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


WHAT IS THE INTERNET-OF-THINGS?


ESSENTIALLY IT IS CONNECTING THINGS WHICH SEND DATA AND MAKE USE OF IT

Source: Goldman Sachs Report Sep 2014

DIAMONDS � GOLD � OIL � DATA?


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

� �

��

�

�

�

�

�


� 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


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

9

� 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


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


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%


0%

10%

20%

30%

40%

Not interested

Interested

Very interested

Source: Deutsche Telekom, May 2014

AGENDA






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


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)


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


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.


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


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

**

**

18

1 X

**


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

|19

CO/smoke sensors

LightingWater leak detector

Wearables

Energy

SafetyConvenience

Security

Music

Boiler


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


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


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






PARTNERING OPPORTUNITIES FOR START-UP‘s

Offer

� DT supports the

integration of your

peripheral device

� DT supports marketing

and provides the channel


and sales of your

application

� DT uses your basic

technology


and winning partners for

your technology

Device Basic technologyApplication


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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