Michael Gaudlitz Regional Sales Manager IoT/Embedded
25. Oktober 2016
Intelligente Medizingeräte und Applikationen monetarisieren und schützen
Tel: +49 89 894 221-191
Mob: +49 175 7272 455
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Gemalto Business Areas We enable our clients to deliver secure and trusted digital services to billions of people worldwide.
Mobile Internet of Things
Government
Software Monetization
Enterprise Security
Financial Services & Retail
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Leader in Software Monetization
10K+ CUSTOMERS
100+ COUNTRIES
32 INDUSTRIES
30+ YEARS
52% “Gemalto continues to dominate the market on the strength of traditional hardware sales and innovation in emerging use cases”, Frost & Sullivan
GLOBAL MARKET LEADERSHIP AWARD
Gemalto delivers reliable award winning technology and offers the most complete suite of solutions in the market.
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Technology Focus Today embedded software is part of our daily lives and is used in many different machines, products and devices.
Consumer Goods
Automobile Systems
Digital Printing
Medical Equipment
Machine Automation
Telecom Networks
EMBEDDED
Embedded software is physically part of a device that controls various device functions. Embedded software makes things happen in the real world and in real time. Embedded software is around us every day although we rarely notice it.
SOFTWARE IS EVERYWHERE
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Industry Trends
Jeffrey Immelt Chief Executive Officer General Electric
“The notion that there is huge difference between the industrial world and the software world is no longer valid….those days are over. In today’s world, everything is software”
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Customer References
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Medical Trends The evolution of technology is driving the Internet of Things also in the healthcare sector
Remote Health monitoring
Consumer-driven healthcare
Data analytics
Ensure security and privacy
Manage complexity
Leadership challenges
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Key Motivations and Enablers
TECHNOLOGY DEVELOPMENTS
Embrace new technologies to
advance your competitors
CHANGING APPLICATIONS
Anticipate changes in user
demands
BUSINESS DYNAMICS
Support new revenue stream
opportunities and business models.
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Rethinking the Concept of Value Market evolution creates new revenue streams and opportunities for business model innovation.
Value Capture The “monetization" of value.
How to make money from the offering
To take advantage of IoT device vendors need to fundamentally rethink conventional views and methods about value.
Value Creation Customer Value Proposition.
Increases the value of company offering
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Enforcement & Protection
Licensing Usage Tracking
Entitlement Management
Digital Business Architecture
Digital Product / Service
CRM System
Marketing Automation
Customer Interaction
CRM
Online Purchasing App
Billing System
Payment Methods
e-Commerce
Software Monetization
Digital Product/Service
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BUSINESS GOALS
Remote Upgrades
Cost Reduction
Flexible Pricing Models
Self-Service Activation
Usage Tracking
Customer Business Goals The Purpose of Software Monetization Technologies Is to Help You Achieve Your Business Goals
A key factor for the success of your software monetization strategy is to make sure you choose the right technology solution to achieve your business needs.
Software Monetization Strategy
TECHNOLOGY SOLUTIONS
Trial Licenses
Life Cycle Management
Back-Office Integration
Time-Based Enforcement
Copy Protection
Monetization Opportunities for the Internet of Things
Business Models for Medical Device Vendors
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Monetization Opportunities
Ecosystem Monetization
Services Monetization
Data Monetization
Device Monetization
Monetization Complexity Basic Advanced
Types of IoT Monetization Models There are four main revenue models. Companies can select one or more models to match level of complexity, business needs and the type of customer relationship. C
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Device Monetization
How It Works Basic model where companies charge a price premium for the product feature enablement
Ecosystem Monetization
Services Monetization
Data Monetization
Device Monetization
Monetization Complexity Basic Advanced
Example: Feature Based Licensing Control feature and functions of devices through licensing, e.g. same device for hospital and home usage, Software management automation
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Services Monetization
How It Works Conversion of a traditional product into a service by tying in a recurring pricing model for specific features.
Monetization Complexity Basic Advanced
Ecosystem Monetization
Services Monetization
Data Monetization
Device Monetization
Example: MRI Machine Charge per scan or maintenance call on a usage based subscription fee versus a “one
time sell” of the machine.
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Data Monetization
How It Works Organizations generate revenues by selling packaged data gathered from sensors.
Ecosystem Monetization
Services Monetization
Data Monetization
Device Monetization
Monetization Complexity Basic Advanced
Example: Lifestyle devices Make data from fitness tracker, sports watches and weareables available for medical research.
Example: 3D Printer for medical equipment, ensure quality
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Ecosystem Monetization
How It Works Organizations create a platform and make money from other product vendors and end consumers.
Ecosystem Monetization
Services Monetization
Data Monetization
Device Monetization
Monetization Complexity Basic Advanced
Example: Hospital network Create platform where devices and applications from different vendors works together. Manage entitlements and data exchange.
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Evolving Customer Demands ‒ New applications are driving the Internet of
Things forward at a fast pace.
Business Transformation ‒ The Internet of Things is changing the way
companies do business.
Revenue Opportunities ‒ Companies can adopt various revenue models to
generate growth.
Key Takeaways
THANK YOU ! This presentation brought to you by Gemalto
Michael Gaudlitz
Regional Sales Manager IoT/Embedded
Tel: +49 89 894 221-191
Mob: +49 175 7272 455