Relayr’s Michal Kraus believes Industrial IoT will become more evident in the near future

Relayr’s Michal Kraus believes Industrial IoT
Michal Kraus, Global Marketing Director, Relayr introduces us to their work culture and explains how Relayr is enabling industrial companies to stay relevant in today’s world. Read on to know more about their EaaS (Equipment-as-a-Service) model and the future of industrial IoT in this in-depth interview.

Marketing is made for human beings by human beings – even if it seems to be about businesses at first glance.

MEDIA 7: In 2017, relayr was crowned the hottest IoT startup, and the company hasn't looked back since. What do you believe is your driving force behind your proven track records and achievements?
MICHAL KRAUS:
I see two main factors that have led to our success. The first one is our people. At relayr, we have almost 300 highly talented individuals from different backgrounds (corporate world, start-ups) who add value to our company culture. Our people are our "how" - how we are doing things is always highly influenced by our teams.

Our second major factor - our "why" we do what we do - is mentioned in our purpose statement: We are enabling industrial companies to stay relevant. This mission is our drive - whatever we do, we do it for our customers and their advancement, recognizing where they are at, understanding their individual needs, and identifying their potential. That is why we call them partners. Relayr uses a collaborative partner approach to help onboard and guide companies through the challenges of their business transformation journey. The fact that we are combining our thorough comprehension of the apt usage of technology and data with the ongoing development of innovative business models certainly adds big time to the value we have for our partners.

M7: What product marketing-related challenges do you meet every day at Relayr? How do technology and collaboration tools encourage you to defeat these?
MK:
One of the key challenges of modern marketing is to target the right audience at the right time. We are operating in a relatively small market - the quality of our marketing, contacts and touchpoints is much more important than its quantity.

Normally, face-to-face contact and personal interaction play a relevant role, especially in B2B marketing. Of course, it is a bigger challenge when personal contacts are limited, and events and trade shows are untenable. But reinvention is one of relayr’s strengths, and there is definitely no shortcoming of creativity in using digital means within our team.

Essentially, we are not positioning ourselves as a company that is trying to sell anything. Rather, we are onboarding and supporting our customers on a journey to higher and much more wholesome, sustainable business outcomes. For that, we use a great variety of tools and skillsets - starting from a consultative approach through collaborative workshops to revenue sharing models.


We have been witnessing a clear trend in recent years: marketing strategies have generally moved towards a clear online focus.



M7: There's a lot of buzz around EaaS (Equipment-as-a-Service) model. Could you please tell us a little bit about that?
MK:
Serving as the foundation of the modern subscription economy, the recurring revenue model has become an appealing solution for companies across industries. In simple terms, Equipment-as-a-Service (EaaS) is like Netflix for manufacturing or industrial car-sharing.

EaaS describes a model in which production systems, machines, or equipment are not purchased but are provided by a third-party company for a certain period of time and in exchange for a type of leasing fee. The industrial EaaS model has one decisive advantage compared to the traditional purchase of machines: There are no upfront investments in equipment needed!
By moving away from the limitations of capital expenditures (CAPEX), businesses can benefit from the flexibility of the operating expenses model (OPEX). This leads to stable and predictable financial reports combined with greater cost transparency. With upfront investments being dispensable, the risk of failed investment ceases completely.

Additionally, production companies stay flexible to alter certain aspects within their production chain or products. This is and will be a major benefit, also with regard to growing unpredictabilities in the market, supply chains and demand or other economic, political or societal changes. Normally, such changes would have forced companies to exchange their equipment; with EaaS, they can rely on machine manufacturers to provide exactly the up-to-date machinery they need. I firmly believe that the 'as-a-service' model is the future of industries.


By moving away from the limitations of capital expenditures, businesses can benefit from the flexibility of the operating expenses model. 



M7: With your vast experience in developing and implementing marketing strategies - what is the paradigm shift you see in marketing practices today?
MK:
We have been witnessing a clear trend in recent years: marketing strategies have generally moved towards a clear online focus. Besides its advantages, this change in focus also creates certain challenges. For example, how do you build strong relationships in a virtual-first environment?

The second shift that I am observing and supporting with pleasure is that more and more marketing teams finally realize that B2B marketing doesn't need to be boring. Attractive design, branding, storytelling, and content are rightfully being recognized as the undeniable asset that they are. In the end, marketing is made for human beings by human beings – even if it seems to be about businesses at first glance.

M7: Last but not the least, few years down the line, how do you see industrial IoT changing the world around us?
MK:
The Industrial Internet of Things (IIoT) is already changing the way we live thanks to the power of sensors and collected data. Soon this will become even more evident within our homes, the health industry, the transportation industry, etc. Beyond its freshness and current newsworthiness, the IIoT is here to stay.
There are many reasons for this development, but a few things stand out. First of all, the IIoT enables industrial businesses to gather and analyse large amounts of data from and about their equipment's performance. It has already taken predictive maintenance to a new level and allows for an optimization that has never been possible before. Its advancements lead to more efficiency, flexibility, and predictability.

The minimization of risks and maximization of efficiency allows companies to expand or even reinvent their business models altogether. Thus, they become less dependent on suppliers’ performances or market movements in different sectors. Being the source that enables all these possibilities, deciding for IIoT today will be crucial in making companies viable and sustainable for the future.

For me, it is hard to imagine any lasting innovation today, especially when looking at business models for the industry, that doesn’t rely on IIoT. In a way, IIoT will be and is already changing how we define and think about manufacturing.

ABOUT RELAYR

Relayr is the Industrial Internet of Things (IIoT) powerhouse delivering the most complete solution for risk-free digital transformations.
We unleash data insights from existing equipment, machines and production lines to improve our customers’ business outcomes. We enable industrial companies to shift from CAPEX- to OPEX-based offerings to their respective markets, providing an unique combination of first class IIoT technology and its delivery with powerful financial and insurance offerings — all from a single source trusted by hundreds of companies worldwide.
With relayr, manufacturers, operators, and service companies for industrial equipment are empowered to implement fully interoperable IIoT solutions guaranteed to achieve their target business outcomes.

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ATEL® Unveils the WB550 Apex by ATEL™: The Ultimate 5G Indoor Router with Unmatched Connectivity, Security, and Value

PR Newswire | October 25, 2023

ATEL®, a leader in telecommunications technology, is excited to announce the launch of its latest innovation, the WB550 Apex by ATEL™ 5G Indoor Router. Designed to meet the most demanding Internet connectivity needs, the WB550 Apex by ATEL™ offers unparalleled data speeds, robust security features, and the power to connect up to 32 users. As more of our lives shift to the cloud, having a real-time connection to the Internet is no longer an option, explains Terence "TC" Caston VP of Product Marketing: "Our businesses and homes rely on low-latency applications that perform best with networks that have the power to support them. ATEL® has ensured the network's edge devices have the power to deliver!" The WB-550 FWA (Fixed Wireless Access) device gives your business or home the reliability and power to connect to the things that move you. Key highlights of the WB-550 include: Support for NSA or SA 5G networks C-Band 5G and LTE Cat-19 fallback for lightning-fast speeds in areas without 5G Connections for up to 32 devices on its powerful Wi-Fi 6 network For managing your deployment of devices, ATEL® has also included its premiere device remote management solution called ATRACS™. Our remote management portal has been designed to bring the best-of-breed features to every ATEL® device we launch with two years of free service! About ATEL Asiatelco Technologies Co. (ATEL®) was established in 2003. Since its inception, ATEL® has been growing steadily with its sales covering more than 50 countries. ATEL's business model is JDM/ODM for serving wireless operators and branded customers. With 20 years of accumulated experience, ATEL® has built a strong, effective, and efficient team in R&D and manufacturing. Customers can always rely on the ATEL® team's performance. Quality, flexibility, on-time delivery and lower cost, are just some of the key factors of success at ATEL® and the key to customer satisfaction. ATEL-USA was established in 2017, with its headquarters in Newport Beach, California. We have invested in the industry's top talent for hardware, software, marketing, quality, and operations. This has allowed us to continue the transition from a 3rd Party ODM to a full-service OEM supplier of quality wireless products. Our products include FWA (Fixed Wireless Access), POTs replacement devices, mobile broadband routers, hot spots, home phone connect, OBD, CPE, IoT, safety devices, and smart devices for the US market. A strong, effective, and efficient R&D team, along with the manufacturing team, has positioned ATEL-USA to enter into the OEM space.

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Quectel Expands Its IoT Antenna Portfolio With Six New 4G and 5G Antennas

Business Wire | October 26, 2023

Quectel, a global IoT solutions provider, has unveiled six new antennas designed to provide robust connectivity performance for IoT devices. The new antennas cover a wide range of use cases from 5G to non-terrestrial networks (NTNs) bringing new capabilities to customers. We’re delighted to further augment our comprehensive range of antennas with the addition of these new antennas and evaluation boards, said Norbert Muhrer, President and CSO, Quectel Wireless Solutions. “Internet of Things applications increasingly demand high-performance antennas that meet their specific needs whether that’s for competitive cost, access to specific network technologies in particular frequency bands or for robust, safe characteristics such as IP ratings and RoHS and REACH compliance. The expanded Quectel antenna range is sure to meet the needs of your device and deployment and is backed by our design support and deployment experience, alongside, of course, our widely deployed and comprehensive range of modules.” The Quectel YC0001CA is a 4G surface-mount design (SMD) antenna that is optimized for LTE, LTE-M and Narrow Band-IoT (NB-IoT) networks. This low-profile antenna, which measures just 35.0 x 8.5 x 3.0mm, operates in the 700-960MHz and 1710-2700MHz and is both RoHS and REACH compliant for use in sensitive environments. In addition, the antenna can be supplied on tape and reel for high-volume applications and is compatible with all of Quectel’s 4G, 3G, 2G and LPWA IoT modules. The Quectel YC0018CA is a 5G SMD antenna that covers 5G New Radio (NR) Sub-6GHz frequency bands. Depending on the ground plane, the antenna is designed to be mounted directly to the printed circuit board (PCB) using a conventional PCB reflow process. Measuring 40.0 x 7.0 x 3.0mm, the antenna operates between -40 °C to +85 °C and weighs 15g. The antenna can be tuned specifically for the final device environment with a simple, PI matching circuit and, when used with other 5G antennas, it can achieve multiple input, multiple output (MIMO) performance. Also available on tape and reel, the antenna can also be supplied with the YC0018CAEVB evaluation board. The Quectel YECN028AA is a 5G or NTN external antenna that supports the 410-470MHz, 617-960MHz and 1425-6000MHz frequency bands. With dimensions of 225 x 54.5 x 13.0mm, the antenna is IP66, RoHS and REACH compliant so it has wide applicability to use cases in sensitive environments. Featuring high efficiency and gain, the antenna offers omni-directional high-speed data transmission and can be used in a wide range of wireless devices such as access points, outdoor equipment, real-time monitoring devices and many others. The Quectel YEMX223J1A is a 5G x 2 combo antenna that is IP67, RoHS and REACH compliant. Measuring 186.0 x 176.0 x 100.5mm, the combo antenna supports the 410-470MHz, 617-960MHz, 1420-1520MHz, 1710-2690MHz, 3300-3800MHz and 4000-6000MHz frequency bands. The ultra-wideband antenna box is also backward compatible supporting 2G and 3G networks as well as Cat-M and NB-IoT. Designed for ease of integration with connection via two cable lengths from 450-5000mm, the pole, wall suction mount omni-directional antenna offers ease of installation and durability thanks to its IP67 and IP69K compliant enclosure. Quectel offers flexible installation option with custom cable length and connector options The Quectel YEMX425J1A is a 5G x 4 combo antenna that measures 186.0 x 176.0 x 150mm. The combo antenna supports the 410-470MHz, 617-2690 MHZ and 3300-6000MHz frequency bands and both RoHS and REACH compliant. Offering backward compatibility with 2G, 3G, Cat-M and NB-IoT, the antenna is, in common with the YEMX223J1A, compatible with Quectel’s RM520x Series of IoT modules. In addition, durability is assured thanks to the combo antenna’s IP67 and IP69K ASA enclosure. Rounding out the latest wave of Quectel antenna introductions, the Quectel YSIS001AA, metal spring antenna operates in the 412-427MHz band, the 433-435 MHz band and the 450-470MHz band which is compatible with LTE B31 plus EU433 applications. Measuring 29.0 x 7.0 x 7.90mm, the RoHS and REACH compliant antenna is mounted to the host device PCB using the conventional SMD reflow process, offering high efficiency. In common with all Quectel antennas, these new additions to the range also gain Quectel’s comprehensive antenna design support including simulation, testing and manufacturing for custom antenna solutions to meet customers’ specific application needs. About Quectel Quectel’s passion for a smarter world drives us to accelerate IoT innovation. A highly customer-centric organization, we are a global IoT solutions provider backed by outstanding support and services. Our growing global team of 5,900 professionals sets the pace for innovation in cellular, GNSS, Wi-Fi and Bluetooth modules as well as antennas and services. With regional offices and support across the globe, our international leadership is devoted to advancing IoT and helping build a smarter world.

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Relayr is the Industrial Internet of Things (IIoT) powerhouse delivering the most complete solution for risk-free digital transformations. We unleash data insights from existing equipment, machines and production lines to improve our customers’ business outcomes. We enable industrial companies to sh...

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