Download - MoMoMuc Smart Home - Jean C. Kiessling
CONNECTED HOME IN THE INTERNET OF THINGS
ONLY OPEN PLATFORMS WILL PREVAIL IN THE LONG RUN
JEAN C. KIESSLING, DEUTSCHE TELEKOM
IoT | Connected Home, Head of Business Development & Portfolio Management
DEUTSCHE TELEKOM: OVERVIEWLEADING AND MOST INNOVATIVE EUROPEAN TELCO
Customer
centric & Partner
based
Global player: world’s 4th largest wireless service provider by market cap
Financial strength: global group revenues of >€58bn
Customer base: over 142 million customers across 3 continents
|227 October 2014, Jean C. Kiessling
centric &
focussed
based
strategy
Innovation
driven
culture
Platform
driven
approach
INTEREST
Potential customers are highly
interested in smart home offerings.
1,0 1,1 1,31,4
1,6
0,30,4
0,4
0,5
0,6
0,1
0,1
0,2
0,2
0,2
2013 2014 2015 2016 2017
Hardware
Service
Installation
GROWTH
Continuous market growth is
being projected for Germany.
PROVIDERS
58% of customers want to
buy Smart Home products
CUSTOMERS ARE
READY FOR SMART
HOME OFFERINGS.
WILLINGNESS TO PAY FOR VALUED
SERVICES
The majority of potential customers are
willing to pay up to 10 € / month for Smart
Home services.
6%5%
22%
not appealing
absolutely not appealing
Source: Strategy Analytics – Smart Home Revenue 2013 and DT analysis
Source: DTAG Smart Home Friendly User Test
10/21/20143
RELEVANCE
Interest of customers focuses on topics
which we address with our Smart Home offer.
buy Smart Home products
from telcos or energy
providers.
24%
44%
neutral
very appealing
appealing
Source: Cap Gemini: Smart Home – Zukunftschancen verschiedener Industrien, 2012
Source: Cap Gemini: Smart Home – Zukunftschancen verschiedener Industrien, 2012
Source: DTAG Smart Home Friendly User Test
AGENDA
�Connected home in the Internet of Things
�Deutsche Telekom’s approach to smart home
�Partnering opportunities for Start-up’s
427 October 2014, Jean C. Kiessling
�Partnering opportunities for Start-up’s
WHAT IS THE INTERNET-OF-THINGS?
527 October 2014, Jean C. Kiessling
ESSENTIALLY IT IS CONNECTING THINGS WHICH SEND DATA AND MAKE USE OF IT
Source: Goldman Sachs Report Sep 2014
DIAMONDS � GOLD � OIL � DATA?
627 October 2014, Jean C. Kiessling
Source: Goldman Sachs Report Sep 2014
HOW TO MONETIZE DATA? HOW TO DRIVE THAT REVENUE GENERATION?
ALL 2015‘s STRATEGIC TECH-TRENDS ARE DRIVING THE NEED FOR AN OPEN PLATFORM BASED SMART HOME
TRANS-DOMAIN USER-EXPERIENCE AT HOME
� User-experience design – intuitive controls on apps
� New usability possibilities and business of HW & services
� Growth of 3D printers user-base
� New disruptive business models enabled by data analytics
� Sensor context & user behaviour learning based services
� �
����
�
�
�
�
�
727 October 2014, Jean C. Kiessling
� Smart helpers & robots / virtual butler, etc.
� Seamless exchange trans-domain contents x-segments
� Software defined networking in home-area-networks
� Leverage scalable & flexible app. & DevOps infrastructure
� Highest ‘telco-grade’ approach to security
� � �
� ����
Source: Gartner Oct 2014
KEY TECHNOLOGY TRENDS SUPPORT THE RISE OF THE SMART HOME
Advanced User InterfacesAdvanced User InterfacesAdvanced User InterfacesAdvanced User Interfaces
Digital Digital Digital Digital HealthHealthHealthHealth
Connected CarConnected CarConnected CarConnected Car
827 October 2014, Jean C. Kiessling
Embedded SensorsEmbedded SensorsEmbedded SensorsEmbedded Sensors WearablesWearablesWearablesWearables
Smart Smart Smart Smart GridGridGridGrid
Smart HomeSmart HomeSmart HomeSmart Home
EXAMPLE: HIGHLIGHT AT IFA 2014 - SEAMLESS INTEGRATION OF THE CONNECTED CAR AND HOME
HIGHLIGHT CONNECTED HOME PLATFORM
� more than every second visitor at IFA 2014 visited the Telekom
hall: 135.000 of an total of 240.000 visitors overall
� current facts and figures about connected home:
>30 partners, more than100 compatible devices, more than
400 point of sales
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� Introducing showcase BMW i3: iDrive controller seamless
integration into DT’s open smart home platform for services
whereby the driver has access to a number of functionalities,
e.g. interaction on light and heating as well as many home
appliances and devices at home
� DT’s open platform which enables its partners access to the
data of their endcustomers*
CONNECTED CAR AND SMART HOME – AN TRANS-DOMAINEN CUSTOMER ERPERIANCE
* consumers concent required
27 October 2014, Jean C. Kiessling
WHAT’S IN FOR ME?
ITS ALL ABOUT THE DATA ITS ALL ABOUT WHAT GOOD IS IT FOR ME
INTERNET OF THINGS CONNECTED HOME
26 billion connected devices in 2020 1) Peace-of-mind, energy savings, assistance
10
� connected products data by multiple brands
� interconnection of multi technologies
� data analytics intelligence is key
� data privacy
� valuable services & comfort
� customers are interested in many use cases 2)
1) Gartner projection Dec 2013
27 October 2014, Jean C. Kiessling
2) DT mafo May 2014
WHAT IS IT THAT CUSTOMERS ACTUALLY WANT FOR THEIR HOME?
CUSTOMERS ARE INTERESTED IN MANY SMART HOME SOLUTIONS
Interest in specific smart home solutions
(Basis: Respondents with basic interest in smart home)
40%
50%
60%
70%
80%
90%
100%
1127 October 2014, Jean C. Kiessling
0%
10%
20%
30%
40%
Not interested
Interested
Very interested
Source: Deutsche Telekom, May 2014
AGENDA
�Connected home in the Internet of Things
�Deutsche Telekom’s approach to smart home
�Partnering opportunities for Start-up’s
1227 October 2014, Jean C. Kiessling
�Partnering opportunities for Start-up’s
WE FOCUS ON THE USE CASES, WHICH HAVE RESONATED WELL WITH CONSUMERS
PEACE OF MIND ENERGY SAVING ASSISTANCEPEACE OF MIND
EVENT ALERTS
� Alerts of events incl. kids
returning home, security &
safety alerts (burglary, fire, etc)
CAMERA MONITORING
� Visual verification for you or
nominated 3rd parties of your
home (inside or outside)
ENERGY SAVING
MANAGE TEMPERATURE
� Control your home
temperature and reduce
heating costs
SAVE ELECTRICITY
� Auto switch on/off non-
essential appliances when not
required/away from home
ASSISTANCE
WARRANTY
� Connect smart devices, e.g.
boiler, appliances, to enable
enhanced maintenance, etc
SUPPORT
� Provide services that support
personal safety and ambient
assisted living
1327 October 2014, Jean C. Kiessling
Secure and
encrypted
� Highly secure platform Highly secure platform Highly secure platform Highly secure platform with TPM chip integration TPM chip integration TPM chip integration TPM chip integration to maintain endendendend----totototo----end integrity end integrity end integrity end integrity
� Secure SSL encryption Secure SSL encryption Secure SSL encryption Secure SSL encryption (“telco grade”) ensures all connected devices are firewalled
Reliable and
� Voted most trustworthy firm Voted most trustworthy firm Voted most trustworthy firm Voted most trustworthy firm in its data handlingdata handlingdata handlingdata handling, ahead of Microsoft, Apple & Voda, etc1
� Built for mass deployment Built for mass deployment Built for mass deployment Built for mass deployment to millions of customers millions of customers millions of customers millions of customers for multiple partners and channelsmultiple partners and channelsmultiple partners and channelsmultiple partners and channels
DT’S OPEN CONNECTED HOME PLATFORM OFFERS A NUMBER OF UNIQUE CAPABILITIES TO COMPETITORS
Reliable and
trustworthy
Bespoke to
our
customers
requirements
� Flexible integration Flexible integration Flexible integration Flexible integration of connected home platform into local business processesconnected home platform into local business processesconnected home platform into local business processesconnected home platform into local business processes
� Fully white label,Fully white label,Fully white label,Fully white label, with bwith bwith bwith branding of UI, consumer hardware and associated devices randing of UI, consumer hardware and associated devices randing of UI, consumer hardware and associated devices randing of UI, consumer hardware and associated devices
Source: 1. Allensbach Institute (IfD Allensbach)
1427 October 2014, Jean C. Kiessling
Intuitive
customer
experience
� Simple & intuitive OOB & UI Simple & intuitive OOB & UI Simple & intuitive OOB & UI Simple & intuitive OOB & UI – can be customised to meet your bespoke requirements
� Test results from German media & customer feedback has been highly positivefeedback has been highly positivefeedback has been highly positivefeedback has been highly positive
Open and
� Open source software Open source software Open source software Open source software and open APIs open APIs open APIs open APIs to ensure broad adoption of platformbroad adoption of platformbroad adoption of platformbroad adoption of platform
� Eclipse developer community Eclipse developer community Eclipse developer community Eclipse developer community to accelerate TTM for innovative new products and servicesaccelerate TTM for innovative new products and servicesaccelerate TTM for innovative new products and servicesaccelerate TTM for innovative new products and services
DT’S OPEN CONNECTED HOME PLATFORM OFFERS A NUMBER OF UNIQUE CAPABILITIES VS. COMPETITORS
Open and
interoperable
Flexible and
expandable
� Fast/flexible extension Fast/flexible extension Fast/flexible extension Fast/flexible extension for new devices – not fixed in terms of potential use cases not fixed in terms of potential use cases not fixed in terms of potential use cases not fixed in terms of potential use cases
� Secure ASP integration Secure ASP integration Secure ASP integration Secure ASP integration to enable new business modelsnew business modelsnew business modelsnew business models, e.g. Allianz
1527 October 2014, Jean C. Kiessling
SMART HOME APPLICATIONDELIGHT YOUR CUTOMERS WITH SMART USE CASES
LIGHT
Use light as a stylistic element to create your
personal “feel good” atmosphere.
TEMPERATURE
Set the temperature at home via app and
reduce your costs for heating – whenever you
want and wherever you are.
SAVE ENERGY
Switch off all electric devices which are
currently not in use and lower your energy bill.
SECURITY
It is a good feeling to know that everything at
home is all right.
CAMERA
The video camera gives you access to your
home – also on the go via app.
SHUTTERS
Lower the shutters at home via app to
improve the security.
UNLIMITED OPTIONS
The Smart Home app gives you control over all connected Smart Home devices.
Set up new individual scenarios or connect devices based on time or trigger activated rules.
1627 October 2014, Jean C. Kiessling
Germany was the launch market
� Created an ecosystem incl. Telekom (B2C business), 4 of 6 leading utilities and insurer Allianz
DT LAUNCHED ITS CONNECTED HOME PLATFORM IN LATE LAUNCH WITH AN INITIAL FOCUS ON THE GERMAN MARKET
� In advanced discussions with leading electrical retailers, already ranged in Euronics, etc
International expansion
� Initial focus is Europe, with a physical presence in all EU states to drive business development
1727 October 2014, Jean C. Kiessling
DT HAS ESTABLISHED PARTERNSHIPS WITH >30 FIRMS –AND IS WORKING TO RAPIDLY EXPAND THIS ECOSYSTEM
Windows/
doors
Security/
monitoring
Home
Lighting
Health/AAL
Entertainment*
*
*
Status: October 2014
* multiple mention due to activity in different industries
** gray boxes reflect companies that do not want to be publicized at present
Home
appliances
Home automation
Sales channel
Telecom-
munications
Entertainment
Energy provider
Awning/
shades
1 X
**
**
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1 X
**
27 October 2014, Jean C. Kiessling
CONNECTED DEVICES REVENUE GENERATING SERVICES
THE PLATFORM IS DESIGNED TO SUPPORT MULTIPLE POTENTIAL USE CASES, TO BE AGILE & EVER EXPANDABLE
Supporting a broad range of sleek/‘hero’ smart devices
that enrich the core proposition, and related use cases
Enabling a broad range of B2B & B2B2C revenue
generating services that support multiple business models
Energy
management &
optimisationHome
monitoringAppliance
prognostics
Cameras
Door locksTRVs
ThermostatsSmart meter
PLATFORM AS THE
ENABLER
OF NEW SERVICES
Usage based
insurance
Ambient
Assisted
Living
Emergency
assistance &
response
Data
analyticsCommercial-
ization of
customer data
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CO/smoke sensors
LightingWater leak detector
Wearables
Energy
SafetyConvenience
Security
Music
Boiler
27 October 2014, Jean C. Kiessling
Fast track to
smart home
Fostering growth of
smart home business
Realizing the
full digital home
� Smart home white-label solution � Extend feature set and devices � Realize the full business
APPROACH TO SMART HOME BUSINESS
BASED ON DT’S OPEN CONNECTED HOME PLATFORM
1 2 3
� Smart home white-label solution
� Fast time to market
� Extend feature set and devices
� Push core business by bundling
� Engage preferred local partners
� Realize the full business
potential
� Leverage own growing position
� Drive innovation
Continuous flow of new partners, innovative features and devices
(also driven by open developer community)
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ONLY OPEN PLATFORMS WILL PREVAIL IN THE LONG RUN
27 October 2014, Jean C. Kiessling
INTERNATIONALIZATION ROADMAP CONNECTED HOME
2013 2014 2015 2016
Market startp
rop
osi
tio
ns
Germany NL & UK pan-EU
advanced discussions
� Retail
� Utitliy
� Telco
� Insurance
initial preparations
� …
� …
� …
� …
Internationalization start
2127 October 2014, Jean C. Kiessling
pro
po
siti
on
sp
latf
orm
- open connected home platform by Deutsche Telekom
Data analytics
API 1.0
API 2.0
co
mm
un
ity
Eclipse foundation & community of developers
Start-up fostering
� Insurance � …
AGENDA
�Connected home in the Internet of Things
�Deutsche Telekom’s approach to smart home
�Partnering opportunities for Start-up’s
2227 October 2014, Jean C. Kiessling
�Partnering opportunities for Start-up’s
PARTNERING OPPORTUNITIES FOR START-UP‘s
Offer
� DT supports the
integration of your
peripheral device
� DT supports marketing
and provides the channel
� DT supports marketing
and sales of your
application
� DT uses your basic
technology
� DT supports marketing
and winning partners for
your technology
Device Basic technologyApplication
2327 October 2014, Jean C. Kiessling
to sell your device
Prerequisites
� Your devices uses either
ZigBee HA/SE/LL/GBCS,
Z-Wave or HomeMatic
� If it connects via the
Internet, your device has
an open API
� You use the DT QIVICON-
platform SDK for your
application
� You use DT’s gateway
and compatible devices
for your offering
� Your technology fits into
DT’s connected home
vision and technology
what startups getour focus areas
CLOUD BASED BUSINESS
SOLUTIONS
INTERNET OF THINGS CYBER SECURITY
Access to industry
experts & mentors
Financingof up to €300k*
Our Berlin offering for outstanding teams
HEALTH
COMMUNICATION &
CONNECTIVITY
SOLUTIONS
MOBILE PAYMENT & MOBILE COMMERCE
BIG DATA &
CUSTOMER ANALYTICS
mentorsfor free
Access to Deutsche Telekom
Co-Workingspace in Berlin
for free
TV, VIDEO &
MULTI SCREEN
WE ALSO WELCOME APPLICATIONS WITH INNOVATIVE IDEAS FROM OTHER AREAS*
*) Focus on co-investments (currently fully utilized,next round to be outlined for 2015).Only disruptive technologies, no e-commerce
THANK YOU!
Jean C. KiesslingJean C. KiesslingHead of Business Development
Connected Home
E-Mail: [email protected]
Mobile: +49 171 / 5 53 03 96
@JCK__get connected
CASE STUDY TELEKOM DEUTSCHLANDCOMMERCIAL OFFER – EARLIER VERSION (LAUNCH)
TELEKOM SHOP SET
QIVICON
HomeBase
iOS/aOSApp
+
Home Base + App + Home Base + App + Home Base + App + Home Base + App + free choice of 4 devicesfree choice of 4 devicesfree choice of 4 devicesfree choice of 4 devices
+
Additional devicesAdditional devicesAdditional devicesAdditional devices
Motion detector
(indoor & outdoor)SmartplugSmoke
detector
Radiator
thermostat
Door/window
contactHomeBase
E-CHANNEL SET Home Base + App + Home Base + App + Home Base + App + Home Base + App + prepreprepre----defined hardware setdefined hardware setdefined hardware setdefined hardware set
QIVICON
HomeBase iOS/aOSApp
++ + +
Wall switchSmartplug Smoke detector 2 x radiator thermostats
* Retail price incl. German VAT (19%); starter kits incl. app usage for 24 month; after 24 month, app license costed 29,95 € p. a.
detector thermostat contact
Water sensor
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CASE STUDY TELEKOM DEUTSCHLANDCOMMERCIAL OFFER – OCTOBER 2014 VERSION
Security pack Radiator valves pack Smoke detector I pack
�Switch (H)
�Smart plug (H)
�Smoke detector (Z)
�Motion sensor (Z)
�ZigBee Stick
Three radiator
valves (H)
Three smoke
detectors with
siren (Z)
Energy pack
�Switch (H)
Smoke detector II pack
+
�Motion detector (H)
�Smart plug (H)
Three door/
window
contacts (H)
�Switch (H)
�Radiator vavles (H)
�Smart plug
measuring (H)
Three smoke
detectors (H)
Window contact packIndividual devicesComfort pack
HomeBase Smart Home
app for 24 months*
+
* more information: www.smarthome.de; retail price incl. German VAT (19%)H = HomeMatic; Z = ZigBee
�Radiator valve
�Camera (indoor & outdoor)
�Motion detector (indoor & outdoor)
�Water sensor
�Smoke detector
�Door/window contact
�Wall switch
�Different smart plugs
�Outdoor siren
�Remote control
� ZigBee stick
* TDG tests a MRC model for QIVICON Home Base &
Smart Home app and Smart Home app only
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