IoT as Operational Infrastructure: From Data to Automated Decisions

The real value of IoT is highly concrete and measurable — reducing operational costs, increasing efficiency, enabling real-time control, and supporting decisions based on data rather than estimations, Hannelore Valkanov, Managing Director of Syswin Solutions, told us. “In regulated industries, compliance becomes an additional critical component, where it is essential not only to declare what you do, but to be able to prove it,” she stated.

According to Mrs. Valkanov, Syswin Solutions’ differentiator is that the company does not approach IoT as a product, but as a complete operational infrastructure:

“We build end-to-end systems where we control all essential components — from field devices to the platform processing the data. This allows us to deliver stability and predictability, not just functionality.”

How did your professional journey evolve toward your current role in IoT solution development?

Hannelore Valkanov: My professional journey has been built around solving real industry problems, not around a theoretical direction. I started from the technical side, but quite quickly I understood that value does not come from isolated software or hardware development, but from the ability to build complete systems that function reliably in real operational environments.

My transition into IoT came naturally, driven by the need for visibility and operational control. We started with real-time monitoring systems and evolved toward platforms capable of collecting, processing, and transforming data into concrete decisions.

Today, my role is to align technology with real business needs and to build systems that can scale and generate long-term value.

What are the most important lessons learned during more than 10 years of experience in IoT?

Hannelore Valkanov: After more than a decade in this field, the lessons are quite clear.

Hardware is the component that defines risk and cost, not software. Stability is more important than complexity, especially in systems that operate continuously and manage critical data. At the same time, I learned that data has no value by itself — it becomes valuable only when it is used to change a decision or a process.

Perhaps the most important lesson is that execution makes the difference, not the idea itself.

How do you define today the “real value” of IoT for companies?

Hannelore Valkanov: The real value of IoT is very concrete and measurable.

We are talking about reducing operational costs, increasing efficiency, enabling real-time control, and making decisions based on data rather than assumptions. In regulated industries, compliance becomes an additional layer, where it is essential to prove what you do, not only to declare it.

If a solution does not generate direct impact in these areas, then it is not yet a mature solution.

What is Syswin Solutions’ main differentiator in the Romanian IoT market?

Hannelore Valkanov: Our differentiator is that we do not approach IoT as a product, but as a complete operational infrastructure.

We build end-to-end systems where we control all essential components — from field devices to the platform processing the data. This allows us to deliver stability and predictability, not just functionality.

In the industries we operate in, this is essential because systems must function continuously and support critical decisions.

How do you integrate hardware, firmware, and software into a single scalable platform?

Hannelore Valkanov: Integration is not the result of a single isolated solution, but of an architecture designed over time.

We standardized how devices communicate, how data is processed, and how applications are built. Each layer is designed independently, but optimized for integration.

Scalability comes from modularity and from eliminating critical dependencies. In practice, the system is built to grow without needing to be redesigned from scratch.

What types of clients generate the highest demand for your solutions?

Hannelore Valkanov: The highest demand comes from companies facing real operational pressure.

On one side, there are private companies that need to optimize costs and increase efficiency. On the other side, there are regulated industries where transparency and control are not optional.

In both cases, adoption is driven not by interest in technology itself, but by necessity.

What are the most complex projects implemented so far and what challenges did they involve?

Hannelore Valkanov: The most complex projects are those where systems must operate continuously and under imperfect conditions.

Challenges come from real operational environments: unstable connectivity, integration with existing systems, environmental variations, or legislative changes. Technology itself is only one part of the problem.

At the same time, complexity does not come only from collecting data, but from what happens afterward. In practice, nobody has the time or interest to interpret raw data. That is why platforms must function as decision-support systems, automatically transforming collected data into clear insights and concrete actions.

The real complexity is actually double: on one hand, maintaining consistency and reliability over time, and on the other hand, delivering information in a form that can be directly used in decision-making without additional interpretation.

Why does IoT adoption in Romania remain below the European average?

Hannelore Valkanov: One of the main reasons is the lack of trust in results.

The market has been exposed to many pilot projects that were never scaled further or failed to generate real value. In addition, there is still a perception that these solutions are complex and difficult to maintain.

I believe adoption will grow as solutions become simpler for clients and more predictable in terms of results.

Which industries do you see growing the fastest over the next 3–5 years?

Hannelore Valkanov: Growth will come from industries facing economic or regulatory pressure.

Agriculture, logistics, energy, and regulated industries are areas where the need for data and operational control is becoming increasingly evident. In these sectors, the lack of visibility is starting to generate direct costs.

There, adoption is no longer optional — it becomes inevitable.

What mistakes do companies make when implementing IoT solutions?

Hannelore Valkanov: The most common mistake is starting from the technology instead of the problem.

Then, the pilot project is treated as an experiment without clear business objectives. Without real KPIs, the project cannot scale.

In reality, a pilot should be the first step toward an operational system, not an isolated test.

In precision agriculture, where does the greatest economic impact appear? What about regulated industries or smart cities?

Hannelore Valkanov: In agriculture, the impact comes from controlling resources — water and fertilizers — and reducing climate-related risks, which directly influences yield and operational costs.

In regulated industries, the value lies in transparency and the ability to demonstrate real-time compliance, reducing operational and legal risks.

In smart city environments, the fastest and most visible impact appears in applications that directly affect everyday life, such as parking or traffic management.

What are your future plans?

Hannelore Valkanov: Our strategy is focused on consolidation and scalability.

We are concentrating on expanding existing systems into new markets and increasing the value generated for each client, not only on volume growth. An essential step in this direction is internationalization — not only as geographical expansion, but as the adaptation of solutions to different contexts, regulations, and operational requirements. Real scalability does not exist without validation across multiple markets.

At the same time, we are investing in data analysis and interpretation capabilities in order to achieve a higher level of decision automation.

The direction is clear: fewer systems, but more scalable, smarter, and increasingly capable of operating autonomously.

📖 Read the full interview here:

IoT as Operational Infrastructure: From Data to Automated Decisions – Financial Intelligence