Machine language

M2M is relevant to the channel

Machine-to-machine (M2M) communications conjures up images of robots talking to each other in dalek tones, waving their appendages and wobbling clumsily over the landscape. While appealing to those of us who love a bit of sci-fi, such images could not be further from the truth.

Stephen Dye, author of End-to-End M2M, a MobileIN.com report, explained M2M as the child of traditional telemetry technology ­ – used by organisations such as NASA, for its space programme – ­ for automated, remote data communications.

M2M comprises field devices, carrier networks and back-end server networks that are mixed and matched to allow devices to communicate with each other and home base. It has been around in various, often wireless, forms for some time. So what is in it for the channel?

According to a June report by IDC, the M2M ecosystem is building around hardware, telecommunications and services. Brian Troelsen, European services and telecommunications research manager, said the European market continues to show significant growth.

“Many M2M implementations are technology centric, built from the ground up to solve a single task,” said Troelsen. “These early adopters usually work with software and hardware providers and mobile operators to define and implement a unique M2M architecture, often requiring retrofitting the equipment to add sensors or data acquisition capabilities.”

IDC said simple, standardised solutions are needed for specific market niches, but the market is fragmented, with end users demanding different things. IDC research division Manufacturing Insights, has confirmed that M2M communication is a catalyst for something many organisations want ­ – business process innovation.
As Steven Dye reported: “An M2M customer has to do a lot of footwork, pulling together the many vendors required to provide the classical three-part device services solution. A wealth of opportunity awaits companies entering the market for M2M services.”

Macario Namie, senior product marketing director at US-based M2M provider Jasper Wireless, agrees. Cellular innovations, for instance, are increasingly sought to build efficiencies in a range of different industries.
Specialised knowledge is required, but the opportunities are real. Jasper Wireless works with system integrators and
value-added distributors such as Avnet and engineering firms such as Rubitech. Packaging and cargo companies like FedEx are more receptive to new M2M solutions.

Namie noted that utility metering uses M2M, as does GPS navigation, and Wi-Fi surveillance – ­ an area where opportunities in the UK and Europe are multiplying. Konica Minolta uses M2M to monitor its printers worldwide for toner use, and “knows” when to order more for customers.
Software and services – ­ often tailored to a unique application – ­ are wrapped around the foundation M2M and telecommunications hardware.

“It is about devices communicating from remote locations back to a single server. It is nothing new, but the applications are evolving as a result of connectivity,” said Namie.

He said one of the main opportunities is helping companies build the software, and that is being seen more often in the M2M space because it is a new category for which expertise has to be developed.
“Resellers are partnering the companies that actually build the solution,” said Namie. “And the other category is managed service providers, who look after them once the systems integrator has handed it over.”
What is more, M2M, according to Namie, is at the stage Microsoft and Intel were at just before the WinTel platform became standard.

While there is nothing that knits together hardware and software for M2M the way WinTel did for client PCs, it will happen and drive adoption when it does.
Rival vendor Sierra Wireless is big on the 3G M2M space with partners such as its value-added distributor Alpha Micro Components. Mobile and M2M group vice president Justin Schmid said that where cellular modules and gateways are concerned, 3G is about to take off.

People think 3G modules are all about laptops, but they are far more versatile than that. “It is about connecting machines and devices – ­ such as for track-and-trace and accessing information over wireless networks,” he said. “I would include applications for things like digital signage.”
Schmid said 3G M2M sales are gaining greater traction in the UK, and that has become more apparent in the last few months. “A year ago, it was dominated by 2G, but today things are 50:50,” he said.

The very complexity of the M2M market, Schmid agrees, is opening a wedge for channel sales to help make specialised systems easy to use and applicable for a broad variety of industries.
Duncan Ellison, sales and marketing director at Sarian, comes at M2M from a different angle, pointing out that growth in new mobile technologies such as high speed packet access (HSPA), coupled with low M2M interest from network operators, offers definite channel opportunities.

Only small amounts of data could initially be transferred, so HSPA opens up M2M for content streaming and even broadband back-up, as well as the things more commonly associated with M2M, such as remote surveillance, said Ellison.
“Resellers can offer a complete M2M package – ­ including mobile router, SIM, specific software or hardware and management,” he added.

Peggy Yoshino, director of global product marketing at Lantronix, said it offers serial-to-Ethernet, wireless and wired connectivity, and embedded and external offerings to various markets. Lantronix works with partners including Alpha Micro and Sphinx.
Lantronix offers DeviceLinx, SecureLinx and new remote-access ManageLinx products, with DeviceLinx representing 75 per cent of Lantronix’ revenue.

“We continue to see acceptance of our Xport and MatchPort products, with external box sales still accounting for a strong percentage,” said Yoshino.
“We have seen double-digit growth figures throughout Europe [including the UK,” she added.