Interview
control systems and asset tracking. We’re building the customers, ecosystem, partners and solutions using our technology and of course we are very pleased to have Fujitsu as part of that ecosystem.” The key to Wirepas Mesh is providing
reliable, high performance wireless communication in radio conditions that are not always favourable to achieving that. To do this a unique combination of technical features is implemented in Wirepas Mesh that come together to support unprecedented scale and density of installation of radios with extreme performance whilst running on readily available radio chipsets. According to Kinder, Wirepas sees a lot of opportunity in various markets because the data people can get is key to businesses. He says: “Fundamentally, IoT is no more and no less that getting more data to make better and faster decisions based on what’s actually happening in the business rather than assuming. We are seeing a lot of opportunities in indoor location technologies to find out where things are, environmental sensing, analytics from smart buildings, smart energy applications like metering and also use cases in renewables and solar power. “We have tried to anticipate the connectivity needs of the Industrial IoT market with Wirepas Mesh and it’s gratifying to see the industry recognizing what we have done to connect all of these things together at a high scale and affordably. That’s what we bring to the IoT – very reliable, efficient and scalable wireless plumbing for varying solutions. Our partners such as Fujitsu combine that with
hardware and an understanding of the business problems so they can put together systems that provide a business additional data-driven insights on how that business is operating, how efficient it is, what’s happening on the shop floor, etc and basically enable them to do things faster, cheaper or more profitably. And that’s really what the IoT is all about to me.” Partnering with Fujitsu Components has benefitted both companies to provide complete solutions in the industry. “Fujitsu Components isn’t just about the hardware,” comments Kinder. “It’s about offering solutions and the co- creation of those solutions in the IoT space. We are one ingredient that Fujitsu can use to build those solutions. It started with a very simple thing, which was Fujitsu’s really great hardware, and it’s blossomed into how can we build solutions together that addresses either the need within the broader Fujitsu group or towards the customers.” Both companies have a partner ecosystem where many companies work together to bring different building blocks to build the overall solution. Wirepas runs
a partner event every year to get companies interacting with each other to make business deals that will create solutions for the market. Kinder says: “This year we had 150 people or so at our partnering event and at the end of the keynotes, it was really nice to see everyone huddled round tables doing business. That’s how we really want the ecosystem to work and how Fujitsu fits into that because they can contribute their know-how to the eco-system, but also take building blocks from it that they might need to create solutions.” Fujitsu has the benefit of having in- house manufacturing capabilities, allowing them to develop any customised hardware to be manufactured in Fujitsu’s factories. “We act like a development house, but also like a CEM because we offer the manufacturing services,” Van Doorn comments. “It gives us the possibility to work closely with customers to build their own specialised product. A combination of our partners’ software on our hardware and the benefits that brings to the overall solution makes us pretty unique. I don’t think there are many other
historical hardware manufacturers who are already at this level of corporation and solution offering.” Kinder adds that Wirepas rely on partners to help them deliver their software into the market. He says: “No one company has the answer in IoT and you need the right ingredients to put the system or solution together and that’s one of the strengths of Fujitsu to do that. On our own, we’re 50+ people and the Fujitsu global organisation gives us an ability to scale our go to market tremendously because it’s such a huge company.” Officially, the partnership started in July this year but Fujitsu and Wirepas have been working together long before. Van Doorn comments: “We have been working with Wirepas for the last two years to realise the IoT Connectivity Solutions. With Wirepas and other partners we supply a full range of solutions on various fronts. I am proud that we as a team are one of the base layers for this partnership and we look forward to offering customers just the solution that they require to have a quick and reliable time to market.” Kinder concludes: “A lot of thought and energy has gone into building this massive IoT connectivity solution that is Wirepas Mesh. It has unique design principles and ways of working that really put us in a different place to other companies. And that’s why it’s so great to have partners such as Fujitsu to help us on this journey.”
www.fujitsu.com/jp/group/fcl/en/
www.wirepas.com
www.cieonline.co.uk
Components in Electronics
October 2018 13
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