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Digitalization and the emergence of smart, connected products are dramatically transforming the opportunities and challenges for a range of industries. Few industries will face greater disruption than retail and supply chain management鈥攖wo sectors where Amazon has come to occupy a position of dominance. Amazon is already making big bets that the Internet of Things (IoT) will be critical to the next phase of its effort to acquire market share and upsell customers. In particular, the company is moving into this space聽through three channels:

• Consumer-facing: A number of new product offerings create greater value for consumers by connecting Amazon products both to other products in the consumer鈥檚 home and to the company itself. These include 鈥淒ash鈥� buttons that automatically reorder staple products from the company, and the voice-responsive Echo speaker.[i]
• Internal Supply Chain: Amazon is integrating greater connectivity into its own delivery supply chain, realizing gains in delivery efficiency and cost savings. This has included developing and rolling out new robotics systems in its warehouses to make inventory management both more automated and real-time responsive, and will likely聽include delivery by drone in the future. [ii]
• Developer-facing: Taking advantage of Amazon鈥檚 formidable capacity in cloud computing, the company has released a package of software tools to allow product designers and software developers to more easily develop and launch new entrepreneurial IoT products that work off of Amazon鈥檚 computing platform.

While continued digitalization presents enormous opportunities for growth to the company, it also offers new complications to the firm and areas where both unconventional opportunities and threats could be overlooked. In particular, two strategic recommendations will help ensure that Amazon wins in the next digital era:

Be open to broad systems connectivity: Amazon鈥檚 overall growth strategy centers around aggressive pursuit of market share combined with an increasingly vertically integrated supply chain and delivery ecosystem. For example, the 鈥淒ash鈥� buttons are designed to bring customers into the Amazon ecosystem to order basic household commodities, thus cutting out traditional suppliers. The greatest potential of the new digital economy, however, lies not in trapping customers within a single company ecosystem but in connecting different ecosystems together. Industry systems that were once entirely separate鈥攕uch as farm equipment management, weather data and prediction, and irrigation鈥攃an now be fully integrated, creating operational efficiencies聽and greater overall value for all companies and customers involved.[iii] If companies seek only to grow their own ecosystem and push out competitors, the resulting 鈥渟ilo鈥� effect will lead to lost opportunities in terms of integration and responsiveness.[iv] Even as Amazon seeks to cut competitors out of its ecosystem entirely, it seems more likely that other companies will develop products and services that provide complementary and additive value to Amazon鈥檚 own products in the IoT space. Cross-system synergies will only be possible if Amazon adopts programming and communication languages that can integrate with those of other manufacturers, such as the language being promoted by the industry group AllSeen Alliance.[v]

Prepare proactively for data security risks: Amazon already manages vast quantities of both consumer and commercial data, and will only continue to acquire more personal data as a wider range of connected products make their way into people鈥檚 homes. In particular, as a wider range of home products come online鈥攆rom medical devices to refrigerators to home entertainment systems鈥攖he scale of incredibly personal data about consumer living habits will grow substantially. This trend further underscores聽the importance of cyber security and dramatically raises the stakes around consumer data privacy. Amazon should take a proactive approach to ensure its customers feel protected and respected in the new data environment, including:

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• Invest aggressively in cyber security infrastructure: A growing number of connected devices means more points of vulnerability through which hackers could access Amazon鈥檚 networks, as was made evident in last month鈥檚 massive cyber-attack.[vi] Only a heavy and proactive investment in network security can hope to protect Amazon from the cyber warfare arms race
• Work with the customer on data privacy: As a wider range of personal customer data comes online, the risk of data mismanagement or perceived privacy violation grows dramatically as well. Google鈥檚 recent clashes with German and other European governments around personal data management provide a clear example of what can happen when an internet giant loses consumer trust in its privacy promise.[vii] To avoid similar issues, Amazon should proactively seek customer input on data preferences and allow for smooth and reactive feedback to its data management systems.

While Amazon鈥檚 core competencies and its ambitious forward-thinking approach position it to once again be revolutionary in the newly digitized world, a clearheaded assessment of external opportunities and threats will be necessary to ensure that the company meets its full potential in the new IoT space.

(783聽words excluding footnotes)

[i] Carl Krupitzer, 鈥淗ow Amazon Is Becoming a Leader in IoT,鈥� Thinglogix Blog, April 23, 2015.

[ii] For more on Amazon鈥檚 robotics warehouse initiative, see

[iii]Michael Porter and James Heppelmann, 鈥淗ow Smart, Connected Products are Transforming Competition,鈥� 性视界 Business Review, November 2014.

[iv] 鈥淚ndustrial Internet of Things: Unleashing the Potential of Connected Products and Services,鈥� World Economic Forum Industry Agenda, January 2015.

[v] 鈥淭he Language of the Internet of Things,鈥� The Economist, September 6, 2014. 聽

[vi] 鈥�’Smart’ Home Devices Used as Weapons in Website Attack,鈥� BBC News, October 22, 2016.

[vii] Ludwig Burger, 鈥淕erman Privacy Watchdog Tells Google to Restrict Use of Data,鈥� Reuters, Sep 30, 2014.