Task 1. Partner Search:
The purpose of the partner search was to identify potential partners, with the aim of forming a strategic alliance with at least one of them. The reason for this approach is that Cascoda can leverage the sales and marketing channels of such partners to reach well beyond its regional customer base.
Cascoda used a four-point methodology for identifying such partners: internal assessment, identifying and selecting partners, managing the relationship and maintaining an exit strategy. The internal assessment phase was relatively straightforward to complete, since there are relatively few potential candidates. Cascoda then went on to select potential candidates, based purely on the suitability of the available technology.
In order to identify key stakeholders within the candidate companies, Cascoda attended trade events and fairs. This allowed Cascoda to meet with key stakeholders and with connected organisations such as distributors. In some cases the latter formed a better route to connecting with key stakeholders. Eventually, this work allowed Cascoda to connect with key stakeholders from all candidate companies.
While discussing potential collaboration, it became evident that the challenge associated with product definition, design and development as well as product support for the IoT is huge. As a result there appears to be a consensus that, at present, one company cannot hope to dominate this market. Hence all candidate companies were willing to discuss potential collaboration, since such collaboration is seen as a requirement for success in such a challenging market.
Cascoda met with several candidate companies, with a view to developing a strategic relationship. This work resulted in a relationship with a partner that is developing an Internet of Things (IoT) platform. This partner has all the expertise required to develop this platform, except the radio-frequency device which Cascoda provides. Hence the relationship is highly synergistic.
Further discussions are ongoing with a variety of other potential partners.
Task 2. Customer Search:
The purpose of the customer search was to develop an understanding of the problems that customers have with existing technology, and to learn how to develop a solution that may overcome some of these problems while using Cascoda’s technology.
In order to make contact with customers, Cascoda began by joining the relevant standards organisations. At the time of submitting this SME Instrument Phase 1 application, the most relevant such organisation was the ZigBee Alliance. However, a new standards group has been developed which appears to be gaining traction. This standards organisation is called the Thread Group. Cascoda joined both the ZigBee Alliance and the Thread Group.
The are many hundreds of members of the standards groups, including actors at all levels of the supply chain. As such, processing the members
Contact was made with customers through the email, at trade fairs and at industry events.
While discussing with potential customers, it became evident that there was some dissatisfaction with existing products on the market. This dissatisfaction cantered on quality, and the lack of support. Concerns regarding quality related to the number of undocumented ‘bugs’ that appear to be present in existing devices, together with the lack of range.
Cascoda held a number of meetings with potential customers, both in Europe and in Asia.
Cascoda researched the relevant high-level protocols from both ZigBee and Thread, and made an internal assessment as to the suitability of Cascoda’s technology to each.
As a result of this work, Cascoda has concluded that there is a fantastic business opportunity for its technology.
Task 3. Identify Microcontroller for Evaluation Kit
As a result of the work done in 1 and 2 above, a microcontroller choice was made.
Task 4. Evaluation Kit Development
The purpose of a proof-of-concept customer evaluation kit module is to allow scientists and engineers design-in Cascoda’s products into their systems quickly and easily. The evaluation kit combines Cascoda’s IEEE 802.15.4 Transceiver Modem with a 32 bit Microcontroller in a simple temperature sensing application example. The module can operate either as a network coordinator (when it is plugged into and powered by a USB connection), or a sensing device (when unplugged and powered by battery). It establishes a sensor network using basic IEEE 802.15.4 MAC functionality.
The firmware development for the evaluation kit included the development of a comprehensive set of drivers for the microcontroller. Additional firmware implements the coordinator function, the energy scan and association function, the temperature sensor function and the low power modes.
The hardware includes a small chip antenna, a battery charger and a regulator, as well as miniature switches and a tri-colour LED for mode control and feedback.
The proof-of-concept evaluation kit module was manufactured and a few samples were built for firmware development. The initial build had a few minor hardware bugs, which were fixed in the subsequent build. The resulting proof-of-concept evaluation kit module was sent to the microcontroller for evaluation. This evaluation has led to further engagement, which is ongoing.
