,?as?detailed?in?Figure?5?2?below.? Figure? 5?2? Key? characteristics? of? Enterprises? looking? to? integrate? legacy? systems? with? new? IoT? solutions?[Source:?TIA?Survey,?2016]? ? The?volume?and?objectives?of?these?projects?are?somewhat?complicated?by?the?fact?that?the?majority? (59%)?of?survey?respondents?reported?that?they?expect?the?magnitude?of?change?for?IoT?integrations? to?be?either? significant?or?major? for? their? companies.? ? In?part,? the?expected?magnitude?of? change? expected?by?enterprises?is?related?to?the?fact?that?IoT?implementations?involve?multiple?components? of?product?development?and?service?delivery.?As?demonstrated?in?Figure?5?3?below,?the?vast?majority? of?enterprises?view?standards?as?a?fundamental?path?to?ensuring?future?compatibility?across?a?wide? spectrum?of?products?and?services.?Indeed?standards?are?considered?crucial?to?the?future?compatibility? of?multiple?types?of?products,?services?and?systems?that?are?core?to?the?operations?of?most?enterprises.? In?particular,?survey?respondents?called?out?devices?and?equipment?as?being?the?elements?most? in? need?of?standards?to?ensure?their?future?compatibility?with?contemporary?systems?and?devices.? 22% 32% 34% 42% 33% 0% 5% 10% 15% 20% 25% 30% 35% 40% 45% Total Actively?using?IoT technology IoT?standards?crucial to?"future?proofing" company?operations IoT?concerns?about complexity?of?imple? mentation Would?combine?IoT data?with?financial software Types?of?Organizations?Focused?Exclusively?on? Integration?with?Legacy?Systems 18 W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y A The volume and objectives of these projects are somewhat complicated by the fact that the majority (59%) of survey respondents reported that they expect the magnitude of change for IoT integrations to be either significant or major for their companies. In part, the expected magnitude of change expected by enterprises is related to the fact that IoT implementations involve multiple components of product development and service delivery. As shown in Figure 16, the vast majority of enterprises view standards as a fundamental path to ensuring future compatibility across a wide spectrum of products and services. Indeed, standards are con- sidered crucial to the future compatibility of multiple types of products, services and systems that are core to the operations of most enterprises. In particular, survey respondents called out devices and equipment as being the elements most in need of standards to ensure their future compatibility with contemporary systems and devices. Figure 16: Enterprises rely on standards for future compatibility of products and services Source: TIA Survey, 2016 19? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 Figure?5?3?Enterprises?rely?on?standards?for?future?compatibility?of?products?and?services?[Source:? TIA?Survey,?2016]? ? Future?compatibility?concerns?are?important?both?at?a?product/service?level,?but?also?to?a?company?s? operations? in? order? to? ensure? continuity? of? production? in? the? context? of? future? changes? and? reduce/eliminate? the?need? for?extensive?and?expensive? systems? integration?projects.?The?strategic? value?and?nature?of?future?proofing?operations?is?reflected?in?the?fact?that?92%?of?enterprise?decision? makers? listed?standards?as?being?at? least?reasonably? important?to? future?compatibility?of?company? operations.? A? full? 68%? indicated? that? standards? were? either? crucial? of? significantly? important? to? operations?future?proofing,?underscoring?enterprise?familiarity?with?and?the?importance?of?standards? in?multiple?elements?of?the?enterprise,?as?detailed?in?Figure?5?4?below.? 96% 88% 88% 85% 85% 85% 75% 80% 85% 90% 95% 100% Device?&?equipment Platforms?(e.g.?device?management,?assembly line,?engineering/design,?etc.) Monitoring?and?control?systems Data?extraction?and?analytics Application Back?office?systems?(e.g.?billing,?ERP,?CRM,?etc.) Products?and?Services?Where?Standards?are?Important?for? ?Future?Proofing? A W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y 19 Future compatibility concerns are important both at a product/service level, and to a compa- ny?s operations in order to ensure continuity of production in the context of future changes and reduce/eliminate the need for extensive and expensive systems integration projects. The strategic value and nature of future proofing operations is reflected in the fact that 92% of enterprise decision makers listed standards as being at least reasonably important to future compatibility of company operations. A full 68% indicated that standards were either crucial of significantly important to operations future proofing, underscoring enterprise familiarity with and the importance of standards in multiple elements of the enterprise, as detailed in Figure 17 below. Figure 17: Enterprises rely on standards for future compatibility of operations Source: TIA Survey, 2016 While standards are considered fundamental for many company concerns, there is a number of enterprise characteristics that correlate with enterprises that demonstrate an elevated need for standards. Companies that rank standards highly for their importance share a number of correlated characteristics, including the facts that: f Companies are early adopters of IoT. f Companies are focused exclusively on integration of IoT with legacy systems. f Companies operate in industries that have standards in place already. f Companies are concerned about the security of IoT devices. Analysis of the survey results also highlights the fact that C-level executives at enterprises tend to rate standards as being more strategically important than do vice president- and director- level decision makers. Therefore, vendors preparing business development presentations for C-level executives in charge of enterprise IoT projects should be careful to highlight all the stan- dards compatible with their products and be prepared to offer guidance on standards-based system integration and product development. 20? ?? ? ? ? ?????? ?????????Machina?Research?and?TIA,?2016 Figure?5?4?Enterprises?rely?on?standards?for?future?compatibility?of?operations?[Source:?TIA?Survey,? 2016]? ? While? standards? are? considered? fundamental? for? many? company? concerns,? there? is? a? number? of? enterprise? characteristics? that? correlate? with? enterprises? that? demonstrate? an? elevated? need? for? standards.? Among? companies? that? rank? standards? highly? for? their? importance? share? a? number? of? correlated?characteristics,?including?the?facts?that:? ? Companies?are?early?adopters?of?IoT? ? Companies?are?focused?exclusively?on?integration?of?IoT?with?legacy?systems? ? Companies?operate?in?industries?that?have?standards?in?place?already? ? Companies?are?concerned?about?the?security?of?IoT?devices.? Analysis?of?the?survey?results?also?highlights?the?fact?that?C?level?executives?at?enterprises?tend?to?rate? standards?as?being?more?strategically? important?than?do?vice?president??and?director?level?decision? makers.?Therefore,?vendors?preparing?business?development?pitches?for?C?level?executives?in?charge? of? enterprise? IoT? projects? should? be? careful? to? highlight? all? the? standards? compatible? with? their? products? and? be? prepared? to? offer? guidance? on? standards?based? system? integration? and? product? development.? ? ? 24% 42% 26% 8% 1% 0% 5% 10% 15% 20% 25% 30% 35% 40% 45% Crucially?important,?future compatibility?of?our company?operations?are highly?dependent?on standards Significantly?important, major?systems/?equipment/ platforms?are?standards? based?and?must?be?aligned with?future?standards bodies Reasonably?important, some?of?my?company's systems/?equipment/ platforms?require?standards Little?to?no?importance,?my company's?operations?are unique Don't?know How?important?are?standards?to??future?proofing??company?operations? 20 W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y A Conclusion IoT solutions adoption among enterprises continues to gain speed as companies expand their understanding of the multitude of potential benefits from IoT projects. With 48% of respondents reporting that their enterprises currently use IoT technologies and another 43% expecting to do so in the next 24 months, IoT adoption has arguably reached critical mass among U.S. companies. In fact, given the growing number of companies that have either implemented an IoT project or have one in the planning stages, it is clear that IoT will play an important role in enabling businesses to remain relevant and competitive in the years to come. It is therefore critical that enterprises start developing their IoT strategy soon in order to improve their products and services, but also to defend their competitive positioning. There is already a meaningful base of IoT users today, and from these early adopters are some lessons certainly worth considering: f While IT and C-suite executives tend to lead IoT decision making, IoT efforts are becoming common across multiple business units. f Enterprises that are early IoT adopters generally come from industries where standards have already been reasonably well established for their specific industry and where there are fewer legacy sys- tems to integrate. f Enterprises consider standards to be a crucial component of IoT growth, as well as to their efforts to ensure that operations and products are forward and backward compatible with company systems. f The majority of IoT adopters report that they prefer to take the lead in building IoT solutions. However, the survey results also highlight the need for most enterprises to also engage with third party partners with specific expertise in IoT. This reflects both the need for enterprises to control the development and outcomes of IoT projects as well as the need for partners to help reduce/remove complexity from the design and implementation process. For the vendor community, the results of this survey provide the strategic directive that providing an end-to-end solution is crucial to gaining traction in the majority of U.S. enterprises. A W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y W H I T E P A P E R | I O T E N T E R P R I S E S U R V E Y A TelecommunicaTions indusTry associaTion Headquarters 1320 N. Courthouse Rd. Suite 200 Arlington, VA 22201 USA Phone: +1.703.907.7700 Fax: +1.703.907.7727 Affiliate Office United States Information Technology Office (USITO) Room 516 Beijing Fortune Plaza Office Tower 7 East Third Ring Middle Road Chaoyang District Beijing, 100020 People?s Republic of China Phone: +86.10.6530.9368/69/70 Fax: +86.10.6530.0367 usito.org usito@usito.org tiaonline.org