You've Got to Know the Territory

By Carl Ford November 07, 2012

I had the chance to speak with Brian DeMuy, manager of product and services for M2M at Telus. Brian was quick to point out that much of M2M is homogenous and that carriers, consumers and customers have very similar characteristics and capabilities. Gaming and e-Readers are growing marketplaces everywhere for the consumer side of M2M.

Telus, like other carriers have been working with industry leaders to deliver solutions. For telemedicine they have been working with StarGate Communications to support a patient care solution that enables clinics to manage health records. For video capture they have been working with DeJero to enable TV stations to capture video everywhere and to transmit it back to the corporate locations for broadcasting. 

However, the M2M story for Telus does not stop in the general markets. Telus is a big believer in supporting its existing footprint first. While they have negotiated with other service providers to support International requirements, the reality is that a great deal of business for the M2M fleet management solution is in the north/south and managing the Canada U.S. supply chain.

Another place where the territory has vertical opportunities is with oil and gas. There the M2M requirements come from the fields of Alberta and British Columbia. The customer base has requirements for managing and monitoring that are unique to similar climates.

As Brian indicated the relationship with Telus and other carriers is about matching customer expectations and managing multiple partners. One place where this is highlighted is with Moivision, which is a traffic monitoring solution that collects and gathers traffic pattern information from intersections.  

The requirements for M2M are not easily aggregated and the ability to deliver to match the solutions is the key to success for M2M to take off. Telus knows the territory its serves and for M2M it’s meeting the needs of its customers.

Edited by Stefanie Mosca

Partner, Crossfire Media

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