Transcript:
I Pat Moore head back for more insights and strategy here live at Dell EMC world so like many of us I’m sure you know that IOT is the next big thing in fact my firm we size it we write papers about it and it’s big and some people talk about hey it’s just in the planning stage or you know it’s it’s not happening well in fact I have three folks here who are actually working with an implementing real IOT platform solutions so I’m gonna let them introduce themselves so Jeff yes so I’m Jeff Brown I’m the vice president of sales for our IOT and embedded product portfolio sit inside the OEM group which is an overlay to the Greater Delft sales team South Korea had I’m Seth Goldberg I’m a product manager for the region of Americas for the Bosch connected devices and solutions business unit which is the IOT solutions and hardware branch of Bosch Chris my name is Chris it says a marketing director we know that and then now we are going great journey with IOT metrics together with Dell so it’s great today yeah so excellent guys thanks for being here and we kind of have you know part of the entire value chain here which is super so Jeff obviously you know I’m my company is on papers on on what Dell brings to the table and IOT but can you talk a little bit about maybe some things that that you launched here but also more importantly what are your differentiators sure so we’ve got there’s two core products that that my team is responsible or we’re kind of the smees around which is our I Oh tea and embedded product portfolio so these are embedded pcs gateways that are collecting the information for IOT and and so it’s a different model for for Verdell because these are true purpose-built systems they’re not IT equipment these are truly ot type solutions the differentiation is is twofold in the Dell world within Dell these are products that live that are designed to be built and survive for a minimum of five years in the market so traditional IT equipments one two three here’s max these are five-year minimum with five years support so that’s pretty new from a Dallas standpoint yeah and they’re not they don’t necessarily sit on the desktop either no no these are sitting in the factory floor which is another thing these things are designed for wider temperature ranges as much as minus 30 to 70 degrees they’re meant for the shock and vibration that you see in those environments so truly industrial type products and design to be that way the differentiation from the market standpoint which is a little bit different these are common tenants for Dell but they’re differentiated in this marketplace in that we offer true global on-site support nobody in that kind of embedded industrial environment does that we have people Dells got you know 165 parts depot locations are more than 500 parts to Depot locations and service organizations within 165 countries that we can go on-site and support these these type of solutions to other things real quick really shortly times like weeks instead of the months and then really just the quality of IT brought to that ot world interesting so your strategy is is big and partner and I I don’t think anybody can say just their company can bring everything a table that’s an impossibility it right in the industrial IOT so can you talk about the role that partners play yeah it’s really actually a critical piece of this of IOT in general just talking to kind of a couple groups yesterday and and and we have a lot of partners here at Dell world the the real key piece is products but alone our products they’re just products and IOT is really about solutions so in order to do that you need applications and you need people that can deploy that in the market and those are two pieces that Dell we have some pieces of that but by no means are we able to service the many markets that we’re going after with the resources that we have internally so we’re really calling on some of the top is V partners in the world as well as some small players that have really unique applications and solutions and bringing that to our hardware and then aligning that with system integrators that can actually deploy it and manage that deployment for large or even small-scale customers there’s a lot of debate on hey is IOT a horizontal play is at a vertical play and to me history shows you build verticals that connected go horizontal water what are some of the hot verticals right now we were seeing the most action yeah so there’s a couple key verticals we’re working on but one of the things that’s kind of interesting about we’re doing what we’ve kind of moved to a little bit more is use cases okay cuz obviously everybody knows verticals but what we found in IOT at least is you have these use cases that actually span across multiple verticals so from a scale standpoint which is what we’re trying to do in this market is trying to create things solutions that might work really well in transportation for instance but that transportation could be logistics it could be retail it could be a lot of different actually sub vertical markets that actually have kind of the same core tenants and needs that they have so that I think that’s really and then what we’re doing with that information is we’re creating these kind of technical blueprints which allow customers one of the things customers I’ll often say to me is they don’t want to hear what we can do they want to hear what we’ve done what we’ve done with our partners and so that’s one of the things we’re creating these blueprints to show what we’ve done and how they might be able to take that knowledge and do something in their own environment yeah that’s smart because that with that that’s the connective tissue between verticals are these use cases that that provide the scale to make it affordable and compatible and for people to make absolutely absolutely let me turn it over to Sam so let me talk a little bit about what you do for Bosch I think everybody knows Bosch you know it is a big automobile player but a big MEMS player but you’re also a big IOT player as well yeah that’s true Bosch is huge in IOT the past few years we’ve decided to start the IOT focused business units within Bosch that’s served to not only get Bosch connectivity or get Bosch connected but also provide connectivity to other companies as well so my group connected devices and solutions where I am a regional product manager we focus on providing tailor-made solutions to customers in key verticals such as mobility industry 4.0 and logistics so for this specific project where I ended up finding out about Dells edge gateways I was working with the XDK which is what we call the cross domain development kit and that’s a multifunctional multi-purpose sensor that’s also programmable and we’ve noticed that many of our customers use this sensor for industrial Internet use cases but really ad-hoc they kind of hook it up to their network in their facility but we kind of realized that there’s some barriers between how some plans like to have their connected devices connected to their IT some most plant managers actually don’t want to have any IT integration with this right kind of IOT starter or starter solution so what we did was create a jumpstart kit where we get some of the X decays together with pre-programmed use cases and provided a solution with an integrated gateway in our cloud platform to visualize the data yeah so essentially you’re taking Dell technology you’re packaging some of your own IP in there and then you’re essentially mark selling and marketing out to your customers exactly yeah kind of CD in the market really so there’s probably about there four or five what I’ll call credible plays in gateways out there Dell is obviously one of them what was it that it made you choose Dell over the other guys yeah a couple of things not only did the Dell Gateway have all of the connectivity options that we needed so we were looking for a Bluetooth low-energy and a cellular backhaul and of course it had that but the name Dell has a lot of its synonymous with quality like Jeff was saying before the ruggedness and the industrial type of housing that their gateway offers is great for these use cases that are industrial in industries to begin with one other thing is that Dell actually has a lot of local support field application support for these gateways and that’s not really common with a lot of the Gateway players in the market today a lot of them are from offshore areas where there’s a little bit of a lag in terms of getting support when you need it I tell you Dell did shock me a bit with their second generation Gateway’s I saw the first you know which were very comparable to other people’s first but then the second was kind of the Swiss Army knife of connectivity right and your IT guys definitely know who Dell is you don’t have to explain explain that to them so I can totally see this so is this kind of a one-off or are you guys doing different kinds of projects other projects like this absolutely we are so we’d like Bosch to be a name when you think of IOT you think of Bosch we need to do more of these solutions in order to get our name out there as an IOT player so we can’t just produce the sensor devices but we have to provide a whole solution that integrates with a gateway that provides connectivity out-of-the-box for many customers that don’t want to program the multifunctional sensor right right and by the way it could be years and years and years before this stuff becomes Lego blocks right like I mean quite frankly I mean pcs are challenging but there are standards for that and yeah there are old standards emerging standards there’s about a hundred 50 connectivity standards out there that need that Swiss Army knife a lot a lot of opportunity out there absolutely so good so Chris let me bring it over to you you’re all lonely there on the internet couch Chris Q touch just a little bit or what you do it you know it may be a little bit about ended up you know Toby’s video surveillance video management development company for last ten years so like two years ago actually we started appliance business we to tell and that we deployed our video management platform to tell how much 7-series and then we proc start to do video surveillance as a appliance business to our customer so they say SEC TV and video surveillance subjective element company from Korea interesting that is so incredibly hot market right now and I think that the you know big question is kind of where’s the where’s the compute being done how much is the compute being done on the edge in the camera and then everything in between yeah you know the person who can actually get that right is is gonna completely overhaul all the cameras out there and I think what you’re gonna find is that compute needs to be distributed right it’s gonna be where it needs to be depending on how real-time you need that kind of response well and programmable and a lot of the end customers who contact us I’m always recommending they they over-provision rank is it at the beginning of a market you don’t know for sure what that’s gonna look like and because you you might have to ride this thing at least five years maybe ten right probably important to get more than you thought you were gonna need out there well the the rip and replace if you don’t get it right will far away the additional investment you make upfront for sure yeah so Chris what other type of projects do you have going on with did Dell EMC at the stage we into appliance business with the POW at Subway and storage but I mean our industry from Fabio spec totally changed IP infrastructure like IP cameras Internet of Things devices coming for the same setting as much building so like an earlier this year we started new project with IOT gateway because you know our industry of device is all out of application hard environmental and then you know decentralized HD device for analytics of the sensors and database is very very important to reduce the traffic of the boundaries and the system efficiently of the data center so we started new business with the Gateway the Gateway will be the bridge to the HD device and then security performance for the safety of the building and then set up the city so gateways new new great children there will be growth together so you partnered with Dell EMC are there any people who might be in your position any words of wisdom or recommendations you can give them for looking for a partner because you know Debbie’s basically stopped from software development company but you know without hardware how the software can have proper performance so Delta EMC for example have full range one-stop solution for our industry as well for another as well so monitors and firewalls server storage even the Gateway so it’s a full range satisfaction to the customer reducing the time of design of project and many thing can have TCO down and then one of great thing is that tell EMC has number one technical support tech track for the world so we based in Korea we have channel partners but let’s say Malaysia we have one project one defective what happens and then tell Malaysia immediately within 24 hours coming and boom and customer is happy about the technical support so yeah it’s it’s so interesting that’s the one of the biggest differences between MDM and IOT you know we were tracking him to him you know before IOT was cool and not only did em damn was completely vertical and very hard to replicate but also when it came to service and support right you know unless it’s taken the factory line down the factory is putting extra gateways extra sensors just because but I think we’re beyond that now we’re thigh ot right you should be able to very quickly not have to buy a thousand of these on-site to fix them when they break so III think that’s great so this is definitely on script here but but let me ask you guys this so you’re all pretty much on the front end of this wave okay and I know you’re selling things and people are buying things but in terms of IOT you know we’re in the first inning of a nine inning baseball game okay what what have you learned most of all from kind of working your companies with Dell and I think what have you been learning from from your partners they will start with you Jeff yeah I think one of the things that in even-even dell where i get to speak to so many customers in a very short period of time which is awesome but one of the things that I’m learning there’s a lot of key advantages of IOT right there’s efficiencies and there’s you know using kind of coming out up as a service you know quality improvement customer experience so there’s a lot of different things where I find a lot of companies finding the most success is when they can find a couple of those tenants and pull them together so these are these partners yeah partners or custom okay so a company that can take Sprint’s ins be able to save money but also then provide a better user experience for their customer right those are the companies that are really starting to embrace this because sometimes when you save money you still have to invest money and you got to find that budget for it so it takes a little bit longer but when you can do two or three of those tenants at the same time it becomes almost a no-brainer to say we’ve got to do this and by the way we’re gonna have a competitive edge if we do this yeah it’s one of the kind of poor things I’ve seen so Seth and Jeff we have about a minute left here any words of wisdom for people well just to add one thing to what Jeff said I think it makes complete sense you have to really have that ecosystem of partners for to create the IOT value chain but to create it quickly most customers are looking for an end-to-end solution you can’t just provide one piece hardware and sell the hardware or just software install the software you need to provide a complete solution whether that’s partnering with the people in the middle to create your end-to-end solution or if you could do it all yourself do it but a lesson learned that you know one can do it all themselves when it comes to IOT and the way Dells doing that is we already because we’re such a big company and not with EMC we already have this infrastructure of partners it’s really easy to just kind of bring them into the and most of them have IOT strategies yeah so we’re just trying to align properly with those guys so Seth Jeff Chris I just want to thank you so much for spending time up here I guess I’ve got a couple hours up here chatting through this but again appreciate thank you very much so now I’m going to send it over to Lisa at the social command center oh actually no
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