Zoran Manevski - Internet of Things

Here you get the chance to get to know more about Internet of Things – what it is, why it is an extremely relevant topic and what we are doing in this area at Cybercom. Your guide will be Zoran Manevski – our go-to guy in the areas of IoT and Security!

Who are you?
I am Zoran Manevski, 37 years old. Married, two kids, living in Malmö for 5 years and part of Cybercom for 2 years.

What is your position?
I am working as a Solution Sales Manager with additional responsibility to define and develop our solution offerings having Internet of Things and Security as focus areas.

What do you do within IoT?
One of the key activities is to define, develop and promote Cybercom’s Solution Offering. We provide a complete IoT offering and a clear value proposition for our customers. The number of buzzwords flying around within IoT, such as: Digital Transformation, Monetization, Achieving Value, Security, Big Data, Industry 4.0 and many others, have a motivating factor to follow and adopt in order to stay ahead and be proactive in our work.

In the role of an Advisor, I’m involved in discussions with many organizations regarding their IoT strategy, organizational capability and maturity, business case development, business model generation, transformation journey and roadmap execution with final goal of generating value.

A value creation strategy requires deep understanding of the customer issues, problems and needs and then using IoT, to create entirely new solutions that help customers in dramatic new ways.
I also have the responsibility for business development and sales of our offerings, where we put a lot of focus on actual delivered value, and not only at revenue and profit. In order to attract and generate new clients within IoT and other offerings, we focus on the KPI’s that generate delivered value.

What do you find fascinating about IoT?
Many of the current IoT technologies, chips, apps, devices, appliances and other “things” have been around for a long time. Most of IoT is not based on breakthrough technology. In reality it is a combination or mashup of many things that have been around for a long time. What makes it different and revolutionary is entirely new value-creation opportunities and business models.

The Internet of Things (IoT) is growing rapidly, with a forecast of 50 billion connected devices by 2020, according to Cisco. Gartner forecasts over $300 billion in revenues, just to IoT suppliers.

We hear a lot from these Analyst and Strategy organizations about trends and numbers within IoT and connectivity, but that’s not enough for companies to make a decision should they invest in IoT and Connectivity, enabling Smart Things.

IoT is an interesting mix between business and technical knowledge. Working with IoT we tend to start by answering the “why” before going on to “how”.

What we actually do is supporting the customer early in the process of Digitalization and IoT adoption. We have positioned ourselves as Makers of Tomorrow - turning strategy into reality. In the case of IoT, this means supporting our customers in the journey of going from strategy to something more tangible.

While IoT brings new technology, it puts a premium on solving the hardcore business issues of how companies can: provide distinctive value, make money, and avoid being disrupted, disintermediated or out-innovated by competitors within their industry or an adjacent sector.

What is your stance on the emphasis on Blockchain?
We always try to follow the trends and to find relevant projects both ongoing or within our Innovation Zone. Together with Lund’s University we did a project focusing on sustainable logistics and transportation. The idea behind using Blockchain is to provide distributed ledger technology in order to enable transparency within the transportation, provide full visibility in the chain of events and reduce the margin of error.

How will GDPR (new regulations for using personal information) affect IoT?
One of the hottest trends within IT is personalization, and IoT is no exception. That being said I don’t think that GDPR is going to be a big hindrance for IoT solutions. The GDPR regulations put emphasis on how we store, process and share personal information. Using our own internal expertize when it comes to security and compliance, we tend to have high measures implemented in order to provide complete compliance with GDPR and other regulations.

What trends do we see within IoT going into 2017?
The trends we see within IoT for the upcoming year are about utilizing big data, VR and AR as latest addition from the technology stack, AI and machine learning are finding their way through as well. Collecting and understanding the data, generating valuable insights for the customers, solutions which improve organizational performance and generate value will be a central point for IoT going into 2017.

What areas will Cybercom focus on?
We use the best platforms and services covering the entire IoT solution life cycle. We always focus on improving the internal capabilities that support the different phases.

Although the Internet of Things embodies many areas, 10 main sectors are spearheading adoption. These are: Smart Cars, Connected Homes, Wearables, eHealth, Agriculture 2.0, Smart Factories, Smart Retail stores, Smart Buildings, Utilities and Smart Grids, Intelligent transportation systems and Smart Cities.

To win in one of these sectors, we have to understand its ecosystem – in detail. That means understanding user behaviors, perceived value, use cases, underlying technologies and market dynamics, some of the main focus areas for us in the following period.