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
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