Ehtio Telecom

IoT.nxt® Go-To-Market
Country Program
Harnessing a white-
labelled Country &
Region-specific instance
 Introduction

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 Company Overview

METRICS

330 + Employees

5 Years in the Market

More than
3 Million
Enterprise end points under management

More than
7 Billion
Transactions per month

Operating in 13+ verticals

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 MachNation is exclusively dedicated to
testing and benchmarking Internet of
Things (IoT) platforms, middleware and
services.
https://www.machnation.com/about-machnation/
NOTABLE VENDOR
“The IoT.nxt offering spans the
range of required IIoT platform
components for industrial
Usability
enterprises.”*
*Gartner Magic Quadrant for Industrial IOT Platforms 2019
IoT.nxt®
Best-in-Class
IoT Platform
in 4
Favourable Mention categories:

2020: Monitoring

Representative Vendors of
Video Analytics Systems

Data
Management
Edge
 Sectors

MINING UTILITIES

TELECOMS AGRICULTURE

SMART BUILDING AUTOMOTIVE

RETAIL HEALTHCARE

OIL & GAS SECURITY

PORTS MANUFACTURING

LOGISTICS HOSPITALITY

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 Market Activation

UK
Netherlands
US
Italy
Turkey

Egypt

Tanzania
Ghana
Nigeria Kenya

DRC Mozambique

South Africa New Zealand

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 Use Cases

Classified as Confidential
 Potential Use Cases
A summary of potential use cases that can be explored

Internal Infrastructure
• Intelligent cell site eGovernment
Agriculture monitoring
• Smart Cities
• Weather Patterns • Smart Generators
• Utilities Management (Energy and
• Smart Farming • Smart Facilities
Water metering)
• Animal Tracking • Service Delivery Enhancement
• Smoke/Fire Detection and response (Queue Management)
• Key Infrastructure Monitoring (Dams)

Smart Buildings
• Monitoring Buildings and
Transport and Fleet Dedicated IoT Platform Infrastructure
• In-house IoT capability • Environmental Monitoring
Management • Building Management (HVAC)
• Vehicle Tracking
• Secure platform
• Speed to execution • People Occupancy
• Logistics • Equipment Monitoring and
• Incidence Response • Connect legacy systems
Preventative Maintenance
• Vehicle Maintenance • Advanced analytics including
• Utilities (Electricity, Water,
• Ports AI & ML Generators, Solar, UPS)
• Data Centre Monitoring

Healthcare Security Other Sectors: Mining and Tourism

• Smart Healthcare Facilities • Access Control • Smart Mining
• Improved Service delivery • Cameras/CCTV • Smart Tourism
• Queue Management • Energizers • Animal Migration
Systems • Alarm Systems • Smart Accommodation
• Improved Incidence • Smart Locks
Response • Smart Gates
• Parking Booms
8 • Computer Vision
 Example Propositions
We understand that the GTM offerings that will be developed as a co-creation process, as your Ehtio Telecom local market is
unique. It is important that the GTM offerings are therefore tailored for the Ehtio Telecom customers and longer-term strategy
within the organisation.
We will engage with your market research teams, your EBU and IoT specialists and establish the validity and feasibility of an
initial set of propositions. These propositions will form the basis of the launch window.
Over time new propositions will emerge, as the market evolves and matures. As such we recommend attaching productization
experts from both IoT.nxt® and Ehtio Telecom to this partnership.
IoT.nxt® has had real success with key propositions launched with other Telcos, and these are provided as an example below:

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 Example Propositions

The propositions that we will look to co-develop for Ehtio Telecom will be fully-inclusive, end-to-end propositions and will be
based on capabilities of the Ehtio Telecom line-of-business sales team, the technology stack of IoT.nxt®, the professional services
and Subject matter experts of IoT.nxt® & the market response.

It is therefore important to note that these propositions may be a smaller initial set, and this will grow and adapt as the
partnership evolves.

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IoT.nxt® Smart Agriculture Solution Potential Product Launches

Enable monitoring of key parameters (soil quality, moisture content etc.),

Centralized Monitoring using our Commander Platform for the visualisation of all collected
information.

Track and analyse the performance parameters of dams, water tanks and
Real Time Tracking wells/boreholes using a single reporting system as well as the GPS
coordinates of the movable systems.

Monitoring water/fuel levels and understand normal consumption rates,

Fuel/Water automatically issuing alerts if water/fuel levels fall below minimum
Monitoring thresholds or consumption anomalies are detected (leaks, etc.).

Remotely access vital information and issue or schedule corrective action

Remote Management
from anywhere, anytime based on changes in the environment.

Multi-year storage of data to provide a digital audit trail, as well as

Real Time alerts & Reporting
reporting on information collected from the devices.

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IoT.nxt® Vehicle Tracking Solution Potential Product Launches

Enable monitoring of all vehicles and their telemetry, using our

Centralized Monitoring
Commander Platform for the visualisation of all collected information.

Track and analyse the performance parameters of vehicles and drivers

Real Time Tracking
using a single reporting system.

Monitoring fuel levels and understand normal consumption rates,

Fuel Monitoring
automatically issuing alerts if fuel levels fall below minimum requirements
or consumption anomalies are detected.

Remotely access vital information and issue or schedule corrective action

Remote Management from anywhere, anytime. Also allow route optimisation to ensure
operational and driver efficiency.

Multi-year storage of information to provide a digital audit trail, as well as

Real Time alerts & Reporting
reporting on information collected.

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IoT.nxt® Smart Generator Monitoring Potential Product Launches

Enable monitoring of single or multi-location ecosystems and their

Centralized Monitoring generators, using our Commander Platform for the visualisation of all
collected information.

Track and analyse the movement and performance parameters of

Real Time Tracking
individual generators using a single reporting system.

Monitoring fuel levels and understand normal consumption rates,

Fuel Monitoring automatically issuing alerts if fuel levels fall below minimum requirements
or consumption anomalies are detected.

Remotely access vital information and issue or schedule corrective action

Remote Management from anywhere, anytime. Also allow for the generators to be actuated
remotely for testing purposes.

Up to one year's storage of information to provide a digital audit trail, as

Real Time alerts & Reporting
well as reporting on information collected.

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IoT.nxt® Mechanized Mining Solution Initial Product Launches

Enable real-time monitoring of XLP, ULP and LP vehicles using our

Centralized Monitoring
Commander Platform for the visualisation of all collected information.

Track and analyse the performance parameters of production machinery

Real Time Tracking
and safety systems using a single reporting system.

Decrease labor wastage by implementing automated

Shift Management reporting and reduce skewing of production figures due to cutting
out ability of employee bias.

Integrate asset data into short interval control (SIC) system to ensure that
Planning and short-term production plan is updated with real-time metrics.
Maintenance

Through workflow logic and automated rules , monitor defined

Real Time alerts & Reporting
parameters and alert maintenance, the control room, the shift boss
and management when these parameters are out of threshold via
SMS/Email/Commander dashboard alarms. The assets data was integrated
into short interval control (SIC) system that ensured that short-
term production plan was updated with real-time metrics.

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 Cell Sites

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 Building a new network, what are the challenges we can solve for?

“How can we … “ … reduce energy costs & meet CO2 targets?

… expand asset inventory and reduce maintenance

costs?

… monitor passive infrastructure in the NOC?

… improve power availability?

… improve site security and access?

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 IoT.nxt® Intelligent Cell Site Solution
Battery Life Cycle Management
Aircon Threshold Management
• Battery discharge cycle monitoring
• Reduced the Aircon run time • Battery lifetime monitoring
• Energy saving in the rage of 10% to 20%
• Total battery energy availability
• Optimal use of free cooling • Regular battery testing
• Complete visibility of the entire cooling
• Temperature and voltage monitoring
and heating behaviour

Alarm processing with Root Cause analysis

Site Visibility
• Real time monitoring and remote visibility
• Remote control of base station set point
temperature
• Immediate alarming of any device or
endpoint limit violation
• Intrusion event reporting
• False alarms are virtually illuminated
• Use of Categories enhances understanding
• Alarms can be filtered by device type and
category
• Time needed to understand alarms reduced
with display of category icons

Planned and Predictive Maintenance

Aircon Health Monitoring
• Early detection of aircon gas
leakage
• Early detection of dirty or blocked
filters or fan failure
• Prevention of equipment damage
due to overheating
• Avoid Aircon and Free Cooling
running at the same time
• Reduction in Truck rolls
• Hourly monitoring rather than weekly or
monthly
• Immediate detection of device or sensor failure
• Provides monthly asset performance details
• Provides immediate ROI in terms of the SLA
response
• Provides definitive input to warranty claims

Asset Security
Mobile & Static Generator Management
• Potential thieves are detected
• Fuel consumption
• Police are notified in the event of a
• Remote testing
perimeter violation
• Fuel levels
• Cameras are used to enable both
• Fuel theft or fuel leaks.
the police and the NOC staff to
• Start-up capability
validate all visits to the base station.
• Location
 Approach

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Classified as Confidential
 Introduction
IoT.nxt® proposes to provide Ehtio Telecom with a dedicated
team to localise and commercialise the IoT.nxt® technology
stack.

This enablement program will not only allow Ehtio Telecom to

rapidly deploy live projects to its clients but also enable Ehtio
Telecom to launch low touch-proof of concept and proof of
value projects in the IoT space.
The entire technology stack will be private-labelled for Ehtio
Telecom, rendering a full-stack, in-house IoT capability allowing
you to adopt an aggressive and agile approach to IoT project
implementation with minimal time-to-market.
IoT.nxt® will also provide Ehtio Telecom with sales and technical
enablement and branded marketing material in line with Ehtio
Telecom branding guidelines.
Furthermore, IoT.nxt® will provide dedicated resources to
manage the instance and customise solutions for Ehtio
Telecom to offer into many different industries. These solutions
will be localised using existing IoT.nxt® technologies and This short Summary Document Outlines some of the key principles
modules. Some resources will start working immediately, and that form part of the GTM programme, and we look forward to
tailoring this for your purposes. Key to the success of this proposed
some other resources will activate once the first deals are
partnership is leveraging each organisational strength and
signed. maximising the sales potential within your market.
IoT.nxt® is constantly working on more end-to-end products
and offerings and to package use cases to go to market. These
products and offerings IoT.nxt® are developing will also be
made available to Ehtio Telecom.
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Classified as Confidential
 IoT.nxt Commitment & Investment
Organizational Transformation IoT.nxt will invest in this partnership, to create a
• Provide and Refine GTM Framework localised program driving success in-country
• Define Organizational Strategy Not only a technology program, it’s a high-touch
• Adapt Operational Processes partnership with joint go-to-market
• Tailor Technical & Development Capabilities
Commitment
• Dedicated executive team and sponsorship
• Language support – will develop and invest (as
per roadmap in future)
Localized Products
• Develop localized products for Ethiopian
market
• Those products will be launched to other
OpCo’s and Ethiopia will earn royalties on sales

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Classified as Confidential
 Programme Outline

IoT.nxt embedded in DNA of Ehtio Telecom Business

Figure 1: IoT.nxt® rapidly embedded in the DNA of Ehtio Telecom Business (provided timeframes are
indicative)
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Classified as Confidential
 Programme Components
A summary of the primary components provided as part of this programme:
DATA CENTER
SERVER KIT (Optional)
Dell Hardware Server Stack
to be installed in your Data
Centre. The IoT.nxt® stack
includes VMWare,
OpenShift and Kubernetes.
This server kit provides the
infrastructure necessary to
run a dedicated instance of
the IoT.nxt® CommanderTM
platform.
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Classified as Confidential
IoT.nxt® PLATFORM SERVER INSTALLATION PLATFORM PROVISIONING PROCESSES
ENDPOINTS & SETUP & SETUP
The platform license will Physical installation of the Setup of the IoT.nxt® Best of breed, and real-world
include a large block of server stack, and CommanderTM platform, experience in terms of
endpoints and this can be configuration of including: processes associated to IoT
increased as Ehtio Telecom infrastructure to provide • Micro Services sales and in-life demands:
scales up client the hosting environment • Service bus and Queues • DevOps methods and
deployments for the IoT.nxt® • Load Balancers best practices
CommanderTM platform. • Core Services • Rapid PoC and PoV
• Tenant Services configurations
License period is 36-60
• Platform configuration • Agile project delivery
months
• User Setup • Technical and Sales
Multiple VPC price book Enablement
options • Learning Curriculum
• Personalized Branding for
your organisation
• Knowledge transfer to
educate own teams
 Programme Components
A summary of the primary components provided as part of this programme:

DEVOPS TRAINING ENABLEMENT MANAGED POC & DEMO

TRAINING SERVICE TEAM SENSOR KITS

Technical training on Deep technical training on IoT.nxt® will form a dedicated team with this Pre-configured sensor kits
DevOps environment, the edge-to-cloud level of staffing to provide services to your are to be used for training
platform monitoring, architectural stack organisation during the engagement or PoV and PoC projects
environment maintenance including: In Country Sales Support (Optional)
and container • RaptorTM A local number of resources that can support
management. • Virtual RaptorTM customer-facing (remote or in person)
(V.RaptorTM) meetings for the purposes of advancing a sale.
• IoT.nxt® Portal Remote MST (able to travel as required):
• IoT.nxt® CommanderTM • DevOps Managed Services
• Cloud & Edge Development Services
Detailed curriculum-based
• Business Analysts
training program on
• Productization Specialists
technical aspects of the
• Technical Sales Support
platform, including:
• Pre-Sales Solution Design
• Solution Design • Marketing Services
• IoT Best Practices + Help Desk Services (remote team)
• Costing
• Sales Techniques
• Productisation

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Classified as Confidential
 People - Underpinning the Success of the GTM strategy
We at IoT.nxt®, propose to supply Ehtio Telecom with a localised team to commercialize the IoT.nxt® technology stack and support the
sales efforts.
Key to this is a two-pronged approach:
1. Providing in-country, native-language sales support resources
2. Utilising IoT.nxt® solutions subject matter experts based in our Head-Office in Centurion, South Africa

In Country Resources Remote Resources

Each of our team members lives our brand
values and will extend these commitments to
Ehtio Telecom. This enablement will not only
allow Ehtio Telecom EBU to rapidly deploy live
projects to its clients, but it will also enable Ehtio
Telecom to launch low touch-proof of concept
and proof of value projects in the IoT space.
IoT.nxt® proposes a dedicated managed services team that will support Ehtio
Telecom during the SELL-BUILD-RUN sales cycle by providing expertise:
• SELL: Technical Sales Support, Pre-Sales Solution Design, Capability
Advisory / Specialist / Commercial and Marketing Services
• BUILD: Proof-of-Concept (PoC) Project management, Custom Software
Development
• RUN: Support Service and Technical Support

The Roles that we dedicate to the In-Country team support the life-cycle of the programme and will be tailored to be a complimentary
service that will assist to rapidly design, propose and sell solutions. Furthermore, the team is engaged to build & support these solution in-
life. The roles we will offer to this programme are:
• DevOps Managed Service • Technical Sales Support
• Software Development Service • Pre-Sales Solution Design
• Business Analysts • Support Helpdesk
• Productisation • Marketing Services

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 Ehtio Telecom IoT.nxt® GTM & Platform Playbook

The “IoT GTM Platform Program Playbook” is based on

our experience and includes best practices to launch and
manage multiple workstreams in parallel. This structured
approach optimises the speed to deploy the platform,
enable the expert resources, and sell to the localised
market.
This Playbook will be tailored to align with both the
technical and market needs for Ehtio Telecom. The
program workstreams include the following:
• Onboard IoT.nxt® as a Partner
• Initiate Program
• Participate in IoT Enablement Program
• Refine IoT Go-to-Market (GTM) Strategy
• Design & Deploy IoT.nxt® Platform
• Adapt Operational Practices
• Launch IoT.nxt® Managed Services
• Create initial GTM Offerings Demo Capability
• Drive IoT Sales & Deliver Solutions to End
Figure 3: Platform Program Workstream Overview
Customers

The workstreams are designed to engage the right stakeholders in Ehtio Telecom while driving collaboration across the entire program.

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 Jointly Refine an IoT Go-to-Market (GTM) Strategy
Drive IoT Sales & Deliver Solutions to End Customers
Figure 4: Aligned to VF Purpose-led programmes
Best Practices
• Begin this workstream as soon as the GTM strategy and the sales
governance process is agreed.
• Use actual sales opportunities to develop Ehtio Telecom’s internal
IoT resource skills in the mentorship portion of the Enablement
Program.
• Use actual sales opportunities to test and improve adapted
processes.
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The purpose of this workstream is to enable Ehtio Telecom & IoT.nxt® to jointly
implement the adapted sales, delivery and support processes to provision IoT
solutions to end customers. This workstream confirms our ability to implement
these processes. The prior workstreams define the ‘how’, whereas this
workstream serves to make it happen!
Key Activities
• Ehtio Telecom & IoT.nxt® jointly qualify sales opportunities.
• Promote IoT solution capability and business value to end customers.
• Deliver demos to end customers illustrating powerful IoT capabilities.
• Prepare IoT proposals to secure end-customer buy-in.
• IoT.nxt® submits statements of work (SoW) to Ehtio Telecom.
• Ehtio Telecom submits SoW to end customer to close sale.
• For sales wins, Ehtio Telecom executes IoT.nxt® SoW for pre-agreed delivery
services.
• Ehtio Telecom & IoT.nxt® jointly deliver IoT solutions to end customer.
• Ehtio Telecom & IoT.nxt® jointly support solution, providing ongoing DevOps
services.
Design, Sell, Build, Run
• Co-creation processes
• Design Thinking
• Solution development and sales co-exist
• Delivery, Operating and Support Models
 Technology Stack

The entire technology stack will be private-labelled for Ehtio

Telecom EBU/ IoT, rendering a full-stack, in-house IoT
capability allowing you to adopt an aggressive and agile
approach to IoT project implementation with minimal time-to-
market. IoT.nxt® will also provide Ehtio Telecom EBU/ IoT with
sales, technical enablement, and branded marketing material
conforming with Ehtio Telecom EBU/ IoT’s branding guidelines.

Furthermore, IoT.nxt® will provide dedicated resources to

manage the instances and customized solutions for Ehtio
Telecom EBU/ IoT to offer into any industry. These solutions will
be localized using existing award-winning IoT.nxt®
technologies and modules. Some resources will start working
immediately while further resources will be available once the
first deals are signed, ensuring Ehtio Telecom EBU/ IoT can hit
the ground running on this exciting journey.
IoT.nxt® is constantly working on more end-to-end products
and offerings that will be a sure hit in the IoT market. These
products and offerings will be made available to Ehtio Telecom
EBU/ IoT to further strengthen the market offering and
relationship with IoT.nxt®.

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 Technology Stack
As part of the strategy of localising an In-Country, IoT.nxt offers 2 white-labelled platform licences to our
partners:

Option 1: Dedicated On-Prem Data Centre Server Kit

IoT.nxt® Hardware Server Stack to be installed in the Ehtio Telecom Data Centre. This stack includes VMWare,
Openshift and Kubernetes. This provides the infrastructure necessary to run an in-country instance of IoT.nxt®
CommanderTM platform.
A geo-resilient and/or redundant solution can also be designed and deployed for Ehtio Telecom.
Physical installation of the server stack, and configuration of infrastructure to provide the hosting environment for the
IoT.nxt® CommanderTM platform.

Option 2: Cloud based Platform.

A rapidly deployed, ready-to-go cloud based IoT.nxt® Platform that can service customers in a short time span.
This approach allows you to use existing Cloud-based Hosting providers, and pre-negotiated and agreed cloud
consumption rates.

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 Technology Stack

Technology Provisioning & Setup

Both options include a complete end-to-end mobilisation programme.

Setup of the IoT.nxt® technology stack in a hosting environment for Ehtio Telecom, including ensuring the effective
deployment and localised configuration of the key elements:
• Micro Services
• Service bus and Queues
• Load Balancers
• Core Services
• Tenant Services
• Platform configuration
• User Setup

Core Platform Maintenance

Our approach to either option also provides the management and maintenance of the technical solution: Platform Maintenance, Support,
Monthly Feature Releases,

• Platform performance enhancements

• Bug Fixes & Updates

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 Security

We consider security to be an intrinsic underpinning to all components

we develop. We, therefore, deploy multiple layers of security
throughout the technology stack, leveraging best of breed standards at
each layer.
The fundamental design of our stack addresses nuances in security CommanderTM 3rd Party
due to our exclusive IoT focus. Concepts such as device DNA, packet- Systems
level encryption, access via separate pub/sub message queues, and
other proprietary mechanisms are imbedded in all-out layers.

Security

RaptorTM Devices

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 Platform Architecture
The IoT.nxt® CommanderTM platform provides a single integrated User Interface as a collaboration platform for all the disparate
applications, systems, devices, and sensors found in the business’s ecosystem. The CommanderTM is a horizontal, open platform
framework that leverages a micro-service architecture using the latest development technology.

Key technology building blocks of the

overall architecture are:
• RaptorTM Edge Gateway
• Software Defined Device Interface (SDDI)
• CommanderTM Portal
• CommanderTM Dashboard

Figure 2: Basic IoT.nxt® architecture

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 Instances and Tenants
Ehtio Telecom Cloud

IoT.nxt®
Cloud IoT.nxt®
Core Platform
Tenant

Tenant

Tenant

Tenant

IoT. nxt®
• There is no limit on the number of tenants and sub-tenants.
Client Platform Consumption is licensed on end-points, not tenants
• Separate environments for Staging, QA, Development and Disaster
Tenant

Tenant

Tenant

Tenant recovery can be provisioned, but we suggest you rather use

separate tenants for that purpose

External External use

Internal use cases use cases

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 Value Proposition

Capabilities • Senior management team with more than 100 years of typical relevant experience;
• Multi-skilled team;
• Closely working with strategic alliances to get a head start on new tools and technologies;
• Deep expertise in the latest technologies.

Unique Value Proposition • We have pioneered an agile, technology- agnostic application that leverages off the core principles of Internet of Things (IoT);
• We have bridged the challenges of Big Data and the end-to-end flow of this data from edge to ERP;

• Our IoT intelligent edge gateway filters data and only alerts when out of threshold;
• Major players in the industry have confirmed that IoT.nxt® provides a unique solution worldwide;
• We are the only pure-play IoT provider in South Africa;

• We are confident that implementing our IoT solution will provide significant business value, lower cost of ownership, and
improved efficiencies;
• Adoption of our technology does not require significant capital outlay as we protect the client’s existing investment in systems and
hardware (no traditional rip-and-replace unless it provides improved business value);
• Our solutions are Rand-based, with lower overhead costs compared to our competitors, providing a very competitive price option;
• Contrary to traditional IT deployments we can demonstrate value in a very short period - speed to implement;
• We integrate analogue and digital devices.

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 Commercial Framework & Commitments

• Ehtio Telecom and IoT.nxt® will collaborate for purpose of building

an in-country IoT capability and propositions for the Ehtio Telecom
Enterprise Business Unit.
• POC and POV projects can be customized and built using allocated
resources and end points at no additional charges.
• Professional Services & Hardware revenue for solutions on the
IoT.nxt® platform will be shared as per operating model

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 Special Terms & Financial Considerations
• Ehtio Telecom and IoT.nxt will collaborate for purpose of building an
in-country IoT capability and propositions for the Ehtio Telecom
Enterprise Business Unit.
• As sole country license holder, any project in Ethiopia using the
IoT.nxt technology, irrespective of whether Ehtio Telecom sells it or it
is sold via any other channel, will be channeled through the Ehtio
Telecom license.
• POC and POV projects can be customized and built using allocated
resources and end points at no additional charges.
• Professional Services & Hardware revenue for solutions on the IoT.nxt
platform will be shared as follows:
• Hardware
• All revenue for hardware directly procured by Ehtio Telecom and sold
by Ehtio Telecom will be for Ehtio Telecom’s own benefit and need
not be shared with IoT.nxt;
• Hardware procured by IoT.nxt on behalf of Ehtio Telecom will be
subject to IoT.nxt adding a margin and will not be shared with Ehtio
Telecom and be subject to a reasonable deposit (in IoT.nxt’s
discretion) being received before the order is placed.
• 2. Services
• a. All revenue for services directly supplied by Ehtio Telecom
to customers or channel partners will be for Ehtio Telecom’s own
benefit and need not be shared with IoT.nxt;
• b. Services delivered by IoT.nxt on behalf of Ehtio Telecom to
customers or channel partners will be subject to IoT.nxt adding a
margin and will not be shared with Ehtio Telecom.
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