IoT Growing Fast in Transportation; Oil and Gas, Survey Finds

A new survey of manufacturing; oil and gas as well as transportation industry executives suggests internet of things adoption has been especially rapid in the transportation and oil and gas industries.

The internet of things is not actually new in the manufacturing industry. Industrial and transportation firms in 2017 already support more than three billion devices. About 87 percent of respondents to a survey sponsored by BSquare report already using the internet of things.

Of particular importance for mobile service providers are the transportation use cases. Some 93 percent of transportation industry executives reported having an IoT application in use. In substantial part, that is because industry regulations now require emissions and electronic logging reports.

A few use cases are widespread, including device connectivity and simple data forwarding, in use by 88 percent of respondents. Some 66 percent say real-time dashboards and monitored activity are in use. Advanced analytics, such as machine learning, cluster analysis, and artificial intelligence, from data scientists are used by half of respondents.

Fully 63 percent of respondents in the transportation industry say they implemented an IIoT application within the last year. Likewise, some 66 percent of oil and gas industry say they have implemented IIoT within the past year.

Only about 33 percent of manufacturing industry respondents said they had implemented within the past year.

Other business problems IoT is expected to assist with include vehicle performance, cited as an objective by 95 percent of respondents; logistics use cases, cited by 65 percent of respondents and lower operating costs, an objective for 23 percent of respondents.

“Gaining better visibility into and control over business-critical equipment” is a top objective for respondents. More than 90 percent of adopters say device health was a driver for industrial internet of things adoption, including real-time device information, better device management, and device optimization.

Some 67 percent said logistics was an objective, operating cost reduction (24 percent) and increased production volume and better compliance (18 percent) also being desired outcomes.

As you would guess, some 78 percent of respondents of decision-makers and influencers in the manufacturing, oil and gas, and transportation industries report using internet of things in the sense of devices connected and sending data to controllers and servers.

About 56 percent say they use IoT for real-time dashboards and monitoring. Some 46 percent use machine learning, cluster analysis, artificial intelligence or advanced analytics.

Connected devices in the industrial segment are predicted to grow to more than 7.5 billion by 2020.

source: bsquare

How Much Revenue Boost from Gigabit or Multi-Gigabit Internet Access in Consumer Market?

Singapore is among few internet access markets where a statement such as “the jump from 500 Mbps to 1 Gbps really is not that great” actually can be made. In most fixed internet access markets, and for most potential customers, the option is not yet available.

That noted, in markets where gigabit internet access is widely available, the pricing premium for a gigabit service--compared to a 500-Mbps service--ranges from between 16 percent to 40 percent, according to Ovum.

On the other hand, at the moment, it appears that a boost to 10 Gbps offers “much greater revenue growth potential,” according to Ovum analyst Kamalini Ganguly. Optimists might well argue this is the case as faster speeds have in the past provided a rationale for higher prices, and a doubling of speed from 500 Mbps to 1 Gbps will be dwarfed by a boost of an order of magnitude (10 times) from 1 Gbps to 10 Gbps.

source: Strategy Analytics

It would be historically correct to note that, over time, the cost per delivered gigabit of data has declined. It also would be true to note that, over time, customers consume more data. So lower units costs are balanced by higher consumption.

That is largely the reason why average revenue per account for mobile data tends to grow, over time. The only issue is how wide the revenue delta will be as speeds continue to rise, and end user consumption continues to rise.

By one line of reasoning, end user willingness to pay cannot exceed growth of disposable income, household income or a certain percentage of total household income, absent other key changes in spending habits.

In other words, if typical spending is two percent to three percent for all communications services, mobile services or data services, most buyers are unlikely to change those patterns very much, over the long term. To change the consumption curve in a significant way, spending on other products has to decrease, or household income has to increase (the rising tide that lifts all boats, even if spending percentages do not change).

source: ResearchGate

Also, much hinges on the degree of competition and adoption rates, one rightly might argue. That already has been the case. If past is prologue, the revenue boost from 10 Gbps might not be as great as some hope.

So far, gigabit services have boosted internet service provider revenue only up to 11 percent, says Ovum. “Reasons for that include low premiums in competitive markets and lack of take-up of gigabit services.” In other words, low adoption rates and competitive pricing have limited the ability to sell the higher-priced services.

Ovum bases its conclusions, apparently in part, on present experience of 10-Gbps services.

“The lowest 10-Gbps price premium we found was 47 percent,” said Ovum. That was the posted retail tariff for Singapore ISP M1's premium over its own 5-Gbps plan.

“The premium increases to 173 percent if compared with the 2-Gbps services. In other markets, the 10-Gbps premium over 1-Gbps ranges from 215 percent to 327 percent,” Ovum says.

Several caveats likely are in order. Historically, though price premiums for faster-speed services, as with mobile internet plans featuring higher usage, have cost more, such price premiums tend not to last.

Among the reasons: over time, the leading offer becomes a standard offer, with standard pricing; customers tend to upgrade, but not to the highest level of service; so over time, the standard offer is deemed “good enough” by most consumers.

That might not be the case for enterprise and business buyers, who logically are the lead buyers for the fastest services.

“The higher price points mean that 10-Gbps services are aimed more at enterprises (which have higher and symmetrical bandwidth requirements) and within the consumer segment at subsegments such as high-end gamers, who can afford the higher price points,” Ovum argues. “Other target groups include SMEs with large content requirements.”

The point is that there are some reasons to predict growing spending by accounts on internet access services, based on growing consumption and faster speeds. Just how much spending can grow will be bounded by growth of household income, shifts in consumption patterns, the degree of competition in each market and advances in technology.

But some of us will argue that it is the limitation of disposable income that will be key. There is only so much a typical household or person will spend on internet access. That is less the case for business accounts, but even there, a limit remains as to how much total communication spending will happen. That also tends to be a function of entity income (revenue and earnings).

Ranking UCaaS Suppliers

Although unified communications as a service (UCaaS) is a niche, it seems to be viewed as an increasingly important niche, as business customer revenues now are increasingly the foundation for tier-one service provider growth. But in a fragmented market, differentiation arguably matters.

As hard as it might be to differentiate clearly in the business unified communications space, suppliers always seek to identify niches and segments within which to operate.

According to Gartner analysts, differentiation often happens based on target buyer employee base. Sometimes it happens based on the other software environments used by the potential buyer (Cisco, Microsoft being key). Sometimes geography plays a big role. Sometimes the lead features are based on specialized features such as conferencing or mobility.

Gartner also ranks firms by completeness of vision and ability to execute. But it arguably is not easy to maintain differentiation in the business communications space; not when “challengers” include firms such as Microsoft, Google, AT&T and NTT Group.

Consider 8x8,  historically focused on small and mid-size accounts in the United States, but which now sells to enterprises with 1,000 to 5,000 employees globally.

source: Gartner

AT&T prefers accounts with at least 40 percent of users in North America. BroadSoft sells mostly through partners, including telcos. BT prefers multinational enterprises with more than 5,000 endpoints.

Fuze sells primarily in the United States and Europe to firms in the 500 to 5,000 employees range, with roughly half of revenue coming from accounts of at least 1,000 employees.

Google also has entered the business communications market, typically requiring partnerships with voice platforms, and arguably remains largely a conferencing product.

Microsoft arguably does best with  Microsoft 365 customers.

Masergy focuses on organizations between 100 and 2,500 employees. Mitel focuses on mid-size accounts of perhaps 250 employees.

NTT Group arguably operates in the widest range of segments, especially when Cisco and Microsoft cloud UC stacks are important to customers. NTT can support customers ranging from 100 employees to more than 50,000 employees.

Orange is stronger internationally, outside the United States, and arguably with customers using Cisco infrastructure more than Microsoft.

RingCentral focuses on mobile-centric small and mid-sized organizations up to 5,000 employees.

Star2Star focuses on organizations with 50 and 2,500 employees seeking lower-cost OTT connectivity.

Verizon is Csco-based for multinationals with more than 1,000 employees, and typically prefers accounts where 40 percent or more of their sites U.S.-based. Verizon’s SMB platform is based on BroadSoft.

Vonage historically has targeted the small and mid-sized organization market, not large enterprise, and for that reason seems not to be covered by Gartner at the moment.

West is primarily U.S. based and focuses on Cisco implementations for organizations between 500 and 5,000.

Will Telcos Finally Reverse Internet Access Market Share Gap?

U.S. telco--especially the former and present rural providers--have not fared well in the internet access market share battle against cable TV for some years. In fact, it has been nearly two decades since telcos had more internet access market share than did cable TV operators.

Some think the trend is nearly irreversible, with telcos collectively unable to maintain present market share in internet access.

To be sure, some might argue that telcos have deliberately traded profit margins for market share . Others might note that, at least since 2012, not even that strategy has worked.

source: UBS

But one always has to be alert for changes. And it already is clear that markets could be changing, in part because telco upgrades are no longer constrained to “fiber to home” upgrades, and some important providers (AT&T. Verizon) might be able to upgrade their networks much faster than has been possible in the past.

At the same time, in part because mobile access itself is claiming share in a fixed internet access market that might already have peaked, demand could shift in a mobile and wireless direction that would reduce the share of internet access served by cabled networks.

Since it is AT&T and Verizon that are the likely biggest beneficiaries of that shift, there clearly is potential for internet access market share to shift in a way we have not seen for several decades.

Perhaps for such reasons, Moffett Nathanson researchers now have reduced their predictions for cable TV market share in internet access, from 55 percent share to about 51 percent.

That would be a huge shift, reversing almost two decades of cable TV dominance in internet access.

CenturyLink Earnings Now Driven by Business Segment

Even before consolidating of Level 3 financials, CenturyLink’s third-quarter earnings report shows why the company, going forward, is likely to be driven by its business customer segment, not the consumer fixed line business.

Also, though its legacy is as rural telco--similar in heritage to Windstream and Frontier Communications--CenturyLink now is different. It has global operations and primarily earns its revenue from business customers, not consumers, though it has a big consumer markets presence.

CenturyLink’s big miss on revenue and earnings was driven by underperformance in its enterprise segment--not the consumer business. Overall, revenues dropped eight percent.

Keep in mind that CenturyLink earns 75 percent of its revenue from business customers. Enterprise revenue was down 11.2 percent, while consumer segment revenues were off 5.8 percent.

There were, to be sure, some one-time items. Enterprise revenue dropped because CenturyLink sold its data center asset sale. Taking out the impact of the asset disposition, enterprise revenue actually grew four percent (strategic services) to 5.5 percent (bandwidth services).

Consumer segment revenues declined primarily due to voice revenues and lower video revenues due to the restructuring of a satellite video contract.

Neither enterprise nor consumer segments declines are helpful, but the enterprise segment is key for CenturyLink, as it represents 75 percent of total revenue.

“CenturyLink's results for the quarter were below our expectations due primarily to lower-than-anticipated growth in enterprise revenues, said Glen Post, CenturyLink CEO.

“We have a great Consumer business that's very important to us, but we are not a primarily consumer-focused company,” said Jeff Storey, CenturyLink COO. “Approximately 25 percent of our revenue comes from consumers. 75 percent of our revenue comes directly from enterprises or through the wholesale customers we support.”

In the third quarter, CenturyLink  came in at approximately $65 million below internal expectations for enterprise revenue,  primarily due to a miss of about $35 million in customer premises equipment revenue.

CenturyLink generated about $20 million less growth in high-bandwidth data services and

$10 million of lower legacy revenues, primarily lower long distance and private line revenues.

How Big is UCaaS Market, Really?

At 54 million seats, the worldwide addressable market for hosted PBX in 2018 is valued at $20 billion, Eastern Management Group estimates. Other estimates of global demand have been higher, in the past in the broad unified communications market, including numerous different products.

Some will question the actual “addressable market” sizing. Asia region actual sales are closer to $2 billion annually, according to Frost and Sullivan estimates. The U.S.market is in the range of $4 billion. Some claim the European market was in 2016 more than $10 billion.

source: CoMMfusion

source: CoMMfusion

The other problem is that such forecasts almost always include multiple product categories under the “unified communications” umbrella, including contact center, collaboration, premises PBX and hosted PBX, plus SIP trunking revenues and sometimes professional services as well.

Additionally, although unified communications as a service is a business product, some analysts looking at use of voice over IP more broadly also report relatively big numbers, as they include consumer voice revenue.

The point is that aggregating numerous product segments on a global basis often can lead to bigger numbers, even when the addressable market in any single country is fairly modest.

The point is that the hosted PBX market almost certainly is much smaller than many of the headline numbers would suggest.

In principle, if every business “voice” account is considered as the potential market, and if all unified communications features are assumed to be part of that “voice seat” market, and if we include professional services and the value of access services related to supplying voice,  it might be possible to develop a $30 billion figure for annual unified communications products and services revenue, in total.

Phone system revenues might be included in those figures as well, since, at least in principle, every business “seat” or “user” might be sold as a hosted PBX service, even if, in reality, that never has been the case.

It is one thing to say a potential or addressable market exists, when a new or substitute product is available. Whether that potential emerges in the form of actual sales is the issue. Up to this point, business hosted UC has vastly lagged premises switch implementations.

Scale accounts for much of the demand shaping: larger enterprises almost always find the cost of a premises solution to be better than that of a hosted solution. In essence, owning turns out to be cheaper than renting, at scale.

When Will Managed SD-WAN Service Be a Significant Revenue Driver?

From a service provider perspective, It is hard to say when managed SD-WAN services will hit an important inflection point, and drive revenue, where early SD-WAN revenue has been based on hardware purchases by enterprises that deployed themselves.

It is not hard to see the attraction SD-WAN holds for enterprise buyers. Where an MPLS connection can cost hundreds of dollars a month per Mbps per month per location, an SD-WAN can run over an internet connection costing as little as $7 a month, per Mbps.

Among the issues: increased need to connect branch locations, and an increased reliance on cloud-based apps that run over the internet.

source: PwC

source: Juniper Networks

Currently, there are more than 2,000 commercial SD-WAN paying customers, according to IDC.  More than 50,000 branches are deployed based on a single SD-WAN product.

Still, IDC has estimated that half of the estimated $130 million in sales during 2016 was booked by just two companies, both startups. Most of that revenue was likely generated by hardware sales, not recurring service provider revenue.

Gartner expects that by 2020, SD-WAN sales will be worth about $1.25 billion, representing a 15 percent compound annual growth rate.

At the same time, router sales are expected to drop by 23 percent, and branch office router sales by more than 60 percent by 2020, as 50 percent of all enterprise routers are replaced by SD-WAN.

source: Gartner, Network World