Portugal 2020

Bloq.it OS - Tech Overview (technical)

• Bloq.it: Tudo começou quando tentaram colocar smart lockers em praias portuguesas
• Com uma visão do necessidade e negócio pensaram em criar o próprio sistema
• Atualmente a proposta é dar oportunidade a outros levando o software smart locker para o século 21

• Fácil de integrar com lockers existentes
• Oferece uma ampla gama de aspectos completamente desenvolvidos
• Bllq.it é compatível com a maioria dos armários do mercado
• Possui um completa suíte de produtos e interfaces desenvolvidas pela própria empresa

• Fabricantes produzem armários eletrônicos
• Bloq.it fornece o software
• Empresas de usuários de armários finais podem usar (DHL, Amazon, ...)

• Por quê?
  • Reduz custos de desenvolvimento de sw
• Plug & play, solução já totalmente pronta para o uso
• Fácil de integrar com todos os armários intigentes atuais
• Solução padrão para implementações de terceiros

• Use-Cases:
  • Store & Charge
    • Smart item storage
    • Electronic device charging
    • Paid, free or whitelisted
    • Subscription systems
    • Remote opening
  • Exchange items:
    • Contactless item exchange
    • Ready for BOPIS system
    • Paid, free or whitelisted
    • Advanced notification system => ??
    • Autonomous process
  • Parcel & Pick-up
    • Parcel delivery system
    • Carrier agnostic
    • Notification & tracking system
    • Ready to be integrated with 3rd party systems

• Key Differentiators:
  • Adaptability – We believe software shouldn't be made having only one focus in mind, the world is ever-changing. So we made our software as adaptable and as flexible as possible.
  • Standard – No point in keeping reinventing the wheel - to simplify integrations, we use what’s already proven and the most standard processes.
  • User centered – User is king. We live by the motto, all of our interfaces have been created with that in mind. We invested a lot of time and resources in UX and UI to make sure our technology is simple and fun to operate.
  • Scalable – Our goal is to be the standard smart locker technology solution - therefore all our services must be capable of scaling well and internationally.
  • KISS – Keep It Simple Stupid. Following our lean development approach, we always try to make things as simple as possible. This helps in doing better and faster development of our products.

• Adaptability:
  • Bloq.it OS is a plug-and-play solution. Adaptability is one of our core features. Our main locker interface is a WebApp, therefore, it can be used on most smart locker computers. The interface was designed to resize and work with any screen size.
  • The requirements to run Bloq.it OS are based on the features present on the standard smart lockers. They need to have:
    • CPU with any Operative System (Linux, Windows, macOS, iOS, Android…)
    • Electric opening doors with Smart sensors
    • Secure Internet connection capabilities
    • Screen & Keypad or Touchscreen
  • The service is complemented and better provided if the lockers have the following:
    • Front-view Camera & Cameras for Video Surveillance
    • Sound column speakers & Siren for alarm
    • Anti-vandalism Touch Screen & Keypad
    • Infrared sensors for object detection
    • NFC / QR code reader
    • Card Payment Terminal

• Structure:
  • Back-end Software: Bloq.it OS
  • Interfaces:
  • Bloq.it Back office
  • Bloq.it app
  • Public API

• Components:
  • Bloq.it <=> Bloq and Lockers IoT [Secure connection]
  • Bloq.it <=> Bloq.it & Back office and Bloq.it app [https]
  • Bloq.it <=> Custom ERP system from client and Clients app [Public Rest API]
  • Bloq.it <=> External Service email and External Service Invoices

• Cloud Proprietary Back-end
  • The back-end is truly the brain behind Bloq.it OS. All the interfaces communicate and get commands from there. Our proprietary algorithms and centralized architecture make sure all the Lockers are connected to our back-end at all times.
  • This makes it easier to push software and firmware updates. It also allows to control lockers completely remotely. And it makes sure that lockers are secure - since all the decisions are made by the algorithms in the back-end.
  • This creates a network effect, where all lockers communicate with the same central structure. All of this allows for improved development, big data collection, and neural nets and AI software development in the future.
• Back-Office Webapp
  • Our web-based Back-office allows you to manage all the locker and service settings, it can be accessed by any device with a browser. Manage and control your lockers in real-time, anywhere. Get instant locker notifications such has new usages, issues, warnings and more.
  • Change locker settings such as price, name, geo-location, door availability, campaigns, promo codes among others. Detailed data such as user interactions, KPIs, usage analytics, logs, transactions, revenue and a lot more. It has a role-based security policy implemented - differentiated access rights to partitions, including individual rights to critical system functionality. =>>>>>>>>>>>
• API
  • The Bloq.it API is a REST API, which has the implementation of all needed features to support any interface to utilise Bloq.it OS. It allows to:
    • Integrate with existing 3rd party applications
    • Use your own website or platform as the main user interface
    • Integrate Bloq.it OS with your pre-existing platforms or ERP
    • Developed with a state of the art API framework for scalability, fully documented with postman for ease of development.
• External Services
  • Bloq.it OS uses 3rd party services to provide an end-to-end solution. These software services include, but are not limited to:
    • Customer Support – Intercom (https://www.intercom.com/)
    • Payment Handling – Stripe (https://stripe.com/)
    • SMS/Calls – Twilio (https://www.twilio.com/)
    • Emailing – Sendgrid (https://sendgrid.com/)
    • Error Reporting – Sentry (https://sentry.io/)
    • Server Hosting – AWS (https://aws.amazon.com/)

• Locker Screen Interface
  • Bloq.it OS uses its own locker screen interface. This screen interface changes depending on the options available on the locker and the way it is set-up to work. Eg. An office, storage only Locker that is opened/closed by RFID employee cards will have a completely different User Interface than a Locker that is placed outdoors to be used as storage, parcel & exchange.
  • The Locker Screen Interface will automatically adjust to the settings defined by the Locker Administrator on the back-office. The interface is adjustable to any type of screen size or ratio, and it’s meant to be used as a touch-screen, but it can also use a keypad. We focused on developing a simple and intuitive UI.
• Mobile App
  • The Bloq.it App is the leading app to control smart lockers. It was built following the current UX & UI trends of similar sharing economy services (eg. Lime, Bird, Uber, …).

This makes it easy for new users to know how to operate, since they’re already accustomed with apps that follow similar UI’s and flows.

• • Our app was also the first to control smart lockers through an centralized cloud solution, first one to have a billing & payment integration and also the first one with integrated customer support. This has set the framework for similar competitors.
  • Key features:
    • Mobile payment: Pay cashlessly from your credit card
    • Find closest locker: Use the map to find and get directions to available lockers.
    • Data collection: Harvest valuable user data from the usage on the app.
    • Open your door: Tap to open immediately. No need for proximity.
    • Set your authentication: Pick your own authentication, set-up your own PIN Code.
    • Share ownership: Send items to others, or just let them pick your things.

• IoT Hardware
  • Smart Locks
  • Computer
  • Screen & Key pad
  • Video survellance
  • Power & Supply battery
  • QR/NFC reader
  • Alarm switches
  • Soudn system
  • Key features:
    • Availability – Although our locker needs power and internet connection, our IoT and firmware are fully ready to operate even if these elements fail. Our locker has a back-up power supply that will allow it to function for more than 24 hours after power is out, and if internet connection fails, it will be able to do most operations based on the local memory. =>>>>>>
    • Durability – Tested in the most extreme conditions and outdoors, our industrial IoT can survive all environments from very humid to extremely dry. It can take temperatures from -20ºC to +70ºC.
    • Connection – No need for LAN connections. Our IoT operates fully with GSM connection protocol. Providing the highest grade of security and up-time. It can also use ethernet or WiFi connection.
    • Modular – Our main board is extremely adaptable to add-ons, most devices would only need to be plugged in and configured on our back-office. Makes it easy to add new components or remove unnecessary ones.
    • Low maintenance – Extremely low maintenance, out IoT can be remotely checked and supervised. In-case there’s an issue, detailed logs will be automatically generated, which will allow to quickly understand the issue.

• Security
  • Secure communications: Secure TLS communication protocol makes it impossible to intercept locker I/O communications
  • End-to-end encryption: Communications are encrypted following the SHA-256 standard
  • Logs collection: Log all interactions, including both user generated, admin and locker itself
  • Multiple step communication: Using a multiple step approach to communication protocol, it’s impossible to do man in the middle attacks using the mobile app, API or back-office
  • GDPR Compliant: Our database structure and operations are fully compliant with EU GDPR framework
  • Role-based architecture: Permission based roles for different users and controllers

• Customer focused solution
  • Our solutions are always built having the final customer in-mind. This is exemplified by the multiple user interfaces, allowing users to interact with the lockers either with our mobile app or with the locker screen.
  • Our notification system allows users to be updated on every step of the process, either they’re using our system to store items, send items or receive items.
  • Our payment & billing options allow users to perform cashless transactions, creating an extra level of convenience and freedom.
  • With the COVID-19 pandemic, countries have adopted different lockdown and prevention measures. Our system allows users to trade items contactlessly, also creating a secure environment for commerce.
  • Features:
    • User Experience – Award-winning user-centered UX & UI design studio.
    • Customer Support – State-of-the-art customer support infrastructural tools.
    • Notifications – Email, SMS and push notifications systems with flexible configuration.
    • Loyalty – Campaigns, promo-codes and user specific personalization of communication creates high system loyalty.

Bloq.it (Business Case)

• Proposta de esturtura
  • 1. Panorama mercado? Qual oportunidade existe no mercado? Motivo de fazer?
  • 2. Público-alvo (clusters, personas, dores)
  • 3. Propósito (direito de vender)
  • 4. Solução proposta
  • 5. Modelo de Negócios
  • 6. Hipóteses a serem validadas (negócio, técnica, experiência cliente)
  • 7. Concorrentes
  • 8. Diferenciais
  • 9. Mercado Potencial (TAM, SAM, SOM)
  • 10. Racional do BC
  • 11. Tração de Receita (Receita Bruta Acumulado em 5 anos)
  • 12. Investimento, se necessário para desenvolvimento.

Bloq.it (Business Case) com Vídeo

• Crescimento: 2.100%
  • Em plena pandemia, conseguimos adaptar e inovar, o resultado: um hiper-crescimento em receita.
• Lockers ativos:
  • Criando uma solução diferenciadora, conseguimos trabalhar empresas para expandir a nossa rede de cacifos.
• 15 países:
  • em 3 continentes. Estabelecendo parcerias chaves com diferentes empresas, conseguimos criar rapidamente uma presença global, em diferentes países.
• Trused by:
  • Galp Glintt, TireDisconters, El Corte Ingles
• Honors and Awards:
  • Web Summit e EU-Startups

• Problems:
  • People not participant. Most part of population work in outside activities, that not belong to e-commerce
• Costs of e-commerce
  • 90% of costs from e-commerce caused by last-mile.
• Dense urban population
  • Several metropolitans zones with big populational density hamper the logistic organization

• Benefits:
  • More eficiency avoiding risks of absence of port-to-port attempt
  • Disponibilidade em áreas de risco: onde os meios atuais não chegam. (Até 47%)
  • Entregas até 10 vezes mais rápidas.
  • “Same-day delivery” e outras opções semelhantes.
  • Redução de custos de fretes.
  • Aumento do raio de entrega.

• Timing perfeito
  • Grande parte das empresas de entregas estão à procura de soluções com Smart Lockers para reduzir o custo do last-mile. Nunca houve tanto capital investido nesta indústria. Primeiro a expandir no mercado vai ter uma vantagem e capitalizar a sua network. Timing é CRUCIAL, a nossa solução permite organizações criar redes de smart lockers de forma simples e efetiva.

• Desafios
  • Viabilidade e extensão do processo de produção local da tecnologia
  • Interesse dos diferentes players na participação neste negócio
  • Modelo de negócio exato entre os diferentes intervenientes
  • Burocracia local

BP

• Estudo:
  • Plataforma Bloq.it: R$ 750,00/mês x 12 meses x 10 armários =>
  • Componente eletrônico + 67,5% de imposto: R$ 13.000,00 x 10 armários (incluindo impostos)a
  • Hardware Laurenti: R$ 40.000,00 x 10
  • Custo por porta: ??

• Marketing:
  • Pesquisa: R$ 7.000,00
  • Developer TI: R$ 6.000,00/mês x 12 meses - Suporte TI

Escrita

• http://jistem.tecsi.org/index.php/jistem/article/view/10.4301%252FS1807-17752017000300009/672

During the diagnosing stage of the action research, it was clear that the company had difficulties to define the broader business model for its IoT-based products. Thus, at first, we decided to focus on a specific product, the smart door lock. The main motivations to be addressed during the research were: how to create a technological and business platform to extend it for several IoT-based products, and to establish a business model suitable for the smart door lock, with the participation of current business partners of the company or not.

The company intended to develop the smart door lock using open platforms and allowing the use of Application Programming Interfaces (APIs) so that other people could develop software for other IoT-based products. The owners believed that the smart door lock is an attractive product for hotels, for example, allowing the consumption of virtual keys, and also for domestic use, permitting the entering of specific people at specific times (e.g., visitors, day workers, etc.). After planning the action, considering the BMC as the framework for business modeling, a set of meetings was held to generate the model. We describe in summary how each component of the business model for the smart door lock was designed:

Customer Segment - Two customer segments for the smart door lock were identified: domestic users and business users. This component of the business model was evaluated by the research participants as one of the most important, and the partners emphasized that it is one of the most difficult to define, not only for IoT-based products but for other products in the company’s portfolio. For instance, a key issue is to identify not only the target consumers’ income level but also their level of familiarity with IT use.

Value Proposition - the main values perceived by the two types of customers (domestic and business) were raised. As an example, we can highlight security services related to the smart door lock, ease of generating copies of digital “keys”, access to traffic reports, among others. Customer relationships - the creation of a website for the product (smart door lock) was required, as well as pages on social media where customers could comment and share their experiences with the product, helping to promote it. An app would be another way to interact with clients, who could send their impressions on the product. The product website could also offer an online chat for support and resolution of queries and complaints in general. Another form of relationship, especially with business customers, is the participation in tradeshows and technology conferences.

Channels – one of the owners raised the importance of offering the product in major online marketplaces. However, there was no consensus about this move. The other owner argued that this type of product would not be sold in this kind of stores, only in those specialized in locks. So it would be interesting to use a network of partners to distribute the product, for instance, a partnership with a traditional local manufacturer of locks, which could use its commercial channels. Key partners – during the definition of this component one of the owners mentioned that the first key partner would be the University, for generating the business model, and for RD&I and development of the cloud platform for IoT-based products of the company. Other key partners are the supplier of microchips, the cloud service provider and potentially the current business partners, yet to be consulted to verify if they had the interest in entering into new lines of smart products.

Key Activities – Some key activities are the development of embedded software in the smart door lock, the software that goes in the Cloud (middleware) and the smartphone’s app. Besides software development, there is also the application maintenance of the developed software. Other activities mentioned were the distribution of products in retail outlets or via the web, the purchase of raw materials, and product assembly, testing and packaging. During the validation session of the business model, we wondered how DELTA would develop and maintain the software, given that the company had no expertise and staff for doing this. It indicated the need of having a new partner - a company specialized in software development.

Key resources – During the design of this component the focus was on identifying the human resources needed, such as software and hardware development teams and an advertising and communication team, responsible for promoting and disseminating the innovative product, as well as an external consultancy for patenting the smart door lock (a product innovation, at least to the national market, at that time).

Cost Structure – costs of raw materials, labor costs, costs of the cloud services and software providers, freight and distribution costs, taxes and costs with advertising were some of the items mentioned. Other costs are storage/warehouse, headquarters rental and commission to the sellers. Revenue Sources – revenue sources could come from the monthly payment of services provided via the cloud platform and extra fees for using the software. Revenues from additional services included access to a larger period of coverage for traffic reports and extra keys to the smart door lock. The rental of equipment to the business segment would be a possible source of revenue, and also the sale of the smart product in OEM contracts.