Smart World: How the Alliances are Driving the M2M Ecosystem (Telefónica m2m)

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Smart World: How the Alliances are Driving the M2M Ecosystem (Telefónica m2m)

  1. 1. m2mSmart WorldHow the Alliances are Driving the M2M EcosystemTelefónica Digital 25th April 2013
  2. 2. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitTelefónica Key Figures•  Operations in 24 countries•  130,250 professionals•  Consolidated revenues of 62,356 million euros•  315,7 million customers(December 2012)
  3. 3. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitGlobal CoverageOperationsin 24 countriesIndustrial Alliances
  4. 4. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitTelefónica Digital§  Telefónica Digital is a established global business unit (headquartered in London withregional centres in Silicon Valley, São Paolo, Spain, Tel Aviv, etc.) aimed at responding to thebasic trends of the digital revolution:•  Connection anytime/anywhere and high speed data networks.•  Smartphones and other devices going mass market.•  Integration of digital innovations into business models.
  5. 5. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitHorizontal Solution and Vertical Applicationsm2m SDPSupervision & Control toolsm2m BSSSpecific Core NetworkMulti BearerHORIZONTALm2mSERVICEEnd-to-end Servicesfor the diverse Verticalm2m Vertical MarketsAn Horizontal m2mService for providingconnectivity + VAS.Support specializedvertical servicesE-health Security FinancialServicesConnectedCarFleetManagementUtilities ConsumerelectronicsSmartCities Telemetry
  6. 6. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitDevice/Module/SIM manufacturerNetwork Connectivity ApplicationDeveloperService ProviderIntegratorSES*VASCorporateCustomerEnd User•  M2M services are part of the core business of the companies and have specific characteristics thatimply a different working model of the companies involved in the M2M arena.•  Its necessary a partnership between the different members of the value chain to cover sectorialcustomer requirements related to security, availability, control, customer experience and businessmodel of M2M markets.•  Development of end-to-end best in class solutions for different sectors implies to work with otherTelcos, customers and Partners.•  Partnering will benefit cooperative parties by creating scale and market power, which will:¤  Create new market dynamics and¤  Generate new business modelsM2M Value Chain - Collaboration
  7. 7. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitOur challengeDevice/Module/SIM manufacturerNetworkConnectivityApplicationDeveloperService ProviderIntegratorSES*VASCorporateCustomerEnd UserTelefónica Core& Telco AlliesTelefónica &Best Partners by SectorTelefónica & Customers:Tools to access end-user marketAlliances andnegotiationPlayers are expanding along the valuechain to capture customer relationswith integrated offersManaged Connectivityvs.end-to-end services*Service Enablement Services
  8. 8. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitCreating an eco-system of PartnersDue to the fragmentation of theM2M Value Chain, developmentof end-to-end best in classsolutions implies to work withPartners.m2m Partner Eco-system“Program” aiming at bringing together the world class M2M playersalong the value chain to rapidly create applications and servicesIndustry and market dynamics limitany one service provider’s ability todrive significant change by “going italone”.Some programs and toolsmust be put in place to makethis process easier in creatinga rich ecosystem of valuablepartners.
  9. 9. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitDevice/Module/SIM manufacturerNetworkConnectivityApplicationDeveloperService ProviderIntegratorSES*VASCorporateCustomerEnd User1)  DEVICE/ MODULE & SIM MANUFACTURER-  Standardization, innovation and commercialization-  Indirect channel for small integrators and SMEs3)  NETWORK CONNECTIVITY - TELCOS-  Joint commercial & solution efforts to look for a unique and very powerful geographic solution basedproposition-  Share platforms and identify “ready” end-to-end solutions & partners for different sectors (automotive,utilities, smart cities,...)5)  SES-  Innovation, product and commercialization7)  DEVELOPERS, INTEGRATORS, SERVICE PROVIDERS AND CUSTOMERS-  Fostering the third party niche vertical development-  Partnership in integration and/or commercializationTelefónica m2m Partner Program
  10. 10. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitDevicesGlobal strategic partnership Telit & Telefónica,•  Offer to all the customers the premium value-added services, customer support, moduleinnovation and global connectivity previouslyreserved for larger firms.M2M Air–Connected Modules
  11. 11. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitSubscription Management•  Partnership with G&D to demonstrate a working solution for remote subscription management and a uniquemultioperator SIM:-  Review the eSIM concept & architecture: Define business logic & work in the different business models-  The trial began on 11/2011, using G&D SIM Cards, Samsung Tablets and Telit modules-  Involving Telefonica Operators (Movistar SP, O2 UK, O2 DE) and Telco partners (China Unicom, Telstra…)•  Today is a Commercial Solution!
  12. 12. © Telefónica S.A | Todos los derechos reservados m2mGlobal Unitn  Global solution: The agreements enable joint commercial efforts to look for a global solution basedproposition. This is particularly important for M2M opportunities that require multiple services over largegeographical areas: Its about Communication but also about OperationsM2M Global Customer RequirementsRequirements•  one portal•  a unique SIM•  a common APN•  a single VPN•  a joint customer service•  Unique/several invoicing•  Local /lowest prices•  Permanent roaming solution•  Multioperator solution with localsubscriptionsSolutionIt´s mandatory the collaborationbetween operators!
  13. 13. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitCooperaon  Areas  Markeng  /Strategy  Customers  (enhancing  footprint)  Vercal  services   Pla?orms  Technological    cooperaon  (standards,  cerficaon,  tesng,  field  trials,  R&D)  1 2 3 4 5Telco m2m PartnershipObjectiveCreate a Global M2M Alliance§  To increase market awareness and to expand footprint globally through partnerships§  To increase efficiency and new vertical revenue streams
  14. 14. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitMulti Operator Alliance•  KPN, NTT DOCOMO, INC., Rogers, Singtel, Telefónica, Telstra andVimpelcom entered into an agreement to initiate collaborationwith respect to their M2M businesses-  Focus on create M2M echo-system and globalmultioperator products-  Open to new members to fill the geographic gaps.!•  First results:-  Alliance as a structured working group-  Presentation of the Multioperator unique SIM & PlatformDemo at MWC-  Etisalat as a new member
  15. 15. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitM2M Multi-operator Alliance FootprintGlobal CoverageBangladeshRussiaPakistanIndiaThailandCanadaPuerto RicoVenezuelaBrazilArgentinaUruguayChileEcuadorPanamáEl SalvadorGuatemalaNicaragua ColombiaPeruMéxicoCosta RicaUKGermanyCzech R.IrelandBelgiumSlovakiaSpainItalyThe NetherlandsAlgeria Libya EgyptKSACentral AfricanR.AustraliaNewZealandJapanSri LankaIndonesiaPhilippinesArmeniaGeorgiaKazakhstanUzbekistanKyrgyzstanTajikistanCambodiaLaosAfghanistanMyanmarUkraineSingaporeBurundiZimbabweBenin, Gabon, IvoryCoast, TogoNiger,NigeriaUAETanzania
  16. 16. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitM2M Alliance ExtendedGlobal CoverageBangladeshRussiaPakistanIndiaThailandCanadaPuerto RicoVenezuelaBrazilArgentinaUruguayChileEcuadorPanamáEl SalvadorGuatemalaNicaragua ColombiaPeruMéxicoCosta RicaUKGermanyCzech R.IrelandBelgiumSlovakiaSpain ItalyThe NetherlandsAlgeria Libya EgyptKSACentral AfricanR.AustraliaNewZealandJapanSri LankaIndonesiaPhilippinesArmeniaGeorgiaKazakhstanUzbekistanKyrgyzstanTajikistanCambodiaLaosAfghanistanMyanmarUkraineSingaporeBurundiZimbabweBenin, Gabon, IvoryCoast, TogoNiger,NigeriaUAETanzaniaDenmarkNorwaySwedenHungarySerbiaTurkeySwitzerland
  17. 17. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitSES• Innovation, product and commercialization
  18. 18. © Telefónica Digital | All rights reserved m2m18  End-to-end Services - Fleet ManagementFleet Management over the basic tracking service :§  Visualization as the tool set to position and visualize assets§  Protection regarding Safety and Security issues§  Productivity & Sustainability to improve business processes,increase efficiency and reduce pollution.ScreenWatcher•  Rich-detailed mapping &resource Visibility•  Real-time & historicinformationVISUALISATIONPROTECTIONPRODUCTIVITY &SUSTAINABILITYSustainabilityOut-the box track & trace monitoringEmployee Protect•  Out-the box track & trace monitoringRisk Director•  Driver behaviour metrics, Safety &Security services enablerDuty of Care•  Manage corporate responsibilities:driver insurance & health, vehiclelicense and taxes, ...•  Out-the box track &trace monitoringBusiness ImprovementData Analyser•  Resource visibility,alerting &exceptionreportingSustainability•  Tracking, navigation &communications,Productivity Visibility, JobScheduling•  Business IntelligencereportingGlobal Unit
  19. 19. © Telefónica Digital | All rights reserved m2m19  ValuePropositioninsurersdriversCustomerNeedsEnd-to-end Services - Insurance Telematicsdriversinsurers•  Need to save on premiums•  Increasing demand of parental control•  Need to expand current portfolio and differentiate from competitors•  Need to optimize operations•  Lack of levers for customer loyalty•  Stop increasing costs from fraud•  Increase accuracy in Risk Pricing and retain best drivers•  Improve Combined Ratio: reduce Costs and Claims Ratio•  Reduce Fraud•  Improve Customer Experience and Loyalty with additional interactions todeepen relationships•  Differentiating product with unique features to capture new customersYoung drivers (18-25 years old) and young drivers’ parents•  Understand and improve the way of driving by monitoring driving patterns•  Vehicle crash detection and automatic notification•  Vehicle location, parental control, driving behaviour tips, maintenance remindersand social network integration among othersyoungdriverstheirparentsGlobal Unit
  20. 20. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitRisks of no collaboration•  50 billion devices will impose tough requirements to the networks.Risk of not having them well prepared. Lack of interoperability.•  Lack of standards in m2m related to Telecommunications and theindustries involved (automotive, utilities…) bringing fragmentation.•  Local regulations that imply that without cooperation between Telcos,global solutions will become impossible.•  Unfavorable component and device economics due to isolateddevelopment and requirements.•  Clients driving the development of closed, non largely deployablesolutions (m2m Project Islands).•  No economies of scale neither in service nor in technology harmonization.Higher costs and, therefore, higher prices for customer or less sales andmargins.•  No business models developed. Market dynamics slowing down.
  21. 21. © Telefónica S.A | Todos los derechos reservados m2mGlobal UnitSummary•  m2m will be the “next big thing” and we have to develop attractive valuepropositions on both horizontal and end to end vertical services.•  Due to the different sectors, regions and type of customers, we have toadapt the m2m products and commercialization channels to fulfill de diversecustomer needs.•  Partnerships are critical to capture the value opportunity. Companies fromdifferent sectors and regions should collaborate looking for “Wold-Class-Products”
  22. 22. Angel David García BarrioHead of Alliances & New Businesses. Global m2m. Telefonica DigitalChairman. Multi Operator Allianceangeldavid.garciabarrio@telefonica.com

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