KPN is a major telecommunications company in the Netherlands, Germany, and Belgium. The document discusses how machine-to-machine (M2M) services differ from traditional mobile services in their marketing, technical, and financial realities. It argues that long-term partnerships across the M2M value chain are necessary to optimize technical processes and customer education. KPN seeks to partner with connectivity resellers, solution developers, and application service providers to provide integrated global M2M solutions across Europe.