Proving the Business Case for the Internet of Things

Teleena joins IMC and Arrow reveals logic behind joining

Steve Rogerson
March 13, 2018

Dutch IoT and mobility enabler Teleena has joined the IoT M2M Council trade association to expand its reach among enterprises. And Amir Sherman (pictured) from Arrow Electronics revealed at last month’s Embedded World in Nuremberg some of the thinking behind its decision to join the IMC late last year.
The IMC is the largest community of enterprise users and OEMs that buy IoT products and services, with 25,000 members globally, with 35% from North America, 25% from Europe and the rest dispersed elsewhere.
Teleena wants to focus on semiconductors, microelectronics, chipset manufacturers and OEMs.
"We see the IMC as a perfect opportunity to be more involved with the community and to support buyers of IoT solutions in getting their projects of the ground," says Teleena CEO Kim Bybjerg, who will represent the company on the IMC board. "We intend to make full use of the group's programmes to consult, deliberate and help companies roll-out and scale their IoT solution in order to monetise and grow their business."
Teleena provides end-to-end IoT management. Its offering includes IoT connectivity management, device management, business data automation and subscription management, all through a single portal, regardless of network.
The IMC rank-and-file members qualify for admission by being buyers of IoT products and services, and they are active in 24 vertical markets, from medical device manufacturing to energy management to agribusiness. A plurality of the membership self-identifies as "operations", and they are highly likely to be active in the procurement of software and connectivity services for IoT.
Recent surveying shows that more than a third of the IMC membership intends to make significant IoT investments in the next 12 months.
"We see IMC member demographics closely aligned with the companies we helped worldwide to realise their IoT and mobile business," said Bybjerg.
Teleena is based in the Netherlands, with regional offices in Serbia and Singapore. Founded in 2007, it has helped many companies worldwide achieve IoT and mobile success by setting them free from the complex aspects of technology. Teleena does this by managing the operational side of a business, as well as by simplifying the technology. It helps its customers monetise their efforts while they grow their business. This way, its customers can focus on their core business and how they want to approach the market.
Speaking at last week’s Embedded World, Amir Sherman, Arrow’s director of engineering, said the company had changed from being a distributor to a technology provider, and that was a major reason to join the IMC last autumn.
“Five years ago, we were selling components off the shelf,” said Sherman. “Now we sell IoT modules, boards and solutions. This is why we wanted to be part of the IMC. Ten years ago we were box movers, now we want to be part of the debate, part of the discussion.”
He said the company now made its own boards, taking components and sensors from other companies and integrating them into IoT devices.
“We still have the normal distribution side, but it is declining slightly because customers want something else,” he said. “Shows such as this are hugely important. We see engineers coming for the latest information.”
The London-based IMC is the largest and fastest-growing trade group dedicated to the global IoT and M2M sector, with more than 25,000 members joining since February 2014. Board member companies include Aeris, Arrow, Avnet, Digi International, HPE, Inmarsat, Intel, Kore, Laird, Orbcomm, MultiTech, PTC, Re-Teck, Semtech, Sigfox, Teleena, Telit, U-Blox, Verizon and Vodafone.
Current IMC projects include organising a new conference and pavilion as the exclusive IoT infrastructure partner for the Consumer Electronics Show in Las Vegas, a template RFP programme for lead generation, and a quarterly research report that tracks IoT buying patterns.
ConvergeOne Holdings has completed the acquisition of Arrow Electronics' systems integration business, specialising in unified communications, contact centre, and voice and data technologies.
"With this acquisition, ConvergeOne gains resources and capabilities that continue to elevate our role as a trusted advisor and leading provider of collaboration and digital transformation technologies, support and services to our customers," said John McKenna Junior, chairman and CEO of ConvergeOne. "This acquisition adds to ConvergeOne's already comprehensive portfolio and expands our managed and professional service capabilities we offer customers today."