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ID WORLD 2012




IoT Session at ID WORLD 2012
IoT linked vendor relation ship management
Mirko Ross, CEO, echolot digital worx GmbH




                       echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de
About myself



                            Mirko Ross

                            1972         Born, Germany
                            1998         Diploma degree: University of
                                         applied science nuertingen
                            1999         Founder: Rahlfs+Ross Multimedia GmbH
                            2007         Bitkom Award best mobile solution
                                         BW web 2.0 award
                            2010         CEO / Founder echolot digital worx GmbH
                            2011 -       Academic at University Heilbronn


                            m.ross@digital-worx.de

                            twitter.com/mirko_ross
                            www.facebook.com/mirko.ross




echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de
Okay, let's start the presentation...




IoT linked vendor relation
ship management (VRM)



echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de
Linking the parts




„Vendors spent a lot of affords to pick up potential customers, their needs, offering
goods and push a re buy after sales. This sales process is always done by the
viewpoint of a vendor and is based upon his assumed demand of customers.“


       Three questions:


       Is the CRM based selling process still contemporary?

       Why should not customer announce their demand public and then
       select the incoming offers of attractive vendors?

       Why many offers of goods often doesn't fit the in time needs
       of customer?




                     echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de
The idea of VRM.




Vendor relation ship management (VRM)
http://cyber.law.harvard.edu/projectvrm/Main_Page

    Customers must enter relationships with vendors as independent actors

    Customers must be the points of integration for their own data

    Customers must have control of data they generate and gather

    Customers must be able to assert their own terms of engagement

    Customers must be free to express their demands and intentions outside
    of any one company's control




                   echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de
The idea of VRM.


Vendor Relationship Management changes the viewpoint from vendors to customers
during sales stages.

If a costumer profiles allows to announce needs, a selected group of vendors will
have the chance to compete by their offer.



                                               Blocked: wrong candy
                 I want candy!


                                Pass: right candy, best price, trusted vendor

                                                 Blocked: too expensive




                                         Blocked: untrusted




                   echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de
Peer-to-Peer VRM



If we think in an IoT peer-based-architecture vendors and customers can be represented
by a peer or a group of peers. Items for example are peers, grouped by a vendor.


  Customer Peer


                                                                                       Vendor Item Peers




                   echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de
Linking VRM and IoT




Now let's stick the bricks together




        echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de
Linking VRM and IoT




Let's talk about you're walking down a
shopping lane in a VRM IoT
environment...


       echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de
Linking VRM and IoT




                                                                                                Vendor Peer
     Vendor Peer




                                                                                Customer Peer


                                              Vendor Peer


As a location based mobile service, customer peers are always handshaking with other peers around
in a specific area. It's depending on the privacy profile weather a personal software agent allows
changing information with another peer.

                       echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de
Linking VRM and IoT


In case of matching a trusted vendor peer, the mobile phone will keep you informed about the vendor
and its offer. Now it's up to you, to ignore the vendor offer or to give it a chance.




                       echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de
IoT linked VRM Scenario




Most of the parts for a IoT
linked VRM Scenario are
almost there


echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de
Linking the parts



Existing parts


Location based service on a ubiquity environment e.g. Smart phones

IoT information storage for goods e.g. RFID

Profiling by social interaction e.g. Facebook API

Peer to peer technologies e.g. G2




             echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de
Linking the parts



Topics to be solved:


Standard semantic description for needs e.G. aletheia project

Preventing spam by trust managed peers

Peer-to-Peer protocol fitting VRM

Prototyping




              echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de
At the end...




                    Any questions?...




As a location based mobile service, customer peers are always handshaking with other peers around
in a specific area. It's depending on the privacy profile weather a personal software agent allows
changing information with another peer.

                       echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de
About echolot



                                                      Brand Development




                                                       Public relations




                                                      Software Developent




      50 people working in Stuttgart, 100 % owner managed.




echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de
Mirko Ross

        ross@digital-worx.de
        www.digital-worx.de

        www.facebook.com/echolot.digital.worx
        www.facebook.com/mirko.ross




echolot digital worx GmbH   70565 Stuttgart   www.digital-worx.de

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Io t linked-vendor-relation-ship-management

  • 1. ID WORLD 2012 IoT Session at ID WORLD 2012 IoT linked vendor relation ship management Mirko Ross, CEO, echolot digital worx GmbH echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de
  • 2. About myself Mirko Ross 1972 Born, Germany 1998 Diploma degree: University of applied science nuertingen 1999 Founder: Rahlfs+Ross Multimedia GmbH 2007 Bitkom Award best mobile solution BW web 2.0 award 2010 CEO / Founder echolot digital worx GmbH 2011 - Academic at University Heilbronn m.ross@digital-worx.de twitter.com/mirko_ross www.facebook.com/mirko.ross echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de
  • 3. Okay, let's start the presentation... IoT linked vendor relation ship management (VRM) echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de
  • 4. Linking the parts „Vendors spent a lot of affords to pick up potential customers, their needs, offering goods and push a re buy after sales. This sales process is always done by the viewpoint of a vendor and is based upon his assumed demand of customers.“ Three questions: Is the CRM based selling process still contemporary? Why should not customer announce their demand public and then select the incoming offers of attractive vendors? Why many offers of goods often doesn't fit the in time needs of customer? echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de
  • 5. The idea of VRM. Vendor relation ship management (VRM) http://cyber.law.harvard.edu/projectvrm/Main_Page Customers must enter relationships with vendors as independent actors Customers must be the points of integration for their own data Customers must have control of data they generate and gather Customers must be able to assert their own terms of engagement Customers must be free to express their demands and intentions outside of any one company's control echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de
  • 6. The idea of VRM. Vendor Relationship Management changes the viewpoint from vendors to customers during sales stages. If a costumer profiles allows to announce needs, a selected group of vendors will have the chance to compete by their offer. Blocked: wrong candy I want candy! Pass: right candy, best price, trusted vendor Blocked: too expensive Blocked: untrusted echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de
  • 7. Peer-to-Peer VRM If we think in an IoT peer-based-architecture vendors and customers can be represented by a peer or a group of peers. Items for example are peers, grouped by a vendor. Customer Peer Vendor Item Peers echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de
  • 8. Linking VRM and IoT Now let's stick the bricks together echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de
  • 9. Linking VRM and IoT Let's talk about you're walking down a shopping lane in a VRM IoT environment... echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de
  • 10. Linking VRM and IoT Vendor Peer Vendor Peer Customer Peer Vendor Peer As a location based mobile service, customer peers are always handshaking with other peers around in a specific area. It's depending on the privacy profile weather a personal software agent allows changing information with another peer. echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de
  • 11. Linking VRM and IoT In case of matching a trusted vendor peer, the mobile phone will keep you informed about the vendor and its offer. Now it's up to you, to ignore the vendor offer or to give it a chance. echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de
  • 12. IoT linked VRM Scenario Most of the parts for a IoT linked VRM Scenario are almost there echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de
  • 13. Linking the parts Existing parts Location based service on a ubiquity environment e.g. Smart phones IoT information storage for goods e.g. RFID Profiling by social interaction e.g. Facebook API Peer to peer technologies e.g. G2 echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de
  • 14. Linking the parts Topics to be solved: Standard semantic description for needs e.G. aletheia project Preventing spam by trust managed peers Peer-to-Peer protocol fitting VRM Prototyping echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de
  • 15. At the end... Any questions?... As a location based mobile service, customer peers are always handshaking with other peers around in a specific area. It's depending on the privacy profile weather a personal software agent allows changing information with another peer. echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de
  • 16. About echolot Brand Development Public relations Software Developent 50 people working in Stuttgart, 100 % owner managed. echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de
  • 17. Mirko Ross ross@digital-worx.de www.digital-worx.de www.facebook.com/echolot.digital.worx www.facebook.com/mirko.ross echolot digital worx GmbH 70565 Stuttgart www.digital-worx.de