IoT Now: ISSN 2397-2793

IN M E S
PE

TR GH E LU
2024 • VOLUME 14 • ISSUE 3

SI AN O
R R

A TS NT TIO
N
SF U RO NS
O NP AM
R IC I
M K N
COVER A S G
INTERVIEW
Sparkle and floLIVE
collaborate on sophisticated,
global IoT connectivity

UTILITIES IoT SECURITY CONNECTIVITY TRANSPORT IoT GLOBAL NETWORK

How IoT is enabling electricity Why enterprises need Why utilities select cellular Expanded use cases and Log on at
industry transformation IoT security-as-a-service for smart metering new connectivity needs www.iotglobalnetwork.com to
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PLUS: 5-PAGE MARKET REVIEW EXPLAINS MASSIVE IoT IMPACTS • Why it’s time for SIMPL IoT connectivity • What IFPP means
for streamlined SIM integration • Qualcomm buys Sequans 4G IoT technology • China targets 3.6 billion mobile IoT connections
by 2027 • Why cellular networks and IoT have a SIMbiotic relationship • Swisscom Broadcast and Nokia take off with drones-as-
a-service • How MobileWare’s Darby platform is supporting vertical IoT • eUICC unlocks future agriculture apps • Do all roads lead
to roaming? • Trasna CEO details cloud-based eSIM deployments • See the latest News, Features and Interviews at www.iot-now.com
Global Advisors on IoT, AI and Digital Transformation

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CONTENTS

08 COVER
INTERVIEW 38 CASE
STUDY

17 ANALYST
REPORT 67 IFPP
INTERVIEW

IN THIS ISSUE 32 INTERVIEW

Ryan Keefe, the chief operating officer of
63 eSIM
IFPP
Antony Savvas asks if the jury is still out
SIMPL, tells Transforma Insights’ Matt on how eSIM uptake will increase?
04 EDITOR’S COMMENT
Hatton that it’s now time to keep IoT
George Malim on SIMbiotic relationships connectivity SIMPL 67 The IoT Now CEO Guide to
05 COMPANY NEWS IFPP 2024
36 MULTI-CARRIER MANAGEMENT
Qualcomm snaps up Sequans 4G tech, How SIMPL is revolutionising IoT and 68 INTERVIEW
Memfault joins STMicroelectronics fixed wireless access deployments Dr. Philipp Schulte, the CEO of
partner programme Giesecke+Devrient Mobile Security, tells
38 CASE STUDY George Malim how in-factory profile
06 MARKET NEWS Agribusiness is accessing new use cases provisioning (IFPP) is transforming device
China targets 3.6 billion mobile IoT with eUICC and SIMPL manufacture
connections, Oracle integrates AT&T IoT
connectivity into enterprise 40 PERMANENT ROAMING 72 IFPP EXPLAINED
communications platform Transforma Insights demystifies the With IFPP, simplicity starts from the
resolution of permanent roaming factory floor
08 COVER INTERVIEW regulatory issues
Sparkle’s Daniele Mancuso and floLIVE’s 74 CASE STUDY
Luigi Capoblanco detail their 44 SECURE ROAMING How IFPP enabled by G+D’s AirOn360
collaboration to support sophisticated, Antony Savvas assesses how modern In-Factory SIM is revolutionising device
global IoT connectivity SIM platforms are supporting cloud- connectivity
connected IoT devices
12 CASE STUDY 76 IFPP ANALYST VIEW
46 IoT ROAMING CONNECTIONS Transforma Insights’ Matt Hatton
MobileWare turns to floLIVE for Darby How IoT roaming is driving new revenue
platform connectivity explains why IFPP is useful for
for mobile network operators connected device makers
14 CONNECTIVITY MANAGEMENT 49 INTERVIEW
Why IoT organisations are selecting 78 IFPP BENEFITS
Nick Gyles, the chief product officer at Antony Savvas looks at how IFPP will be
connectivity management platforms Daizy, tells George Malim how hyperscale
(CMPs) to simplify and streamline applied to use cases such as smart
IoT can benefit from an open, horizontal energy meters and remote logistics
management of device connections management toolset

17 ANALYST REPORT 51 CONNECTIVITY WEB SUMMIT 2024 81 MARKET REVIEW

ABI Research’s Elizabeth Stokes and Dan Our preview of this year’s event Why massive IoT necessitates new
Shey uncover the future of fleet models, new technologies and new
management, detailing expanded use 53 The IoT Now Guide to Cloud-Based relationships
cases and connectivity requirements eSIM 2024 87 INTRALOGISTICS
54 INTERVIEW Suruchi Dhingra, a research director at
28 ANALYST RESEARCH Transforma Insights, explores the digital
Stéphane Fund, the CEO of Trasna,
Global satellite coverage supports IoT technologies that are being deployed to
details how the company is addressing
anywhere, writes Beecham Research’s optimise intralogistics
the demands of the IoT market, following
Sarah Woon
its acquisition of Workz 90 EVENT DIARY
31 The IoT Now CEO Guide to 58 CASE STUDIES Where to go and what to see
Mitigating Roaming Risks The latest deployments from iONLINE,
1oT, Monogoto and Virgin Mobile MEA

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IoT Now Q3 I 2024 3

COMMENT

EDITORIAL
ADVISORS

Robin
Duke-Woolley,
CEO, Beecham
Research

The relationship between IoT and

cellular connectivity is SIMbiotic Andrew Parker
programme
IoT has always relied on cellular connectivity to provide wire-free, secure, marketing
director, IoT,
ubiquitous coverage to support IoT use cases. The technology is ideal for the GSMA
needs of IoT devices but connecting to cellular networks has always been
complex, fragmented and inflexible. This puts IoT in a chicken-and-egg
situation in which complicated connectivity requirements slow time to market
and impede growth

The arrival of the massive IoT Managing global connectivity is still complex,
era has put immense pressure although connectivity management platforms have Gert Pauwels
on the current situation as it has been developed to abstract much of the burden head of
become increasingly recognised away from organisations that deploy IoT offerings. commercial and
marketing IoT
that current SIM regimes are a Flexibility is also not uniformly possible with much
and M2M,
barrier to introduction of new depending on commercial agreements, operator and Orange Belgium
use cases and hyperscale regulator policies, and full awareness of the options
growth in others. This isn’t news, continuing to elude much of the market place.
though. The marketplace has
been struggling to simplify the The virtuous circle of simple to access, global
SIM situation for almost a connectivity fuelling increased volumes of connected
decade, riding on innovations devices has substantial bottlenecks that new SIM
George Malim, such as embedded SIM (eSIM) technologies can ease. This faster, easier, more efficient
managing editor and, more recently, integrated and ultimately simpler to change SIM landscape
SIM (iSIM). matches the developmental priorities of IoT devices.
Robert
The two are symbiotic and the more the alignment is
Brunbäck
The promise these technologies have, in terms of recognised the more that easy connectivity will fuel director,
enabling SIM functions to be installed into devices uptake of IoT offerings and foster innovation that Connectivity,
at the point of manufacture before connecting to a brings huge hyperscale use cases to life. Lynk & Co
mobile operator at the point of deployment,
provides a glimpse of a simplified future. Ideally, a It’s time for IoT organisations to embrace the SIM
device should be turned on and automatically revolution and stimulate deployments with simple
connect to the optimum available connectivity. cellular connectivity.
Today, that’s a step too far and vested interests,
existing contractual obligations and even the Enjoy the magazine!
regulatory environment exert a range of
sophisticated pressures on IoT organisations. George Malim
Aileen Smith
chief strategy
MANAGING EDITOR SALES CONSULTANT PUBLISHED BY officer, UltraSoC
George Malim Cherisse Jameson WeKnow Media Ltd. Suite 138,
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4 IoT Now Q3 I 2024

COMPANY NEWS

Qualcomm to acquire
Sequans’ 4G IoT
technologies in new deal
Qualcomm and Sequans Communications
have entered into a definitive agreement
for Qualcomm to buy Sequans’ 4G IoT
technologies. The acquisition includes
certain employees, assets and licences. News in Brief
The transaction is subject to customary
closing conditions, including French
regulatory approval. Deutsche Telekom IoT
Sequans is a designer, developer and joins Bridge Alliance
supplier of cellular semiconductor solutions Deutsche Telekom IoT has
for massive and critical IoT markets. The joined Bridge Alliance, a
addition of Sequans’ 4G IoT technologies Georges Karam, Sequans business alliance of 35 mobile
to Qualcomm’s IoT solutions will strengthen communications companies in
Qualcomm’s Industrial IoT portfolio. perpetual licence agreement, supporting Asia Pacific (APAC), the Middle
the company’s ability to expand its 4G East, Africa and now Europe.
“Digital transformation is being driven by business and develop its 5G portfolio. Bridge Alliance provides
high-performance processing and connectivity and integrated
intelligence at the edge, positioning “We are excited to announce this value-added services, including
Qualcomm for growth in one of the largest important transaction with Qualcomm,” IoT/M2M, to its members. The
addressable opportunities,” said Nakul said Georges Karam, the CEO of Sequans. cooperation claims to open the
Duggal, the group general manager, “This agreement underscores the value of ‘greatest possible flexibility’ for
automotive, industrial and embedded IoT, our 4G IoT technology and provides us both sides to meet individual
and cloud computing at Qualcomm with significant capital to continue to customer requirements in an
Technologies. “This acquisition of Sequans’ further invest in our IoT business international environment.
4G IoT technology adds to Qualcomm’s ambitions. We are dedicated to pushing
broad portfolio, further strengthening our the boundaries of innovation and Deutsche Telekom, through its
offerings across enterprise customers of providing cutting-edge 4G/5G Deutsche Telekom IoT subsidiary,
low-power solutions for reliable, optimised semiconductor solutions that meet the is the first European telecoms
cellular connectivity for Industrial IoT advancing needs of AI-powered Internet company in the alliance. Its IoT
applications.” of Things applications. This transaction is subsidiary is part of the business
expected to provide us the resources and customer activities within T
Sequans will retain full rights to continue flexibility to enhance our product offerings Business. By joining the alliance,
to use the technology commercially, via a and expand our market presence.” Deutsche Telekom can now offer
global companies easy access to
the APAC region.
Memfault joins STMicroelectronics partner programme
to accelerate customer time-to-market
Sateliot launches four
Memfault, a provider of an embedded to make better products faster. This
device observability and over-the-air capability extends throughout the entire satellites for IoT
(OTA) platform, has announced that it has product lifecycle, from initial development connectivity
joined the ST Partner Programme, allowing to deployment.”
STMicroelectronics customers that Sateliot has successfully
develop embedded IoT devices to gain Memfault works closely with multiple ST launched four additional
visibility into device performance and customers and can support any IoT device satellites as part of its 5G
reliability, proactively identify issues and configuration. Memfault has a well- narrowband-IoT (NB-IoT)
quickly push targeted fixes out to devices. established integration with STM32 chips non-terrestrial network (NTN)
that is currently being used by many constellation. These satellites,
Memfault equips engineering and product customers around the world. designed to extend the coverage
teams with critical insights into real-world of mobile telecoms operators to
product performance, such as firmware 100% of the planet, were
stability, battery life and connectivity. Its deployed on the SpaceX
automatic diagnostic data extraction, Transporter-11 mission. The
aggregation, analysis and notification launch took place on 16 August
capabilities improve issue detection and aboard a Falcon 9 rocket from
shorten resolution time from days to Vandenberg Air Force Base in
minutes, the company claims. California, USA.

“Memfault’s extensive experience and “This launch propels us into a

specialised tools uniquely position us to new phase of development,” said
support STMicroelectronics’ customers Jaume Sanpera, the CEO and
right from the start,” said François co-founder of Sateliot. “Not only
Baldassari, the CEO of Memfault. “Our will we begin generating
solution supports embedded engineers revenue, but we will also position
and developers in remotely debugging Spain as a global leader in IoT
issues, deploying OTA firmware updates connectivity.”
and continuously monitoring fleets of
connected devices at scale, enabling them François Baldassari, Memfault

IoT Now Q3 I 2024 5

MARKET NEWS

Remote patient monitoring to grow at 12.8%

CAGR, reports Berg Insight
News in Brief
Berg Insight has reported that the number doubled since 2018. The growth is driven
of remotely monitored patients reached by the compliance monitoring
Smart meters evolve 76.7 million worldwide in 2023 as the requirements introduced in the US and
market acceptance continues to grow in across European countries.
from analogue to several key verticals. This number includes
digital all patients enrolled in mHealth care Glucose level monitoring has grown in the
programmes in which connected medical last few years and is now the second largest
In a report titled, ‘Electricity devices are used as a part of the care segment with 12.6 million connections at the
Smart Meters: Government regimen. Connected medical devices used end of the year. The growth is driven by the
policies and sustainability for various forms of personal health increased adoption of continuous glucose
initiatives will drive 2.1 billion tracking are not included in this figure. monitoring (CGM) systems from providers
connections in 2033’ Transforma Berg Insight estimates that the number of such as Abbott and Dexcom. Other device
Insights estimates that the total remotely monitored patients will grow at a categories include ECG, telehealth,
number of electricity smart compound annual growth rate (CAGR) of medication compliance, blood pressure
meter devices will grow to reach 12.8% to reach 140.1 million by 2028. monitors and others. The fastest growing
2.1 billion in 2033. The firm says market segments in the next five years are
smart metering systems either The three main applications are monitoring anticipated to be remote ECG monitoring
use wireless communication of patients with sleep therapy devices, and medication compliance monitoring.
options or fixed wired glucose level monitoring of patients with
connections such as powerline diabetes and monitoring of patients with “With advancements in AI and machine
carrier (PLC). A wide range of implantable cardiac rhythm management learning, mHealth platforms are evolving
different wireless (CRM) devices. Sleep therapy is by far the from monitoring tools to comprehensive
communication options have most connected segment, dominated by systems that assist in diagnosing and
been used, such as Wi-Fi, RF ResMed. In 2023, approximately 32.2 treating patients, paving the way for more
mesh networks, LoRa, Wize, million sleep therapy patients were effective healthcare,” said Vatsala Raina, an
Zigbee, NB-IoT, traditional remotely monitored, which has more than IoT analyst at Berg Insight.
cellular communication
technologies (2G/3G/4G) and
Wi-SUN.

Technologies such as PLC and

China targets 3.6 billion mobile IoT connections by 2027
RF mesh are currently the most
China’s Ministry of Industry and application of mobile IoT in fields such as
common primary
Information Technology has unveiled a intelligent connected vehicles, healthcare
communication technologies
plan to push the development of the and smart homes, according to the plan.
with a share of 60% of devices
mobile Internet of things (IoT), aiming to
shipped in 2023. The vast
boost the sector’s supply, innovation For intelligent connected vehicles, it said
majority of the remaining new
capabilities and industrial value. By 2027, efforts will be made to drive the
devices use 5G massive
China will strive to further improve its application of mobile IoT in scenarios like
machine-type communication
mobile IoT ecosystem, with the number of driving monitoring and autonomous
(mMTC) (including NB-IoT and
mobile IoT terminal connections expected driving, and realise functions like
LTE-M) and non-mMTC LPWA
to exceed 3.6 billion, according to the plan. information exchange and sharing,
(including, for example,
The country expects to support the complex environment perception and
LoRaWAN) as their primary
establishment of more than five mobile IoT intelligent decision-making.
means of communication. In
industrial clusters and set up over ten
2023, 5G mMTC had a share of
mobile IoT industry demonstration bases The ministry said it will also work to
17%, non-mMTC LPWA had a
by 2027, it said. accelerate the integration of mobile IoT
share of 10%, 4G had a share of
with key industries to support their digital
9% and short range had 2%. In
The plan outlined four key tasks, namely transformation and new industrialisation.
2033, 5G mMTC (share of 32%),
strengthening the foundational IoT By the end of July this year, the number of
LPWA non-mMTC (30%) and
network, enhancing industrial innovation mobile IoT connections in China neared
PLC and RF-Mesh (30%) will be
capacity, boosting the integrated 2.55 billion, accounting for 59% of China’s
the pre-eminent means of
application of smart technologies and total mobile terminal connections, official
connectivity for new devices.
fostering a favourable development data showed.
environment. China will promote the

6 IoT Now Q3 I 2024

MARKET NEWS

Swisscom Broadcast and

Nokia launch Drones-as-a- News in Brief
Service network in Switzerland
Swisscom Broadcast has selected Nokia to Kargo unveils lift for
deploy a nationwide Drones-as-a-Service forklifts and AGVs
network across Switzerland. 300 Nokia
Drone-in-a-Box units are planned for Kargo has announced the
deployment to enable emergency response, Kargo Lift, a new addition to
perimeter protection and infrastructure the Kargo product portfolio,
inspection, which will help keep public safety that has been purpose-built for
workers safe. The companies will continue Raghav Sahgal, Nokia forklifts and automated guided
cooperating with competent regulatory vehicles (AGV). The Kargo Lift
bodies to ensure that operations comply Switzerland. Together, we can speed up the extends the AI capabilities of
with regulatory frameworks, especially from go-to-market of our Drones-as-a-Service the Kargo Towers, automating
spectrum and aviation safety standpoints. offering to our customers in the industrial critical processes and
and public safety landscape in Switzerland,” enhancing visibility for
This will be the second nationwide Nokia Dominik Müller, CEO at Swisscom Broadcast, warehouses, manufacturing
Drone Networks project after Belgium’s said in a media statement. The integration of facilities and distribution
Citymesh deployment. It will support our existing People Density Tool and our centres.
Switzerland’s public safety and Industry 4.0 Drone Operations expertise with Nokia’s
efforts and highlight Nokia’s strength in industrial grade hardware in combination “Our goal has always been to
modernising digital infrastructure projects with an open and future proof Software push the boundaries of what’s
and utilising mission-critical industrial edge architecture is an important key to support possible in industrial
computing (MXIE) with the support of 3GPP such large-scale projects.” automation,” said Sam Lurye,
technologies for beyond visual line of sight the founder and CEO of Kargo.
(BVLOS) autonomous operation. “We are proud to partner with Swisscom “Like with all Kargo products,
Broadcast, a true innovator in Drones-as-a- we have meticulously designed
Public safety agencies in Switzerland will tap Service operation, for this important project the Kargo Lift to be easy to
into the nationwide drone network by to establish a nationwide Drones-as-a- install, drive immediate value
requesting a drone flight, similar to a Service network in Switzerland,” said Raghav and handle all the complexity
ride-sharing service, from Swisscom Sahgal, president of cloud and network of an industrial environment.”
Broadcast. They will also be backed up by a services at Nokia. “Nokia’s Drone Networks
service portfolio with expertise, compliance, solution enables large-scale projects as it
data collection and analysis of the collected incorporates our mission-critical industrial
data from Nokia and Swisscom Broadcast. edge (MXIE) technology to power its Intelligent Living
advanced computing functions and
The deployment is expected to be available
software. It will undoubtedly help Swiss
and Specifix join
in all areas of Switzerland.
enterprises gain access to a superior forces for smart
Drones-as-a-Service offering to enhance
“We are pleased to select Nokia as a partner
worker and public safety.”
locks
for this important infrastructure project in
Intelligent Living Application
Group has announced that it
has entered into a cooperation
Oracle integrates AT&T IoT connectivity agreement with Specifix.
into enterprise communications platform Specifix deploys its artificial
intelligence (AI) assisted
Oracle is incorporating AT&T IoT connectivity and network APIs is available robotics research and
connectivity and network application across OCI regions in the U.S. development for construction
programme interfaces (APIs) into its and industrial engineering
Enterprise Communications Platform (ECP). “Our mission has always been to help services and technology. This
The initiative will enable Oracle’s industry improve the way the world communicates, cooperation underscores its
cloud application customers to connect and and with ECP supported by AT&T and commitment to enhance its
manage their IoT devices on the AT&T FirstNet, we’re taking a massive step toward technological capabilities for
network all in one platform, enabling reliable that vision,” said Andrew Morawski, executive new product development
and secure communications. vice president and general manager at which will expand its market
Oracle Communications. “Together, we can presence.
Supported by AT&T, ECP delivers IoT help organisations across industries benefit
connectivity and near real-time from the full potential of 5G, by building a Specifix’s approach and
communications to Oracle’s suite of industry new generation of vertical applications technology align with
cloud applications. With integrated offering endless opportunities to innovate.” Intelligent Living’s goal for
capabilities such as IoT edge application development of smart locks
management, this all-in-one offering removes Sarita Rao, the senior vice president of AT&T and smart home security
the customer burden of managing complex Partner Solutions, added: “By teaming with devices. The cooperation will
integrations and network contracts. Oracle to incorporate IoT connectivity and enable it to use Specifix’s
programmable APIs into Oracle industry technologies to enhance
Built on the high performance and security applications, we are providing businesses and research and development
of Oracle Cloud Infrastructure (OCI), the organisations a tighter level of integration abilities, and even new
unified communication and edge between the network and application, driving automated industrial
architecture gives businesses the performance and reliability gains while also production processes to help
connectivity and real-time data intelligence eliminating integration requirements and improve efficiency and
they need to power critical new services and separate contracting events. It’s co-creation precision.
experiences. The integration with AT&T IoT at its best.”

IoT Now Q3 I 2024 7

COVER INTERVIEW

Sparkle and floLIVE collaborate

to support sophisticated, global
IoT connectivity
IoT organisations are becoming more advanced as they launch richer, global IoT products
onto the market. When it comes to connectivity the market has moved on from simply
thinking about cost per megabyte to more carefully assessing how to handle regulatory
compliance, how to balance differences in mobile network performance from market to
market and how to manage the more complex latency, security and failover requirements of
IoT devices. Daniele Mancuso, chief marketing and product management at Sparkle, and
Luigi Capobianco, the senior vice president and head of Europe and the Middle East at
floLIVE, explain to George Malim, the managing editor of IoT Now, how the companies have
collaborated to create compelling, compliant sophisticated, global IoT connectivity services
that level the playing field across the entire planet

Daniele GM: How does your partnership with want to target multinational enterprises
floLIVE align with Sparkle’s strategy? directly and address some specific verticals
Mancuso
Sparkle that are striving to enter the mobility
Daniele Mancuso: floLIVE was for us the ecosystem. We target multinational
missing piece, a reliable partner. One of the enterprises and we tend to go up the value
unique strengths of floLIVE has always been chain to those that are producing the
that it is a customer of Sparkle’s outbound objects that will onboard the SIM cards,
worldwide connectivity solution. floLIVE either plastic SIMs or embedded SIMs
being interconnected with us already as a (eSIMs), it doesn’t matter.
customer was one of the enabling factors
and floLIVE is an excellent developer with The other side of the strategy was to enable
an excellent platform. We are finding a lot Tier-2 and Tier-3 MNOs and MVNOs to
of synergies, both from a technical point develop an international IoT market based
of view and from a commercial on the fact that they were already our global
perspective. The success of Sparkle connectivity customers. This is enabled by
using the floLIVE platform is creating floLIVE’s connectivity management platform
benefits to floLIVE itself and also (CMP) because the platform can
enabling further benefits to Sparkle independently serve either enterprises,
because, if we are able to increase where we go directly with the Sparkle brand,
the traffic that floLIVE can push or allow us to go to market with floLIVE’s
towards our international mobile white-labelled solution. We can go to a
subscriber identity (IMSI), we are Tier-3 MNO, for example, and give them our
creating mutual benefit for both IMSIs and a customised floLIVE platform and
companies. they can resell this to their own customers
using their own brand, with their own look
I would say that floLIVE is enabling us to and feel and their own commercial rules.
realize our product pitch from when we
launched our global IoT suite and we I think this new collaboration is a first in
presented the idea of venturing terms of commercial launch of an IoT
into the IoT market to solution with data localisation. There were
our CEO. We several workgroups in international
created a kind standards trying to address the topic of
of double critical IoT. We are basically avoiding the
strategy. On need for SIM cards that are travelling in the
one side, we US to connect back and forth with Europe

SPONSORED INTERVIEW

8 IoT Now Q3 I 2024

COVER INTERVIEW

There will be three

big gateways that
we are going to
localise: one in the
US, one in Europe
and one in Asia

or vice versa. This is going to be unique and the platform in-house using modern software Luigi
strengths of the partnership between floLIVE and architecture approaches and design guidelines. Capobianco
Sparkle enable it. We have used Sparkle’s global presence, not floLIVE
only for connectivity needs, but also for global
There will be three big gateways that we are going presence in terms of data centres and physical
to localise: one in the US, one in Europe and one in interconnections globally, to access
Asia. The unique factor is that it’s not just a simple this connectivity and provide it
gateway localisation, it’s a localisation in places to our customers. Sparkle has
where we have Sparkle local connectivity through been a very important part of
peering with local carriers. Basically, we are going our growth when it comes to
to provide a zero-latency IoT service for SIM cards sourcing global access to
that connect to those points of presence. This, I cellular data.
believe, is really a market first.
Now, what does that mean
Of course, it’s a combination of several factors. As for the CMP? It means
we said before, let’s not forget that our mobile that our CMP, which is
platform runs over our 600,000 kilometres of fibre only one service out of
optic cables around the world, on top of our the entire range of data
Seabone IP transit platform. We believe that we connectivity services we
are going to see a lot of positive returns both in offer, is not just the front
market appreciation in terms of revenues and end, but it’s a complete,
margins, but what concerns us most is the holistic solution. It comes
customer experience. This is our main objective. with an online billing
system and with full
GM: floLIVE has built an impressive global IoT Remote SIM Provisioning
network; can you explain how this extensive (RSP)
data network benefits mobile operators
compared to traditional connectivity
management platforms (CMP)?

Luigi Capobianco: Our global IoT network has

been designed and built in a way that allows
us to constantly introduce new services and
offerings both quickly and in a cost-effective
way; this is because we developed the entire

IoT Now Q3 I 2024 9

COVER INTERVIEW

Our IoT offering is based on global connectivity because of our history and
because we strongly believe that being able to be connected anywhere in the
world is an important foundation for the IoT business for multinational customers

capabilities for both M2M and consumer use negotiate an entire roaming agreement from
cases, multi-IMSI capabilities and more. Our scratch that is based on the full paradigm of
distributed network around the world enables all human communication, but we can really focus on
floLIVE customers, which could be MNOs, MVNOs selective agreements that are related to the
and IoT service providers, to access our global machine-to-machine market. Either we extend
data network and consume the advanced services already existing partnerships and introduce a
we offer. specific price list for machine-to-machine
connectivity or we enter a new partnership
I think the advantage of our approach is that we do dedicated to the machine-to-machine sector. This
not only provide mobile operators a means for is already a good differentiator from other carriers
operating a profitable IoT business, but we’ve added that operate in the same space but I will say that
two very important capabilities - one is the ability to the basic foundation of our global connectivity
extend their global reach even to highly regulated proposition, the technical foundation, is really a
countries such as China, Brazil, Turkey and others. In differentiator compared to the competition.
addition, we’re also enabling them to generate new
revenues from advanced services that are made Our global connectivity has always been based on
available via our global platform. These services the concept of multi-operator service. Our
include MVNE, mission-critical IoT, advanced IP data platform is based on a multi-IMSI paradigm that
management, satellite connectivity and more. One allows us to offer to any customer wherever they
of the new and very interesting things that we’re are the best connectivity in terms of price,
doing with Sparkle is distributing our network coverage or diversification. For IoT this is really a
capabilities and global presence. unique advantage. When you have an automotive
manufacturer that needs to ship cars everywhere
A car maker, for example, doesn’t just connect its in the world, they need to guarantee that the
cars in the old-fashioned roaming model. That vehicles they are producing can connect in all the
works well when you’re connected in Germany countries and always find the best coverage at the
with a European MNO, but when you move to best rates. There is also always the possibility to
Canada or China with the same MNO, the user switch to another operator, either by failover, or by
experience falls short. What we’re going to do applying steering policies.
with Sparkle is build something that allows cars
and other connected devices to have the same This multi-IMSI solution is corroborated by the
experience, performance, service level and over the air (OTA) capabilities to reconfigure a
security all around the world regardless of single SIM card or a set of SIM cards. If there are
location. This is only possible when you put changes to the customer requirements or the
together a CMP for sure, but also the capabilities commercial scenario in that specific country, we
and the global presence of Sparkle. can still guarantee the customer that the coverage,
the rates and the failover level agreements are
GM: What makes Sparkle stand out from the respected over time. We can do everything with
competition and what impacts have you had on an OTA campaign. The technical capabilities that
the success of IoT solutions? we just described with our commercial strength,
part of it inherited from the TIM Group and part of
DM: Our IoT offering is based on global it because we established this new roaming team,
connectivity because of our history and because make us stand out. In addition, the coverage that
we strongly believe that being able to be we have with our 170 points of presence is spread
connected anywhere in the world is an important around the world where we can do IPX peering
foundation for the IoT business for multinational with basically all the interconnect carriers. I would
customers. IoT by itself for us is a means to say that creates a unique solution in the market.
address the connectivity needs of things that are
on the move. We strive to provide connectivity to GM: How does floLIVE’s solution enable mobile
things that are moving, and Sparkle is a operators to manage and monetise IoT
multinational carrier with the strongest offering. connectivity more effectively?

GM: Please can you tell us more about Sparkle’s LC: The IoT connectivity market is quite
IoT strategy and offering? competitive, so there are two things you can do:
One is to try to bid the lowest possible price,
DM: We started to develop the strategy roughly a which is not always easy and probably doesn’t
year ago and we have already achieved good always bear the right fruits in the long term. The
results. First of all, we had a list of requirements other is to move up the value chain to serve
that are driven by our worldwide connectivity and higher-value use cases with the connectivity they
machine-to-machine priorities. We don’t need to need in terms of latency, security and location.

10 IoT Now Q3 I 2024

COVER INTERVIEW

We’re not telling MNO customers to do one or the These applications are more prone to requiring
other, but we are empowering them to do both. permanent roaming. If you deploy one of these The world is going
What does that mean? use cases in Turkey, for example, the devices are
in a direction in
likely to stay in Turkey for more than 90 days, and
First of all, as one of the world’s leading IoT CMP that is not allowed. Additionally, privacy which permanent
providers, floLIVE was the first to differentiate regulations like GDPR and CCPA require that data global roaming is
between high ARPU and low ARPU use cases, remains within the country of operation, which going to become
meaning we launched an offering that conflicts with roaming. For example, a device
more and more
distinguishes between the volume of megabytes operating in California but using a European SIM/
per month and charges a platform fee accordingly. profile violates CCPA regulations because data, complex
For example, with smart meters, the platform fee which is protected as private, is routed through
is a fraction of a high ARPU service’s platform fee. Europe instead of the device’s actual location. To
We did this to allow mobile operators to run a address this, we started cooperating with the 15
profitable IoT business and compete in this different IMSI providers we support today. We
challenging market. have a global bootstrap, via Sparkle, which has by
far the largest coverage in the world and also
Second, our platform, built using the latest reliability. Then, whenever a customer says they
software design, architecture and deployment need to localise in Brazil we have two Brazilian
practices, ensures a lower marginal unit cost as IMSIs so that you can access Brazil on local
more and more devices are onboard our global, networks owned by floLIVE, compliantly accessing
cloud-native network. In both the short and long different local operators. www.flolive.net
term, this allows mobile operators to increase their
profitability and obtain a strong presence in the
growing IoT space.

The importance of owning our entire software

stack, from the core network through SIM
management, real-time multi-tier billing engine
and CMP, comes into play when we deploy since
we don’t have fixed third-party licence costs.

Another key benefit that floLIVE brings to mobile

operators is a new, constant revenue stream
generated by floLIVE’s global customers who seek
connectivity in the mobile operator’s footprint. As
I stated earlier, this is how floLIVE and Sparkle
began the relationship – by offering Sparkle’s
coverage to our global customers. This is another
pillar that empowers MNOs to not only operate a
profitable IoT business but also increase their
revenues inorganically.

GM: How does floLIVE ensure compliance with

diverse regulatory requirements across different
countries, and why is this crucial for mobile
operators?

LC: The world is going in a direction in which

permanent global roaming is going to become
more and more complex. Accessing all countries
around the world, without any temporary
restriction through a single IMSI is already a
challenge today, but it is going to be more of a
challenge in the future. Let’s say you have a track
and trace application for containers – you don’t
really care about permanent roaming. However,
there are numerous use cases that where this does
matter, such as smart metering, automotive, POS,
credit card readers, alarm systems, video cameras
and dashcams, which are all interesting use cases.

IoT Now Q3 I 2024 11

CASE STUDY

Mobileware turns to floLIVE for

Darby platform connectivity
Delivering connectivity is crucial in the Internet of Things (IoT) market. While the ecosystem
is comprised of many key players, such as hardware, software and computing providers, the
tie that binds these is connectivity to ensure that wherever or however devices are deployed,
they can connect to the internet to communicate data
IoT solution providers (ISPs) stand at a vital juncture in Cost optimisation: Different network operators may offer
providing the very critical connectivity for IoT use cases but varying pricing structures and plans. Having multiple options
also helping stitch together the other very important allows businesses to choose the most cost-effective solution
components of IoT, including data and hardware management, based on their usage patterns, scalability requirements and
security, integration and maintenance and support. budget constraints. Competition among network operators
MobileWare is an IoT solution provider that enables IoT can also drive down prices and improve service quality.
solutions in key verticals such as restaurants, retail, education,
Global deployment: For IoT solutions with global
security, transportation and logistics.
deployments, relying on a single network operator may not be
practical due to regional variations in network infrastructure
Business impact of floLIVE: and regulations. Multiple operators allow for more flexible and
• Single pane of glass for device management scalable global deployments, ensuring connectivity across
• Simplified management of multi-carrier relationships different countries and continents.
• Single stock-keeping unit (SKU) SIM Technology evolution: The field of IoT is rapidly evolving, and
• Global connectivity designed for IoT complexity new connectivity technologies continue to emerge. Having
multiple network operators allows businesses to adapt and
MobileWare is successfully delivering solutions in the IoT integrate the latest and most suitable connectivity
segment but found managing the complicated connectivity technologies as they become available, ensuring future-
ecosystem burdensome. “MobileWare developed its Darby proofed IoT solutions.
platform to help integrate the components of the solutions we Customisation for specific use cases: Different IoT
were providing to customers, which was further refined and applications have unique requirements, such as low latency,
enhanced through its partnership with floLIVE,” says Steve high bandwidth or long-range connectivity. Multiple network
Higgins, the chief executive of MobileWare. “We were trying to operators enable businesses to choose the network
manage all the different carrier agreements, multiple stock- technology that best aligns with the specific needs of their IoT
keeping units (SKUs) and who has the best SIM cards.” use cases.

The nature of IoT is very different from consumer connectivity. MobileWare was successful in delivering its diverse
Typically, with consumer connectivity, a user only needs a connectivity offerings to
single SIM from a single mobile network operator (MNOs) but customers and helping them
even still, an ISP generally will contract and resell connectivity save money and tap into IoT
from multiple carriers. However, with IoT, the complexity of success, but behind the
that can easily multiply for several key reasons: scenes, it was a logistical
challenge. “We were
Coverage and availability: Network operators may have asking ourselves how
different coverage areas and service availability. In some do we continue to
regions, certain operators might offer better coverage or have grow this and have a
stronger signals, ensuring that IoT devices can communicate platform – we were
effectively across diverse geographical locations. Multiple doing it on
operators increase the chances of finding suitable connectivity spreadsheets,” adds
options for different deployment scenarios. Higgins.
Redundancy and reliability: Relying on a single network
operator introduces a single point of failure. If that operator
experiences outages or issues, all devices connected to that
network may be affected. Having multiple network operators
allows for redundancy, improving the reliability of IoT solutions.
If one network faces problems, devices can switch to
alternative networks, ensuring continuous operation.

SPONSORED CASE STUDY

12 IoT Now Q3 I 2024

CASE STUDY

A platform for growth multi-profile solution, like the Single SIM that MobileWare
MobileWare integrated Darby with floLIVE’s connectivity offers. Powered by floLIVE multi-IMSI technology, MobileWare
management platform (CMP), which has allowed MobileWare offers customers the ability to seamlessly switch networks over
to provide its customers with a single pane of glass to view all the air (OTA) in case of a network failure, network event,
data usage and device activity, as well as activate and coverage gaps or as a device moves along networks and needs
deactivate SIMs anywhere in the world. Darby’s functionality to connect to the most available network. This simplified, more
ties in with hardware management so customers can utilise cost-effective solution hosts numerous profiles, not simply two
one platform for granular management in their IoT use cases. networks via two SIM cards.

floLIVE’s holistic cloud-based CMP is designed to deliver a MobileWare also differentiates itself through comprehensive
suite of services for making IoT businesses global, coherent customer support, which – in the complex sector of IoT – is
and profitable. floLIVE fully owns its technological important as devices must be connected and communicating
infrastructure and software stack, enabling it to provide full consistently. Troubleshooting is supported through granular
customisation and additional functionality to meet the visibility provided via floLIVE’s CMP and MobileWare’s Darby,
advanced requirements of large-scale IoT deployments. This allowing for faster problem resolution than using multiple
means providing more customisation, visibility and control over MNOs and the associated numerous support systems.
the network, which is essential for enterprises with MobileWare can confidently turn to floLIVE for top-tier support
sophisticated and demanding IoT use cases. for escalated issue resolution.

MobileWare also uses floLIVE’s core network, which is a unified “We’re only as good as the team behind us,” Higgins says of
approach to global connectivity through key mobile network floLIVE. “The responsiveness on the network level – we
operator (MNO) partnerships. The floLIVE robust international springboard from that and provide this great experience for
mobile subscriber identity (IMSI) library allows for broad carrier our customers.”
access across the globe from a single source.
Altogether, MobileWare’s partnership with floLIVE enables the
As an ISP, value-added services are paramount in organisation to provide:
differentiating services and driving service level agreements
(SLAs) and quality of service (QoS). In partnering with floLIVE, 24/7 management and support: MobileWare’s ability to
MobileWare achieves: provide exceptional customer support is enhanced through
floLIVE’s support and responsiveness.
Seamless coverage: Sourcing connectivity operator-by-
operator leaves organisations in a logistical bind, but accessing Single pane of glass: MobileWare customers can access broad
a library of more than 15 IMSIs allows for coverage from a single connectivity and network options through floLIVE’s robust
source. IMSI library from a single source instead of carrier-by-carrier
and SIM-by-SIM.
Single SKU: Multiple SIMs from multiple carriers introduce
complexity, but using a single SIM that can host numerous Comprehensive management: Integration with floLIVE’s CMP
carrier profiles creates a unified approach. allows MobileWare to provide the unique value proposition of
Global reach: Worldwide connectivity access from a single granular insight into and management of connectivity and
source that operates at the local level ensures global hardware components.
connectivity without the headaches or local agreements or
Connectivity across the globe: Accessing worldwide
roaming SIMs.
connectivity is simplified for MobileWare customers.
Full visibility: Not being incumbent on carrier’s connectivity
management platforms that are not designed uniquely for IoT Reliability and redundancy: OTA switching allows customers
is paramount to MobileWare in not just internally having to access the right network at the right time for optimised
visibility into devices, but also handing that visibility down to connectivity.
its customers.
Simplified logistics: MobileWare’s Single SIM opens up
Superb customer support: Offering complete customer numerous carrier networks without the need for additional
support throughout the customer journey is imperative to SIMs.
MobileWare.

The results
“We like to provide service levels that spoil our customers
rotten. Customers can call me day, night or during the week - I
will answer,” Higgins says. “Companies today really struggle
with finding a way to have simple, secure connectivity, always.
We provide them just that.”

The complexities of IoT connectivity don’t often arise until

deployment or afterwards during management. Higgins said a
question he sees from customers or prospects is: what is the
point of partnering with an ISP when the organisation can just
use two SIMs from two different providers. If one network were
to fail, the second SIM provides failover connectivity.

He said that is an expensive alternative (paying for two

different data plans just for a failover plan) to adopting a

IoT Now Q3 I 2024 13

 CONNECTIVITY MANAGEMENT

Connectivity services deliver

the platform for hyperscale
IoT innovation
With hyperscale IoT now a reality, the burden of managing connectivity has increased
and magnified the complexities. To address the issues, IoT organisations are selecting
connectivity management platforms (CMPs) to simplify and streamline management of
device connections through a single system. With billions of devices to be managed, the CMP
sector is set to generate billion dollar revenues

It’s well understood that after years of false starts technologies and commercial models disrupting
and over-hyped projections IoT is now a mass- the market. The firm sees devices and device-to-
scale phenomenon. Research firm IoT Analytics cloud propositions that incorporate sensors and
has reported in its ‘State of IoT Summer 2024’ data management as appealing options. In
report that there were 16.6 billion connected IoT addition, it notes that service providers are looking
devices by the end of 2023 (a growth of 15% over to bring additional chargeable services to
2022). The firm expects this to grow 13% to 18.8 customers as they seek out new revenue
billion by the end of 2024 and upwards to hit 4.0 opportunities.
billion devices by 2030.
It’s clear that enterprises are willing to pay for
Cellular IoT (2G, 3G, 4G, 5G, LTE-M, and NB-IoT) premium support, value-added services,
now makes up nearly 21% of global IoT consulting, network attach fees and devices.
It’s clear that connections. According to IoT Analytics’ ‘Global However, the individual needs of IoT applications
enterprises are Cellular IoT Connectivity Tracker & Forecast’ mean that customisation and adaptation are
willing to pay for (updated June 2024), global cellular IoT required so connectivity closely meets the needs
connections grew 24% YoY in 2023, strongly of use cases. That’s a money-making opportunity
premium support,
surpassing the growth rate for global IoT for connectivity and other service providers.
value-added connections. This growth is due to the adoption of
services, newer technologies such as LTE-M, NB-IoT, Services to support connectivity
consulting, LTE-Cat 1 and LTE-Cat 1 bis, as older technologies The CMP market is changing to reflect these new
such as 2G and 3G are phased out. Greater cellular
network attach needs and is adopting new models to support dual
choice is aiding growth with the introduction of 5G sourcing and overlay abstraction. The challenges
fees and devices reduced capacity (RedCap) offering a reduced remain significant with some markets still focused
complexity, more affordable variant of 5G. on data sovereignty and national resilience,
hampering provision of standardised, global
RedCap offers download speeds up to 150 Mbps, offerings. While permanent roaming has largely
upload speeds of 50 Mbps and latency of less than been addressed, ways to address the constraints
100ms. The technology’s performance makes it need to be considered.
well-suited for video transmission and adoption in
video surveillance use cases is underway. Generally, CMPs are needed because bringing together an
the technology offers a cost-effective alternative international set of IoT connectivity is complicated.
to standard 5G. The blend of connectivity from lower end
technologies up to 5G and spotty coverage of
Platforms for mass-scale emerging technologies makes it difficult to
With momentum behind increased numbers of assemble truly global offerings and this makes
cellular IoT devices and new variants becoming well-established technologies such as LTE-Cat 1
widely available, the management of connectivity and LTE-Cat 1 bis appealing for multinational
continues to be complex. A vibrant service deployments, although interest in 5G, non-
provider sector has grown up to support terrresterial networks and NB-IoT is rising.
organisations, many of which have little or no
interest in managing connectivity, preferring to A spread of different types of IoT connectivity
focus on their core business and IoT product and providers currently serves the market. “There are
service innovation instead of becoming three main categories of leading CSPs for IoT,”
connectivity experts. confirms Matt Hatton, the co-founder of
Transforma Insights. “At the very apex of the
Transforma Insights has reported that several diamond are the major mobile network operators,
themes are driving IoT connectivity adoption with led by Vodafone and followed closely by Deutsche
market evolution and the arrival of new Telekom IoT, NTT, Telefónica, AT&T and Verizon.

14 IoT Now Q3 I 2024

CONNECTIVITY MANAGEMENT

Figure 1: CSP ratings for global IoT connectivity and associated IoT services
(Source: Transforma Insights, 2004)

The second category of market leaders are those Platforms for visibility
that have focused exclusively on providing This level of revenue highlights that connectivity
excellence in a narrow element of pure cellular All players
management is a significant problem for IoT
connectivity, largely ignoring devices or much in deployments and enterprises are looking or ways demonstrate
terms of customisation for the enterprise client. to abstract complexity away and gain greater awareness that
This group includes 1NCE, emnify and floLIVE. insights into their IoT connectivity needs. A recent simply selling
Finally, there is a group of communications service survey of IoT connectivity providers conducted by
providers (CSPs) that straddles the two camps, in connectivity as a
Kaleido Intelligence on behalf of floLIVE found
some cases with equally capable connectivity that 72% of respondents stated they do not have commoditised
offerings, but typically married with a more full visibility into network activity. In addition, the product for
complete set of capabilities around IoT services. survey uncovered that just 27% of respondents customers to
This group comprises Eseye, KORE, Soracom, provide customers with full visibility into network
Telenor, Telit Cinterion and Wireless Logic.” self-manage has
activity.
limited appeal to
Figure 1 sets out Transforma’s vision of the global “IoT has reached a significant turning point where IoT innovators and
CSP IoT connectivity landscape, placing different increasingly complex and larger device also see service
organisations on a grid composed of IoT services deployments require best-in-class solutions to
and IoT connectivity. provision as a
support connectivity,” said Steffen Sorrell, Kaleido
Intelligence’s chief of research. “MVNOs and IoT means to drive
All players demonstrate awareness that simply service providers delivering connectivity to revenues
selling connectivity as a commoditised product for customers form a crucial part of the market and
customers to self-manage has limited appeal to IoT their customers need to be supported through a
innovators and also see service provision as a CMP that allows customers full access and control
means to drive revenues. For this reason, analyst over their device fleets.”
firm Berg Insight reports that IoT managed service
providers now play a key role in the ecosystem. Understanding device behaviour and whether they
Most players operate as full mobile virtual network are connecting to the network as expected is an
operators (MVNOs) and typically offer IoT essential underpinning capability for large-scale
connectivity services based on a mix of roaming IoT deployments and sophisticated customers now
and local access agreements and sometimes also expect this. CMP providers, from the Kaleido
value-added services targeted at vertical Intelligence survey responses have strong
segments. The firm’s research has uncovered that understanding of the potential they have to
IoT managed service providers had more than 200 demystify device behaviour and support IoT
million cellular IoT connections under management security as part of their offerings.
at the end of 2023 and around US$1.9 billion in
annual revenues.

IoT Now Q3 I 2024 15

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 ANALYST REPORT
The future of fleet management:
Expanding use cases and
connectivity requirements

Report sponsor:
ANALYST REPORT

The future of fleet management:

Expanding use cases and
connectivity requirements
Introduction
The fleet management market has undergone a rapid digital transformation, write ABI
Research’s Elizabeth Stokes, a senior analyst for IoT Network and Platforms, and Dan Shey,
the vice president of Enabling Platforms. The industry has evolved from simple location-
based tracking to an ecosystem of advanced IoT applications that require cutting-edge
cloud and communication technology. Advanced use cases, including video monitoring for
driver safety, are quickly becoming standard in the industry, paving the way for the highly-
anticipated future applications of commercial vehicle electrification and autonomous
driving. These future use cases will drive even greater demand for advanced IoT devices, data
management platforms and, perhaps most importantly, an unprecedented level of localised
global connectivity.

As fleet managers prepare for this future, many find that their internal infrastructure
and connectivity services are underperforming. Many fleet operations still depend on
manual processes, and many fleet management use cases continue to rely on low power
wide area (LPWA) networks, even as video-based applications and other future fleet
management use cases demand the throughput of 4G and eventually 5G networks. Given
these developments, fleet managers in the future will require a completely different type
of network and connectivity service provider, one that can offer a range of highly available
networks and a connectivity management platform designed for advanced IoT applications.
Local connectivity on a global scale is going to be a boon for the demands of low latency,
battery-optimised connectivity that meets the increasing regulatory requirements of data
sovereignty, privacy and roaming restrictions. Choosing a connectivity service provider
equipped for the future will be integral to enterprises as the fleet management market
prepares for another wave of innovation and use case expansion.

SPONSORED REPORT

18 IoT Now Q3 I 2024

ANALYST REPORT

Use case expansion compliance data to FMSs that can package it into
ready-made reports. This process eliminates the manual
The telematics space is at a unique convergence of tried- reporting tasks these regulations previously required.
and-true use cases that will remain pivotal within the
industry. In contrast, newer use cases arise, creating the Asset tracking and protection: Like those used to prevent
opportunity to develop technologies and more accessible vehicle theft, GPS sensors on assets can track fleet cargo
hardware and connectivity costs. movements in real time, assuring asset managers that
goods are moving on their designated routes. Additionally,
Traditional use cases condition-based monitoring (CBM) sensors can track a
These familiar use cases will continue to have a trailer’s condition to protect environmentally-sensitive
stronghold in the industry, supporting a range of benefits assets, typically using LPWA networks to relay important
from efficiency, cost-saving and regulatory compliance data points like moisture levels and trailer temperatures
adherence: back to fleet managers.

Track and trace: Track and trace is a baseline use case Emerging use cases
for fleet management and a building block for the most These communication and technology advancements
advanced fleet application technologies today. At its most have created a range of cutting-edge fleet management
basic, track and trace refers to using global positioning use cases that build on the foundational principles of
system (GPS) technology to track vehicles and assets in track and trace.
transit. Track and trace is a legacy use case, first made
possible by the commercial introduction of GPS in 1993. Vehicle theft prevention: Vehicle theft is an ever-
By the early 2000s and with the removal of selective present threat to enterprises and is increasingly
availability (SA), major companies began to rely on GPS likely as incidents of carjacking climb. The National
and fleet management systems (FMSs) to receive remote Insurance Crime Bureau (NICB) in the United States
updates from their fleets on the road, ushering in a new recently reported that over one million cars were stolen
age of enterprise telematics. nationwide in 2023, stating that vehicle thefts have
steadily grown since 2019. GPS-based sensors and FMSs
Improvements in cloud services, machine-to-machine that track vehicles and cargo at all times on a virtualised
(M2M) communications and edge compute have greatly map are critical tools to protect company assets. GPS
improved track and trace technology since its early tracking also enables enterprises to employ geofencing,
adoption at the turn of the century. Fleet managers now which sets virtual boundaries for a vehicle. Geofencing
have unprecedented, granular visibility into a vehicle’s technology can help fleet teams stay vigilant against
performance, allowing for insight into individual suspicious movements by sending real-time alerts to the
components of the car and a holistic understanding of the proper teams if a vehicle exits the virtualised perimeter.
vehicle, its route and the driver at its helm.
Driver safety: The Federal Motor Carrier Safety
Regulatory compliance: Enterprises must navigate Administration’s (FMCSA) most recent Large Truck and
various state and federal regulations that require fleet Bus Crash Facts report reveals how truck driver behaviour
managers to log vehicle maintenance, driver hours of impacts the safety of those on the road. According to
service and behavior, load weight and more. Failure to the 2021 report, at least one driver-related factor, like
comply with these reporting standards can lead to heavy speeding and distracted driving, “was recorded for 32% of
fines or harsh penalties. the large truck drivers in fatal crashes.” Driver safety is
a critical fleet management use case, requiring various
Fleet management technology can offload these data technologies to monitor both a driver’s physical state and
collection and analysis activities to sensors and fleet their behaviour on the road. FMS solutions often feature
management platforms. Many fleet managers rely driver scorecards based on telematics data from sensors
on LPWA networks like LTE-M to send sensor-based that monitor their average speed, lane changes and

IoT Now Q3 I 2024 19

ANALYST REPORT

braking. The scorecard can help coach drivers and ensure

they are not driving aggressively and putting themselves
IoT applications, devices
or others at risk. and technologies
Sensor technology and wireless communication
Telematics data can also help alleviate fatigue, a common advancements have transformed commercial vehicles
risk factor for professional drivers. Fleet management into epicentres of IoT innovation. A single truck can now
solutions often collect relevant data to determine the incorporate an entire ecosystem of devices and sensors,
most efficient routes of travel, playing a crucial role in giving fleet managers access to the workings of individual
ensuring drivers are not on routes that are too long or vehicle components like engines, tyres and trailers. The
accident-prone. next section explores how IoT devices have improved
remote monitoring use cases and led to new, advanced
Video surveillance: In both driver safety and vehicle theft fleet management applications incorporating video.
prevention, use cases offer a significant opportunity to
integrate video capabilities. More robust connectivity Sensor-based monitoring
through cellular as primary or failover creates a chance Many fleet management use cases require sensors to
to mobilise video surveillance and lower hardware costs, collect and send crucial performance and condition-
making implementation much more possible. In both based data to FMSs. The sensors - often placed on fallible
these use cases, video monitoring capabilities can capture components like tyres - usually use Bluetooth to send
surroundings to provide detailed insights. In driver safety, these data to the vehicle’s telematics control unit (TCU),
unsafe behaviour can be flagged. In theft monitoring, real- the on-board diagnostics (OBD) system or a gateway. The
time and historical data can help track down culprits and TCU, the OBD and the gateway is likely to use an LPWA or
help recover equipment. 4G cellular network to ferry the sensor data to a cloud-
based application.
Business Process Integration: Fleet business operations
have historically been forced to rely on inefficient manual Most engine diagnostic and GPS location data go through
processes. Yard management, for example, has been the TCU, which is built into the vehicle by the original
plagued by manual gatekeeping and documentation, equipment manufacturer (OEM). Other data that need
leading to costly congestion and transport delays. to be aggregated, like data from the tyres, fuel lodge or
According to ABI Research, 80% of transportation delays camera system, will likely go through either a gateway,
occur because of yard inefficiencies, with experts the TCU or both.
predicting that the situation could worsen as global
supply chains and distribution networks become more Tyres: Monitoring tyre health is a crucial task for fleet
complex. managers. Using sensor data sent through a cellular
connection, an FMS can alert relevant maintenance
Fleet telematics are critical in streamlining yard teams if a tyre requires maintenance, allowing fleet
management and other operational processes. GPS managers to plan for potential downtime before an
technology, sensors, and LPWA and 4G communication unexpected event like a flat tyre or blowout occurs.
enable vehicles to transmit vital data from the road to the Such unexpected incidents usually result in expensive
yard, such as alerting yard managers to potential delays in-field maintenance that can keep a vehicle out of
or cargo movements within the yard. These insights can commission for a while. According to one 2016 survey1,
prevent stockouts and improve the efficiency of the yard the average fleet experiences around 97 flat tyres per
and the supply chain. year, each costing around US$338.42 for downtime

1 https://www.automotive-fleet.com/157115/cost-of-flat-tire-to-a-fleet-detailed#:~:text=Of%20the%20survey%20respondents%2C%20
the,tires%20fleets%20face%20annually%20%E2%80%94%2097.

20 IoT Now Q3 I 2024

ANALYST REPORT

and replacement. This would mean that fleets spend fuel costs per mile for fleets rose almost 54% from 2021 to
approximately US$32,800 on flat tyres annually. As a 2022, the largest increase of all fleet cost centres.
result, companies are increasingly investing in sensor-
based solutions that can predict tyre incidents before they Video monitoring
happen. Geotab estimates that businesses can save 10%
Video telematics represents a leap forward in fleet
to 20% on maintenance costs with data-driven, predictive
management technology. New gateway technology and
maintenance solutions. These solutions often work best
better cellular coverage enable vehicles to send video
when backed by a strong connectivity partner that can
footage from the field to remote teams, giving rise to a
facilitate real-time diagnostic data transfers from the
new category of telematics use cases that require reliable,
road.
high-throughput connectivity. According to ABI Research,
commercial video telematics solution shipments will
Engines: Sensor-based solutions and telematics data
reach 17.8 million units by 2030, with shipments growing
can digitalise engine monitoring, saving engineers’ time
almost 24% from 2020 to 20304.
from the manual processes of the past. For example, an
hour meter is a sensor that counts the hours an engine
A video telematics system typically includes a deployment
has been running. The sensor signals to fleet managers
of road-facing, load monitoring, back-up or driver-facing
when maintenance is required based on the hours it
cameras. Unlike other track and trace-related use cases
records. Collecting the hour information from the meters
that predominantly rely on LPWA networks, the use of
was historically a clunky process. Staff had to log the
video will require more fleets to utilise highly available,
hours from the sensor manually and only had access to high-bandwidth networks. A fleet’s camera system
the meter when the vehicle was stopped. Modern fleet typically connects to a vehicle’s diagnostics port or
management solutions and improved LPWA coverage telematics gateway through Wi-Fi, Bluetooth or a wired
have simplified this process, with hour meters now connection. The chosen gateway is then likely to use a 4G
sending automatic hour logs to maintenance software as network to send relevant footage to the cloud.
the vehicle runs.
Two main video monitoring applications in fleet
Fuel: Remote fuel management gives fleet managers management include asset loading and unloading
access to information once reserved for drivers. In the monitoring and driver supervision. Both use cases
past, business owners did not have much visibility escalate a fleet’s connectivity and coverage requirements.
into vehicle fuel levels or the fueling process. Now, fuel
sensors can send relevant data to remote teams, giving Asset loading: Load monitoring cameras monitor employees
fleet managers insight into fuel levels and sending alerts as they load and unload cargo from a vehicle’s trailer. These
if low fuel or abnormal fuel usage is detected. Telematics cameras are increasingly popular, as they can monitor
solutions predominately used for driver safety can also cargo movements and ensure that cargo is not damaged or
monitor for driving behaviours that waste fuel, such as stolen in the docking process. The footage can also serve as
speeding. Some studies have shown that fleet managers evidence to exonerate employees and enterprises from any
can save up to 20%2 on fuel and maintenance costs by potential accusations of damage or stealing.
investing in connected fleet management solutions. Cost
savings in this area have become even more important Driver safety: In the past, dashcams in commercial
as fuel prices rise. According to a recent American vehicles were passive instruments, capturing footage
Transportation Research Institute (ATRI) report3, average that could only be reviewed after an incident occurred.

2 https://www.tourmo.ai/resources/guides/the-essential-guide-for-fleet-management-cost-savings-tm#:~:text=The%20well%2Dknown%20
benefits%20of,analysis%20and%20taking%20corrective%20action.
3 https://www.fleetowner.com/operations/article/21268287/fleet-costs-rise-213-with-fuel-the-leading-expense-atri-reports
4 https://www.abiresearch.com/news-resources/chart-data/commercial-video-telematics-solution-shipments/

IoT Now Q3 I 2024 21

ANALYST REPORT

Now, smart dashcams equipped with video analytics must provide constant, real-time location data so micro-
and artificial intelligence (AI) can recognise predefined mobility companies can accurately track their scattered
events in real-time. For example, AI-enabled driver- fleets. Locating every e-scooter and e-bike in dense
facing dashboard cameras can monitor drivers and urban areas requires resilient connectivity and wide-area
autonomously recognise pre-defined prohibited behaviour, coverage - poor connectivity or inaccurate location data
including smoking or mobile phone use. If concerning could lead to missing units and loss of revenue.
behaviour is detected, the cameras will automatically
begin recording and can alert the proper teams. Forward- These companies’ shared vehicle services similarly
facing cameras can have similar triggers, recognising depend on reliable mobile connectivity to complete
potentially dangerous road conditions. Advanced driver customer transactions. The importance of flexible and
assistance systems (ADAS) enabled by video can take reliable connectivity to this market is showcased by
driver coaching even further through real-time, in-cab the recent news that Uber could potentially offer in-app
alerts like forward collision or lane departure warnings. embedded subscriber identity module (eSIM) solutions in
the future to facilitate transactions, even in areas where
Having footage of driver behaviour and the areas customers have no mobile data.
surrounding the vehicle can be particularly helpful in
the case of accidents. According to the US Department Implementation struggles for advanced fleet
of Transportation, 162,529 large trucks were involved management use cases
in crashes in 2023. Video monitoring systems can help
Fleet management use cases like asset tracking and
prevent such accidents and also protect drivers and
protection, tyre and engine monitoring, and video
companies from false claims should a crash occur.
monitoring can greatly enhance a company’s fleet
According to ASIS International5, businesses with
operations and efficiency. However, like all digital
connected telematics solutions like in-cab dash cams
transformation projects, several implementation roadblocks
can reduce insurance claims by at least 25% and crashes
can slow a solution’s time to market, impacting a fleet
by around 50%. To maximise cost savings and minimise
manager’s ability to adopt the latest fleet management
accidents, fleet managers need a reliable connectivity
use cases.
partner to support the throughput and coverage
requirements of such advanced, video-led applications.
A primary concern of fleet managers when implementing
a new fleet management technology is cost. In one survey
Shared mobility conducted by ABI Research, 45% of enterprises with fleets
cited cost as their biggest barrier to tech implementation.
The shared and micro-mobility market, featuring rental Many also cited a lack of internal infrastructure as
rideshares, e-bikes and e-scooters from companies like the biggest challenge in becoming a more data-driven
Uber and Lyft, is a relatively new fleet management organisation. Purchasing the necessary infrastructure
vertical with unique connectivity considerations. Micro- for advanced fleet management use cases - like new
mobility devices like rental e-scooters and e-bikes require dashcams or thousands of new battery-powered sensors
high-uptime connectivity, as customers expect to pay for - can be a costly endeavour for enterprises that is hard
these devices through a mobile app and gain immediate to justify.
access to them. This real-time transaction requires low-
latency connectivity, often in urban areas crowded with In addition, fleet managers often do not know where
other connected devices. These connected e-devices also to begin when trying to digitalise their fleet, with some

5https://www.asisonline.org/security-management-magazine/articles/2023/10/road-safety/telematics-road-safety/#:~:text=Reduce%20
insurance%20premiums.,crashes%20by%20around%2050%20percent.

22 IoT Now Q3 I 2024

ANALYST REPORT

relying on trusted system integrators (SIs) for guidance. vehicle systems to react quickly to changes in the
Vendor ecosystem confusion can also lead to vendor environment, potential malfunctions and road safety
lock-in, as some fleet managers would prefer to have one situations. By improving latency, EVs can better manage
solution vendor for tyre, engine, fuel and video monitoring critical functions like adaptive driving assistance,
use cases. Though this reduces the complexity of an FMS, collision avoidance and other safety systems, thereby
it can limit a customer’s choices and capabilities. improving overall vehicle performance and safety.

Autonomous driving
Future fleet applications Creating autonomous trucking and commercial fleets has
Fleet management applications have undergone become a significant strategic goal for vehicle OEMs like
unprecedented digital transformation in the last two Volvo. While fully autonomous vehicles are nowhere near
decades. Use cases quickly graduated from simple the point of mass adoption, glimpses of a driverless future
location tracking to real-time vehicle performance can be gleaned from current ADAS solutions with semi-
monitoring. The fleet management industry is now autonomous features like automated steering. Categorised
preparing for another wave of innovation as fleet as Level 1 or Level 2 automation, these current ADAS
electrification, autonomous driving, and vehicle-to- solutions already require a complex array of sensor, video,
everything (V2X) communication demand even better and computing technology to partially aid the driver.
data management and wireless connectivity capabilities. Levels 3, 4, or 5 automation, where a vehicle can monitor
and respond to the exterior environment without much or
Electrification considerations any human supervision, will require even more advanced
technologies and will create an unprecedented influx of
The transportation industry is in the midst of an electric
telematics data for fleet managers to use. In the future,
revolution. Commercial fleets are transitioning to electric
enterprises will require ultra-reliable connectivity for the
vehicles (EVs), with forecasts predicting that three million
anticipated levels of data transmission.
commercial EVs will be on the road worldwide by 20306.
Fleet operators who have yet to make the switch are
V2X communication
preparing for this approaching transition by collecting
reams of data from their diesel or gasoline-run vehicles, V2X is a communication technology that enables a
seeking to understand their fleet’s average mileage, vehicle to transmit data to different devices in its
fuel capacity and fuel consumption to anticipate how environment, including infrastructure like road signs
their routes will change when adopting EV vehicles. and other vehicles. The V2X communication vision is
Fleet operators must also collect and analyse data about ambitious and predicated on an unprecedented level
fleet engine health and vehicle lifecycles to determine of connected things sharing the same communication
the best time to retire their fuel-based vehicles. Fleet protocols. If established, V2X communications would
electrification has, therefore, created enormous amounts improve road safety and result in more efficient traffic
of telematics data, driving demand for advanced cloud coordination. Seen as a major use case for smart
applications that can do this type of analysis. cities, V2X has the potential to transform the entire
transportation market.
Low latency in EVs is crucial for enhancing
the responsiveness and reliability of real-time Connectivity is the cornerstone of future V2X endeavours.
communication. This includes reducing data Vehicles will need the support of widespread, low-latency
transmission errors, ensuring data integrity, enabling cellular networks to communicate with each other and

6 https://www.abiresearch.com/blogs/2023/06/07/commercial-fleet-electrification/

IoT Now Q3 I 2024 23

ANALYST REPORT

surrounding connected elements. V2X use cases will Network types and requirements
necessitate widespread 4G or 5G connections, with 5G’s
4G LTE networks are a dominant connectivity choice
advanced speed and low latency likely providing better
for fleet management use cases, especially as 2G and
support to the large-scale use cases envisioned by V2X
3G networks are now being sunset around the world.
proponents.
The wide adoption of 4G, its consistent coverage and
versatile throughput options can support a range of
Connectivity is king in the future higher-throughput fleet management use cases like cargo
tracking, fuel management and video-based use cases
of fleet management like driver behaviour monitoring. LPWA networks like
All future fleet management use cases - including the LTE-M and narrowband-IoT (NB-IoT) are a cost-effective
near-term electrification of vehicles or the far-off V2X choice for low-data asset tracking and remote monitoring
vision - will result in a massive increase in telematics use cases.
data. Funnelling that data from vehicle gateways to
cloud applications will require wireless communication However, LPWA and 4G networks can seem limiting for
companies that can provide uninterrupted connectivity. fleet applications when compared with 5G networks. 5G
networks have exponentially faster data speeds than 4G
Traditional approaches simply cannot fulfill the demands networks and ultra-low-latencies, but its slow adoption
of next-generation telematics use cases. Mobile network and inconsistent geographical coverage has limited its
operators (MNOs) deliver critical network services, but impact on the fleet management market. However, it can
the scope of MNOs is severely geographically limited. be easier to adopt this developing connectivity technology
IoT mobile virtual network operators (MVNOs) have been through a network provider that owns the core network
uniquely equipped for the tasks of more agile connectivity infrastructure as a more direct approach. The piecemeal
services by delivering more consistent coverage through rollout of 5G can create hurdles when trying to tie together
a more globalised, agnostic approach, but can also an approach that utilises multiple network providers or
be limited by dependency on MNOs, technology and MVNOs. A robust network provider can provide service
logistical hurdles, and a lack of infrastructure ownership. using multiple MNOs within a region - in a sense,
aggregating the 5G rollout of each one to maximise 5G
What emerges is a new kind of IoT software-as-a-service coverage nationwide and globally.
(SaaS)-based service provider that uses a unique, core
network-owned infrastructure that is cloud-based 5G adoption will slowly grow in the near term when more
that extends coverage from MNOs across the world network rollouts occur and advanced fleet use cases like
through local points of presence (PoPs) for localised video monitoring and autonomous driving make headway
global connectivity. Advanced cloud-based connectivity in the market. Satellite connections will also steadily
management platforms give flexibility and cut the ties increase in the fleet management market, as being
of legacy connectivity management platforms (CMPs) to connected continues to be critical for fleets in remote
empower organisations to have real-time insights and areas with limited cellular coverage.
control over deployed devices.
Importance of coverage and eSIM
ABI Research forecasts that data and analytics services Commercial trucking fleets often traverse geographical
revenue in the fleet management market will reach nearly areas that offer varying levels of cellular coverage.
US$75 billion in 2030, underscoring the need for strong Fleets can travel through rural and metropolitan areas
connectivity partners that can support the industry’s and across borders, entering and exiting regions with
data-driven ambitions. different national operators and 4G, 5G, or LPWA coverage

24 IoT Now Q3 I 2024

ANALYST REPORT

and availability. These vehicles must have connectivity a new range of applications that require guaranteed
throughout, as many fleet management use cases require connectivity and uniform management.
uninterrupted, real-time insights into the vehicle’s
location, health and performance. Purchasing connectivity and platform separately
Purchasing connectivity and a CMP from two separate
Given these requirements, it is natural that MVNOs suppliers is an approach that can be adopted in the
would be fleet management partners. MVNOs specialise industry. If an enterprise has specific demands for both
in aggregating operator profiles on a single subscriber its connectivity and management platform, and is aware
identity module (SIM) and aggregating connectivity from of all the available suppliers, it can feel empowered
different operators’ networks on a single profile. This to handpick the two offerings it believes are best for
enables a device to seamlessly move between carrier its company goals. Companies that purchase the two
networks, creating an uninterrupted chain of connectivity separately typically lean on SIs to guide and integrate
across various regions and countries. their purchases.

Cross-carrier connectivity has become even more Purchasing connectivity and a CMP from two separate
flexible as MVNOs have transitioned to eSIM. eSIM allows suppliers leaves enterprises in a scenario where the
customers to remotely provision SIM cards after the dependency on SIs to guide and integrate their purchases
point of manufacturing, meaning that customers can can arise. Only a limited number of companies choose
activate devices and provision them with new carrier this option, as merging a connectivity offering with a
profiles, over-the-air (OTA) and remotely. The technology separate connectivity platform requires an immense
eliminates physical SIM swapping and network profile amount of time and money, and has a great risk of failing
lock-in, allowing users and their MVNO suppliers to if the wrong supplier is chosen or the systems are not
dynamically change networks depending on their needs. tightly integrated. An enterprise that chooses this option
Fleet managers can now easily change their devices’ must integrate different operator connectivity profiles on
network profiles depending on a fleet’s route or uniformly a single, third-party platform to ensure device visibility
administer remote updates to a large group of devices. and control across networks and coverage areas. These
integrations would be extremely complex and time
This touchless, single-stock keeping unit (SKU) approach consuming.
to global connectivity is not only capable of switching
networks OTA, but can also support adherence to data As a result, this option is mostly reserved for large
sovereignty and localised access, while removing companies with a strong incentive to control every part of
dependency on roaming. their connectivity and platform system, and may simply
have been an inconvenient necessity in the early days of
What combines the strengths of an embedded universal fleet management when no end-to-end suppliers existed.
integrated circuit card (eUICC) with remote, automatic Today, however, most companies choose an end-to-end
switching on networks is a multiple international mobile supplier that typically provides a bundled connectivity
subscriber identity (multi-IMSI) approach that uses eUICC. and CMP offering.
A multi-IMSI technology solution is all managed through
a single connectivity provider, which holds the existing Choosing a company that specialises in CMPs, especially
relationships with multiple network operators, each one that can provide customers with SIMs (either multi-
providing its international mobile subscriber identities, IMSI or eUICC), creates a streamlined, fast time to market
and then held in a single SIM. When devices need approach. In addition, when selecting a provider, being
additional coverage or a network fault is detected, these able to bring your own connectivity enables customers
profiles can be switched OTA, allowing for remote SIM to bring their own IMSIs to integrate into the provider’s
provisioning of the new IMSI, in real-time. SIM profile and CMP. In doing so, there is no need for an
external SI.
This easy management and uninterrupted coverage
will become even more impactful as fleet management
use cases require more real-time data processing and
Purchasing connectivity and a platform
decision-making. As a result, more fleet managers will from an MNO
seek out a partner with nationwide coverage and a global MNOs are often large organisations with an extensive
footprint that supports connectivity in as many countries history of providing connectivity to a range of enterprises
as possible across all network types, including 2G, 3G, 4G, and consumers. Fleet managers might look to an MNO’s
5G, NB-IoT and LTE-M network coverage. experience and be enticed by their bundled connectivity
and platform options, particularly if a fleet is expected to
stay in the home country of a national MNO. MNOs have
Connectivity and platform providers also traditionally promoted themselves on the grounds of
Enterprises can take several approaches when crafting longevity, as they have been in business for so long. They
a connectivity strategy for their fleets. Companies can are, therefore, likely to be in the market to support a fleet
purchase connectivity and a CMP separately or they can manager for the duration of their vehicles’ lifetimes.
buy a bundled connectivity and CMP offering from an
operator or MVNO. Each approach has advantages, but However, there are several drawbacks to this approach,
purchasing both elements separately, or buying from especially when considering fleet management use
an MNO, can be limiting for fleet managers when facing cases that require uninterrupted connectivity across

IoT Now Q3 I 2024 25

ANALYST REPORT

various regions and networks. MNOs do not typically have even greater. As the fleet management market evolves
roaming agreements with other operators domestically, to include more advanced use cases, fleet managers will
meaning fleet managers who choose an MNO as their require a next-generation connectivity provider - merging
connectivity and CMP supplier would be locked into a the best of both MNO and MVNO worlds - that can deliver
single operator’s network for all national deployments. ultra-low latencies and effective localised, yet global
In addition, an operator’s global connectivity is typically performance across different networks, countries and
dictated by its roaming agreements with international device types.
partners, potentially leaving coverage gaps in key
international areas. It is also more difficult for customers Next-generation connectivity and platforming
to achieve the same quality of service (QoS) and platform The right MVNO partner for fleet managers in the
functionality from an MNO when operating on its future must establish a unique global presence in the
international partner’s network. These disadvantages IoT industry by building a network of highly resilient
could have severe implications for fleet management connectivity with a maximal number of local PoPs
use cases that require continuous coverage and uniform around the world. This arrangement results in fast
connectivity management across borders. local connectivity, globally. This type of localised global
footprint will enable MVNOs to lead the way in supply-
Purchasing connectivity and a platform side provisioning for fleet management by guaranteeing
from an MVNO the effectiveness of applications, including video
Enterprises can also purchase a bundled CMP and monitoring, that increasingly require low-latency data
connectivity offering from an MVNO. As connectivity communications. This, in combination with eSIM for
resellers, MVNOs can aggregate many operator networks ultra-flexible connectivity around the world, will provide
on a single SIM and create a global coverage portfolio. the back end support that fleet managers need as they
MVNOs also combine these networks together into prepare their vehicles to travel into and out of new areas
a single platform and can offer the same platform around the world and in different networks.
features, performance and user interface across regions
and network connectivity types. Virtual operators can However, fully redundant, highly available and high-
guarantee this international connectivity and connectivity performance connectivity is only really usable in
management at a regulated price point that is not subjected combination with a cutting-edge CMP designed to oversee
to complicated roaming fees or shifting partnerships. large-scale fleets of devices on the move. Granular
visibility will be necessary across a range of device types,
For MNOs, connectivity is frequently the end game, with monitoring data usage, device behaviour and connectivity
their existing platforms allowing customers to manage performance, while managing OTA configurations and
connectivity for the sake of selling IoT tariff plans. For administering continual security checks and tests. A full
MVNOs, connectivity is just the starting point and is breadth of connectivity, monitoring and security services
the building block on which they create value through will be needed to allow fleet managers to receive real-
the guaranteed continuity of service availability, at a time insights into their fleets around the world, and is
predictable price point, and often with specific vertical- necessary to optimise the performance of those devices
or application-specific experience. MVNOs are in the that enable business-critical use cases; for example tyre,
business of conducting all the back end plumbing, so that engine and fuel monitoring. Such an offering will be a
their customers do not have to and can purchase services necessary support system today in order for enterprises to
that they know will ‘just work’. prepare for the next wave of fleet management innovation.

Many current fleet managers already benefit from MVNOs’ A key consideration in fleet telematics is the need to
carrier-agnostic platforms and connectivity services. But balance capturing real-time information with battery
future fleet management use cases will require something optimisation. Latency is a crucial element in this balance,

26 IoT Now Q3 I 2024

ANALYST REPORT

particularly when considering low-power telematics seamless user experience and simplified management. In
use cases, where the expectation is that the battery lasts addition, by using floLIVE’s integrated platform, alongside
the entire device lifecycle. Locally derived connectivity its connectivity services, AutoMobility accelerated its
significantly decreases latency, compared to roaming, and time to market and now has comprehensive visibility into
can shorten data communication time by a third. While its devices and network behaviour. What AutoMobility
this might not seem like much at first glance, this can gained from this partnership specifically is:
ultimately double the lifecycle of a device’s battery - just
through latency alone. Other technologies like extended Robust connectivity: floLIVE offers a large IMSI library
discontinuous reception (eDRX) and power saving mode supported through UICC, eUICC and multi-IMSI, which
(PSM) when implemented alongside LPWA networks can offers both a single-SKU SIM approach for streamlined
deliver on the balance of pertinent data insights, while logistics and allows AutoMobility to achieve worldwide
also optimising battery life. connectivity through a wide choice of network operators.

Single SKU: Instead of going from provider-to-provider to

Case study: A competitive edge in source connectivity, AutoMobility can utilise floLIVE and
have access to a global connectivity library supported on
automotive IoT with floLIVE floLIVE’s own mobile core network infrastructure - and
AutoMobility is a leading distributor and manufacturer all profiles are available on a single SIM, removing the
of automotive aftermarket electronics. Its extensive complexities associated with managing multiple SKUs.
product portfolio includes dash cameras, app-based
remote vehicle starters and security features. The Application programme interface (API) integration: For
company has innovated its products as customer increased flexibility and interoperability, floLIVE exposes
demand for connected devices has grown. For example, its API for back end integration across technologies and
the company has integrated its remote vehicle starter hardware.
capabilities into a smartphone application that also
measures vehicle metrics. This solution requires resilient Visibility and management: floLIVE’s connectivity
mobile communications between sensors, the vehicle management platform makes it possible for AutoMobility
and the user’s smartphone(s). With floLIVE, AutoMobility to achieve granular visibility in device and network
could offer its customers consistent global coverage for behaviour for comprehensive support and management.

Summary
The fleet management market has matured from simple track and trace use cases to advanced video-based
monitoring and autonomous applications. Ushered in by improvements in IoT and wireless communication
technologies, this new era of innovation will call for even greater advancements in sensors, cloud services and
connectivity technology.

Each fleet management vertical will undergo some digital transformation as new FMSs and wireless
communication networks like 5G and satellite become more available. As fleet managers assess connectivity
and CMP suppliers for the future, they will choose a partner that can offer uniform management across a fleet of
devices and facilitate the quick, global connectivity that will be foundational to fleet management’s evolution.

IoT Now Q3 I 2024 27

ANALYST RESEARCH

IoT anywhere: Harnessing

satellites for global IoT coverage
Satellites have been used for decades in applications such as navigation, weather
forecasting, surveillance and TV broadcasting. But what about IoT, asks Sarah Woon,
a research analyst at Beecham Research, explores where IoT fits in

In 2022 the number of satellite-IoT connections Increased compatibility with

was estimated to be 5.23 million - less than low-power technologies
0.04% of the number of IoT device connections Historically, satellite connectivity has been limited
worldwide. Seen as a costly alternative, satellite to proprietary technologies, reducing the potential
use is currently low. for low unit costs.
However, with demand for remote IoT Now, compatibility with standards-based
deployments growing rapidly and terrestrial technologies such as NB-IoT and LoRaWAN
networks covering less than 20% of the earth’s
creates opportunities for lower cost, low-power,
surface, satellite is fast becoming a necessity low-data IoT satellite solutions. This is intended to
in global IoT solutions. This is encouraging the make it more feasible from a business perspective
market to come up with more cost-effective to deploy IoT in locations that terrestrial networks
options.
cannot reach.
This short article identifies three developments
facilitating this change. For more details, see Small-sat operators on the rise
Beecham Research’s new free report – ‘IoT Although the market is currently dominated by
Anywhere: Wireless Data Wherever You Need It’1. a few major satellite operators, there is growing
momentum from small-sat operators. Many of these

1 http://www.beechamresearch.com/iot-anywhere/

SPONSORED ARTICLE

28 IoT Now Q3 I 2024

ANALYST RESEARCH

players specialise in ultra-low orbit nanosatellites terrestrial networks wherever available and
that are relatively cheap to make and launch. satellite where they are not. Since subscriptions to
terrestrial services remain cheaper than satellite Now, multi-profile
This enables them to offer more affordable subscriptions, satellite access ‘only when needed’ SIMs can be
satellite subscription services. is a much more cost-effective solution than implemented in IoT
employing solely satellite.
devices enabling
Hybrid networks provide satellite them to connect
As well as a variety of cellular hybrid satellite
coverage at a fraction of the cost options (including 5G), LoRaWAN inter-satellite to terrestrial
Roaming devices pose a particular challenge for
IoT connectivity. Crossing borders can create
networks can be created to provide low-power networks wherever
global coverage.
disruptions since it may take time to configure available and
to a new network. Alternatively, if the device is
To understand the connectivity choices now satellite where
required to traverse the ocean or a remote area
where there is no terrestrial connection, no data
available and read more about satellite-IoT, they are not
including independent market research and
can be collected during this time.
insights from industry experts, download and
read Beecham Research’s new free report – IoT
Now, multi-profile SIMs can be implemented
Anywhere: Wireless Data Wherever You Need It.
in IoT devices enabling them to connect to

www.beechamresearch.com/iot-anywhere/

IoT Now Q3 I 2024 29

STATE OF IoT 2024: NUMBER OF CONNECTED IoT DEVICES
GROWING 13% TO 18.8 BILLION GLOBALLY
ANALYST OPINION

Wireless personal Wired IoT

area networks (WPAN)
Wireless local
"Edge AI is fundamentally
Cellular 5G IoT
area networks (WLAN) transforming the IoT
Cellular IoT (excl. 5G, LPWA) Wireless neighborhood
area networks (WNAN) landscape by allowing
LPWA Other
+XX CAGR
edge IoT devices to
process data locally,
reducing latency and enabling real-time
responses. The integration of AI technologies,
including generative AI and edge AI, is a
significant trend in 2024, highlighted by
increased discussions among corporate leaders.
With companies like NVIDIA and AMD heavily
investing in edge AI, the convergence of these
technologies with IoT will drive the
development of more intelligent and
autonomous devices, leading to broader
adoption of IoT solutions across various
sectors."
-Satyajit Sinha, principal analyst at IoT
Analytics

Source: IoT Analytics Research 2024—State of IoT Summer 2024.

IoT ANALYTICS: ENABLING INFORMED IoT DECISIONS THROUGH

QUALITATIVE AND QUANTITATIVE MARKET RESEARCH
RESEARCH AREAS CEO INSIGHTS CUSTOMER
(SELECTION) (EXAMPLE)
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HOW CLIENTS LEVERAGE

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• IoT connectivity
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Staying attuned to industry trends and

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IA

making more informed decisions,

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• Operator pricing
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IoT Now: ISSN 2397-2793

2024 • VOLUME 14 • ISSUE 3

COVER
INTERVIEW
Ryan Keefe explains why
it’s time for SIMPL
IoT connectivity

IoT Now CEO

Guide to Mitigating
Roaming Risks 2024

PLUS: How to navigate the multicarrier management maze • Have permanent roaming regulatory issues been resolved? •
Mobile operators to cash-in on IoT roaming • How to unlock the future of agriculture with eUICC • Is IoT data and security
management ready for cloud-connected IoT devices? • Read the latest News, Features and Interviews at www.iot-now.com
 INTERVIEW

It’s time for IoT connectivity

to keep it SIMPL
Ryan Keefe, the chief operating officer of SIMPL, tells Matt Hatton, the founding partner
of Transforma Insights how the company is disrupting the permanent roaming market
by preloading its SIM card with native operator profiles. This brings flexibility and choice
with an easy-to-use management via the SIMPL platform

Matt Hatton: At Transforma Insights we do a activation codes rather than doing a full SM-DP+
lot of work looking at how cellular-based IoT integration.
The biggest connectivity is delivered, including our recent
misunderstanding Communications Service Provider IoT Peer With the SIMPL solution we can get an activation
or unknown or Benchmarking report. One of the things that code from any MNO and download it to the SIM
maybe intentional comes up is that there is continuing friction alongside the preloaded T-Mobile and Verizon
around both roaming and the emerging eSIM Wireless profiles. The activation code is essentially
omission from localisation. How do you see it? the extracted QR code string.
some providers
is not sharing Ryan Keefe: Our view is that there’s a natural What we’ve done is disruptive to the permanent
that roaming friction between the emerging technologies roaming models. Our SIM card comes preloaded
we are working with and some of the existing with T-Mobile and Verizon profiles and new
agreements permanent roaming solution providers in the profiles can be added with a carrier activation
between MNOs are space. They’ve spent a lot on capital investment code. If it’s a carrier that we already contract
not perpetual in infrastructure and until now it did require heavy with, then they can buy services from us. If the
integration. For every carrier you want to deploy customer has their own carrier agreements, they
an international mobile subscriber identity (IMSI) can bring their own commercials and manage it in
with, you typically need a subscriber management our single pane of glass, SIMPL, side-by-side.
data preparation + (SM-DP+) integration. One of
the challenges with some of the existing players MH: Thinking specifically about permanent
in the space is that domestic US mobile network roaming, what are the big problems? And
operators (MNOs) are not willing to license or specifically problems in the US.
lease IMSIs. So, most end up with IMSIs from
international carriers to roam back into the US, RK: The biggest misunderstanding or unknown or
where there is high risk of permanent roaming. maybe intentional omission from some providers
But with the evolution of the GSMA standards it’s is not sharing that roaming agreements between
much easier to localise and be disruptive. MNOs are not perpetual. Customers and solution
providers will be very exposed to increased
The localisation that we provide is for specific rates, capped usage, capped number of SIMs or
carriers in the US pre-loaded at time of termination of agreement between MNOs.
manufacture, and then the ability using SGP.22+,
we refer to it as .22+ or 22 1/2, and with work in And one of the things that most people aren’t
progress to use SGP.32, to be able to localise with familiar with is QCI which stands for quality-

SPONSORED INTERVIEW

32 IoT Now Q3 I 2024

INTERVIEW

of-service class identifier. There are nine classes of SIM

priority. In the US, roaming SIMs are QCI 9. For context, a
conversational voice connection is typically a QCI 1 priority
on the network. First responders in the US are often on
QCI 6, which is still pretty high. Most of the rest, where
consumer, wholesale and business sit, are QCI 6 or 7. QCI
9 is where all roaming traffic resides, this traffic has the Ryan Keefe
lowest priority assuming there’s room on the network, SIMPL
translating into reduced reliability and high latency.

There are numerous permanent roaming customers with

buyer’s remorse, citing latency and reliability issues. They’re
looking to come back to domestic networks in the US,
but they want to be able to use a single SIM with multiple
carriers and download more if they need more. This is really
impacting a lot of businesses. Customers are definitely
feeling that pain in the US and Canada. That’s why we
prefer the localisation and why we’ve built what we’ve
built.

Another thing to consider is quality of revenue,

a term more common with private equity.
The economics of roaming SIMs generally
look better than domestic, so naturally as
you’re building out your business model
and looking at recurring costs, your goal is
better margins. But that’s not the whole
story. I’ve personally been hired by private
equity firms to perform due diligence,
and increasingly they scrutinise the risks
associated with the revenue derived
from permanent roaming agreements.

IoT Now Q3 I 2024 33

 INTERVIEW

For instance, roaming agreements between And in yet another experience, several years ago, a
operators is best case a three-year term. But in Tier 2 US operator roaming onto a Tier 1 operator’s
In one case I know many cases the carrier can’t and won’t tell how network with 500,000 devices was given notice
of, it reduced the much time is remaining. So, you may be building a to cease and desist. And the same thing happened
valuation by 45% business today in security or point-of-sale where again last year with a different Tier 2 operator.
because they devices might be out there 5-10 years, and you
have no idea how long is left on the roaming MH: Has the situation changed in the last couple
couldn’t guarantee agreement upon which your connectivity provider of years? How does the landscape change
the SIMs would be is relying. And for someone looking to invest in with eSIM localisation and how do you see the
out there in 30, 60 that kind of company and starting to ask those network operators’ approach evolving?
or 90 days after questions it can be a heavy hit to your valuation.
In one case I know of, it reduced the valuation by RK: This is interesting. Over time you can see
closing 45% because they couldn’t guarantee the SIMs the pendulum swing back and forth between
would be out there in 30, 60 or 90 days after the carriers and the aggregators. For instance,
closing. It’s something else to consider in the US. initially the carriers would send the business
And I get it, as a start-up or enterprise venturing towards the aggregators. Then we saw the carriers
into new connected devices, you’ll take all the invest heavily in IoT, for instance in connectivity
margin you can get. But five years later you have a management platforms like Jasper, Ericsson, and
base built on roaming and PE now has this type of Vodafone building GDSP and signing customers
research on their due diligence check list. directly. And they reduced the commitments so
anyone could sign direct. What’s been interesting
MH: What about some horror stories? Do you with localisation is the pendulum is swinging
have some specific examples? back to aggregators. We see the MNOs wanting
to partner with them for localisation. One big
RK: I don’t know if I can name names but I have reason is that the carriers won’t agree to purchase
many examples. While working for a mobile virtual orders with each other for profiles, so they need
network operator (MVNO), I was engaged in a to partner. And then the aggregator can work to
dispute between a US and Canadian carrier where develop the agreements for the other operators.
the MNVO’s costs increased 25x overnight. In
another case, there was a dispute between two And the world has changed. Back 15-20 years ago
MNOs where the main carrier being roamed onto most of the solution providers had no existing
increased rounding up from 1KB to 100KB sessions. base but today they do. If you’re trying to get into
disrupting the space now you have to account
I’ve also experienced a tier 1 US and a tier 1 for that. Most people don’t have an escape plan
EU MNO getting into dispute over 40,000 between operators. The buyers don’t want a new
connections, which by today’s standards isn’t platform or new application programme interfaces
very much. The US MNO sent a cease-and-desist (APIs). So, the big question is how do you manage
with 48 hours’ notice terminating SIMs that were multiple carriers with legacy and new SIMs on
permanently roaming. Can you imagine the ‘day two’? So, we put a big emphasis on that part,
pain the MVNO, and underlying customer went creating that horizontal experience with SIMPL.
through? This is not an isolated incident.
MH: That brings us on to the topic of the
As you’re no doubt aware, the tier 1 US MNOs have single pane of glass interface across multiple
become much more aggressive at terminating connectivity providers, right?
permanent roaming agreements over the last
few years as they seek to stop the revenue bleed RK: Yes, that’s what I’m talking about. The eSIM
they’re experiencing from unapproved practices. evolution solves the localisation problem. But
This has significant downstream effects and has the ‘day two’ item on the list is how to manage it
resulted in more than one solution provider filing across all those operators. The SIMPL approach
for bankruptcy was to integrate with all the platforms, the

34 IoT Now Q3 I 2024

INTERVIEW

customer can bring their own connectivity or really value from a connectivity standpoint.
buy from SIMPL. All with the same horizontal
experience for diagnostics, alerts and automation, RK: In addition to the other aforementioned I’ve been joking for
and cost savings dashboard enabling them to features, mid-cycle billing changes is a big one. It’s years that you can
manage both old and new SIMs together and something the MNOs allow but the MVNOs often Uber a helicopter
gives the industry a plan for moving on from using don’t. A few of our competitors have changed faster than you
other carriers. their approach because SIMPL has been offering
this. We’ve even alerted customers before a billing can purchase SIMs.
MH: Can I ask you also about online channels? cycle ended, giving them the chance to resolve an That’s the reason
This seems to be a big feature of the SIMPL issue and avoid a million-dollar overage. for us pushing the
approach. We see some connectivity providers B2B commerce
shy away from online because of most One key advantage we offer is helping customers
customers’ requirements for customisation. But identify SIM bleed or dormancy waste - an insight experience
for other customers it’s exactly what they want. that some competitors only share with c-level
Is that how you see it? approval. In addition, our transparency sets us
apart; we openly share data on over- and under-
RK: We identified this as a need in the market utilised pools, whether the carriers are purchased
after doing a lot of research. One thing we from us or ones you’ve brought yourself, along
discovered was that according to Gartner 80% with automation tools that drive savings.
of research by the next generation of buyers is
online. And 44% don’t want any interaction with a Finally, we expose a single API and SIM lifecycle
salesperson at all, and for it to be completely self- experience connecting to 100 MNOs and
serve. We estimate that for 60% of new generation delivering 200 built-in key performance indicators
buyers and heavy influencers we have a silver (KPIs) with interactive analytics. Customers can
bullet with online channels. The other 40% need also buy or bring their own MNO. Interactive is
more touch points, and those are usually bigger the key word with our analytics experience.
clients. We launched our B2B ecommerce platform
90 days ago and we already have people coming MH: As another part of our research we’ve
in and buying in a completely self-serve way. found an increasing importance for connectivity
These customers can log into our B2B commerce providers to also get involved with the
site and have SIMs and service the same day vs. device side of things, is that also part of your
weeks or months from other providers. experience?

MH: One trend we see is that a sophisticated RK: We do offer full kitting and staging and
online channel capability is giving customers fulfilment for connected things. The client buys
some confidence of efficient and joined-up the hardware, drop ships it to SIMPL and as
fulfilment. Is that how you see it too? orders come in, we fulfil, insert the SIM, provision,
update firmware, test and handle support, return
RK: We think it is. We have some ecosystem merchandise authorisations (RMAs) and even
clients who are more hardware oriented. And potential churn and saves when a customer calls
we’re finding it good to push to these online to cancel.
channels. So, it’s not just a joined-up mechanism
for us internally but also including the client MH: What message can enterprise buyers take
processes too. I’ve been joking for years that away from our conversation?
you can Uber a helicopter faster than you can
purchase SIMs. That’s the reason for us pushing You no longer have to be handcuffed to the risk
the B2B commerce experience. and inflexibility of permanent roaming but can
instead now benefit from the power of localisation
MH: Talk me through some of the other features and data transparency to improve quality and
that you see as being the ones that customers revenue. https://simpliot.com

IoT Now Q3 I 2024 35

MULTICARRIER MANAGEMENT

Navigate the multicarrier maze:

How SIMPL revolutionises IoT
and fixed wireless deployments
In today’s hyperconnected world, where devices outnumber people and the Internet
of Things (IoT) is rapidly expanding, managing multiple mobile network operators
(MNOs) for IoT and fixed wireless deployments has become an intricate, almost
Herculean task. Each MNO operates within its own technological bubble, offering
proprietary platforms that vary in protocols, application programme interfaces
(APIs) and management tools. For companies looking to scale across regions, the
complexity can be overwhelming. Enter SIMPL – a SIM PLatform that’s taking the
chaos out of multicarrier management and making global IoT deployment not just
possible, but streamlined, efficient and cost-effective

Picture this: You’re deploying IoT devices across the US, Each of these platforms is like a distinct language. Getting
Europe, and Canada. In the US, you’re deployed with the Cisco them to communicate with each other, without data loss or
Jasper platform. Cross the Atlantic, and you’re working with service disruption, requires not just technical expertise, but a
Vodafone’s GDSP. Up north in Canada, you’re Ericsson DCP. considerable investment of time and resources. For companies
Then, add the intricacies of integrating home grown platforms operating on tight deadlines and even tighter budgets,
such as T-Mobile’s Netcracker’s deployment, Verizon’s the stakes are high. A delay or disruption could mean the
Thingspace, and Telefonica’s Kite, and it becomes clear - this difference between market leadership and playing catch-up.
isn’t a simple game of plug-and-play.

SPONSORED ARTICLE

36 IoT Now Q3 I 2024

MULTICARRIER MANAGEMENT

SIMPL: The unifying force in a Scalability and flexibility: the hallmarks

fragmented landscape of a future-proof solution For companies
SIMPL’s platform has been designed from the In the fast-paced world of IoT, the ability to
ground up to integrate seamlessly with all major scale quickly and efficiently is crucial. However,
looking to navigate
MNO platforms. Whether it’s T-Mobile Netcracker, scaling across multiple MNOs is no easy feat. the multicarrier
Cisco Jasper, Verizon Thingspace, or Vodafone’s Each platform has its own limitations and scaling maze and emerge
GDSP, SIMPL brings them together under one roof, strategies, which can lead to bottlenecks and victorious, SIMPL
offering what the industry so desperately needs - inefficiencies.
a single, unified pane of glass.
offers the map, the
SIMPL’s platform is built for scalability. By compass, and the
SIMPL’s platform isn’t just about integration; it’s integrating with all major MNOs, SIMPL allows key to unlocking
about simplification. With one-touch onboarding, companies to scale their operations without being their full potential
businesses can deploy their IoT devices across held back by the limitations of any single MNO
multiple carriers without getting entangled in the platform. Moreover, SIMPL’s flexible architecture
technical complexities that typically bog down means that businesses can switch between MNOs
such operations. Imagine a world where your IoT as needed, ensuring that they always have access
devices can be activated, managed, and scaled to the best possible service and pricing.
with the ease of flipping a switch - that’s the
reality SIMPL is making possible. Navigate permanent roaming
waters with confidence
A blended buy and bring your own In the tangled web of global IoT, permanent
MNO experience roaming regulations can feel like walking a
In addition to its integration capabilities, SIMPL tightrope without a net - one misstep and you’re
also offers a unique bring your own MNO in trouble. SIMPL shines a light on which networks
experience. This feature allows companies to you’re roaming on, for how long, and how much
ingest SIMs from their existing MNO platforms, data you’re using, so you have the opportunity
managing both legacy SIMs and new SIMs to stay in step with regulatory and contractual
from SIMPL within the same unified platform. requirements.
Whether you’re dealing with a legacy SIM estate
or rolling out new deployments, SIMPL’s platform For businesses expanding across borders, SIMPL
provides a seamless, single-pane management ensures you can play by the rules. Consider it your
experience. This ensures that companies can compliance safety net - no matter where in the
maintain continuity and control over their entire world your devices wander, we’ve got your back.
SIM portfolio, regardless of the MNO, all while
benefiting from the advanced features and The future of IoT is SIMPL
streamlined operations that SIMPL delivers. In a world where managing multiple MNOs has
traditionally been a complex, resource-draining
Ensure quality of service across endeavour, SIMPL is rewriting the rules. By offering
the globe a platform that integrates seamlessly with all
One of the biggest concerns in managing IoT major MNOs, unifies APIs, simplifies billing and
and fixed wireless deployments across multiple ensures compliance, SIMPL is not just making
MNOs is maintaining consistent service quality. IoT and fixed wireless deployments easier - it’s
While network performance - such as coverage, revolutionising them.
latency, and bandwidth - can vary greatly between
MNOs, SIMPL focuses on what it can control: the As the IoT landscape continues to evolve,
behaviour of your SIMs. Through its advanced companies need solutions that can keep pace
analytics and algorithms, SIMPL can detect when with their ambitions. SIMPL is that solution. It’s
SIMs start to behave abnormally, whether they more than a platform; it’s the future of multicarrier
become overly chatty, experience connection management.
failures or exhibit inefficient packet sizes and high
usage patterns. This proactive approach allows For companies looking to navigate the multicarrier
businesses to quickly identify and address issues maze and emerge victorious, SIMPL offers the
that could impact customer experience, ensuring map, the compass, and the key to unlocking their
performance is optimised across all regions and full potential. The future of IoT is interconnected,
carriers. it’s global, and with SIMPL, it’s finally within reach. https://simpliot.com

IoT Now Q3 I 2024 37

 CASE STUDY

Unlock the future of

agriculture with eUICC
and SIMPL
As the agriculture industry faces increasing pressure to optimise resources, reduce
environmental impact, and meet growing global food demand, the integration of connected
solutions becomes paramount. Among these technologies, embedded universal integrated
circuit cards (eUICC) for both physical (pSIM) and embedded SIM (eSIM) stand out as
a transformative tool, enabling seamless connectivity for a wide range of agricultural
applications. By adopting pSIM and eSIM technology, the agriculture sector can make use of
connected solutions to monitor, analyse and manage various aspects of farming, without the
frustration caused by inconsistent cellular coverage, writes Ryan Keefe, the COO of SIMPL
This article explores the benefits of eUICC for the multiple native networks, using the latest eUICC
agriculture industry, discusses specific use cases, technology to ensure that no piece of equipment
As this equipment and highlights the importance of future readiness - and no farmer - is left behind.
migrates across for GSMA specifications, particularly LPAe .22
different farms or (although not official, we refer to it as .22+ or The benefits of eUICC in agriculture
various sections of .22.5) and .32. We will delve into how eUICC can
1. Seamless connectivity: eUICC allow devices to
address critical challenges in agriculture and
large properties, contribute to a smarter and resilient industry.
switch between mobile network operators
maintaining (MNOs), ensuring continuous connectivity in
areas with limited coverage. This minimises
consistent
The evolution of agriculture and the downtime and ensures data flow across large,
network coverage geographically dispersed agricultural
need for connectivity
becomes a critical operations.
In today’s rapidly evolving agricultural landscape,
challenge even small-scale farmers may depend on over 100 2. Remote management: eUICC enables remote
pieces of equipment - ranging from man-powered management of devices, allowing farmers to
and robotic tractors to advanced irrigation pumps. update network profiles, change service
This figure represents nearly double the machinery providers and adjust settings without physical
in use just 15 years ago. As this equipment intervention. This reduces costs and simplifies
migrates across different farms or various sections managing large fleets of connected devices.
of large properties, maintaining consistent
3. Scalability: As connected solutions proliferate,
network coverage becomes a critical challenge. If
eUICC supports the scalable deployment of
a device moves to a new location and loses
new devices, crucial for large-scale farming
coverage without the ability to switch network
operations with hundreds or thousands of
profiles, it effectively becomes a useless brick in
sensors and IoT devices.
the field. Historically, agriculture has been slow to
adopt cutting-edge technology, but that’s no 4. Enhanced security: eUICC offers enhanced
longer the case. security features, such as encryption and
authentication, to protect the sensitive data
eUICC in AgTech makes network switching transmitted by agricultural devices,
seamless. The future belongs to solution providers especially for monitoring critical resources
who can offer seamless connectivity across like water usage and soil health.

SPONSORED CASE STUDY

38 IoT Now Q3 I 2024

CASE STUDY

Use cases of eUICC in agriculture Future readiness with GSMA

1. Water level monitoring in soil: Efficient specifications LPAe .22 and .32 The adoption of p/
water management is crucial for sustainable As eUICC technology continues to evolve, it is eSIM technology in
agriculture, especially in regions prone to essential for the agriculture industry to stay
agriculture presents a
drought or water scarcity. eUICC-enabled ahead of the curve by adopting solutions that
soil moisture sensors can continuously are future-ready. The GSMA specifications significant
monitor the water levels in the soil, LPAe .22 and .32 introduce new features and opportunity to
providing real-time data to farmers. This capabilities that will further enhance the revolutionise the
data can be used to optimise irrigation benefits of eUICC in agriculture.
industry by enabling
schedules, ensuring that crops receive the
right amount of water at the right time. By LPAe .22: This specification focuses on more efficient,
preventing over-irrigation, farmers can improving the interoperability of eUICC sustainable, and
devices across different networks and service
conserve water resources and reduce costs. connected farming
providers. For agriculture, this means that
eUICC-enabled devices can seamlessly switch practices
2. Water usage monitoring: In addition to soil
moisture monitoring, eUICC technology can between networks, even in regions with limited
be used to track overall water usage on the connectivity options. This is particularly
farm. Connected water meters equipped important for ensuring continuous operation in
with eUICC can provide detailed insights remote or rural areas.
into how much water is being used for
GSMA Spec .32: The .32 specification
irrigation, livestock, and other agricultural
introduces enhanced security features, such as
processes. This information can help farmers
improved encryption and authentication
identify inefficiencies and implement
protocols. These features are critical for
strategies to reduce water consumption.
protecting the vast amounts of data generated
by connected agricultural devices. With the
3. Livestock monitoring: Livestock health and
increasing prevalence of cyber threats,
productivity are closely tied to their
adopting .32-compliant eUICC solutions can
environment. eUICC-enabled sensors can
help safeguard sensitive information and
be attached to animals to monitor their vital
maintain the integrity of agricultural operations.
signs, movement patterns, and overall
well-being. For example, temperature sensors The adoption of eUICC technology in agriculture
can detect signs of illness early, allowing for presents a significant opportunity to revolutionise
prompt intervention. GPS tracking can also the industry by enabling more efficient,
be used to monitor the location and sustainable, and connected farming practices.
movement of livestock, reducing the risk of From monitoring soil moisture and water usage
loss or theft. to tracking livestock and crop health, p/eSIM
provides the seamless connectivity and remote
4. Crop monitoring: eUICC technology can management capabilities needed to optimise
also be applied to monitor crop health and agricultural operations.
growth. Connected drones equipped with
cameras and sensors can capture high- As the industry continues to embrace digital
resolution images of fields, which can then transformation, it is crucial to consider future
be analysed to detect signs of disease, readiness by adopting solutions that comply
nutrient deficiencies, or pest infestations. with the latest GSMA specifications, such as
LPAe .22 and .32. By doing so, agricultural
5. Climate monitoring: Weather and climate businesses can stay ahead of the curve,
conditions play a significant role in ensuring that their operations are not only
agricultural productivity. eUICC-enabled efficient and sustainable but also secure and
weather stations can be deployed across resilient in the face of evolving challenges.
farms to monitor temperature, humidity,
wind speed, and precipitation. This data can In the years to come, eUICC technology will
help farmers make informed decisions about undoubtedly play a central role in shaping the
planting, harvesting, and protecting crops future of agriculture, driving innovation and
from adverse weather conditions. enabling a smarter and more connected world. https://simpliot.com

IoT Now Q3 I 2024 39

PERMANENT ROAMING

Permanent roaming for IoT:

a regulatory issue
finally resolved?
One of the major challenges for deploying multi-country cellular-based IoT connectivity
has been the restrictions placed by regulators and host operators on the use of permanent
roaming. In this article, Matt Hatton, the founding partner of Transforma Insights, explores the
current status of permanent roaming, the recent strides made by IoT connectivity providers
to deliver compliant services, the impact of the shift from roaming to eSIM localisation, and
the continuing challenges in the space

Permanent roaming: of data, as well as regulatory drivers and barriers to

IoT adoption, as illustrated in Figure 1.
the constant challenge
A recent Transforma Insights report ‘Regulatory One particularly relevant set of regulations for
landscape for the Internet of Things’1 analysed the supporting IoT relates to ‘extra-territorial use of
various regulations that affect deployments of the E.164 numbers’ (which is generally referred to as
Internet of Things and the associated provision of ‘permanent roaming’). Many, perhaps most, IoT
connectivity, device functionality, and management deployments using cellular connectivity involve

Figure 1: Seven key regulatory areas for the Internet of Things

[Source: Transforma Insights, 2024]

1 https://transformainsights.com/research/reports/regulatory-landscape-iot

40 IoT Now Q3 I 2024

PERMANENT ROAMING

Figure 2: Permanent roaming rules around the world

[Source: Transforma Insights, 2024]

connecting devices in multiple countries. Many Limitations on permanent roaming are not
have specific rules about how that connectivity solely the preserve of regulators. There were
is supported, in particular whether cellular- also commercial equivalents, particularly in the
connected devices could exist in a state of US and Canada, where the operators
permanent roaming, i.e. whether a device that is themselves in some cases prohibited their
connected by a connectivity provider that is not roaming partners from having devices
licensed in the territory could use its roaming permanently roaming on their networks.
agreements with local licensed operators to
support a connection that was not simply Figure 2 presents a summary of some of the
temporarily roaming but would be present on a rules. We should add the caveat that the rules
permanent basis in that country. do change often and there are often exceptions
whereby permanent roaming is permitted
During the 2010s, many regulators, for instance despite seemingly explicit restrictions to the
in Brazil, China, India and Turkey, introduced, or contrary.
more rigorously enforced, rules that prohibited
permanent roaming. Sometimes the rules were Problem solved?
explicitly against permanent roaming and in
other cases were based on local registration The limitations on permanent roaming have
requirements or tax obligations. The regulators caused some headaches. Historically, roaming
are often motivated to protect the local market was the main – and certainly the simplest –
and enforce local rules with which a roaming mechanism used by MNOs and MVNOs to
connection may not comply, such as lawful support connections across multiple territories.
intercept. Besides this, roaming was never However, over the last decade IoT connectivity
envisaged to include a foreign device providers have made great strides in addressing
permanently being in a state of roaming. the challenge.

Measures to restrict permanent roaming can In July 2024, Transforma Insights published its
come in various guides, for instance related to annual ‘Communications Service Provider (CSP)
licensing, taxation, rules on management of IoT Peer Benchmarking report’2 which analyses
eSIM localisation, or know your customer (KYC) the capabilities and strategies of 25 of the
rules, all of which can act to effectively prohibit world’s leading IoT connectivity providers. As
the practice. In many cases, the issue relates to part of that research, we assess the ability of
licensing, i.e. the company providing the the companies to provide compliant
services needs to be a locally licensed legal connectivity around the world. Specifically this
entity in the country. year, we asked each of the CSPs about their

2 https://transformainsights.com/research/reports/csp-iot-peer-benchmarking-2024

IoT Now Q3 I 2024 41

PERMANENT ROAMING

Figure 3: Approaches of communications service providers to IoT connectivity in selected

geographies
[Source: Transforma Insights, 2024]

The compliance
situation in India is in
flux with ongoing
changes to
requirements related
to eSIM localisation;
as a result it’s very
hard to identify
which CSP offerings
are currently
compliant or will be
in the near future

approach to addressing connectivity in each of US is more or less universal. Brazil, which has
six countries/regions (Brazil, China, EU, India, historically been the market most commonly
Turkey, US) for permanently located devices. In quoted as being a challenging market, is now
Figure 3, we provide a summary of the very well addressed by almost all CSPs. China
approach of the 25 CSPs profiled. continues to represent a few challenges, but
where CSPs wish to address it there are
The general trend is that CSPs have largely commercial mechanisms for working with
resolved the challenges in the most relevant Chinese MNOs to support compliant
countries. Compliant connectivity in the EU and connectivity.

42 IoT Now Q3 I 2024

PERMANENT ROAMING

But it’s not all plain sailing. The compliance the device user interface (UI), ‘pull’ a new profile
situation in India is in flux with ongoing changes from a chosen provider down to the device. The
to requirements related to eSIM localisation; as limitation here was the need for an advanced UI While the new
a result it’s very hard to identify which CSP as well as user intervention, neither of which are remote SIM
offerings are currently compliant or will be in typically available on any IoT device. The
provisioning
the near future. The current strict rules about SGP.32 (IoT) third variant, unveiled in 2023, was
localisation within Turkey are also causing aimed at resolving some of the limitations of technology might be
significant friction, with many providers unable the earlier versions. It effectively amended the well-defined, what is
to support connectivity in that country other SGP.22 technology to allow for remote not yet entirely clear
than through the use of local SIMs. There are management. Compliant devices can be
is what commercial
suggestions that the regulatory environment expected in 2025. In addition, several
there might need to adapt to be rather less connectivity providers have developed variants models will prevail to
onerous on non-Turkish operators. on SGP.22 that place an agent on the device, make use of the new
removing the requirement for user intervention; technology
It is important to note that in almost all cases, these approaches effectively work in the same
the CSPs concerned would be in a position to way as SGP.32, although with some element of
negotiate and implement fully compliant proprietary technology.
solutions for specific clients regardless of
current capability. The aim of Figure 3 is to While the new remote SIM provisioning
illustrate the current state of the off-the-shelf technology might be well-defined, what is not
offerings of the various players. yet entirely clear is what commercial models
will prevail to make use of the new technology.
eSIM: a universal panacea? What is completely clear, based on the research
that Transforma Insights has done for the
Perhaps the most significant mechanism used aforementioned CSP IoT Peer Benchmarking, is
for supporting compliance with permanent that the view from the CSPs is that they are
roaming rules is through the increasing use of willing, and in many cases keen, to work with
some form of SIM localisation, so moving away the technology.
from relying on roaming using a foreign
international mobile subscriber identity (IMSI) The big change, in the context of addressing
to the use of a local IMSI (as part of a multi-IMSI permanent roaming, is that SGP.32 (and to a
offering) or switching of the eSIM profile to that lesser extent variants on SGP.22) allow for
of a local operator. In the last few years, the much easier recredentialling of SIMs to a local
technology landscape related to eSIM has profile. Local, compliant profiles are relatively
changed dramatically and we anticipate an easily swapped in. However, we should add a
ongoing impact on how global connectivity is caveat or two here. Most pertinently there is
delivered. To date there have been three main still a requirement to establish a commercial
standards unveiled for remote SIM provisioning relationship with the network onto which the
(RSP). Each of the three standards established connection will be transferred. Some
slightly different mechanisms for the user or enterprise customers may well have these in
owner of a device to change the SIM profile some circumstances, which accounts for the
while the device is deployed in the field. increasing relevance of bring-your-own-
connectivity (BYOC) offerings. However, in
Transforma Insights has explored in detail the most cases enterprises will still have
capabilities and implications of the three requirements for someone to negotiate
standards in great detail, including in the June commercial relationships with appropriate
2024 Position Paper ‘Key considerations for network operators for connectivity and ideally
Enterprises looking to adopt SGP.32’. In act as a single point of contact. And,
summary, the SGP.02 (or M2M) standard was furthermore, simply switching between
introduced in 2014. This was a ‘push’ model, networks is not the only consideration, there is
whereby the donor and recipient network a further requirement to orchestrate data
providers would act together to replace the SIM flows and back-end processes to ensure a
credentials on the device. The challenge with seamless transition between carriers. Simply
SGP.02 is that it requires cooperation between put, the provision of compliant cellular-based
the subscription management infrastructure of IoT connectivity will need to be delivered as a
the donor and the recipient networks to managed service, albeit one where much of
perform the hand-over. This was followed in the friction of localisation and compliance is
2016 by the SGP.22 (Consumer) standard where removed.
the end user can, via direct intervention using

3 https://transformainsights.com/research/reports/key-considerations-enterprises-adopt-sgp32

IoT Now Q3 I 2024 43

SECURE ROAMING

Plenty of action in the

IoT data management
and protection market
SIMPL, among other solutions, supports the rapid creation of cloud-connected IoT devices
from the ground up, while fully securing them to send and receive data in the cloud. Antony
Savvas looks at the state of the IoT data security and management market

According to analyst firm MarketsandMarkets, the global IoT data integration, security, analytics and storage solutions.
security market is projected to grow from US$24.2 billion in Market drivers
2024 to US$56.2 billion by 2029, at a compound annual growth
rate (CAGR) of 18.4% during the forecast period. When it comes to security spending, the growth is down to
organisations facing significant financial losses and reputational
This market includes identity and access management (IAM), damage because of increasing cyber attacks on IoT devices. The
data encryption and tokenisation, device authentication particular risk in the IoT sector is that every device and every
services, secure communication protocols, private key system usually have their own specific firmware, which is
infrastructure (PKI) certificate lifecycle management, security software that controls the device or facility itself.
analytics and virtual firewalls.
And since hardly any guidelines or binding specifications have
And according to Mordor Intelligence, the IoT data existed in this area for device manufacturers to boost security,
management market is expected to grow at a CAGR of 16.6% hackers and criminals have been attacking the unprotected.
between now and 2026. This growth covers solutions including

44 IoT Now Q3 I 2024

SECURE ROAMING

This may change with the European are also investigating IoT security technology
Commission’s Cyber Resilience Act (CRA), for on a number of fronts, including protocols,
instance, which is intended to address data security assurances, use cases, applications and Government
security problems surrounding devices and current services, to help drive further data agencies, such as US
systems with network connections, from security development to better protect National Institute of
printers and routers to smart household companies and end users. Standards and
appliances and industrial control systems.
Technology (NIST),
Zero trust
To press manufacturers, distributors and An emerging concept to help improve data are also investigating
importers into more protective action, with protection is zero trust, which eliminates IoT security
the Cyber Resilience Act, they face significant implicit trust from IT systems, and assumes that technology on a
penalties if security vulnerabilities in devices every user and every thing on the network is a
are discovered and not properly reported and number of fronts
threat to data security. It treats all data traffic as
mitigated. untrusted, requiring strict identity verification
for every user, device and process before
“The pressure on the industry is growing granting any permissions.
immensely,” says Jan Wendenburg, CEO of
cyber security firm ONEKEY. “The financial Such an approach acknowledges that the
fines for affected manufacturers and biggest threats to security can come from
distributors are severe: up to €15 million or 2.5% lateral movement within a network, so if
of global annual revenues.” something untoward is detected on it, then it
has to be stopped and quarantined there and
Under the Act, suppliers active in the European then. Companies accepting this principle are
Union market, must now prepare to complete a now adopting zero trust network access
Cyber Resilience Readiness Assessment, if they (ZTNA) systems.
want to avoid facing large fines. That said, the
market sales for IoT security show organisations
are already increasingly adopting security
Network segmentation
As a first step to adopting ZTNA, organisations
solutions to help protect against threats like
should move towards network segmentation.
device hijacking, data theft, supply chain
This is the practice of dividing networks into
intrusions, and widening ransomware attacks.
different logical segments, such as IoT
connected portions, and having complete
Key players control of the traffic going through and between
Key players in the IoT security market, says those segments. It is designed to reduce the
MarketsandMarkets, include Microsoft, Fortinet, attack surface, preventing threats from
Amazon Web Services, IBM, Intel, Cisco, spreading laterally throughout an organisation.
Thales Group, Infineon, Atos, Palo Alto
Networks, Mobileum, Entrust, NXP To do this, businesses need a full view of all
Semiconductors, MagicCube, Claroty, Ordr, networks within the organisation. You must
Armis, Nozomi Networks, Keyfactor, Particle have visibility into the network, application,
Industries and Forescout, among others. workload and process levels, as well as a view
into multi-clouds or on-premise data centres
Microsoft, for instance, offers capabilities for its where data assets are distributed across all
Defender security protection that promise to geographies.
bring the same level of vulnerability
management, threat detection and response for However, while technology methods like ZTNA
enterprise IoT devices, previously only available are expected to become essential, it isn’t just
for managed endpoint devices. technology that is needed to protect apps and
data, it is also policy. IT governance, audit and
The Defender for IoT offering provides compliance policies as part of a framework
extended detection and response (XDR) must be adopted by organisations with the full
coverage to IoT devices like digital signage, backing of their boards.
conference room systems and operational
technology (OT) devices, which have all been By combining ZTNA, for instance, and working
prone to software vulnerabilities and attacks to a framework, companies can potentially see
from cyber criminals. costs related to any data breach coming down.
Spiralling cyber insurance costs are a problem
With Defender for IoT, agentless monitoring across industries, as a result of wider and more
secures ‘things’ connected to IT networks, voice serious cyber security threats. Organisations
over IP systems, printers and smart TVs, for working to a framework may well see their
instance. And it allows firms to gain the cyber insurance costs better controlled, as they
essential visibility into devices without can demonstrate to insurers that they are more
additional configuration, through a deployable prepared to deal with a breach, and therefore
network sensor that can collect all network data have a better chance of curtailing it, and
needed for discovery, behavioural analytics and reducing its damage.
machine learning. Microsoft adds that artificial
intelligence (AI) is being used to augment IoT While the IoT data management and protection
threat intelligence generally. market may well be growing, now is the time
for the whole ecosystem to step up to the plate
Government agencies, such as US National to help keep out the rogues.
Institute of Standards and Technology (NIST),

IoT Now Q3 I 2024 45

 IoT ROAMING CONNECTIONS

IoT roaming set to drive

revenue growth for
mobile operators
With IoT connections now composed of various different technologies from non-terrestrial
networks to low power wide area networks, cellular connectivity offers a sweetspot for
devices that move between different countries or that are designed as part of global
deployments. For communications service providers (CSPs), supporting IoT roaming can be
an appealing generator of revenue but assuring connectivity is available in multiple countries
is complex and involves navigating a complex web of commercial and regulatory conditions

The growth of IoT is resulting in increased International connectivity constitutes one of the
connectivity revenue. IoT market research firm largest and fastest growing segments of the
The priorities of Berg Insight has reported that global IoT cellular IoT market. Mobile operators with regional
many mobile connectivity revenues increased 16% to reach and multi-regional operations are naturally
operators and their US$13.82 billion in 2023. As IoT has matured, the well-positioned to offer IoT connectivity services
IoT businesses are firm says there is greater focus on reliability, for international deployments at competitive rates,
security and support for international utilising their network footprints and ability to
becoming deployments, contributing to new types of market negotiate favourable roaming agreements.
increasingly dynamics for cellular IoT connectivity providers. By
misaligned as the 2028, the firm projects that there will be six billion The priorities of many mobile operators and their
telecoms industry IoT devices connected to cellular networks IoT businesses are becoming increasingly
worldwide, generating annual connectivity misaligned as the telecoms industry focuses on
focuses on revenues of US$23.41bn. consolidation of operations to their main markets
consolidation of but IoT demands global connectivity. This has led
operations to their The top ten mobile operators reported a combined to a greater separation between mobile operators’
main markets but active base of 2.9 billion cellular IoT connections at IoT businesses and network operations, resulting in
the end of 2023, accounting for 88% of the total more open approaches to global network access in
IoT demands global 3.3 billion connections. China Mobile is the world’s line with the strategies of IoT managed service
connectivity largest provider of cellular IoT connectivity providers, says Berg Insight.
services with 1.32 billion cellular IoT connections.
China Telecom and China Unicom ranked second Established IoT managed service providers
and third with 527 million and 494 million however typically have more advanced localisation
connections respectively. Vodafone ranked first capabilities through international mobile subscriber
among the Western operators and fourth overall identity (IMSI) and embedded SIM (eSIM) profile
with 184 million connections, followed by AT&T donor agreements. Berg Insight believes that the
with 128 million in fifth place. Deutsche Telekom separation of IoT connectivity businesses and
and Verizon had in the range of 50–57 million networks will continue, driven by changing
cellular IoT connections each. Telefónica, KDDI industry dynamics and a shift to new eSIM
and Orange were the last players in the top ten technologies. This implies a strong case for global
with about 41 million, 40 million and 37 million consolidation of cellular IoT connectivity platforms.
connections respectively. The growth in the
installed bases of the largest mobile operators There is significant growth in the number of
varied, reports Berg Insight, with changes ranging connections and Juniper Research has uncovered
from a 1% decrease to a 31% increase year-on-year. that the number of roaming IoT connections will

46 IoT Now Q3 I 2024

IoT ROAMING CONNECTIONS

Figure 1: Roaming IoT Connections to Grow 300% by 2028 - At what cost to subscribers?
Average cost per MB of data generated by roaming IoT connections in 2028 ($)

grow 300% over the next five years; from 145 Operators look to add value
million in 2023, to more than 600 million by In addition to 5G standalone-specific roaming
2028. Figure 1 details the average cost per IoT roaming will
agreements, the report urged operators to
megabit of data generated by roaming IoT implement roaming analytics tools that use AI to remain a key driver
connections in 2028. maximise roaming revenue, as they enable of revenue with
operators to efficiently assess the significant Kaleido
A study by the firm has found the global number amount of roaming data generated by 5G roaming
of 5G IoT roaming connections will rise from 15 Intelligence finding
connections in real-time. The report anticipates key
million in 2023 to 142 million by 2027, representing verticals, such as autonomous vehicles, will in a recent operator
over 27% of all 5G roaming connections in four necessitate advanced roaming solutions, owing to survey that 64% of
years. It predicted that this growth will be driven their data-centric nature. The research emphasised respondents see
by the acceleration of 5G standalone (SA) that roaming analytics must be integrated directly
deployments, with intensifying roll outs in home IoT roaming use
into platforms to maximise their value proposition
markets providing increased momentum and a to network operators, and enable swifter cases as the main
strong value proposition for 5G SA-specific reconciliation of clearing for stakeholders. driver of roaming
roaming agreements. revenues over the
IoT roaming will remain a key driver of revenue next three years
The research forecast that 21% of global 5G IoT with Kaleido Intelligence finding in a recent
roaming connections in 2027 will be found in West operator survey that 64% of respondents see IoT
Europe, despite that region only accounting for roaming use cases as the main driver of roaming
5% of the global important for to incentivising IoT revenues over the next three years. Research from
users to implement a roaming business model, the firms has forecast that combined wholesale
thus driving growth of IoT roaming connections. and retail roaming revenues generated by
consumer and IoT mobile connections will reach
Report author Elisha Sudlow-Poole commented: US$45 billion in 2024. That represents a 47%
“To further capitalise on the growth of 5G IoT increase compared to pre-pandemic levels.
roaming in West Europe, operators must form
roaming agreements that utilise standalone 5G The firm says the increase will be driven by rising
networks to improve network performance for data roaming activity, primarily fuelled by
roaming connections, and provide the same level consumers transitioning to 5G roaming services.
of service when roaming as they do on home This anticipated expansion in both consumer and
networks.” IoT roaming data usage is expected to soar by 36%
annually, reaching close to 5,000 petabytes in 2024.

IoT Now Q3 I 2024 47

INTERVIEW

Hyperscale IoT demands

an open, horizontal
management toolset
With IoT now being deployed at scale, the management burden has increased
significantly, with a magnifying effect on errors that occur across large IoT device estates.
Efficient management of IoT deployments in the hyperscale era requires a toolset
capable of supporting a variety of devices and connectivity standards. Nick Gyles, the
chief product officer at Daizy, tells George Malim, the managing editor of IoT Now, that
standardised, intuitive-to-use IoT management tools are essential for IoT success

George Malim: Why is it important to ensure to take advantage of the latest technology, they
broad interoperability across the IoT are often hamstrung by a legacy approach of
architecture? ‘hardwiring’ their applications to a specific brand
of device, and adding new device types can mean
Nick Gyles: There are two aspects to this, one rewriting whole swathes of underlying code.
involves equipment and devices and the other
addresses the connectivity mechanism. For From a connectivity perspective, we’re seeing
devices, we’re seeing commoditisation and increasing demand for solutions that support
maturing of hardware. Five years ago, IoT devices multiple connectivity standards. LoRaWAN, for
were typically proprietary, but now large example, is great for large buildings or scenarios
manufacturers are creating highly sophisticated with high levels of sensor density, while NB-IoT
sensors at scale. While this commoditisation has and LTE-M offer flexibility for dispersed sensor
lowered the cost of delivering IoT solutions, device deployments or for mobility use cases. Increasingly
manufacturers are interpreting IoT standards in we’re seeing deployments that require both
different ways, right down to the way payloads are LoRaWAN and NB-IoT. Monitoring for damp and
constructed. Although solution providers are keen mould in social housing is a great example of a

IoT Now Q3 I 2024 49

INTERVIEW

We place a lot of emphasis on contextualisation.

You need to be confident that the device is where
you think it is and the data provided is valid.

Nick Gyles
Daizy

need to deliver a low-cost multi-connectivity We’ve engaged with many organisations who have
solution across a diverse range of premises - from approached IoT with a single use-case in mind.
blocks of flats through to separate houses in more However, end-customers will ultimately be looking
rural environments. at multiple use-cases across their estate, and the
last thing they need is multiple platforms for data,
With multiple device types and connectivity devices and connectivity. With a standardised
technologies in use, solution providers are likely to approach to deploying and managing IoT projects,
end up with multiple management solutions to issues such as in-life maintenance requirements,
capture data. This is why interoperability is monitoring and the ability to add other capabilities
important and an open toolset like Daizy provides across the IoT service stack can be streamlined
a much better alternative than segmented vertical and aligned with existing technology asset
stacks. Regardless of which device or network management.
technology is used, data delivered through Daizy
is standardised and ready to be consumed. IT departments are really good at managing
servers and desktops but they don’t have the
GM: Why is standardised service delivery critical resources or tools to manage a broad range of
for delivering IoT at scale? low-cost IoT devices at massive volume. The
advantage of a toolset like Daizy is that you can
NG: By adopting a more horizontal approach, monitor energy usage, water levels, humidity or
Daizy standardises sensing metrics such as any other metric in the same centralised operating
temperature, electricity metering, positional environment.
information, air quality and many others. We have
a standardised schema of how that data gets GM: In what ways will being prepared for AI and
presented - we decode the manufacturer-specific digital twins help to drive growth?
data payloads and ensure the data is easily
consumable via standard technologies that NG: We place a lot of emphasis on contextualisation.
www.daizy.io developers understand. You need to be confident that the device is where
you think it is and the data provided is valid.
Within Daizy there are checks on location, checks
that installation has been performed correctly and
checks on the device identity and various
attributes. In smart bin deployments, for example,
the depth of the bin is vital information because
the system can’t know the fill level without
knowing the bin’s dimensions and the position of
the sensor at the point of installation.

Rich context and the interoperable data pipeline

we support create normalised data structures that
make it straightforward to enable a digital twin.
High quality structured data ensures a really
high-fidelity sensor model which is resilient to
project changes such as faulty device swap-outs.

Our goal is to do all the non-differentiated activity

so our partners have access to a foundational data
environment that eliminates the huge inefficiencies
in today’s IoT operations. Every piece of
equipment in Daizy has an auditable asset history
from original installation through to end-of-life.
That completeness is essential to effective IoT
project management and handling the immense
scale of deployments.

50 IoT Now Q3 I 2024

CONNECTIVITY WEB SUMMIT 2024

Connectivity is often
overlooked when designing an
IoT device - something
expected to ‘just work’. But
your choice of connectivity
profoundly affects everything
from device troubleshooting
and power efficiency to
security, future-proofing, and
total cost of ownership

Connectivity Web Summit

promises insights on LTE,
eSIM IoT, cellular trends and
cross-border connectivity
The Connectivity Web Summit is a free online event designed to help IoT
businesses future-proof their connectivity strategies. Connectivity affects
every aspect of your IoT device - from power consumption to customer
satisfaction - so this summit is your chance to gain insights from industry
leaders with deep experience in building and delivering IoT solutions. You can
join one or multiple sessions based on your interests from 2pm CET/ 8am EDT
on 15 October 2024

IoT Now Q3 I 2024 51

CONNECTIVITY WEB SUMMIT 2024

Whether you’re tackling the complexities of Find Bengtsson (Maersk). This session will cover
multi-country connectivity, diving into the latest the challenges and solutions associated with
developments with SGP.32, or looking to optimise international roaming, SIM steering, and best
your remote device management strategies, this practices for deploying IoT solutions across
summit offers practical, actionable insights. Stay multiple countries.
ahead with expert discussions on emerging
technologies like LTE Cat 1 Bis, LPWAN, SoftSIM • Building a Robust Cellular Tech Stack: A Case
and the future of SGP.32. These sessions are Story – featuring Mattia Fiumara (Agurotech).
designed to give you the tools and knowledge to This session will cover the setup of a cellular
enhance your IoT strategy immediately. tech stack and how features like IoT connectors,
traffic monitoring, web-hooks and VPNs play
Hosted by Onomondo, a global MVNO, and Valid, into launching a product.
a SIM manufacturer, this summit features guest
speakers from Nordic Semiconductor, Maersk, • LTE-M vs LTE Cat 1 Bis – featuring Alejandro
Treon, Murata, Ignion and Agurotech. Network Pulido (Valid), Antti Kangaskoski (Treon), and
with hundreds of IoT professionals from around Farhad H. P. Shirvan (Onomondo). This
the world, all from the convenience of your home discussion will explore different LTE standards,
office or workspace. such as LTE CAT1, LTE CAT 1bis, and LTE-M,
examining their advantages, limitations, and
Connectivity is often overlooked when designing use cases.
an IoT device - something expected to ‘just work’.
But your choice of connectivity profoundly affects • The Future of eSIM IoT and SGP.32 – featuring
everything from device troubleshooting and Alejandro Pulido (Valid), Shohei Kawanaka
power efficiency to security, future-proofing, and (Murata), and Wanig Le Pennec (Onomondo).
total cost of ownership. This summit brings This panel discussion will cover the new SGP.32
together experts from across the IoT ecosystem to standard and its implications for device
share key insights on creating a robust, future- management, security, and deployment,
ready connectivity strategy. focusing on the evolving landscape of eSIM
technology in IoT.
• Emerging Market Trends in Cellular
Technology – featuring Martin Lesund (Nordic Ready to secure your IoT future? Join us at the
Semiconductor). Join us for an insightful Connectivity Web Summit on 15 October 2024 for
session with Nordic Semiconductor, where you’ll expert guidance and practical insights that will set
gain valuable knowledge on the latest trends in your business up for success in the evolving IoT
cellular technology and their impact on the IoT landscape.
industry.
Register today at
• Connectivity Across Borders – featuring Jacob https://onomondo.com/video/cellular-
Jagger (Onomondo), Bruno Cunha (Ignion), and connectivity-web-summit-2024/

52 IoT Now Q3 I 2024

IoT Now: ISSN 2397-2793

2024 • VOLUME 14 • ISSUE 3

COVER
INTERVIEW
Trasna’s Stéphane Fund
targets eSIM success
with Workz acquisition

The IoT Now Guide to

Cloud-Based eSIM 2024

PLUS: How iONLINE is improving business connectivity and sustainability with eSIM • Inside 1oT’s launch of eSIM Core • Is the
jury still out on eSIM uptake? • How Monogoto is driving business flexibility with cloud eSIM • Trasna details African water
management project • Virgin Mobile MEA turns to EcosSIM • See the latest News, Features and Interviews at www.iot-now.com
INTERVIEW

It’s full steam ahead for

Trasna and Workz in the
evolving IoT market
To fully support the rapid evolution of IoT technologies, suppliers usually have to offer
a varied portfolio and have an expansive view of the market. Antony Savvas speaks to
Trasna CEO Stéphane Fund, whose company has also been acquisitive to fully address
the demands of the IoT market

In 2018, Fund, a seasoned tech entrepreneur who towards Trasna’s vision of vertical integration.
had sold his previous software business to UK chip From chip design to product lifecycle
“Trasna” is Irish giant ARM, envisioned a future brimming with management, the company was taking control of
and means “to trillions of connected devices. The IoT market, its destiny to guarantee customers complete
go across”. It poised for explosive and unprecedented growth, efficiency, quality and security.
reflects our presented a golden opportunity. Seeing the
challenges of device makers and network With headquarters in Cork, Ireland, and innovation
mission operators with heavy expenses, slow hubs in France, Dubai and Tunisia, plus GSMA-
implementations, and a fragmented vendor certified production facilities in Dubai, the
landscape, here was a chance to build the company has now built a platform to serve the
foundation for an alternative future for the Internet global market. With a range of innovative
of Things. products, from its core processors and
microcontrollers, to its multi-eSIM orchestration
So, that same year, Fund established Trasna. With hub and IoT eSIM remote manager, its portfolio
a vision to harness the power of semiconductor addresses the market’s evolving needs.
and mobile technologies, Trasna then strategically
acquired Elatec (Germany) and SAFE-IoT This trend is expected to continue, with the
(France), gaining crucial expertise in hardware and company currently developing its own System-on-
software, and uniting some very bright minds. Chip (SoC), that incorporates an integrated SIM
(iSIM). This innovation has the potential to
Five years on, in 2023, the company achieved a significantly disrupt the IoT market.
milestone producing its first SIM chip. The same
year, it developed its own RISC-V core processor, a Employing over 400 dedicated specialists,
testament to its commitment to in-house supporting the development of semiconductors,
innovation. By then, it had also designed and SIMs, eSIMs, a SoC platform and iSIM technologies,
deployed more than 40 secure microcontrollers the firm clearly provides a complete end-to-end
across smart cards, point-of-sale terminals, secure solution to support the rapid changes and needs
readers, smart meters and security devices. in IoT communications.

Then came the acquisition of cloud eSIM specialist, IoT Now: So Stéphane, Trasna has wide-scale
Workz, in February 2024. This marked a giant step industry and geographical involvement, why was

SPONSORED INTERVIEW

54 IoT Now Q3 I 2024

INTERVIEW

Trasna’s headquarters located in Cork, more of the ripple effects of the broader
Ireland? shortage.

Stéphane Fund: “Trasna” is Irish and means “to Trasna has not seen much disruption as it
go across”. It reflects our mission: to strategically manages chip production
seamlessly connect people and devices with challenges by securing multi-sourcing
transformative experiences for mass IoT. So I agreements with foundries and prioritising
guess it is only fitting we have our supply chain resilience. With our strong
headquarters in Ireland. It also has a strong partnerships, we have maintained a steady
tech ecosystem, established infrastructure, flow of products, and demand for our SIM
supportive business policies and a talent pool chips remains strong, driven by our clients’
that makes it an ideal location. Nevertheless, as ongoing investments in 5G and IoT.
you point out, we are a global company now
with a semiconductor R&D centre in France, an IoT Now: At the same time, working with
IoT development centre in Dubai, and a second Secure-IC, Trasna developed PUF IP that can
one to be opened in India in October. generate one or several unique IDs or keys
without the need for any cryptographic
IoT Now: Last year, Trasna launched its enrolment phase, while being integrated into a
Secure SIM Chip family for the telecoms Trasna all-in-one NB-IoT SoC. How significant
market. In a market that has seen many chip has this been to the business so far?
capacities impacted by production
shortages, how did the firm mitigate this SF: The development of physically uncloneable
issue? On the other hand, was the demand function (PUF) IP in conjunction with Secure-
there from potential customers, as some IC has been crucial for Trasna. Integrating this
would point to relatively weak demand for technology into NB-IoT System-on-Chips
new 5G/IoT connections globally? provides enhanced security without the need
for cryptographic enrolment, which is a
SF: Generally speaking, the higher the chip differentiator for us in the IoT market. It is an
grade, the higher the impact on production. example of the technology-focused approach
Chips in SIM cards are less complex than those at Trasna, and we are receiving a lot of interest
in high-end electronics, which have faced in the product.

IoT Now Q3 I 2024 55

INTERVIEW

IoT Now: Now the recent acquisition of enhanced revenues. Workz’s integration will
Workz, why did you want this company, is it a allow Trasna to expand sales channels, allow
case of creating a one-stop-shop, from access to a broader customer base and
design and security to chip service improve market penetration. Additionally, it will
deployment and management, for instance? support Trasna’s plans to scale its workforce,
extend its geographical footprint and
SF: The acquisition of Workz was a strategic strengthen its engineering and support
move to support our goal to become the capabilities.
market leader within five years. It creates a
secure, comprehensive, end-to-end IoT IoT Now: And on the go-to-market, what is
solution from chip design to deployment. the model at the moment, and how do you
see this developing in terms of partner
By integrating Workz’s expertise in numbers, whether they are global system
subscription management, we create a full integrators, managed service providers,
end-to-end supply chain for telcos, device telcos, mobile virtual network operators or
manufacturers and IoT providers, enhancing other service providers?
our capability to deliver seamless and scalable
Stéphane Fund IoT connectivity solutions. This aligns with SF: Currently, Trasna operates with a flexible
Trasna Trasna’s vision of providing holistic, innovative go-to-market model that creates partnerships
services that meet the evolving needs of the with telcos, IoT providers, system integrators,
IoT ecosystem. and other service providers. Trasna aims to
expand its partner ecosystem and market
Workz and Trasna are a perfect fit, with no demand from the OEMs and device
overlap and complementary offerings, manufacturer segment is expected to grow
meaning the overall value of our IoT offering to substantially. We aim to deepen
customers is significantly strengthened. collaborations, enhance service delivery and
extend reach into new markets, positioning
IoT Now: Will the more customer-facing Trasna as the number one choice in the mobile
Workz give Trasna a higher profile in the IoT landscape.
industry perhaps? If that’s the case, how will
you measure that – marketing and web IoT Now: Looking at the eSIM market overall,
presence, industry shows profile, social not only is it a crowded market, it is also one
media and shared industry intelligence or that probably hasn’t grown as fast as was
collateral? expected. Why is there limited consumer/
business end customer demand despite
SF: Yes, I would imagine so, particularly at the Apple backing it and the general hype?
beginning. Workz has a very strong reputation
in the market, having over 25 years in SF: They say that for any new technology, two
operation and almost 200 clients in the things are generally true: One, its speed of
telecoms sector. Our ambition is to be the adoption is overestimated, and two, its impact
market leader in the mobile or cellular IoT is underestimated. eSIM appears no different in
market within five years, so our offering needs that respect.
Currently, Trasna
to be highly compelling. The growth of our
operates with a customer base will be one of the biggest Yes, the expected growth in the eSIM market
flexible go-to- testaments to this. has taken longer than originally expected. In
market model the case of the consumer market, this can be
IoT Now: On the business operations side, how attributed to a combination of factors such as
that uses
will Workz help Trasna grow in terms of things low user awareness, low penetration in the
partnerships like sales, compound annual growth rates, lower-priced device segments, and some
with telcos, IoT increased profits, increased profit margins, carriers being slow to make the investment.
providers, growing headcounts, wider office footprints
for engineering, sales and marketing? In the enterprise IoT market, however, things
system
are different. The current GSMA M2M standard
integrators and SF: The synergy between the two companies has not worked and has had a very low uptake,
other service is expected to drive growth through increased with relatively few implementations. But the
providers capabilities, greater economies of scale, and new eSIM standard for IoT devices, SGP.32, will

56 IoT Now Q3 I 2024

INTERVIEW

dramatically change connectivity in the IoT Trasna plans to continue to build on this
space, and it is a hugely exciting and dynamic success and expand its product portfolio with
opportunity, on which we are ready to help our innovations in SIM, eSIM and integrated SoC One of Trasna’s
customers capitalise. solutions. The three market approaches (SIM principles is that we
card, eSIM, and SoC) will coexist for several
IoT Now: Is this now eSIM’s time? If so, what years. It is essential to address them in parallel
are a technology-
are your predictions for industry growth, and despite differences in product and agnostic provider,
what specific market targets do you have for implementation. Their primary function meaning we do not
Trasna/Workz over the short to medium- remains the same: enabling connectivity, and have a vested interest
term? customers expect flexibility.
in any specific
SF: One of Trasna’s principles is that we are a Our roadmap includes developing secure SIM technology or format
technology-agnostic provider, meaning we do technologies that capitalise on the
not have a vested interest in any specific opportunities created by next-generation
technology or format. We find the best way to mobile networks such as 5G and NB-IoT and
address our customers’ needs and achieve their combine our expertise in semiconductor design,
mobile connectivity goals, whether it be a secure software, edge computing, AI, and
traditional SIM card, an embedded chip, an blockchain to deliver highly innovative solutions.
integrated SIM or a System-on-Chip solution.
Without a doubt, there is a shift towards digital Geographically, Trasna is focused on
formats, such as eSIMs. When considering the strengthening its presence in Europe, North
developments in the eSIM IoT model it is America, and, like I said, India, where we see
understandable why many market analysts are high growth potential in the IoT market for
forecasting significant growth. Trasna aims to these technologies.
be at the forefront of this and capture a
substantial market share. Short to medium-term IoT Now: Finally, what would you like the
goals include expanding market penetration, readers to take away from this interview
launching new products, and increasing when it comes to key Trasna/Workz
customer acquisitions in the Americas and messages for telcos, service providers and
APAC regions, specifically in India. end business customers?

IoT Now: And how about the product SF: Trasna and Workz are committed to
roadmap over the next two to three years, helping our customers drive the future of IoT
what is planned and where do you think you with secure and innovative solutions, that offer
are going as a company, when it comes to them complete control and efficiency. We are
targeting new product markets and new a forward-looking, technology-driven
geographical markets? company. Additionally, we are much leaner and
more agile than some of the traditional market
SF: Last year, the company achieved a players, we are seeing that customers really
milestone with its first SIM chip produced. The appreciate the value that we provide them in
same year, it developed its own RISC-V core terms of innovation, collaboration and agility. www.transna.io
processor, a testament to its commitment to
in-house innovation.

IoT Now Q3 I 2024 57

CASE STUDY

David Farquharson
iONLINE

Improve business
connectivity and
sustainability with eSIM

“Trasna was uniquely Challenge

positioned to help us develop Companies managing connected assets on the move face significant challenges,
including high roaming costs when leaving subscribed coverage zones, loss of signal
customised solutions to meet
in low coverage areas, and operational inefficiencies due to the need for dedicated
our clients’ needs, and in resources to manage these issues. These challenges can lead to decreased device
them, we found a supplier visibility and disrupt critical business tasks.
and like-minded ally to
achieve our global IoT vision. Partnership
Their dedication, innovation The collaboration with iONLINE, a global IoT connectivity solutions provider, resulted
in the development of FlexiSIM — an advanced hybrid eSIM solution. This partnership
and collaborative spirit uses a cloud eSIM platform, enabling remote network switching and enhancing
resonate deeply with our connectivity.
values at iONLINE. Their SIMs
are manufactured on site Solution and results
with sustainability front of The hybrid eSIM solution enables businesses to automate network switching based on
mind, ensuring minimal real-time conditions, significantly lowering running costs and avoiding service
disruptions. The eSIM technology allows on-demand network selection, freeing
environmental impact.” companies from being locked into predefined network options. Additionally, the
solution supports sustainability efforts by using 50% less plastic than traditional SIMs
David Farquharson, CEO of iONLINE and enables remote updates, eliminating the need for physical SIM replacements.
As a result, iONLINE’s private network now provides secure, high-speed connectivity
in over 190 countries across more than 700 carrier networks. Launched in 2023 in
South Africa, the UK and later the US, FlexiSIM is already benefiting companies such
“We enjoyed working on this as Fujifilm, AIoTSense, BrightBlue, Trellis Works, Online Direct, Amber Group and
project with iONLINE. Their Fidelity ADT, enhancing their connectivity and operational efficiency.
willingness to utilise new
David Farquharson, CEO of iONLINE, said he approached several SIM manufacturers
technology encouraged us to when first investigating options but that none brought the flexibility he wanted for the
push the boundaries. It’s product.
been great to see how
companies use our
technology to protect their
assets, react quicker to
situations and gain greater
visibility of their business.
This partnership provides a
springboard for us both as
we continue to help
businesses gain a competitive
advantage from IoT.”
Robert Varty, CSO of Trasna

58 IoT Now Q3 I 2024

CASE STUDY

Mark Kroodo
1oT

Reduce the time and

cost of IoT connectivity

“We see Trasna as the perfect Challenge

fit for 1oT to allow us to IoT-focused businesses attempting to digitise operations face challenges deploying
secure and cost-effective IoT connectivity due to the complexities, time and costs
deliver faster connectivity to
associated with traditional SIM management.
our clients. Their certified
SIMs and supporting Partnership
technical services give us a The partnership with 1oT, an IoT connectivity provider combines 1oT’s M2M global
full flush of GSMA-certified connectivity solutions with GSMA-certified eSIMs and Data Generation as a Service,
products as well as the agility streamlining the connectivity process for 1oT’s enterprise customers.
to scale up or down as
needed, without some of the Solution and results
The collaboration led to the launch of 1oT’s eSIM Core, a remote SIM provisioning
industry’s usual heavy platform designed to simplify and reduce the costs of IoT device connectivity. Since
commitments required or its GSMA certification, eSIM Core manages over 1.4 million connected devices in over
competitive restrictions.” 170 countries in sectors such as micromobility, smart cities, autonomous vehicles, air
monitoring and agricultural appliances.
Märt Kroodo, co-founder and CEO
of 1oT Data-Generation-as-a-Service has further enhanced the offering by significantly
cutting down SIM development time and costs, allowing telcos to deploy connections
more efficiently. As a result, businesses can scale their connectivity solutions flexibly
without the usual industry constraints, activating new connections and generating
revenue much faster.
“Our goal is to make it easier
and cheaper for telcos to
deploy connectivity. Whilst
the SIM form factor has
evolved over the decades, the
process for generating their
data has remained the same
and is generally perceived as
time-consuming. Our Data-
Generation-as-a-Service cuts
SIM development time and
cost allowing telcos to
activate connections and
revenue far quicker.”
Robert Varty, CSO of Trasna

IoT Now Q3 I 2024 59

CASE STUDY

Itamar Kuni
Monogoto

Drive business growth

with the flexibility of
cloud eSIM

“We are proud to partner Challenge

with Trasna and offer our As the demand for connected devices continues to rise, Monogoto’s clients across 180
countries face challenges in managing multiple network profiles and ensuring
customers a new platform for
seamless connectivity for both consumer and M2M devices. There was a need for a
eSIM. Moving over to the scalable and flexible eSIM solution to support diverse applications such as point-of-
eSIM cloud was easier and a sale systems, ATMs, wearables, smart lighting and vehicle fleets.
lot quicker than expected.
The move gives Monogoto Partnership
the agility to address the This project with Monogoto, a global connectivity provider, established a cloud-based
platform for managing consumer and M2M eSIM devices. This partnership utilises a
evolving connectivity needs GSMA-certified eSIM management platform to offer scalable and secure eSIM
of our customers and solutions.
partners as they arise.”
Solution and results
Itamar Kunik, CEO of Monogoto The cloud platform developed through this partnership allows Monogoto’s customers
to easily manage eSIM profiles and install SIMs in QR code-supported devices,
providing unprecedented flexibility in changing network profiles. This eSIM technology
solution enables Monogoto to provide connectivity services for devices such as point
“eSIM adoption is rising of sales, ATMs, wearables, smart lights, fleets of cars and packages.
rapidly as the opportunity for
The collaboration has positioned Monogoto to cater to the rapidly growing eSIM
operators across consumer
market. The platform’s flexibility and scalability enable Monogoto to provide enhanced
and M2M verticals expands connectivity services, helping clients seamlessly adapt to the evolving IoT landscape
– developments such as the and driving the company’s growth strategy.
first eSIM-only iPhone
launched this month will only
heighten this. Our cloud-
based solution is designed to
enable innovative
connectivity providers like
Monogoto to scale up quickly
in this new market allowing
them to move fast, grow and
achieve a tangible return on
investment.”
Robert Varty, CSO of Trasna

60 IoT Now Q3 I 2024

CASE STUDY

Robert Varty,
Trasna

Revolutionise water
management with
eSIM

“We are delighted to be a Challenge

part of such a large-scale In many African regions, access to clean drinking water is a critical issue, with poor
water management contributing to health crises such as cholera outbreaks. To address
government venture that
this challenge, a large African government aimed to implement a smart water
uses new eSIM technology to management solution that could improve the availability and quality of drinking water
make such a significant for its population.
impact on people’s quality of
life. Our aim as a company is Partnership
to provide quality and rapidly Working with a leading African network operator and government, this multi-party
venture aimed to deploy embedded SIM (eSIM) technology in smart water meters. As
deployable solutions and, the only GSMA-certified eSIM manufacturer in the Middle East and Africa, Trasna
alongside our team in Africa, provided the eSIM modules and remote provisioning solutions necessary for this
we have been able to quickly large-scale project.
get this project off the
ground and make it a full- Solution and results
eSIM technology, from the SIM chips to their remote SIM provisioning cloud platform,
scale reality.”
plays a key role in supporting this government’s smart city initiative, enhancing water
management infrastructure, and improving public health conditions. The project
Robert Varty, CSO of Trasna
launched in 2019 and has significantly enhanced the quality of life by making clean water
more accessible and supporting the broader goal of sustainable urban development.

IoT Now Q3 I 2024 61

eSIM
CASEDEPLOYMENTS
STUDY

Rob Beswick,
Virgin Mobile UAE

Increase telco
sustainability and
reduce plastic usage

“As consumers are becoming Challenge

more environmentally Every year, an estimated 14 million tons of plastic end up in the oceans, harming fragile
ecosystems. With around six billion SIM cards produced annually, the telecom industry
conscious, the onus is on
significantly contributes to global plastic waste. Virgin Mobile MEA aimed to address
companies to innovate and this environmental challenge and reduce its plastic footprint across its operations.
introduce sustainable
alternatives to ensure a Partnership
collective effort towards Virgin Mobile MEA turned to its long-term partner to tackle the plastic waste issue.
building a better future. Our Over their twelve-year partnership, the companies have collaborated on various
initiatives to reduce environmental impact across the telecom supply chain. This time,
new sustainable SIM cards they focused on introducing an eco-friendly alternative to traditional SIM cards.
are another key step in the
right direction.” Solution and results
Virgin Mobile MEA became one of the first mobile network operators in the Middle East
Rob Beswick, managing director of to adopt EcoSIM, a biodegradable SIM card made from oxo-biodegradable plastic.
Virgin Mobile UAE Unlike standard SIM cards that take hundreds of years to decompose, the EcoSIM
breaks down in landfills within 18-30 months. This environmentally conscious initiative
aligns with Virgin Mobile MEA’s commitment to becoming carbon negative.
“We’re delighted to have
achieved yet another market- EcoSIM not only reduces the plastic footprint but also incorporates sustainable
first with Virgin. We are practices, such as using recycled paper packaging, reusable wooden pallets for
transportation, and supply chain optimisation to lower carbon emissions. The adoption
currently seeing a sharp rise of EcoSIM has allowed Virgin Mobile MEA to take a leading role in promoting
in interest from network sustainability within the telecom industry, significantly enhancing its eco-friendly
operators worldwide for brand credentials while contributing to global plastic waste reduction.
more sustainable alternatives
such as biodegradable SIMs
and eSIM – this can only be a
good thing. What this project
with Virgin demonstrates is,
that with a dynamic, forward-
thinking approach, just how
quick and significant the
impact can be.”
Robert Varty, CSO of Trasna

62 IoT Now Q3 I 2024

eSIM

Toby Gasston, Itamar Kunik, Nick Earle,

Wireless Logic Monogoto Eseye

Is the jury still out on how

far the eSIM market will rise?
Market estimates for the size of the embedded SIM (eSIM) market are varied among analysts,
but one thing that is certain, is that it’s growing. Antony Savvas looks at the driving forces
behind this growth and considers whether the technology really will hit critical mass this time,
after a pretty long run-up

An eSIM can offer enterprises and consumers the According to Fact.MR, the eSIM market was
freedom and flexibility to roam through different valued at US$7.3bn in 2022, and is forecast to
territories using the same SIM credentials, without grow to US$22.2bn by 2032. And, Grand View “Trasna” is Irish
having to use a changeable physical SIM card. A Research says the market was worth US$8bn in and means “to
prime advantage is that an eSIM can also connect 2022 and is expected to grow at a compound go across”. It
to the best performing network at the best price, annual growth rate (CAGR) of 7.9% from 2023 to reflects our
well that’s the theory anyway. 2030.
mission
Enabling a major shift Citing other sources, Grand View estimates there
As analyst Statista outlines, an eSIM is a were 1.2 billion eSIM-enabled devices in 2021, with
technology enabling a major shift in the way that number expected to climb to 3.4 billion by
cellular plans are activated and transferred. An 2025. Other estimates point to six billion devices,
eSIM functions as a digital SIM card embedded covering smartphones, consumer electronics,
within a device, and offering greater ease of use, health monitoring, transport and smart energy,
security and sustainability benefits, when using eSIMs by 2025.
compared to a traditional, physical SIM card.

While eSIM usage is expected to become

Pioneering Apple
Apple has been a pioneer of consumer eSIM
commonplace in smartphones, their use extends
transition, particularly in the US, where it has just
to all manner of connected devices that use a
released its third consecutive eSIM-only iPhone.
cellular network, such as connected cars, drones
Eric Morhenn, chief operating officer at eSIM
and smartwatches. According to Statista, the
provider Nomad eSIM, says: “Apple’s decision to
market for eSIMs is forecast to ‘explode’ alongside
produce and sell only eSIM-compatible iPhones for
the rise of IoT devices.
the US market is another step towards a wider
It says the eSIM market was valued at US$4.7 billion global strategy. Apple’s vision is to move away
in 2023, and is expected to grow to US$16.3bn by from physical SIM cards completely within the
2027. Other analysts have other estimates. next few product cycles.”

SPONSORED CASE STUDY

IoT Now Q3 I 2024 63

 eSIM

looking at the difference between local and global

deployments, it’s easy to forget that any
deployment of IoT devices is challenging at scale.
For example, a rollout in a local market requires
consideration of a variety of factors, such as
coverage, the appropriate technologies and local
regulations.”

“These factors can vary significantly based on

geographic and technical conditions, from
network availability to compliance with specific
regulatory standards,” he adds.

However, when deployments expand to a multi-

national or global scale, the complexity increases
exponentially, he says. Not only must businesses
address the same local challenges across multiple
regions, but they must also account for additional
variables, such as managing diverse regulatory
frameworks, roaming agreements and operational
The benefits of eSIMs have led Apple to shift to differences across countries.
eSIM not only in its iPhones, but across the
product range. For instance, the 2024 iPads are “Moreover, the global connectivity landscape is
now eSIM-only worldwide, and as Morhenn notes: always shifting, with new technologies, changing
“Apple is likely to expand this shift to other market conditions and shifting operator
devices, with Apple Watch and even MacBooks partnerships,” says Gasston. “The ability to maintain
using eSIM functionality as the norm, which then seamless, reliable connectivity while adapting to
will end up creating a fully connected ecosystem.” these dynamic conditions is critical for the success
of global IoT deployments.”
This interconnectedness simplifies how users
manage devices, network access and data across Remote provisioning
Apple’s ecosystem, enhancing both the user Remote SIM provisioning (RSP) was initially
experience and device performance, as well as presented as a step change in the market,
keeping Apple customers ever closer to the promising customers the ability to take control of
company, of course. their connectivity provider options throughout the
lifespan of their devices.
Moreover, the global adoption of eSIM aligns with
Apple’s environmental and privacy goals. The “However, with the introduction of the SGP.02
As IoT removal of physical SIM trays reduces electronic standard [ten years ago], it quickly became
ecosystems waste and allows for better water and dust apparent that the reality was far more complex,
expand, resistance, making devices more durable. In requiring expensive integrations between
businesses will addition to these hardware benefits, the digital providers to bring this functionality to life,”
nature of eSIM also enhances security by reducing Gasston adds.
need to adapt to the risk of SIM swapping attacks, which is a
new technologies, common form of fraud in the industry. Now, with SGP.32, it seems the same excitement is
evolving market being generated within the industry “without
conditions and While Apple has pioneered the move towards sufficient considerations beyond the technology
eSIM-only phones in the US, the company is itself”, he maintains. RSP and embedded universal
different MNO expected to expand this strategy globally. integrated circuit cards (eUICC) and eSIMs serve
priorities Morhenn says: “We can expect Apple to make the as delivery mechanisms, which means they do not
same move – starting as early as the iPhone 17 or resolve issues like contractual ownership changes
18 – in international markets like Europe, Japan, or the practicality of end customers managing
and Singapore, where the digital infrastructure is devices in the field.
strong.”

Apple is likely to continue to monitor global Market confusion

market readiness and gradually introduce eSIM- While connectivity providers can address some of
only devices in emerging markets once more the challenges around RSP and SGP standards,
carriers and regulators adapt to the technology. the confusion in the market extends beyond
Apple isn’t the only one leading this change remote SIM provisioning, Gasston adds. “Although
though. Samsung has already taken its first step 3GPP and GSMA are doing excellent work defining
towards this transition by recently announcing the future of IoT, a recurring issue remains. Mobile
that its new Galaxy S24 series will include built-in network operators (MNOs) around the world have
eSIM capabilities. differing priorities and approaches to making
these technologies available in their respective
Morhenn maintains: “The complete transition to markets. As a result, module manufacturers often
eSIM globally is not a question of ‘if’, but ‘when’, find themselves ahead of MNOs in adopting and
but Apple is taking the lead in this change.” implementing new technologies.”

And, while we’ll see more advanced solutions

Factors affecting the market being developed, they are likely to come with new
As always though, various factors can affect any challenges. Global deployments will demand
new market. Toby Gasston, the mobile core seamless connectivity across regions, with
product lead at Wireless Logic, says: “When evolving standards like SGP.32 helping to improve

64 IoT Now Q3 I 2024

eSIM

interoperability. However, addressing non- are likely pre-standard versions with significant
technical issues like regulatory compliance and potential interoperability issues. Although the
ownership rights will remain critical. transition to SGP.32 will not be without its Flexibility has
challenges. These can be effectively navigated been critical for
“As IoT ecosystems expand, businesses will with proper planning and support though.
need to adapt to new technologies, evolving businesses
market conditions and different MNO “Ensuring consistent APN settings and needing to deploy
priorities,” says Gasston. “Collaboration properly notifying the current operator to IoT devices in
between industry stakeholders will be essential avoid continued billing are just a few of the diverse and often
to ensure that the promise of flexible, global considerations that businesses need to
connectivity becomes a practical reality.” manage,” Earle adds. “Managing the transition challenging
from existing standards to SGP.32 will be environments
A mixed picture complex and likely require a managed service where past
A recent industry podcast covered the provider. This approach ensures all aspects of connectivity
importance of SGP.32, but also outlined the connectivity, including access point name
(APN) settings, local breakout and service solutions have
mixed picture when it came to building eSIM
success around the standard. level agreements (SLAs) are properly handled.” struggled

On Eseye’s IoT Leaders podcast, Matt Hatton, Deployments

founding partner at analyst Transforma Despite the issues though, there’s still plenty of
Insights, says: “SGP.32 has generated business of course being built around eSIMs.
significant interest and confusion within the International connectivity provider Monogoto,
industry. While some see it as a panacea for all for instance, is partnering with global eSIM
IoT deployment issues, the reality is more provider Workz, to establish a cloud platform
nuanced. But still, there’s been a rush of to manage both consumer and M2M eSIM
startups and companies experimenting with devices for its client base across 180 countries.
this next-generation eSIM standard.”
Monogoto uses eSIMs to provide connectivity
The GSMA developed SGP.02 for M2M services for devices such as point-of-sale
communications back in 2014, followed by systems, ATMs, wearables, smart lights and car
SGP.22 for consumer devices in 2016. Each had fleets, among other applications. Workz has
its limitations, prompting the need for a more launched a cloud-based eSIM management
versatile standard, hence the introduction of platform for networks, which is certified by the
SGP.32 in 2023. “The ongoing efforts to GSMA.
improve IoT connectivity have been essential,
hence the introduction of SGP.32, particularly “Moving over to Workz’s eSIM cloud was easier
in areas where traditional SIM solutions have and a lot quicker than expected,” says Itamar
fallen short,” Hatton explains. Kunik, the chief executive of Monogoto. “The
move gives Monogoto the agility to address
the evolving connectivity needs of our
Flexibility customers and partners as they arise.”
Flexibility has been critical for businesses
needing to deploy IoT devices in diverse and
Another eSIM player is u-blox, a provider of
often challenging environments where past
positioning and wireless communication
connectivity solutions have struggled. One of
services through the use of connected and
the most notable advancements in SGP.32 is
secure modules in various form factors.
the introduction of the IoT profile assistant
(IPA), which acts as a user to pull profiles from
Wireless Logic’s IoT connectivity network,
chosen providers. This mechanism simplifies
Conexa, has been integrated into u-blox’s
switching operators, addressing the clunkiness
cellular modules. The integration provides
of previous standards and making it easier for
customers with enhanced control and visibility
businesses to maintain consistent connectivity
over their IoT deployments, allowing them to
across their IoT deployments.
manage connectivity directly through Wireless
Logic’s platform. Additionally, they can benefit
“SGP.32 is not just an incremental upgrade, it’s
from various complementary service
a significant leap forward in IoT connectivity,”
extensions, such as anomaly detection offered
says Nick Earle, the chief executive of Eseye. “It
by Wireless Logic.
is designed to be more flexible and lightweight
than its predecessors. It supports a variety of
“By combining our technologies, we are
deployment scenarios without the need for
enhancing the value proposition for IoT
SMS and offers reduced footprint
deployments, providing unmatched
requirements, making it suitable for
connectivity, security, and flexibility,” says
constrained IoT deployments.”
Martin Leach, the head of the u-blox cellular
business unit.
But, as promising as SGP.32 may be, it’s
essential to understand its current limitations,
According to the GSMA, even in 2022, eSIM
Earle says. “SGP.32 is not yet fully available.
services had already grown 500% over the
Standards are still being finalised, and we don’t
previous three years, with more than 230
expect full SGP.32 capabilities until early 2025.”
network providers in 80 countries catering for
the next-generation technology. So, the eSIM
Navigating issues obstacles that do exist, were and are, being
It is essential therefore, that enterprises know overcome one way or another.
that any solutions marketed as SGP.32 today

IoT Now Q3 I 2024 65

IoT Now: ISSN 2397-2793

2024 • VOLUME 14 • ISSUE 3

COVER
INTERVIEW
Giesecke+Devrient Mobile
Security’s CEO explains
how IFPP embeds secure
and flexible device
connectivity in the factory

The IoT Now CEO Guide

to IFPP 2024

PLUS: How in-factory profile provisioning is helping OEMs address the need for greater manufacturing speed •
Inside Giesecke+Devrient’s AirOn360 IFPP system • Why connected device makers should take a closer look at IFPP
• Will IFPP help accelerate eSIM adoption? • Read the latest News, Features and Interviews at www.iot-now.com
INTERVIEW

IFPP embeds secure,

flexible device connectivity
in the factory
In-factory profile provisioning (IFPP) has been created to enable the secure loading of mobile
network operator (MNO) profiles onto consumer and IoT devices during manufacture. The
technology promises to streamline embedded and integrated SIM (eSIM and iSIM) integration,
enabling business benefits such as a single global stock-keeping unit (SKU) to be accessed.
Here Dr. Philipp Schulte, the CEO of Giesecke+Devrient (G+D) Mobile Security, tells George
Malim, the managing editor of IoT Now, how IFPP is transforming device manufacture

George Malim: Please can you tell us what IFPP resources more effectively towards innovation and
is and explain the benefits to OEMs? scaling their operations.
IFPP enhances
security by Dr. Philipp Schulte: IFPP is an innovative solution As the producer of the first commercial SIM card
ensuring that that allows device manufacturers to securely load and a pioneer in eSIM management, G+D is
devices are MNO profiles onto consumer and IoT devices currently the only provider in the market to have
during the manufacturing process. This means rolled out a large-scale commercial deployment of
protected from that when devices leave the factory, they are more than 100 million profiles to a leading global
the outset, already equipped with the necessary connectivity, consumer OEM.
minimising the ready to function immediately upon activation. At
risks associated G+D, we say that these devices are ‘Born GM: What technologies have made IFPP a reality?
Connected’.
with manual PS: IFPP is based on eSIM technology, which is
configurations Until now, manufacturers were often working with now taking off in the consumer as well as the IoT
and physical SIM different physical SIM cards from their preferred space. eSIM allows for secure and remotely
handling MNOs, which needed to be inserted manually into programmable SIM profiles, eliminating the need
the device. Even when working with eSIM for physical SIM cards. This is further enhanced by
technology, manufacturers needed to prepare remote SIM provisioning (RSP) which enables the
different modem SKUs depending on the target remote management and updating of these eSIM
destination. profiles over-the-air (OTA).

By digitalising these processes, IFPP offers several IFPP is based on the newest standard for RSP
key benefits to OEMs. It enables devices to be currently being finalised by the GSMA (SGP.42),
pre-configured with eSIM profiles, providing which is closely linked to the SGP.22 (consumer) and
instant connectivity straight out-of-the-box, which SGP.32 (IoT) standards. These use a common
significantly enhances the end-user experience. technology base which makes IFPP easily scalable
The solution also streamlines the deployment for MNOs and device manufacturers that already
process by embedding connectivity during work with these standards. When combined with
production, thereby reducing the need for SGP.22 or SGP.32, IFPP also gives maximum
post-purchase configuration and accelerating flexibility to the end user, who can then make further
time-to-market. changes to the profile once the device is in the field.

Furthermore, IFPP enhances security by ensuring In addition, advancements in secure

that devices are protected from the outset, manufacturing processes and cloud-based
minimising the risks associated with manual management platforms have played crucial roles
configurations and physical SIM handling. Finally, in making IFPP viable. These technologies ensure
by eliminating the need for manual SIM card that the profile provisioning process is not only
installation and activation, OEMs can achieve secure but also scalable and efficient, meeting the
substantial cost savings, allowing them to allocate rigorous demands of modern OEMs.

SPONSORED INTERVIEW

68 IoT Now Q3 I 2024

INTERVIEW

GM: How do you foresee mainstream

adoption of IFPP accelerating?

PS: Mainstream adoption of IFPP is

likely to accelerate as the demand for
connected devices continues to grow
across various industries. With the
proliferation of IoT devices, the need for
efficient, secure and scalable
connectivity solutions is becoming
increasingly critical. IFPP addresses
this need by simplifying the
onboarding process, reducing
deployment times and ensuring
secure connections from day one.

Furthermore, as more OEMs Dr. Philipp Schulte

recognise the operational and G+D Mobile Security
cost efficiencies associated with
IFPP, adoption is expected to
increase. Regulatory standards
and industry collaborations
will also play a role in
accelerating mainstream
adoption, as they establish a
unified framework that
drives confidence and
adoption across the
ecosystem.

For example, G+D has

already seen significant
interest from OEMs, with
the first large-scale
commercial deployment in
the consumer space, which
has proven to be very secure
and scalable. While the GSMA
standard is still in progress,
G+D’s solution is ready for
deployment and we also see
demand from IoT markets such
as the smart metering and
automotive sectors.

GM: How will it be applied to

existing products and use cases
and what types of new use cases do
you envisage?

IoT Now Q3 I 2024 69

INTERVIEW

PS: IFPP can be applied to a wide need to use Wi-Fi. IFPP helps to
range of existing products across enhance the user experience by
various sectors, such as consumer eliminating set-up steps as well as
electronics, automotive, utilities and ensuring seamless connectivity across
industrial IoT. For example, in the different regions.
automotive industry, OEMs need to
manufacture vehicles for distribution all In the IoT sector, IFPP is particularly
over the world, making local beneficial for OEMs that produce devices
connectivity per country a pre- like smart meters, industrial sensors and
requisite. Whereas previously this could logistics trackers. Using IFPP based on
only be done by deploying different eSIM to pre-configure these devices with
SKUs for different countries. IFPP saves connectivity during production simplifies
time and money by allowing them to the deployment of large fleets of devices
use a single SKU for all vehicles and by eliminating the need to manually
include the eSIM profile during the insert plastic SIM cards.
manufacturing process. Vehicles can
therefore be delivered with global- The automotive sector has its own
ready connectivity, enabling seamless unique set of needs. IFPP allows
communication and telematics for automotive OEMs to equip vehicles with
vehicles on the go. global-ready connectivity right from the
production line, facilitating essential
In smart metering, for example, utilities functions such as telematics and
companies can pre-configure meters vehicle-to-everything (V2X)
with network profiles during the communication. This capability is crucial
manufacturing process, enabling the for OEMs aiming to standardise vehicle
meters to automatically connect to the connectivity across various markets.
network upon installation. This eliminates Combined with a private network, IFPP
the need for technicians to manually can help transfer large amounts of data.
configure or activate the devices in the This helps OEMs to streamline their
field, resulting in faster deployment, production and achieve their goals for
reduced operational costs and a more the software-defined vehicle.
seamless integration of smart metering
solutions into energy grids. While the underlying technology of
IFPP is the same, its application is
As for new use cases, we envisage tailored to meet the distinct demands
applications in emerging fields such as of each sector, whether it’s enhancing
smart cities, where connected user experience, ensuring real-time
infrastructure could benefit from data connectivity, or enabling seamless
out-of-the-box connectivity, and in global communication.
smart agriculture, where sensors and
devices could immediately connect to GM: What is G+D’s approach to IFPP
monitor and optimise crop production. and how does your experience ensure
The scalability and flexibility of IFPP IFPP is secure, scalable and simple to
opens up possibilities for numerous deploy?
innovative use cases across industries.
PS: G+D’s approach to IFPP is rooted in
GM: What differences are there for our extensive experience in secure
consumer, IoT and automotive OEMs? communications and our deep
understanding of the mobile
PS: While the core principles of IFPP connectivity landscape. We have
remain consistent across various designed IFPP to be a seamless,
sectors, the requirements and end-to-end solution that integrates
advantages can differ depending on security, scalability and simplicity.
the specific vertical and type of OEM.
For consumer electronics, the focus is Security is paramount in our solution,
primarily on providing instant which is why we utilise GSMA-certified
connectivity for devices such as standards and secure elements to
wearables and smartphones. For these protect the eSIM profiles during
high-convenience consumer devices provisioning. Our cloud-based
there is often a requirement to connect infrastructure ensures that the process
directly out-of-the-box without the is not only scalable but also flexible,

70 IoT Now Q3 I 2024

INTERVIEW

The G+D AirOn360 accommodating the needs of OEMs

portfolio complements regardless of their production volumes. In
addition, our global presence and
IFPP by providing a partnerships with MNOs allow us to offer a
comprehensive suite of solution that is both universally applicable
services for secure and tailored to specific market needs.
connectivity management
The simplicity of deployment is another key
aspect. We’ve designed IFPP to integrate
easily into existing manufacturing processes,
minimising disruption and enabling OEMs to
quickly realize the benefits of in-factory
provisioning.

GM: What other offerings in the G+D

AirOn360 portfolio enhance the functionality
of IFPP and enable new use cases?

PS: The G+D AirOn360 portfolio

complements IFPP by providing a
comprehensive suite of services for secure
connectivity management.

Firstly, the G+D eSIM chip enables the service,

in combination with our AirOn360 IoT Suite
eSIM management solution and the GSMA
SGP.22 and SGP.32 standards which give
customers the freedom to change the
operator while the device is in the field. RSP
allows for the OTA management of eSIM
profiles, enabling OEMs to update or switch
profiles post-deployment, thus enhancing the
flexibility and longevity of connected devices.

In addition to the eSIM solution, the OEM

must have access to the right connectivity
agreements globally. To ensure scalability and
end-to-end security, it’s important that all
these elements are centrally managed by the
same provider. G+D can provide global
multi-network connectivity on over 600
networks in 185 countries, ensuring that the
OEM has the best connectivity solution,
wherever the devices are deployed.

Additionally, our AirOn360 IoT Suite platform

includes advanced analytics and lifecycle
management tools that help OEMs monitor and
optimise the performance of their devices in
real-time. This not only improves operational
efficiency but also opens up new possibilities
for use cases that require dynamic management
of connectivity, such as pay-per-use models or
location-based services.

Together, these offerings ensure that IFPP is not

just one solution but part of a broader,
integrated ecosystem that supports the evolving
needs of connected devices across industries.

www.gi-de.com

IoT Now Q3 I 2024 71

 IFPP EXPLAINED

IFPP helps OEMs address

the need for greater speed
in IoT device manufacturing
In-factory profile provisioning (IFPP) enables OEMs to embed cellular SIM profiles into
devices on the factory floor, thereby accelerating and opening up embedded and integrated
SIM benefits. Simply put, IFPP embeds SIM functions into devices at the point of manufacture
so configuration isn’t needed outside the factory at the point of deployment
Provisioning of SIM cards in the field or national In addition, the removal of cumbersome OTA and
distribution centres is time-consuming and RSP processes greatly simplifies initial introduction
A key benefit of expensive. It is also inflexible because installation of of an IoT device, reducing the need for operators
IFPP is that it SIMs doesn’t allow for the device to change mobile to support bootstrap profiles on the home
enables a network operator unless it has a new, alternative subscriber server (HSS). The acceleration of the
manufacturer to SIM installed. To address this and take advantage of manufacturing, deployment and installation
the flexibility that embedded and integrated SIM process that IFPP helps contribute to is becoming
flash various SIM (eSIM and iSIM) offer, OEMs have been looking to of increasing importance as development
profiles to the install SIM functionality into devices at the factory, lifecycles for IoT deployments grow longer.
device in during the manufacturing process.
Research firm IoT Analytics has reported that this
production has seen the average time from the start of the
The technology is based on the upcoming GSMA
depending on the SGP.42 specification which is being developed project to the first paying customer increasing
requirements of currently. This specification will simplify loading of from 23 months to 41 months. Given the intensely
the deployment operator profiles during manufacturing and ensure competitive IoT landscape and the sheer volume
security is maintained. However, SGP.42 remains of devices and applications being introduced,
more than a year away, even though IFPP-enabled time-to-market of more than three years is
options are already on the market from players unacceptable for IoT-connected products.
such as Thales, G+D and others. These offerings According to the firm’s survey of 100 senior
provide an upgrade path to IFPP when it arrives executives and department leaders at OEMs,
and, in the meantime, allow OEMs to access the queried as part of the IoT Analytics’ 206-page ‘IoT
benefits of IFPP. Commercialisation and Business Model Adoption
Report 2024’, companies took an average of 18.5
months to go from project kick-off to proof of
Streamlined manufacturing concept, with business case development and
A key benefit of IFPP is that it enables a
stakeholder alignment taking a large chunk of the
manufacturer to flash various SIM profiles to the
time. It then took 22.8 months from proof of
device in production depending on the
concept to the first paying customer.
requirements of the deployment. This allows a
product to have a single global stock-keeping unit The firm goes on to say that the 80% increase in
(SKU) number and eliminates the need to time-to-market has occurred in spite of recent
manufacture regional variants with localised SIM technological developments that would be
cards inside. Plastic cards and all the inventory expected to have resulted in better tools and
headaches they necessitate become a thing of the hardware to help accelerate product introduction.
past thanks to eSIM and iSIM but IFPP makes Although the 80% increase in product time to
adoption simpler and more flexible and therefore market appears on the high side, the team at IoT
has the potential to drive uptake. Analytics has had several discussions with various
market actors who shared that they have seen
A further benefit is the flexibility that IFPP brings to OEMs taking longer to get their products to
the manufacturing process. IFPP IoT products are market as well.
pre-configured to connect to the optimum network
on activation and therefore there is no need for the
SIM to update via a bootstrap profile or to be More complete, more complex
pushed an initial over-the-air (OTA) profile update deployments
via remote SIM provisioning (RSP). This offers For example, a senior manager at an edge
advantages in terms of power saving because the computing software provider recently shared that
battery-hungry RSP process isn’t utilised. customers are spending more time addressing

72 IoT Now Q3 I 2024

IFPP EXPLAINED

Figure 1: Time to market for IoT-connected products

Source IoT Analytics

security requirements and developing value- million by 2028 globally. The firm identified use
adding features, capabilities and analysis tools. A cases such as smart energy meters and remote
senior manager at a cloud-based IoT platform logistics as being primed for immediate adoption; Berg Insight sees
provider added that their clients’ average project owing to requirements for power-conscious and RSP and IFPP, both
team size increased from 14 team members in small form factor devices. of which are being
2014 to 20 in 2024, leading to increased worked on by
complexity. This demonstrates that greater In order to prepare for this growth, report author
maturity in IoT is leading to more complete yet Elisha Sudlow-Poole recommended: “eSIM vendors GSMA, as
more complex products and services being must ensure that they provide standard-agnostic significant
brought to market. platforms that are flexible to upcoming form contributors to
factors, standards and use-case demands. SIM-related
More features and stronger security take longer to Additionally, eSIM vendors must develop trusted
develop so increased time-to-market isn’t a partnerships with manufacturers to ensure efficiencies
surprise. However, clawing back the lost time is adoption of iSIM connectivity services once it
desirable and IFPP provides a means to do this becomes demanded in the market.”
alongside its other benefits.

Berg Insight sees RSP and IFPP, both of which are

being worked on by GSMA, as significant
contributors to SIM-related efficiencies. Most
industry participants foresee the new GSMA IoT
eSIM specification (SGP.32) for RSP to replace the
M2M eSIM specification (SGP.22) over time and
contribute to higher eSIM adoption, the firm says. It
expects commercial implementations to start in the
first half of 2025, assuming no further delays occur.

The eSIM working group in GSMA has also started

working on IFPP of consumer and IoT devices. The
specification (SGP.41/42) will help simplify the
loading of profiles at the manufacturing stage but
is at an earlier stage of development with
commercial implementations a few years out, says
Berg Insight. The major SIM vendors are in various
ways helping customers to prepare and transition
to the next generation of eSIM solutions. Eseye for
example has announced that it is working with
Thales to test IFPP and utilises the Thales
Adaptive Connect solution to support SGP.32-type
remote provisioning.

The GSMA specifications simplify SIM provisioning

and the outline capabilities of IFPP detail how iSIM
profiles can be allowed to be uploaded to a device
during production. As a result of this increased
convenience, the Juniper Research predicts that
the number of iSIM connections will rise to 210

IoT Now Q3 I 2024 73

 CASE STUDY

Revolutionise device connectivity

with in-factory profile provisioning
With IoT reshaping industries, the demand for seamless, secure and ready-to-use
connectivity is more urgent than ever. IoT devices, along with consumer electronics such as
smartphones and smartwatches, require efficient, secure and immediate network access the
moment they leave the factory
Giesecke+Devrient (G+D) utilises in-factory In contrast, IFPP integrates MNO profiles directly
profile provisioning (IFPP) technology in its into devices during manufacturing, enabling them
Traditional device AirOn360 In-Factory eSIM solution, which to access mobile networks instantly without
provisioning addresses these challenges by allowing mobile additional configuration. This pre-provisioned
requires a second- network operator (MNO) profiles to be directly connectivity simplifies user onboarding and
step connectivity installed into devices during production, enabling enhances security, as devices connect to secure
devices to be connected straight out of the box. networks from the start.
setup after
production The use cases in this article highlight the benefits
and real-world applications of IFPP technology in The challenge
IoT and consumer electronics. Focusing on Before the advent of IFPP, manufacturers and
telecommunications, smart metering and MNOs faced several key challenges:
consumer devices, we show how IFPP streamlines
device deployment, improves user experience and • Complex configuration: Traditional IoT and
drives new business models. smartphone onboarding requires manual
network setup, which can be time-consuming
Why is IFPP better? and confusing.

Traditional device provisioning requires a second- • Delayed access: Devices often lack pre-installed
step connectivity setup after production. Customers network profiles, causing service delays,
must configure devices to connect to Wi-Fi, especially for MNO-supplied devices.
Bluetooth, or mobile networks, adding time, effort
• Increased support costs: MNOs face increased
and potential security risks during onboarding. For
support costs as users struggle with initial
MNOs leasing or selling smartphones and
network connections.
connected devices, this means the devices aren’t
immediately network ready. The complexity caused • Security concerns: First-time setup can expose
by this extra setup step causes delays, higher devices to vulnerabilities, especially when
support costs and a less optimal user experience. connecting to unsecured networks.

SPONSORED CASE STUDY

74 IoT Now Q3 I 2024

CASE STUDY

G+D’s AirOn360 In-Factory eSIM Wearable vendors utilise IFPP to pre-provision

devices with eSIM profiles for global MNO partners.
G+D’s IFPP solution, AirOn360 In-Factory eSIM, This not only enhances the user experience but MNOs, especially
addresses these challenges by provisioning MNO also allows the company to expand their global those selling or
profiles directly into devices during production, reach by shipping region-specific devices that are leasing
offering key benefits for MNOs and device ready to connect to local mobile networks.
manufacturers. This simplifies logistics and allows smartphones,
sale of connectivity-enabled devices directly, such IoT device manufacturers (smart meters and benefit most
as through flagship stores. Conversely, MNOs can industrial equipment) from IFPP
sell devices that are enabled for their network. In industrial IoT, devices such as smart meters,
security cameras, and machinery sensors benefit
How it works: from immediate network connectivity via cellular
networks. IFPP eliminates the need for technicians
• Ordering: Typically, the device manufacturer to manually configure and connect devices at the
orders a connectivity service and cellular eSIM deployment site, significantly reducing setup time
profiles from the MNO, which commissions G+D and operational complexity.
to create the eSIM profiles and produce the
eSIM modules. These eSIM modules are For instance, a smart meter manufacturer
equipped with the G+D SIM-OS, but without integrates IFPP into its production process,
MNO credentials. MNO-specific eSIM profiles allowing the meters to automatically connect to
are delivered digitally to the manufacturer via a mobile networks upon installation in customer
secure transfer channel, while eSIM modules are homes. This streamlined deployment process
shipped through standard logistics. improves scalability, as technicians no longer need
• Device production: Profiles are securely loaded to spend so much time setting up devices on-site
onto the eSIM during production, without and it ensures a faster return on investment for
needing a permanent online connection or utility companies.
GSMA Security Accreditation Scheme (SAS)
certification of the manufacturing landscape. Before IFPP, physical SIM cards would sometimes
have to be exchanged in-field when updating the
• Shipment: Completed devices are dispatched
contracted MNO. By replacing this labour-
to the target destination.
intensive and error-prone process with a fully
• Streamlined deployment: After the device digital one, the manufacturer can reduce costs
leaves the factory, it is fully configured for the while providing a faster and more reliable service.
designated cellular network, offering instant Greater flexibility is still maintained by allowing
connectivity to end users. seamless integration with multiple MNOs.

This method ensures devices are pre-configured

to connect directly to the MNO’s network without
Benefits of G+D’s AirOn360
needing Wi-Fi or Bluetooth. Smartphones, In-Factory eSIM
smartwatches, and IoT devices can immediately The key benefits of our IFPP technology are:
start using cellular networks for sending and
receiving data. • Faster time-to-market: Devices are immediately
connectivity-ready, reducing lead times and
Real-world applications accelerating product launches.
Telecommunications (MNO-supplied devices) • Reduced support costs: Simplified setup
MNOs, especially those selling or leasing processes reduce the need for extensive
smartphones, benefit most from IFPP. Customers customer support, improving operational
often receive phones with pre-installed SIM cards efficiency.
or must configure them before connecting to the • Enhanced user experience: Customers enjoy
MNO’s network. instant network access with no need for complex
configurations, leading to greater satisfaction.
With IFPP, MNOs can ship fully pre-configured
devices with a suitable cellular profile, allowing • Improved security: Pre-configured devices
customers to use them immediately without reduce the risk of security vulnerabilities during
visiting a store or following complex setup initial network setup.
instructions. This can drastically reduce activation • Scalability: G+D’s AirOn360 In-Factory eSIM
times for customers, resulting in higher customer enables manufacturers to deploy IoT and
satisfaction and lower operating costs, as there are consumer devices at scale without the need for
fewer support calls related to the initial network manual provisioning processes.
setup, for example.
G+D’s AirOn360 In-Factory eSIM revolutionises
Consumer electronics (smartwatches device manufacturing by loading network profiles
and wearables) during production. This technology reduces
For consumer electronics like smartwatches and complexity, enhances user experience and
wearables, IFPP ensures instant out-of-the-box improves security. As IoT grows and consumer
functionality. This seamless integration benefits expectations rise, IFPP helps MNOs and www.gi-de.com
devices that rely on cellular networks for manufacturers stay competitive in a connected
messaging, GPS and health monitoring. world.

IoT Now Q3 I 2024 75

 IFPP

What is in-factory profile

provisioning and why is it useful
for connected device makers?
Over the last couple of years, the topic of eSIM and remote SIM provisioning (RSP) has been
a prominent one in the consideration of how to connect cellular IoT devices. The majority of
the emphasis has been on in-field provisioning, i.e. changing the profile on the device after
it has been deployed. However, in 2024 attention has also grown in the theme of in-factory
profile provisioning (IFPP), which involves the secure loading of SIM profiles during the
manufacturing and/or order fulfilment process, writes Matt Hatton, the founding partner of
Transforma Insights
In February, Transforma Insights and Kigen IFPP works by allowing the manufacturer to load
published a Position Paper ‘In-factory profile an eSIM profile via a profile loader in the
provisioning (IFPP): new eSIM approach drives manufacturing line from a digital inventory of
profitability and improves product performance in mobile network operator (MNO) eSIM profiles. The
connected electronics manufacturing’ examining loader will use a set of pre-established parameters
the concept of IFPP as an emerging approach to to apply the next appropriate profile. Usually, the
remote SIM provisioning for IoT connected devices. application of the profile will happen at the same
time as firmware/software loading or firmware
updates during the personalisation of devices
What is IFPP? before they ship.
With the increasing prevalence of soldered eSIM
IFPP works by chips, and the likely growth in the use of integrated
allowing the SIM (iSIM) in future, combined with increasingly
Why should connected device
manufacturer to strict rules requiring network localisation in many makers use IFPP?
countries, there was a requirement to develop the Transforma Insights has identified seven key
load an eSIM characteristics of IFPP from which manufacturers
capability to switch the SIM profile in a way that
profile via a profile did not involve the physical swapping out SIM of connected devices, including benefits from IFPP
loader in the cards. That mechanism RSP. In addition to some specifically and remote SIM provisioning broadly.
manufacturing line non-standard and pre-standard approaches, the
1. Inbound logistics - Traditionally, connected
GSM Association developed a set of standards for
from a digital device makers maintain an inventory of SIM
the eSIM/RSP architecture: SGP.02 (“M2M”)
inventory of introduced in 2014, SGP.22 (“Consumer”) in 2016, cards, which they need to order from MNOs and
mobile network and now SGP.32 (“IoT”) which was introduced in the lead time for which can stretch into months.
Many OEMs have found that customer orders
operator (MNO) 2023 and is currently going through final process
have been delayed while waiting for the delivery
of standardisation.
eSIM profiles of the SIM cards. With IFPP, SIM profiles are
Beyond the in-field profile switching, there is used only at the point at which they are
another scenario in which SIM provisioning might required and they can be deployed instantly.
be more effectively supported: to set the initial 2. Manufacturing process time - The requirement
SIM profile(s) during the manufacturing process. to manually handle SIM cards and fit them into
This is known as IFPP. It is focused specifically on devices adds an additional step in the
the secure loading of SIM profiles during the manufacturing process, increasing labour cost
manufacturing and/or order fulfilment process. and slowing down production, which is clearly
The profile installed on the device can be critical in volume manufacturing.
determined by the connected device manufacturer
based on characteristics such as the device 3. Manufacturing flexibility - With IFPP it
capabilities or the location in which it will be becomes possible to automatically adapt
installed. And the GSM Association has also been production lines to make use of different SIM
active here, working on the SGP.41 specifications profiles, simply by changing the parameters
for an IFPP standard. sent to the profile loader.

76 IoT Now Q3 I 2024

IFPP

The seven benefits of In-Factory Provisioning (IFPP)

(Source: Transforma Insights, 2024)

4. Outbound logistics - By using IFPP the A valuable technology for

manufacturer does not need to maintain
multiple stock-keeping units (SKUs) based on volume manufacturing Connectivity
the SIMs installed in the device, making The conclusion of Transforma Insights research on providers need
IFPP is that it offers volume electronics
distribution logistics more efficient. IFPP
manufacturers multiple mechanisms for improving
to adapt to the
simplifies this as production runs can be needs of
managed to ensure the right connectivity is profitability and competitiveness, and making a
selected and meets all operator testing better end product. Cost savings in production/ manufacturers
requirements within the process time. Full fulfilment will have a notable impact on cost of
flexibility is delivered through also using in-field operations, while reduced power consumption might
provisioning, i.e. changing the SIM profile after make the difference between a product that meets
deployment, in conjunction with IFPP. deployment requirements and one that doesn’t.

5. Out-of-the-box working - With the device Volume manufacturers of cellular connected

having been pre-configured with the correct electronics devices will almost certainly benefit from
profile at time of manufacturing it will the use of IFPP. The move from plastic SIM to eSIM
automatically select the right network rather is well under way, but there are still options for
than having to spin through a bootstrap profile where provisioning happens, in field or in factory.
and localising. This improves the service for the
customer and removes the need for short-term Connectivity providers need to adapt to the needs
bootstrap profiles on the home subscriber of manufacturers. The arrival of IFPP is in reaction
server (HSS). to a real need from volume manufacturers for a
more appropriate approach and they will embrace
6. Power saving - One of the key benefits of IFPP the new technology. Connectivity providers need
for some applications is power saving. The to support the capability.
power requirement of SIM provisioning – in
terms of the volume of data and authentication IFPP is particularly relevant for deployments that
messages – can use up quite a significant are power-constrained. Any cellular-enabled IoT
portion of a battery; up to 15% in some cases. device that runs on batteries will be, by definition,
This can have a significant impact on the power-constrained and will benefit from eliminating
lifespan of devices that had been optimised to the need for power-hungry in-field provisioning.
be ultra-efficient in their frequency and volume
of data delivery. This is particularly relevant for We should note that it’s not really necessary to
battery-powered applications using low power use a standard to benefit from IFPP. There are
wide area (LPWA) technologies such as NB-IoT, standards coming for IFPP in the form of
which are typically highly power optimised, for SGP.41/42. However, in the same way that pre-
instance in smart gas and water metering. standard versions of SGP.02 and SGP.32 have
pre-empted the arrival of the standard, in the case
7. Sustainability - With the use of eSIM there is
of IFPP a non-standard approach is also valid. In
not the plastic waste associated with plastic
fact, it is even more valid because the deployment
SIM cards. At the point of production card
is in a closed and highly managed environment,
bodies are discarded in large numbers.
and manufacturers may be actively looking for
Furthermore, with plastic SIM cards, any
their own ‘special sauce’ differentiator.
network changes would require replacement
and discarding of the old SIM card.

IoT Now Q3 I 2024 77

IFPP BENEFITS

Make eSIMs work easier

and better with in factory
profile provisioning
Service providers will soon be offering a streamlined way for organisations to quickly get the
best out of their new IoT deployments, writes Antony Savvas

In factory profile provisioning (IFPP), according to the GSMA SGP.41/42 standard, allows the loading of
device- and region-specific mobile network operator and mobile virtual network operator profiles, onto
Use cases such eSIMs and iSIMs during device production.
as smart energy
meters and This process is designed to be secure and enables out-of-the-factory connectivity, flexible production,
remote logistics simplified logistics and reduced complexity in supply chains
are “being
primed for Driving force
A recent study from Juniper Research found that the global number of integrated SIMs (iSIMs) installed in
immediate connected devices will rise from 800,000 in 2024 to over 10 million by 2026. It cited the GSMA’s SGP.41/42
adoption” specifications, anticipated to launch by the end of next year, as a key driver for this 1,200+% growth. As a
result of the increased convenience, it also predicts the number of iSIM connections will rise to 210 million
by 2028 globally.

Use cases such as smart energy meters and remote logistics are “being primed for immediate adoption”,
says Juniper. Also, the automotive, fixed-wireless access and consumer electronics segments are among
the areas to benefit too.

IFPP target industries, as cited by Giesecke+Devrient:

• Consumer electronics: Devices and • Automotive industry: Vehicles delivered
wearables with pre-provisioned network with ready-to-go connectivity for global
profiles for instant cellular connectivity – no communication and telematics
matter where
• Healthcare and well-being: Medical and
• Transport and logistics: Built-in and monitoring devices securely connecting
battery-operated trackers as well as IoT wherever they are deployed for reliable data
devices that connect immediately to transmission and remote management
monitor on the go
• Industrial IoT: Machinery and sensors
• Smart metering: Utilities meters that supplied with ready-to-use connectivity for
connect straight away, eliminating in-field real-time reporting and control
set-up

78 IoT Now Q3 I 2024

IFPP BENEFITS

Power savings manufacturing line. As relevant MNO or MVNO

SIM profiles are loaded this way, it allows for
IoT services firm Eseye says power is a key dynamic changes to the production line, based on
challenge that IFPP addresses as well. It says: “Even characteristics such as the geographic location
with the arrival of remote SIM provisioning (RSP), into which the IoT device is to be deployed.
which oversees the secure storage, deployment Eseye says the standard is currently awaiting
and activation of multiple network operator profiles completion, with commercial implementations
on embedded universal integrated circuit card “still a few years out”. But while SGP.42 can be
(eUICC) SIMs, the focus has been on managing the expected to arrive in “12-24 months”, it says, there
SIM of a device after it has been deployed into the are IFPP-enabled solutions already on the market,
field, resulting in a not insignificant power draw. that will “bridge the evolution gap” and offer an
And in IoT, battery life is everything.” “upgrade path”. Eseye and Thales are jointly
working on such a solution.
While RSP in IoT enables eSIM profiles to be installed,
switched and deactivated over-the-air when the
device is in the field, the process can consume up to Streamlined deployment
15% of the battery’s capacity, says Eseye. Because IFPP IoT devices are pre-configured to
connect to the most relevant network on
This can significantly reduce the lifespan of a low activation, there is no need for a bootstrap profile
power wide area (LPWA) device that might be or to push an initial over-the-air (OTA) profile IFPP manages
intended to be in-situ for up to ten years. But update via RSP.
applying the appropriate SIM profile at the point of
and integrates
manufacture via IFPP, says Eseye, eliminates the need This makes the initial deployment of an IoT device eSIM profiles by
to push an update when the IoT device is activated in easier, and reduces the need for local MNOs and way of an over-
the field, conserving valuable battery capacity. And MVNOs to support bootstrap profiles on the home the-air profile
IFPP can still be used in conjunction with RSP, so subscriber server (HSS), adds Eseye.
updates can still be made after deployment.
loader in the
While in factory profile provisioning is certainly manufacturing
Dynamic changes not here yet, in terms of widescale availability, it is line
certainly a technology that manufacturers,
IFPP manages and integrates eSIM profiles by way operators and IoT business users will be keeping a
of an over-the-air profile loader in the very keen eye on.

Full IFPP benefits cited by IoT services provider Workz:

• Device manufacturers can save money by • No certification costs compared to standard
not needing to install SIM cards in devices onsite SM-DP+ implementations, as providers
during manufacturing can reduce cost and administration needs as
the GSMA SAS (security accreditation
• Out-of-the-box connectivity, as IFPP offers scheme) certification is not required
an improved customer experience by
making it easier for end users to activate • On-demand options, as IFPP enables
their devices with pre-provisioned profiles last-mile offline provisioning, allowing
on the device providers to provision at a later stage in
production if required
• Provides OEMs and MNOs more flexibility in • IFPP offers late binding options that allow a
how they offer connectivity with pre- profile to be linked to a specific device eID.
provisioned profiles, offering end-users This may be useful in cases such as enterprise
more choices and being able to cater to deployments where profiles are required to
different regions or usage requirements be provisioned only on company devices
• Fast offline process, as IFPP offers a • IFPP is an alternative to purely relying on
high-speed offline process for provisioning in-field provisioning, especially for applications
of eUICC profiles, avoiding the slower option using LPWAN technologies, including NB-IoT,
of online provisioning through a SM-DP+ which rely on devices with finite battery life

IoT Now Q3 I 2024 79

Empowering the Future of Connected
Devices with AirOn360® In-Factory eSIM
As industries move toward a future where billions of devices are interconnected, seamless
and secure connectivity from the moment devices leave the factory is critical. In-Factory
Profile Provisioning (IFPP) ensures that IoT and consumer devices are connectivity-
enabled right out of the box, accelerating deployment and simplifying global operations.

Our innovative IFPP solution, AirOn360® In-Factory eSIM, provides:

• Secure loading of eSIM profiles during production for instant connectivity
• Seamless scalability across industries, from automotive to smart metering
• Reduced deployment time and operational costs with pre-configured devices

Giesecke+Devrient – Ready to start connecting smarter

with AirOn360® In-Factory eSIM?

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Follow us on:
Massive IoT means new models, new
technologies and new relationships
MARKET REPORT

Introduction
IoT has overcome the barriers that have inhibited its growth and
emerged as a hyperscale industry. It delivers on the promise of
tens of billions of connected devices, supporting vast new business
cases that benefit society, businesses and individuals. Innovative
technologies and components drive the momentum behind this
success. These can deliver secure IoT compliant with national and
sector-specific regulations.

Massive IoT has not been an overnight success. It has suffered from repeatedly missed, overambitious
analyst predictions for multibillions of connected devices five or even ten years ago. On the other
hand, IoT has benefitted from its roots in the machine-to-machine (M2M) communications era that
began more than two decades ago.

Those delays and that heritage have provided the foundation upon which massive IoT has been built.
It comprises mature technologies, effective security and smooth interoperability that can be achieved
at scale. M2M’s long experience and additional development time caused by massive IoT’s delay
contributed to today’s mature, mass-scale IoT solutions marketplace.

Tens of millions of modules have already been sold today. This expansive growth also increases the
attack surface. Therefore, security and safety must be considered in massive IoT.

Telit Cinterion has a substantial repository of information from its 30 years of experience. The
company addresses regulatory and compliance issues alongside security to enter new markets with
new services. As IoT grows, these considerations become more important. Florian Denzin, the director
of IoT product strategy at Telit Cinterion, says:

“IoT has evolved and become more dynamic. As deployments grow,

exposure becomes greater. If you have large fleets, you have made large
investments. That means you must protect assets to be productive and
maintain flexibility to grab new business opportunities.”

82 IoT Now Q3 I 2024

MARKET REPORT

Scale impacts security and often only needed for a project’s development and
rollout phases.
compliance For long-life deployments like smart meters, an
Efficiency with compliance and security has become in-house approach leaves the organisation with an
a priority for organisations deploying IoT at a massive expensive team of IoT experts it doesn’t need once
scale. design and deployment are complete. Moreover,
a single solution in one industry wouldn’t justify
There are many factors to consider if you want to building and retaining an IoT team. There is also
integrate IoT into a business, including: concern that creating a small internal team might
not result in the cross-industry IoT vision that a large
• Your application’s data needs vendor partner can provide.
• The communication time required
• The specifics of your market “It starts with technology selection, then
• Manufacturers’ lead times and requirements product design with network evolution
• Chipset selection and life cycle for the long term in mind.
Technology can be activated across different
Moving IoT to the centre of your operations requires
much consideration. Telit Cinterion helps its features at various times. A strategy for
customers execute this with hardware solutions that rolling out fleets of devices must be set. It’s
span various modules. The company also provides not always a simple calculation of when to
global connectivity as an MVNO, covering over 200 add more functionality. Issues like power
countries. Its dedicated IoT solutions division helps consumption and battery life must be
with certification, electromechanical systems (EMS)
and product design.
considered. Balance must be achieved to
deliver performance, cost-efficiency and
Telit Cinterion is an end-to-end solutions provider. It lifespan.”
guides customers through the process, from selecting
technology and designing the product to providing As the hyperscale IoT era continues, the pressure will
connectivity and getting certifications. not lift. Supply chain challenges initiated during the
pandemic affect component availability. This further
constrains an organisation’s ability to roll out fleets
Partnering for success at a massive scale. These issues can be mitigated
by careful component selection from vendors that
Denzin points out that even massive IoT isn’t have assured their supply chains. However, this
necessarily an organisation’s core business activity. adds a layer of complexity to the massive-scale IoT
Although IoT opens new business models and ways deployment challenge.
of competing, many businesses don’t need to build
massive IoT operations. Nor do they need to create
teams of IoT developers to launch or support one or
two connected product lines.
Shared risk and reward
Telit Cinterion recognises massive scale and has
This is where experts like Telit Cinterion help
ensured its products are available in the customers’
accelerate time to market and streamline
desired volumes. The company is also willing to share
development. The company delivers cost-efficient
the risks of massive IoT deployment for appealing
solutions supported worldwide and backed by the
business cases with its IoT as a service approach.
company’s decades of experience.
Denzin and his team envision models under which
Telit Cinterion will supply a module and connectivity
“You need someone close to you to do all and share revenue from end-user subscriptions.
this. We have field application engineers and
salespeople in more than 100 locations. We “There is an element of risk, but it’s a no-
also have more than 1,100 people and a very pain-no-gain situation. We’ll take some
large engineering base. This is essential for risk where we see interesting business
deployments that could be in the field for a prospects in the market that are stifled by
very long time.” the challenges of financing projects up front.
It’s a way for us to help scale the market by
That model frees organisations to focus on their
building a successful business model that is a
business and the new IoT-enabled model they are
adopting. They don’t need to reinvent the wheel or win for us and our customers.”
compete to build in-house IoT capabilities that are

IoT Now Q3 I 2024 83

MARKET REPORT

Market Review

IoT maturity takes it past the mass-scale tipping point

2023 represented a tipping point for IoT when projected the size of the cellular IoT market alone.
the sector stepped out from under the shadows Omdia, for example, predicts there will be 5.4 billion
of over-ambitious market size predictions and cellular IoT connections by 2030. The firm sees
started to deliver on the promise of an IoT-enabled 5G-related technologies such as 5G Red Cap and 5G
world. There’s still a long way to go but mass-scale Massive IoT driving much of this growth.
deployments are routinely happening and tens of
billions of IoT connections are being added each year. It is, however, clear that wider choice of technology
This is being enabled by the confluence of available is arriving in the cellular space. Red Cap is set to
technology, wider choice of connectivity, especially in democratise access to 5G-like latency in a lower cost
the cellular market, and more maturity in IoT security, format, while LTE Cat 1 bis adds greater capability
certification, compliance and business models. to LTE Cat 1, extending the applicability of LTE
and opening up a range of IoT applications for the
Mass-scale IoT has also benefitted from the flywheel technology. The advanced cellular technologies
effect of successful deployments fostering greater available now widen choice and mean that
confidence in the landscape and, in turn, supporting organisations can select connectivity that provides a
further investment. On the flipside, the larger the better fit than ever before for their use case.
deployments, the greater the investment required so
work continues to optimise efficiency and reinforce This is an important driver for mass-market IoT because
the mass IoT business case. Overall though, IoT is it means there is less wastage and organisations can
more proven, more secure, more robust and more readily make the trade-offs between cost, performance,
flexible than ever before and awareness of this is security and power consumption for various cellular
enabling organisations to commit to large-scale connectivity and select the option that matches their
projects with confidence. deployment best. This removes complexity from the IoT
design and development phase and provides greater
Although once bitten and twice shy, predictions visibility into the whole-life costs of a deployment. This
relating to market size are returning. Analyst firm clarity aids financing and increases confidence of what
IoT Analytics has predicted the global number of IoT return on investment looks like.
connections will double from 2022-2027. The firm
reports that global IoT connections increased by 18% At the same time provisioning of connectivity has
to 14.3 billion active endpoints in 2022, while for 2023, become radically simplified with the introduction
the firm predicted a further 16% growth to 16 billion of embedded and integrated SIM (eSIM and iSIM).
active endpoints. At the end of its current prediction These technologies allow the SIM to be embedded or
horizon, it estimates there will be more than 29 billion integrated into the device at the point of manufacture
active IoT endpoints. with the connection initiated automatically at
the point of deployment. This removes the need
As always, such numbers should be taken with for a plastic SIM, the cost of a SIM tray and the
caution and definitions are important. Others have management complexities of installing local operator

Mass-scale IoT has also benefitted from the flywheel effect of successful
deployments fostering greater confidence in the landscape and, in turn,
supporting further investment

84 IoT Now Q3 I 2024

MARKET REPORT

Market Review

SIMs at the point of deployment. This streamlining of There’s a growing awareness that much of this can
the SIM process removes a further significant barrier be replicated from one device to another and it’s not
to mass scale IoT. necessary for every business that is engaging in IoT to
become certification experts.
With connectivity options at last becoming clearer
and simple propositions now widely offered, Similarly, organisations recognise they don’t need to
organisations are now focusing on other critical be device makers and are outsourcing their IoT device
capabilities. Security is an obvious concern manufacturing to partners. This helps them to get to
because the more connected devices that make market fast and handle the scale of massive IoT.
up a deployment, the greater the threat surface
and the larger the risk. Security by design is This demonstrates a new willingness to collaborate
embedding secure functions within devices before within IoT. Where once organisations would focus
deployment and providing better security than on attempting to do everything themselves, they
retrofitted solutions, which are often too expensive or now realise that this is too slow, too expensive and
impractical for many IoT use cases to bear. too complicated. Instead, there is greater appetite
to partner with experts from device design to
Security is significant not only for the obvious need to deployment and beyond. By tapping into providers of
prevent hacks and frauds but also to assure connected IoT as-a-service, organisations can access optimised
device identity and inextricably link the data from the solutions for device development and certification,
device that collected it and transmitted it. Confidence manufacturing, connectivity, roll-out and support and
in IoT data that can be trusted is an essential part security. There is also greater willingness to share the
of the IoT value proposition and this is now well risk and reward.
understood with effective solutions in place.
Turning to partners that can cope with mass IoT scale
With connectivity simplified and security being and bring in-depth understanding of IoT intricacies
continuously addressed, scalability challenges still such as power consumption, cellular network variants
exist. IoT organisations need to be able to access or security, can radically accelerate time-to-market,
economies of scale in order to justify business cases result in significantly improved performance and
and this means they need to accelerate and simplify deliver transformed business value. The bigger the
certification, which is needed in national, regional volumes, the greater the risk but also the richer
and vertical markets in order for devices to be the reward is now the attitude that IoT innovators
deployed. Certification and regulatory compliance still stepping into the hyperscale era of mass IoT are
presents a significant bottleneck but organisations taking. It’s an exciting landscape and the participants
are increasingly relying on vendors to draw on their will get to success faster by travelling together.
experience and smooth out the process.

Security is significant not only for the obvious need to prevent hacks and frauds
but also to assure connected device identity and inextricably link the data from the
device that collected it and transmitted it

IoT Now Q3 I 2024 85

INTRALOGISTICS

Digital technologies
deployed for intralogistics
optimisation
The growth of the e-commerce sector has created considerable pressure for advances
in logistics and supply chain processes, writes Suruchi Dhingra, a research director at
Transforma Insights. Customers have come to expect ever greater speed of delivery creating
a considerable incentive to accelerate fulfilment times and accurately predict delivery times.
This has put a strain on existing infrastructure such as warehouses, encouraging greater
efficiency in intralogistics operations which were already one of the most vital components
of any company’s supply chain

Intralogistics operations encompass the internal Warehouse management

management of flows of materials, products and Companies are aiming to increase the level of
information within a facility. It includes all Companies are
automation in warehouses to accommodate
logistical operations from the receipt of raw growing ecommerce demand and often also to
aiming to increase
materials to the completion of the final product mitigate challenges related to labour shortages. the level of
and delivery into distribution networks, and With automated guided vehicles (AGVs) and automation in
encompasses multiple dimensions such as autonomous mobile robots (AMRs) companies
inventory management, internal transportation warehouses to
can automate transportation, handling and
optimisation, workflow optimisation, order replenishment of products and materials, and
accommodate
management and in-factory asset tracking other repetitive and potentially strenuous growing ecommerce
and monitoring. warehouse activities. demand and often
With rapid advances in digital technologies such For example, AGVs may be used to transport
also to mitigate
as robotics, (specifically including autonomous inventory from long term storage locations to challenges related to
guided vehicles and autonomous mobile robots), forward-picking locations to replenish stock and labour shortages
artificial intelligence (AI), and IoT, companies can ensure that adequate inventory is accessible to
now optimise their intralogistics processes more pickers, making the order picking process more
easily and achieve better results. The following efficient. Order picking is one of the most
sections focus on a range of key aspects that strenuous tasks in a warehouse and automating
can be significantly improved by using digital this process can relieve stress on workers and
technologies in support of intralogistics. unlock significant improvements in worker

IoT Now Q3 I 2024 87

 INTRALOGISTICS

associated holding cost) by 20%, on average.

Efficient inventory management also impacts the
value proposition of a company by increasing
service levels and improving the proportion of
deliveries made on time and in full.

To fully utilise the capabilities of inventory

management in planning and supervising
intralogistics processes, it is necessary to
implement a system of IoT connected devices.
Drones, beacons, shelf sensors and other IoT
devices can be deployed to track inventory levels
and locations in near real-time which, when
combined with AI, helps in predicting inventory
demand accurately, optimising inventory levels and
also the management of inbound logistics.
Additional benefits can clearly be secured through
better integration to order management and
production systems.

Transportation optimisation
Logistics planning is essential for trucks travelling
between and within warehouses, retail stores, and
other facilities, and that can often waste time and
fuel sitting idle waiting for goods to be loaded or
productivity by minimising worker walking time and awaiting directions. Sometimes, these trucks also
time spent carrying or pushing carts. For example, make ‘empty runs’ because of lack of visibility into
The overall by deploying AMRs in its warehouse to handle the location of goods. IoT tags can be used to
benefits of workflows like order picking, US company Ryder identify the location of trucks within facilities and
by combining this data with information about the
intralogistics System achieved a 25% increase in productivity and
a 20% decrease in operational costs by reducing loading for each truck, significant reductions can
optimisation are be achieved in the amount of time wasted idling or
travel time in the warehouse. With automation,
significant in companies can achieve faster order fulfilment, waiting for directions, and routes can be optimised.
terms of process improved order accuracy, and reduced picking
efficiency, but error rates, which eventually help in increasing The benefits and risks of
securing the customer satisfaction levels and reduces costs intralogistics optimisation
resulting from the need to remedy any errors.
benefits depends Further benefits can be realised due to the reduced The overall benefits of intralogistics optimisation
on a range of spacing that is needed between storage racks in are significant in terms of process efficiency, but
securing the benefits depends on a range of
sub-domains warehouses that utilise AGVs; in some cases saving
sub-domains as described above. These
around 30% of floorspace.
technologies enhance visibility of operations by
Wearables (such as headsets, smart glasses, smart enabling real-time monitoring at every stage of
gloves, ring scanners and tablets) are often used in production, right from the raw material supply
warehouses to optimise worker movements, enable stage up to the final delivery of the manufactured
picking and packing efficiency, and ensure worker goods stage, which in turn can enhance efficiency
safety. Wearables equipped with augmented reality and reduce downtime and production cost.
technology can be used for navigation and guiding Intralogistics optimisation can also reduce workers’
employees for picking and packing operations. fatigue and eventually increase their productivity
These techniques yield benefits not only by and performance.
speeding up processes and reducing errors but also
by reducing employee training time. Similarly, the complexity of the technology used for
intralogistics optimisation can vary significantly
based on the scale of deployment and the industry
Inventory management in which it is applied. For example, implementing
Inventory management solutions that incorporate autonomous vehicles and asset tracking and
IoT and AI have considerable benefits for reducing monitoring can be complex, requiring significant
employee workloads, freeing them up for other time and effort. However, if digital technologies are
higher skilled tasks and reducing the errors integrated gradually into an existing facility, existing
associated with manual inventory management. processes can serve as a fallback, thereby reducing
Improved information about the stored quantity of risks.
goods and their flow enables the optimisation of
inventories, allowing businesses to operate with a This article is inspired by Transforma Insights’
leaner inventory so reducing both the floorspace report ‘Digital Transformation in the Transportation
and capital dedicated to inventory, and allowing for and Sector’1 that identified seven key domains of
a greater variety of goods for a given floor space. change within the sector, that are enabled by
Based on our research, digitally enabled inventory disruptive technologies such as the Internet of
management can reduce inventory levels (and Things, artificial intelligence and edge computing.

1 https://transformainsights.com/research/reports/digital-transformation-transportation-storage

88 IoT Now Q3 I 2024

 Navigate the
connected world
with us

[email protected] | Phone +46 31 711 30 91 | www.berginsight.com 😊😊

EVENT DIARY

Our pick of the IoT industry’s

upcoming events

Cyber Security & Cloud

Expo Europe
Innovate Americas 2024 1-2 October 2024
24-25 September 2024 Amsterdam, The Netherlands IoT Tech Expo Europe
Dallas, Texas, USA https://www.iot-now.com/ 1-2 October 2024
https://www.iot-now.com/ event/cyber-security-cloud- Amsterdam, The Netherlands
event/innovate-americas expo-europe/ https://www.iot-now.com/
-2024/ event/iot-tech-expo-europe-3/

Momentum AI London 2024

2-3 October 2024
London, UK
https://www.iot-now.com/
Data2030 Summit Intelligent Automation event/momentum-ai-
24-26 September 2024 Conference Europe london-2024/
Stockholm, Sweden and online 1-2 October 2024
https://www.iot-now.com/ Amsterdam, The Netherlands
event/data2030-summit/ https://www.iot-now.com/
event/intelligent-automation-
conference-europe-2024/

Network X
8-10 October 2024
Paris, France
https://www.iot-now.com/
event/network-x-2/
AI & Big Data Expo Europe
1-2 October 2024 Unified Communications
Amsterdam, The Netherlands Conference Europe
https://www.iot-now.com/ 1-2 October 2024
event/ai-big-data-expo- Amsterdam, The Netherlands
europe-2/ https://www.iot-now.com/
event/unified-communications- MWC Las Vegas
conference-europe/ 8-10 October 2024
Las Vegas, Nevada, USA
https://www.iot-now.com/
event/mwc-las-vegas/

90 IoT Now Q3 I 2024

 IoT Anywhere:
Wireless Data Wherever You Need It

IoT connections regional growth rates 2022-28

Sponsors of this report:

The need for IoT connectivity to operate So which connectivity types are best suited
effectively and securely anywhere on the to different applications?
planet is increasing – on land, sea and air. Who needs 5G RedCap?
With IoT becoming increasingly important to How does it fit versus LTE Cat versions?
commercial operations , annual growth rates What is the roaming potential of LoRaWAN?
in fast developing countries and regions are What part does mesh networking have to
now much higher than in developed regions. play?
Choosing the right connectivity options is What about GEO/LEO satellites integrated
critical for product success. with terrestrial?

This report is aimed at those needing to decide which connectivity is right for their
devices and applications. exploring these and many more key topics through industry expert
interviews, exclusive survey findings, new market analysis and connectivity profiling.

Download for free at:

www.beechamresearch.com/iotanywhere
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