CCA Global Expo

Ken Durand Vice President, Innovation & Business Development Machine to Machine Ericsson North America

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Ericsson Internal | 2012-02-21 | Page 2

M2m The networked society

50 billion connected devices

That’s a bunch of Machines

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Ericsson Internal | 2012-02-21 | Page 3

Everything can “talk”

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Ericsson Internal | 2012-02-21 | Page 4

Think outside the box

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Ericsson Internal | 2012-02-21 | Page 5

› What Business do we want to be in? – Do you see yourself as a connection point? – Do you want to be a services provider?

› What Business do we want to be in? – Business to Business? – Business to Consumer?

Starting a M2M Program

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Ericsson Internal | 2012-02-21 | Page 6

› What can we uniquely provide that adds value to the current experience?

› What are the minimum tools we need in order to test that unique value?

› Be realistic: Innovation is chaotic, messy, and uncertain. Success in the program start can not be measured by normal KPI’s, Processes, and Procedures.

Starting a M2M Program

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Ericsson Internal | 2012-02-21 | Page 7

› A Pot of Gold is difficult to find – Early projects are cost driven – Uptake is almost always slower than

projected

› Projects don’t need a business plan; they need a value proposition

– Use Start-up principles ›  Search not Execution ›  Customer Discovery ›  Minimum Viable Products

› Privacy and Security are fast becoming a critical component

Lessons Learned