The Internet of Things.
Alternative business models and best practices.
Jürgen Hase ,Vice President M2M Competence Center, Deutsche Telekom AG
IoT Week 2012 - IoT Economics Workshop, Venice, 21 Mai 2012
Practical experience with IoT companies.
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
2
M2M market view.
Deutsche Telekom serves a broad variety of market segments,
which provide horizontal as well as vertical business opportunities.
M2M Ecosystem
Horizontal business opportunities
44
11
Vertical business opportunities
88
55
66
33
22
99
77
1.
2.
3.
4.
5.
6.
7.
8.
9.
Transport & logistics
Vehicle telematics
Smart metering/Smart grid
Connected consumer
electronics
Security
Retail & commerce
Industrial automation,
monitoring & control
Health care
Public sector & infrastructure
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
3
M2M solutions – Security.
Fire alarm systems and solutions for housing and domestic
construction industry.
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TT-M
-Moobbile
ip
SSIM
IMPcychrhexipx fifirere
ininaallll Pyrexx s
system s
aalalarm
rm system
Solution

Pyrexx
Fire Alarm Systems




Source: www.pyrexx.com
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
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
4
M2M solutions – Smart Metering/Smart Grid.
Intelligent photovoltaic system management.
Solution

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
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
5
M2M solutions – Consumer electronics.
Remote Power Plug.
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TT-M
-Moobbile
ip
SSIM
IMQcc-Ghhaip
te
ininaallll Q-Gate
ppoowweer rpplulugg
Solution

QGate
Remote Power Plug



Source: www.qgate.com
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
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
6
M2M solutions – Retail & Commerce.
Easy-to-install order handling system for food delivery service.
Solution

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
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
7
M2M solutions – Public sector and infrastructure.
Urban bike rental services.
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TT-M
-Moobbile
ip
SSIM
IMcCchahll-aip-Bikikeess
ininDDBB Call-a-B
Solution

Deutsche Bahn
Call-a-Bike



Source: www.callabike-interaktiv.de
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
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
8
Specifics of IoT business models.
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
9
The M2M industry value chain.
Highly complex value chain to be integrated into existing vertical
value chains.
Traditional Industry Value Chain
Pre-Products
Machine Supplier
Manufacturer
End Customer
M2M specific Value Chain
Module/box
supplier
Connectivity
Enabler/
Aggregator
Application
Provider
System
Integrator
Vertical
specific
Players


E2E Solution
Provider
Vertical
specific
Players
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
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
10
Partnering in M2M business.
DT to build up worldwide M2M partner network with focus on
segment specialists and horizontal partners.
Potential segment partners – small & diversified
Partner network enables global approach
DT

There are millions of small and midsize
enterprises on global M2M market with enormous
business potential for 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.
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
11
M2M Partner Network.
Horizontal and vertical partnerships to support various M2M
services and solutions.
Customer
Retention
E2E
System
Integration
M2M Software
Development
M2M Equipment Development
*exemplary illustration
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
12
Best practices for running IoT companies.
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
13
Deutsche Telekom M2M strategy deep dive.
M2M – from connecting everybody to connecting everything –
global SIM, open and scalable platform, global service alliance, global partner and developer network.
Call-a-Bike
M2M Partner Portal
Global services
M2M Marketplace
Innovations with ‘ideabird’
Remote Socket
Connected Fire Detector Remote machines management
M2M
Global developer network
M2M Solutions
M2M Services
M2M Developer Platform
M2M Access &
Enabler Platform
Open and scalable platform,
global SIM
International
Marketing
Online Marketing
Direct Marketing & Events
Analysts Relations
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
14
Telekom’s partner management solution.
M2MCC Partner Portal as central point of contact at DTAG for
international M2M companies.
https://partner.m2m.telekom.com

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 PreQualification & 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
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
15
M2M marketplace.
1st international M2M eCommerce portal.
https://marketplace.m2m.telekom.com
The M2M Marketplace is an international ecommerce 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.
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
16
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.
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
17
Global M2M Association (GMA).
Implementing an excellent global M2M service experience.
Global M2M Association
Main focus: Realizing potential
synergies, implementing joint services
and driving innovation.
Global
M2M
Association
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.
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
18
Guidelines for new IoT companies.
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
19
How to seize the opportunity: M2M success factors.
Technology
Partnering
Go2Market
Market communication
Ambitious common
targets
Be innovative

Deliver best-in-class solutions: State-of-the art and cost effective M2M products.

Approach the market together: Excellent relations to business partners and developers.

Think global, act local: Flexible business models to meet customer needs effectively.

Establish a strong global M2M brand: Educating and exploring new markets worldwide.

Act with your business partners along the entire value chain for joint successes.

Ask the market: DT M2M innovation contest “Ideabird“.
IoT Week 2012 - Jürgen Hase, VP M2M Competence Center (Deutsche Telekom AG)
21 May 2012
20
Thank you for your attention.
Contact us.
Deutsche Telekom AG
M2M Competence Center
http://www.telekom.com/M2M
[email protected]