Tuesday, November 10, 2015

Friday, October 23, 2015

Internet of Things Leuven Meetup: DatePicking First Community Event ‏

Hello to all you IoT Groupies – We are hot!

I first wanted to check the response on this group … I must say that in the last months I've talked to a lot of people and I think we've got "a burning platform" in our local region. Which is fantastic because IoT comes with a huge load of opportunities.

Gartner Emerging Technologies Hype Cycle
So now that summer holidays are long gone and everybody is back in the daily routine it's time to really get up to speed with our Internet of Things community. I've got a few possible locations and 2 or 3 possible speakers, depending on the exact date and number of attendees. To facilitate the date picking I've created a doodle so please enter your availability asap.

List of possible topics: IoT in general, smartcity, smarthome, technical building blocks on IoT, business opportunities. Let me know if you have other topics you would like to see discussed or if you know somebody who can come and talk on any related aspect of IoT.

Join our community on http://www.meetup.com/Internet-of-Things-IoT-Leuven/

I'll be putting this message on twitter, LinkedIn, Google+ and my blog. Don't forget to spread the word on all possible social media, hope to CU soon in large numbers!



Tuesday, September 08, 2015

From “opportunity” to “GO for bid”

For those who can’t wait … let’s start with the conclusion :-)

Don’t shoot at everything that’s moving - choose your targets well - investigate before investing valuable time that was tagged LOST from the beginning

I’m not saying that you should not be taking any risks, moreover to allow your business to grow you will need to engage into some “risky business” … what I do want to point out is that investing precious time and money into the creation of a bid is a decision that should be based on thorough qualification … and that is what’s often neglected.

Bare in mind that making the wrong decision at this stage limits your capacity for what could be “the next big deal”. This is not intended as a theoretical post on pre-sales best practices, blablabla, but a solid set of questions (random order) to check with your customer and your internal organisation. Consider the answers before proceeding into the “bid creation process”. It’s a summary of what I’ve encountered in the last few years in my job as a pre-sales guy. Here they are “Bart’s laws … for solid opportunity qualification”:

  1. Do we know the customer?
  2. What is the business case?
  3. Is this opportunity not just the customers strategy on having an extra approach and budget to compare to his preferred partner?
  4. Do we know the decision maker(s), what type of person is it?
  5. Who are the influencers that we can talk to?
  6. What is deadline for this proposal, what is our time left?
  7. Who are the competitors, what are there strong/weak points (SWOT)?
  8. Do we have the necessary competences & resources for this bid and for the project?
  9. How will we differentiate ourselves against the competition?
  10. Do we know the budget of the customer?
  11. If won when does this thing need to start, needs to be delivered?
  12. Can we use our T’s & C’s or do we need to align with those of the customer?
  13. Can we meet with the customer to ask questions, do we have enough information?
  14. What does the customer need and what is our value proposal?
  15. What is the format in which we need to deliver our proposal (document, presentation, language, …)
  16. Can we present our offer to the customer in a face2face meeting?
  17. If we now the budget, how much do we want to invest in this bid?
  18. What are the selection criteria of the customer?
  19. What is the selection procedure?
  20. Are there any legal issues we need to address?
  21. Does this align with our strategy?
  22. What are the internal and external risks?

I guess that by trying to answer this set of questions you will get an above par opportunity qualification, that will definitely help you decide on “let’s go for it” or either “nope let’s leave this one alone”.

Good luck with your pre-project efforts !

Saturday, June 06, 2015

Internet of Things Leuven is born #IoTLeuven

Lately I’ve been getting very interested in the whole #IoT thingy! So I decided to found an Internet of Things community in my "greater-local-area" :-) Rotselaar - Leuven (Belgium).

people_and_technology v1
So if you're interested in any aspects of "the Internet Of Things" and are willing to share, discuss, engage with us feel free to join our group and attend one of our events, if there's one revolutionary technology out there that you don't want to miss #IoT is just that.

It is my intention not only to have peer2peer discussions but also to have presentations from industry speakers and influencers on this subject.

Join me @ http://www.meetup.com/Internet-of-Things-IoT-Leuven/

And don't forget to spread the word onto other IoTGroupies.

Hope to CU soon!


Monday, February 23, 2015

The Jetsons – IoT avant la lettre?

250px-Jetsons The Jetsons live in the year 2062 in a futuristic utopia (100 years in the future at the time of the show's debut in 1962) of robotic contraptions, aliens, holograms, and whimsical inventions. One of the characters is Rosie the house robot, Rosie engages in the household and some of the parenting, she’s in control of all the appliances in the house.

Well it seems to me that the robotic contraptions, holograms and whimsical inventions are closer than they have ever been. Our electronic devices are getting smarter - many can now "talk" to each other and connect to the web. All kinds of gadgets, from toasters to sprinklers, fridges to domestic heating systems, are now boasting sensors and low-powered embedded chips. Whirlpool, Samsung, and LG have all announced wi-fi enabled washing machines in the last month. Nest's smart thermostats can communicate with your GPS-enabled phone or tablet and activate your heater when you're on your way home. All the “major” brands are investing in it, teleporting this “technology” into a mainstream business.

This is the so-called "Internet of Things" (IoT) or “Internet of Everything" (IoE). A network of physical objects accessed through the Internet that contain embedded technology to sense or interact with their internal states or the external environment. These billions of objects can be connected, know their location or status, and communicate with another object, system or a person.

Besides the fact that I can definitely appreciate this kind of evolution - pardon my techie background 34183_Smiley-robot - I’m also worried because I believe we must proceed with caution in enforcing and developing it.
EggPile Pile of eggs
“There's even a clever egg tray that sends you a remote warning when you're running low on eggs or when they're getting old.“
Well … I wouldn’t mind my fridge automatically ordering groceries, but what if it got hacked or there’s a bug in the software and my fridge would go bananas and started ordering stuff I don’t want or maybe a million eggs.

Security is an issue – Folks we are entering the era of ‘ThingBots’
In December 2013 a researcher at Proofpoint, an enterprise security firm, discovered that hundreds of thousands of spam emails were being logged through a security gateway. The global attack campaign involved more than 750.000 malicious email communications coming from more than 100.000 everyday consumer gadgets such as home-networking routers, connected multi-media centres, televisions and at least one refrigerator that had been compromised and used as a platform to launch attacks, the hackers had in fact created a botnet. The compromised machines are called “ThingBots,” and they can be a spammer’s best friend.

Internet-of-things "devices are typically not protected by the anti-spam and/or anti-virus available to individual consumers, nor are they routinely monitored by alerting software to receive patches to address new security issues as they arise. “Internet-enabled devices represent an enormous threat because they are easy to penetrate, consumers have little incentive to make them more secure, the rapidly growing number of devices can send malicious content almost undetected, few vendors are taking steps to protect against this threat, and the existing security model simply won’t work to solve the problem”, said David Knight, General Manager of Proofpoint’s Information Security division. “Many of these devices are poorly protected at best and consumers have virtually no way to detect or fix infections when they do occur.”  

IAM for the household
, #SoT – Security of Things
One of the concepts of IoT are “relationships between businesses, people and things”. But how do we define those relationships to ensure that policy and process can be articulated properly, and that the technology of things can be configured to reflect those relationships and at the same time making this accessible for the unknowledgeable consumer.

Now, imagine that you work within a universe of entities (businesses, people and things) in countless combinations of relationships. At some point we will be faced with the task of determining just how we will identify those entities just enough to be able to articulate those relationships effectively for transacting business. We must ask ourselves whether our existing technology such as IAM and asset management can be combined and/or extended to accommodate such an effort. The challenge is that while the device will have an identity (IP-address, or MAC , serial number, device certificate, RFID, etc.), who controls the access to that device, or to the information the device sends out?

We will also need to determine how much information is enough information for executing on the relationships, how dynamic will they be, how we might ‘log’ the relationship. IAM can be extended to include also connected devices. Traditional IAM concentrates on people, and managing their access privileges and attributes associated to the users. In principle these functions work well also with identifiable devices. The IoT though goes further, due to the nature of the devices. Normal IAM focuses mostly in unidirectional control - user / person is accessing something, when IoT by nature is bidirectional. A connected device sends information out, but also accepts commands, information requests etc.

One gateway to rule them all
So maybe having that “one regulator” that controls all of your appliances is not such a bad idea after all, stuff to think about … thank you Jetsons! (The Jetsons theme song)  And I’m in favour of calling it Rosie 34183_Smiley-robot

Tuesday, February 17, 2015

Pre-sales is not pre sales, it's pre-project!

imagesWE6SEFQM2 Usually I'm not that type of guy that It's to much concerned about word semantics, but being active in software development pre-sales and project management for some years now I truly belief we should get rid of the word...
Read more on  image

Retention management – “should I stay or should I go”

As promised, I’m continuing on a previous post, "Retention mgt. vs. new hire", that handled the cost & effort of employees resigning. Now let's try and have some more insights on the retention part which is far more interesting.
Wiki letter w.svg "Retention management is a systematic effort by employers to create and foster an environment that encourages current employees to remain at the same employer having policies and practices in place that address their diverse needs” .[From  Wikipedia, the free encyclopedia]

Unless employees are feeling neglected, unappreciated, or mistreated, most employees would prefer not to go through a job change and would rather stay with their current employer, providing there exists a reasonable opportunity to learn and grow.

What really matters?
  • Your people want — actually demand — opportunities to grow and fulfill their potential.
  • Finding a new job is a hassle, and, all else being equal, employees will stay

…. but what is “all else” … this brings us to the employees emotional balance, a difficult thing to manage, a fragile thing that needs continuous attention. The composition of someone’s employee balance is personal, but there are definitely some main building blocks that keep coming back. image

  (Life, work, family, salary, trust, training, growth, respect, commuting time, ambition, ...)

It’s a people manager’s job to monitor the emotional balance of his employees, even if you can’t have direct impact on some parts it remains important to understand which building blocks influence the balance. Two-way, consistent communication, one2one’s, good expectation mgt. contribute to the balance.

So keep monitoring that balance, work on it proactively and I’m sure that your retention rate will do good, your people will feel good and you will feel better. Think win – win!

Oh … one more thing … while writing this post I couldn’t keep thinking about this song “should I stay or should I go – The Clash” :-)

Thursday, February 05, 2015

Retention mgt. vs. new hire

According to some "the war for talent" ended just before the economic crisis started ... well I can tell you the war for talent never stops, in the case of valuable employees there's always room for one more. Good retention mgt. begins during recruitment and peeks a first time when a new employee kicks off his/her career in your company ... the first impression is one that lasts.

"Having to hire a new employee is far out more expensive then investing in a good retention strategy" ... is that so ... time for some light weight math :-).  Let's say an employee resigns, and there's now way back, what are the necessary steps in your exit process:
  • Resignation letter ... damn
  • Planning transition, informing client(s) & internal organization
  • Exit interview (employee, you, HR, meeting minutes, ..)
  • A bunch of administrative tasks need to take place ( stop extra benefits, health insurance, group insurance, company car, network access, .... 
That's just the first part, then the fun starts finding & hiring a new employee
  • Publish a new vacancy (advertisement or direct search)
  • Interviews (mind the plural ... believe me one will not be enough)
  • Introduction of the new employee
  • Some administrative tasks to get the new employee registered
  • Training & guidance during the first week(s)
  • Last but not least we should not forget that during the first months this employee can never be as productive as the one that left your company
An impressive list, just because somebody decided to leave your company, add to that some direct costs like (advertisement, referral fees, ...). And then we're not even taking about the potential impact on direct colleagues or the image of your company.

Several studies have tried to calculate the "new hire" cost, but you don't need to be a wiz kid to see that companies should better invest in trying to keep their good employees on board. Most studies talk about 30% to 50% of the annual salary cost of the employee that is resigning.

People are a valuable asset ... "the most important asset leaves the company every day", it's what we call human capital, we should make sure they come back the next day.

In one of the following posts I'll try to outline some tips on effective retention mgt.