The Brief

IndoorAtlas is a Silicon Valley-based company providing patented technology that uses natural variations of geomagnetic field as a map to pinpoint locations indoors. IndoorAtlas appointed Intralink to find an exclusive partner in Japan and replicate the success they‘ve found with Baidu in China.

The Approach

We identified, approached and delivered the IndoorAtlas value proposition to several local partners based on the client’s search criteria. We narrowed the list of potential partners down to those who were able to invest several million dollars in an exclusive licence and help IndoorAtlas gain nation-wide adoption.

The Result

We advised IndoorAtlas on which partner to license to and were instrumental in the negotiation of the key terms of the deal.

IndoorAtlas closed a multi-million dollar deal with Yahoo Japan in early 2016 and is on track to generate first recurring revenues from multiple product lines in 2017. They have since expanded our remit to Korea.

The Brief

Ubiquisys, a UK venture-backed telecoms company, asked Intralink to assess the opportunity in Japan, and develop and execute its strategy to license and supply its small cell technology and hardware to mobile network operators in Japan.

The Approach

Intralink presented to key decision makers across different divisions inside the mobile network operators and the equipment vendors before deciding to focus on Softbank as the leading target customer and NEC as the leading target partner.

The challenge was to navigate between the R&D and commercial divisions within both the partner and end user, while managing the needs of Ubiquisys and its venture capital investors.

The Result

Over a period of two years Intralink secured and oversaw trials by Softbank and NEC, resulting in Ubiquisys’ first mass deployment of its technology by a major mobile carrier. Ubiquisys then went on to establish its own office in Japan and were subsequently acquired by Cisco for over $300 million.

The Brief

Sigfox, the world’s leading provider of global communication solutions powering the Internet of Things (IoT), appointed Intralink to support the growth of its business in Asia. The mission in Japan was to identify and secure a local partner that could effectively roll out Sigfox’s ultra-narrow band network throughout the country.
 

The Approach

Intralink drew up a long list of potential targets and identified a number of promising candidates. We organised regular in-country visits for Sigfox in order to meet and evaluate prospective partners. We drove commercial negotiations and supported technical evaluations.

The Result

Each company was bidding to be the local Sigfox Network Operator, and our task was to articulate the Sigfox technology and network while ensuring partners met the key criteria. It soon became clear that KYOCERA Communication Systems (KCCS) ticked all the boxes in terms of size, experience, resources and infrastructure.

The result was the announcement by Kyocera of a nationwide roll-out of the Sigfox network in Japan – the world’s third largest IoT market. Work to roll out the network began in central Tokyo with the intention to extend coverage to 36 major cities around the country.