Senior Research Analyst
Program Manager, Telecommunications and IoT, IDC Middle East and Africa
e& enterpriseFeatured Vendor
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This IDC study represents a vendor assessment of the 2022 Gulf Cooperative Council (GCC) business and industrial Internet of Things (IoT) consulting and systems integration (B&IIoT C&SI) services market using the IDC MarketScape model. This research presents a quantitative and qualitative assessment of the characteristics that explain a vendor’s success in the marketplace and can help anticipate the vendor’s ascendancy.
This IDC MarketScape covers a variety of vendors participating in the B&IIoT C&SI services market across the GCC region. This evaluation is based on a comprehensive framework and a set of parameters expected to be most conducive to success in providing IoT C&SI services in both the short and long term. A significant component of this evaluation is the inclusion of services buyers’ perceptions of the key characteristics and capabilities of these providers. Key findings are discussed below.
Business and industrial IoT consulting and systems integration services providers have been investing in capabilities to provide increased value to their customers. Clients are experiencing the following transformation benefits:
IoT C&SI services providers have developed domain-specific expertise and value discovery frameworks that enable them to build strategic IoT road maps for enterprises based on their maturity. Some vendors, specifically telecom operators, have built off-the-shelf IoT solutions and have shown interest in continuing to make such investments in the future. Once these solutions are integrated, clients see business results and returns on their investments more rapidly. Telecom operators, including some well-established consulting and systems integrators, are exploring capex-to-opex models in addition to time and material (T&M) models, subscription-based models, and outcome-based payment models to reduce the barriers to entry for their customers.
IoT C&SI services providers have partnered with global technology vendors, IoT platform providers, and OEMs to leverage their intellectual property (IP) or to co-create new IP. Co-innovation and co-creation activities are currently being undertaken by select IoT C&SI vendors with third-party innovation labs, academic institutes, and potential customers across the GCC region. Other technology services provided in conjunction with IoT include cloud, 5G, edge, analytics, augmented reality (AR) and virtual reality (VR), intelligent operations/robotics, artificial intelligence (AI) and machine learning (ML), cybersecurity, and potentially even metaverse.
IDC recommends that buyers of B&IIoT C&SI services take the following steps when evaluating vendors:
e& enterprise is positioned in the “Leaders” category of this GCC IDC MarketScape for business and industrial IoT consulting and systems integration services vendor analysis, 2022. e& enterprise (formerly known as Etisalat Digital) is the business pillar of e& (formerly known as Etisalat Group) in the Middle East and Africa (MEA) region.
In terms of its capabilities, the company is on par with some of the global consulting and systems integration services providers with a presence in the region.
e& enterprise’s approach is to deliver IoT consulting and systems integration services and solutions to enterprises and government customers by bringing 5G connectivity and IoT/AI capabilities to offer end-to-end solutions. While e& enterprise pursues project-based IoT services opportunities, it is equally focused on launching off-the-shelf IoT solutions using as-a-service models. The company’s IoT solutions include connected assets, surveillance, smart and sustainable cities, retail and payments, smart and safe home, Industry 4.0, and digital health solutions with a variety of pricing models.
e& enterprise has created the necessary tools to automate some of its delivery processes, along with methodologies and frameworks to deliver end-to-end IoT projects. It is implementing a plan to significantly increase its capabilities around data analytics and AI, and to improve its user interface development and delivery capabilities. Additionally, the company plans to venture into new markets through both organic and inorganic means to deepen its capabilities and increase its footprint across the wider MEA region. The company has an IoT partner program to bring new partners into its ecosystem to co-create IoT solutions and explore joint sales opportunities. e& enterprise has opened innovation centers and co-creation labs in Dubai and Abu Dhabi to showcase its digital services delivery capabilities and co-create IoT solutions with its customers.
The company is differentiating itself by offering a variety of pricing models, including opex models and joint-investment models with customers, to increase its chances of winning contracts for large-scale implementation projects in the GCC region. Buyers cited several areas of strength for e& enterprise, including its headcount, sales and delivery staff, and co-creation labs within the GCC region. The company is also rated highly in terms of its ability to support clients in securing additional budget from their management through value demonstration and in terms of converting existing customers to repeat clients. A number of end users plan to increase their IoT services spending with the company.
IDC believes e& enterprise’s partnership strategy should be reviewed and expanded by extending the company’s partnership program to pursue more joint sales opportunities. Overall, this would increase its IoT sales potential. Additionally, e& enterprise should enhance its delivery tools, frameworks, and methodologies to achieve high levels of delivery automation. The company should also intensify its market communication and engagement activities by providing industry-specific IoT insights.
This research includes analysis of 11 key IoT C&SI services providers that have a presence in the GCC market. IDC has designed the assessment to evaluate the characteristics of each firm, instead of only its size or the breadth of its services. The inclusion criteria dictate that the vendor should have at least one office and delivery capabilities in one of the three sub-regions within the GCC region, namely the UAE, Saudi Arabia, or “Other GCC” (which includes Oman, Qatar, Kuwait, and Bahrain). An included vendor should have reported a minimum of $2 million in revenue from these services within the region. Additionally, it is conceivable — and, in fact, the case — that specialty firms can compete with multidisciplinary firms on an equal footing. As such, this evaluation should not be considered a “final judgment” on the services providers for an IoT services project. Each enterprise should take into consideration its own objectives and requirements to determine which firms should be considered as potential candidates for an engagement.
IDC MarketScape criteria selection, weightings, and vendor scores represent well-researched IDC judgment about the market and specific vendors. IDC analysts tailor the range of standard characteristics by which vendors are measured through structured discussions, surveys, and interviews with market leaders, participants, and end users. Market weightings are based on user interviews, buyer surveys, and the input of IDC experts in each market. IDC analysts base individual vendor scores, and ultimately vendor positions on the IDC MarketScape, on detailed surveys and interviews with the vendors, publicly available information, and end-user experiences to provide an accurate and consistent assessment of each vendor’s characteristics, behavior, and capability.
The Internet of Things (IoT) is a network of sensors (or devices) that constantly monitor the state of the machine, systems, or infrastructure they connect with. These devices monitor and collect data related to various attributes of the machine and enable businesses to get better insight into their manufacturing operations, personal health, or the environment they live/operate in. This IDC MarketScape focuses on IoT services provided in a B2B or business-to-business-to-consumer (B2B2C) context only.
IoT categories include the following:
Examples of IoT strategy and consulting services offerings include:
Examples of IoT systems integration services offerings include: