the internet of things. alternative business models and ... · pdf...

The Internet of Things. Alternative business models and best practices.

Jürgen

Hase

,Vice President M2M Competence Center, Deutsche Telekom AGIoT

Week 2012 -

IoT

Economics Workshop, Venice, 21 Mai 2012

21 May 2012IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG) 2

Practical experience with IoT

companies.


M2M Ecosystem

M2M market view. Deutsche Telekom serves a broad variety of market segments,

which provide horizontal as well as vertical business opportunities.

Vert

ical

bus

ines

s op

port

uniti

es

1.

Transport & logistics2.

Vehicle telematics3.

Smart metering/Smart grid4.

Connected consumer electronics

5.

Security6.

Retail & commerce7.

Industrial automation, monitoring & control

8.

Health care9.

Public sector & infrastructure

11

22

33

99

77

6655

88

44

Horizontal business opportunities


M2M solutions –

Security. Fire alarm systems and solutions for housing and domestic

construction industry.

Pyrexx

Fire Alarm Systems

Fully integrated GPRS fire alarm systems

Multinational services/call-centers

Highest security standards (DIN EN 14604 )

Full service (installation, operation and servicing)

International emergency call

Solution

Source: www.pyrexx.com

T-Mobile

SIM chipin all Pyrexx fire

alarm systems

T-Mobile

SIM chipin all Pyrexx fire

alarm systems


M2M solutions

–

Smart Metering/Smart

Grid. Intelligent photovoltaic

system

management.

IPM System

PV System Management

Connected photovoltaic system management improving efficiency, transparency, flexibility and safety in PV system operations

Average efficiency gains of 15 percent

M2M solution enabling remote monitoring and control of the system

Solution


M2M solutions –

Consumer electronics. Remote Power Plug.

QGate

Remote Power Plug

Fully integrated GPRS power plug

Enables remote power switching of devices connected to the QGate

Energy monitoring and switching of any household device

Monitoring of live and historical data

Solution

T-Mobile

SIM chipin all Q-Gate

power plug

T-Mobile

SIM chipin all Q-Gate

power plug

Source: www.qgate.com


M2M solutions –

Retail & Commerce. Easy-to-install order handling system for food delivery service.

Lieferheld

Express Box

Remote ordering system

Out-of-the-box

hardware

solution

for

Lieferheld partner

restaurants

Simple connection

setup

to

order system

and processes

through

fully

integrated GPRS and WiFi

connection communication solution

International rollout support by Telekom Deutschland

Solution


M2M solutions –

Public sector and infrastructure. Urban bike rental services.

Deutsche Bahn

Call-a-Bike

Fully integrated GPRS solution for city bikes

Terminal for tracking and monitoring

Location-based services via Smartphone App

Remote lock provided by our Deutsch Telekom M2M partner Keymile

Solution

Source: www.callabike-interaktiv.de

T-Mobile

SIM chipin DB Call-a-Bikes

T-Mobile

SIM chipin DB Call-a-Bikes


Specifics of IoT

business models.


Vertical specific Players

Vertical specific Players

The M2M industry value chain. Highly complex value chain to be integrated into existing vertical

value chains.

Module/box

supplier Connectivity Enabler/

AggregatorApplication

ProviderSystem

Integrator

10

E2E Solution Provider

Implementing an M2M solution needs integration of the “M2M specific Value Chain”

into the traditional Value Chain of the respective industry –

huge barrier of entry; dedicated industry knowledge needed

Highly complex M2M Value Chain calls for thorough business model

considerations to make the business profitable for each party involved

Pre-Products Machine Supplier Manufacturer End Customer

Traditional Industry Value Chain

M2M specific Value Chain


Partnering in M2M business. DT to build up worldwide M2M partner network with focus on

segment specialists and horizontal partners.

There are millions of small and midsize enterprises on global M2M market with enormous business potential for DT.

DT

To provide complete M2M solution to customer at first hand and to drive international M2M business, DT builds up a strong partner network on global level.

Potential segment partners –

small & diversified Partner network enables global approach


M2M Partner Network. Horizontal and vertical partnerships to support various M2M

services and solutions.

M2M Software Development

System Integration

E2E

M2M Equipment Development

Customer

Retention

*exemplary illustration

http://www.digi.com/

http://www.rfi-global.com/

http://www.telit.com/en/


Best practices for running IoT

companies.


M2M Services

M2M Developer Platform

M2MM2M Solutions

Deutsche Telekom M2M strategy deep dive.

Global developer networkGlobal services

Open and scalable platform,

global SIM

Remote machines management

Call-a-Bike

Connected Fire Detector

Remote Socket

International Marketing

M2M

–

from connecting everybody to connecting everything –

global SIM, open and scalable platform, global service alliance,

global partner and developer network.

Online MarketingDirect Marketing & EventsAnalysts Relations

M2M Access &

Enabler Platform

Innovations with ‘ideabird’M2M MarketplaceM2M Partner Portal


Telekom’s partner management solution. M2MCC Partner Portal as central point of contact at DTAG for international M2M companies.

Partner Portal is a communication, information and management platform

for registered members only on global level 24/7/365

Partner Portal is an efficient Tool for Partner Pre-

Qualification

& central Partner Data Management

with access

for all NatCos

Benefits for Partner:

Efficient point of contact, access to exclusive information, usage of special features like Solution Finder, Project Tool, Forum

Goal: Enable M2M business networking across countries and among all segments

https://partner.m2m.telekom.com


M2M marketplace. 1st

international M2M eCommerce

portal.

The M2M Marketplace is an international e-

commerce portal, which will:

provide opportunities to all M2M players in the value chain to sell goods no matter if they are direct sellers, dealers, producers or other merchants.

enable companies, as well as business customers to search and compare the prices of all M2M goods offered though search filters, and to subsequently order the products in a clear and simple manner.

https://marketplace.m2m.telekom.com


M2M Developer Platform. Example: M2M Innovation contest ideabird.com

ideabird.com

Identification and development of innovative M2M products.

First focus on ideas, relating the recovery of persons, animals or property.

Identification of the product ideas is carried out through an innovative crowd-sourcing approach.

Realization with independent global ideation platform www.ideabird.com.

Selection of winner product ideas in April 2012.

Target: Develop and sell

1 million additional M2M devices.

http://www.ideabird.com/


Main focus: Realizing potential synergies, implementing joint services and driving innovation.

GMA will enable enhanced value propositions around M2M smart connectivity through:

seamless connectivity across its footprint,

interoperability between different networks and API harmonization,

an international Partner Program gathering key players from the M2M ecosystem.

Global M2M Association

Global M2M Association (GMA). Implementing an excellent global M2M service experience.

Global M2M

Association


Guidelines for new IoT

companies.


How to seize the opportunity: M2M success factors.

Act with your business partners along the entire value chain for

joint successes.Ambitious common targets

Establish a strong global M2M brand: Educating and exploring new

markets worldwide.Market communication

Think global, act local: Flexible business models to meet customer needs effectively.Go2Market

Approach the market together: Excellent relations to business partners and developers.Partnering

Deliver best-in-class solutions: State-of-the art and cost effective M2M products.Technology

Ask the market: DT M2M innovation contest “Ideabird“.Be innovative

Thank you for your attention.

Contact us.

Deutsche Telekom AGM2M Competence

Centerhttp://www.telekom.com/[email protected]

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