presentation for iot conf ua: october 2016

About Me

© 2016 Leantegra Inc. All Rights Reserved. Proprietary and Confidential

Oleg PuzanovLeantegra Inc. CEO and Co-Founder

SUCCESS STORIES

15+years of experience in IT

12+years working with embeddedsystems and IoT

1998development using С/С++, Java, Python

2014founded Leantegra Inc.,an IoT startup

2016founded Versaio, a fablesssemiconductor startup

[email protected]

Leantegra Intro


IOT STARTUPDeveloping product for locationservices

KEY SOLUTIONSProximity Marketing, RTLS,Location Analytics

FOUNDEDin September 2014, first ideas —in October 2013

VerticalsRetail, Smart City, HoReCa,OOH Advertising

Our Team45 staff members

Investments2.5 million USD seed round

OfficesKiev, New York, Tel Aviv,Copenhagen, Sunnyvale

Business ModelB2B (90%), B2C (10%), scalablethough regional partners and SaaS

Products and Solutions


Proximity Marketing

CONNECTED VENUE OPERATOR (CVO) PLATFORMenables:

Engage your audienceusing iBeacon, Eddystoneand proximity campaigns

REAL-TIME LOCATION SERVICESDiscover real-time indoor locationof individuals and objectsvia Wi-Fi, BLE, UWB

LOCATION ANALYTICSGet a deep insight into location data,such as foot traffic, dwell time,and other metrics

Cloud SaaSPowerGate

PowerBeaconPowerMoteUWB/BLE

CVO Portal

SDK

API

MVP vs Prototype


LEANTEGRA MVP

Proprietary hardware designwith a complete SW stack

LEANTEGRA Prototype

Production deployments

Validating customer / market demands

Users - real customer groups

To be sold for money

Several scripts runningon 3rd-party hardware

Internal demo to stakeholders

Not to be sold for money

Validating one or severaltechnical assumptions

IoT: Typical MVP Configurations


Swiss Knife in a Fancy Box:Sales FrameworkUniversal MVP with many claimedfeatures, solutions for customersand vertical markets. Nothing workson practice or simplistic "Hello World"features.

Swiss Knife without Knives:Technology FrameworkFramework without customer solutions —multiple technologies and interfaces.Nothing useful from day #1, largeimplementation efforts for customersolutions.

Bottle Opener

The right MVP!Solid product with a well-definedfunction(s) and customer values.


MVP -

Maybe This? MVP -

Or Really This?

MVP Release? Customer Decides!


MVPDevelopment

ExpectedMVPRelease

CustomerDemo

Surprise! ExtraImplementationRounds

Good! Ouch! FinalDemo

CustomerReqs Demo

FieldDeployment

Fixingand Tuning

Actual MVPRelease!

Key Challenges


QA vs Time-to-market

Sales funnel

Signed contracts

Marketing for IoT

Field deployments

Unexpected stability issues

Troubleshooting

Transition from pilotsto large-scale deployments

Pre-launch Post-launch

Selling IoT: Pain Relievers vs Vitamins

Key Selling Points:


Pretty often your IoT products are just vitamins — the issue about matching problems and solutions!Customers need "pain relievers" to their specific problems!

Most important #1: exact match betweena customer's problem and your solution

Tangible ROI

Successful case studies (with numbers)

Local competitor examples: "Neighbor has it already!"

Popularity / large market share — not for MVP,unless you're Google or Amazon

Sales Funnel: Example From the Past


500+ 50+30+

3

15+

7+

Leads

Qualified prospects

Closed deals(includes partnerships)

SMM, WEB SITE LOCAL PARTNERSAND F2F MEETINGS

Much higherconversion here!

Marketing for IoT: Go Vertical and Local!


IoT is complicated!People still don'tunderstand what thiswhole thing is about!

Mandatory: real-lifescenarios attached tobusiness needsand/or people needs.

Content marketing isunderestimated —online content sells!

Still, cold e-mails andremote communicationsfrom Ukraine — rarely workfor qualified prospects.

ISSUES

Regional presence and local partners are 100x timesmore efficient than cold e-mailing.

Content marketing via SMM is still very important —expect multiple leads, though many of them not qualified.

Advertise to verticals as the first priority!

Marketing Channels:


Case Study: Ace Stores in Israel

PHASE 1Deployed:One store in Rishon LeZion

Proximity marketingwith coupons and analytics

Managed network with20 PowerMote BLE and3 PowerBeacon devices

CVO Portal instanceon Amazon AWS

Branded mobile appsfor Android and iOS

PHASE 2In Progress:Deployment in 30 stores around Israel

Cross-location proximity campaignsand location analytics (SDK)

Estimated 600 PowerMoteand 120+ PowerBeacon devices

Integration with the customer'scouponing system


Case Study: Boryspil Airport - Terminal D

PHASE 1Deployed:Basic Analytics using Wi-Fi RTLS

Managed network with12 PowerBeacon devices

Installation at the securitycheckpoints and the passportcontrol zones

RTLS for smartphones - withoutmobile apps or WLAN connection

Key metric: dwell time in the zones

CVO Portal instance on Amazon AWS

PHASE 2Planned:Predictive Analytics

Showing the estimatedwalkthrough time

Integration with the on-sitedisplays for information rendering


Case Study: Shopping Malls and Hypermarkets

Global HypermarketChain (NDA)Store in Ukraine:Deployed

BLE proximity marketingand Wi-Fi location analytics

Managed network with30 PowerMoteand 4 PowerBeacon devices

Branded mobile app for Androidand CVO Portal instanceon Amazon AWS

Shopping Mall in Kiev:In Progress

Custom solution with250-300 PowerMote devices

MicroStrategy BI integrationfor receipt analytics

Purchase behavior analytics

Branded Android and iOS appsfor proximity marketing, loyalty,coupons, consumer information


Case Study: Early Pilots and Demo Kits

Asset tracking for the golf cartsusing BLE proximity system

BLE proximity marketingsetup — delivery and trainings

XoultSolution for Golf Clubsin California

CMSDemo Projects in Tennessee

RTLS evaluation for smartphonesand location tags

Wi-Fi RTLS adaptation tothe customer's privacy requirements

A101Company in Qatar

CineMallShopping Mall in Haifa, Israel

The first pilot network in Kievfor evaluating Wi-Fi RTLS and location analytics

ArtMallShopping Mall in Kiev

Extra: Leantegra Demo


http://leantegra.com/developers

www.leantegra.com

Q&A