New business through cross-industry partnerships. Deutsche Telekom as a preferred partner of the energy industry. Jürgen Hase ,Vice President M2M Competence Center, Deutsche Telekom AG The Smart Agenda - Call for Collaboration, London, November 1st, 2012 Deutsche Telekom – profile. Jürgen Hase, Vice President M2M Competence Center, Deutsche Telekom AG 1 November 2012 2 Deutsche Telekom‘s vision and strategy. My First Choice for Connected Life and Work Seamless connectivity for the Gigabit Society INNOVATE TRANSFORM COMPETE More innovation by cooperation Secure cloud solutions Best-in-class customer experience Grow with innovations from own developments, partnering and ventures Streamline and modernize processes, systems, product portfolio, organizations Leading in competition and maintain or win market shares Jürgen Hase, Vice President M2M Competence Center, Deutsche Telekom AG 1 November 2012 3 Deutsche Telekom’s future business model. M2M as a major part of overall DT’s strategy. Best service Connected work Connected life Connected life - communication across all screens from digital content right through to the connected home Enabling Connected work - from cloud services right through to industry solutions for energy, healthcare, media distribution and connected car Quality of service, Authentication, Authorization, Accounting, payment, security, storage, context information Best partner to Internet providers non-access business non-access business New service offerings SaaS Software as a service IT factory Process modernization for increased flexibility and speed based on consistent standardization Network factory All-IP networks (fixed network & mobile communications) for the Gigabit Society M2M as overall enabler for Connected Life & Work Jürgen Hase, Vice President M2M Competence Center, Deutsche Telekom AG 1 November 2012 4 Intelligent networks. Jürgen Hase, Vice President M2M Competence Center, Deutsche Telekom AG 1 November 2012 5 Climate Change Market Liberalization The Energy sector is facing dramatic Energy Awareness Nuclear power Transition & Renewables change. Regulation: 20% Renewables 20% Efficiency 20% CO2 reduction New Business Opportunities Jürgen Hase, Vice President M2M Competence Center, Deutsche Telekom AG 1 November Febr. 15th 2012 2012 6 Deutsche Telekom – leading ICT enabler of the energy sector. We provide the services to master the challenges. Vision Ambition Strategic Cornerstones Best ICT partner of the energy sector Become the leading ICT player for energy solutions by 2015 Achieve €1bn sales across DT intelligent networks by 2015 * Energy industry solutions Energy industry platforms Convergence of energy & ICT Energy management solutions Cities & enterprises Property management End users (B2B2C) “Best Partner of the Energy Sector” Energy Industry Solutions Energy Management Solutions Enabling energy platforms & solutions Traditional DT core competencies IT Telecommunications * Intelligent networks: Energy, Health, and Connected Car Jürgen Hase, Vice President M2M Competence Center, Deutsche Telekom AG 1 November 2012 7 Deutsche Telekom as a preferred partner of the energy industry. Smart Grid with decentralised generation Smart Metering Smart Home Smart Metering as the Enabler for Smart Grid and Smart Home Partner of the Energy Industry Partner for Energy Efficiency Innovative ICT Service Provider with deep industry expertise and leading partner eco-system Jürgen Hase, Vice President M2M Competence Center, Deutsche Telekom AG 1 November 2012 8 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 Jürgen Hase, Vice President M2M Competence Center, Deutsche Telekom AG 1 November 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 Additional 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 Jürgen Hase, Vice President M2M Competence Center, Deutsche Telekom AG 1 November 2012 10 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’ Smart Metering Solution 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 Jürgen Hase, Vice President M2M Competence Center, Deutsche Telekom AG 1 November 2012 11 Deutsche Telekom M2M Marketplace. 1st international M2M eCommerce portal. https://marketplace.m2m.telekom.com 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. Jürgen Hase, Vice President M2M Competence Center, Deutsche Telekom AG 1 November 2012 12 Deutsche Telekom’s partner management solution. M2MCC Partner Portal as central point of contact at DT 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 Jürgen Hase, Vice President M2M Competence Center, Deutsche Telekom AG 1 November 2012 13 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 Jürgen Hase, Vice President M2M Competence Center, Deutsche Telekom AG 1 November 2012 14 M2M International Partner Development. Develop M2M business through World-Class partnership management with International Partners. Direct Business Partner management Best services with strong Deutsche Telekom brands International M2M expertise Partner Knowledge Management and Partner Networking Platform M2M Partnerships in a combined synergy for maximized share of profit Partner Deutsche Telekom Deutsche Telekom Partner Customer Deutsche Telekom and Partner Jürgen Hase, Vice President M2M Competence Center, Deutsche Telekom AG 1 November 2012 15 Co-operation between Maingate and Deutsche Telekom. Go-to-Market models. Model 1 DT acts as the contract party towards the customer Maingate acts as a supplier to DT Customer Model 2 Services & SLAs Customer Hosting Com. Installation Project mgmt. Meter MF the customer DT and its subsidiaries act as supplier to Maingate DT to provide financing of projects and related investments needed in accordance with the scope of customer contract Services & SLAs Access ICT Financing Maingate acts as the contract party towards Deutsche Telekom, T-Systems, T-Mobile Jürgen Hase, Vice President M2M Competence Center, Deutsche Telekom AG potential supplier 1 November 2012 16 If you can think it, it’s possible… with us! Jürgen Hase M2M Competence Center, Deutsche Telekom AG Landgrabenweg 151, 53227 Bonn, Germany www.telekom.com/m2m 17
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