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“Beyond Smart Meters”New business models for Smart & Connected
Homes & Buildings
Ian Campbell – Ferranti Business Development Director – UK & Ireland
and Chairman of the EUA Smart, Connected Homes & Buildings Group
Agenda
1. The Internet of Things Smart & Connected Homes/Buildings
2. The Smart Metering Implementation Programme (SMIP)
3. The Battle of the “Tech Giants”
4. New Business Models
5. Closing Thoughts
The Internet of Things (IOT)Michael Porter’s Views:
What makes Smart, Connected Products fundamentally different is not the
internet, but the changing nature of the “things.” It is the expanded capabilities
of smart, connected products and the data they generate that are ushering in a
new era of competition. Companies must look beyond the technologies
themselves to the competitive transformation taking place.
Smart, Connected Products have three core elements: physical components,
“smart” components, and connectivity components. Smart components
amplify the capabilities and value of the physical components, while
connectivity amplifies the capabilities and value of the smart components and
enables some of them to exist outside the physical product itself. The result is a
virtuous cycle of value improvement. HBR November 2014
Is the IoT Important?
2014 - Google closes $3.2 billion purchase of Nest The acquisition brings with it key IoT assets: A Learning Thermostat and the Protect smoke and CO detector as Google looks to make its mark in the Smart Home.
2016 - SoftBank Pay $32 Billion for ARM
Japan's SoftBank will buy Britain's most valuable technology company ARM for $32 billion in cash. ARM is poised to play a central role in the tech industry's shift to the 'internet of things' (IoT)
IoT Evolution
PCSmart
PhoneAPPS
Social
WebIoT
1994 2016
IOT Potential
The next Smart (r)evolution
Meters Homes Buildings Cities
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53 million gas and
electricity meters are
being replaced by
2020
30 million homes and
small businesses will
have two way
communications with
a central data service
900k meters per
month will be
installed during 2018
30 million homes and
small businesses will
have access to a
“Smart Energy” HAN
GB Smart Metering Implementation Programme (SMIP)
Smart Metering will
be with us soon!…even if a little behind schedule
Smart Metering and the “DCC”
CAD
The Department of Energy and Climate Change (DECC) granted Smart DCC Ltd
a Licence in September 2013 to establish and manage the data and communications network
To connect smart meters to the business systems of energy suppliers, network operators
and other authorised service users of the network
DCC
Smart Metering – Key Players
CAD
Consumer Access
Devices (CADs)
will provide Consumers
with a gateway to
“their” Smart Metering
Infrastructure and their
Energy Data
CADs the keys
To the “Connected Home”
on the CAD:
Smart Meters will establish a wireless
‘Home Area Network’ in a consumer’s
home. This will be a local ZigBee wireless
network (the SM HAN) which gas and
electricity smart meters and in-home
displays will use to exchange data.
Consumers will also be able to pair other
devices that operate the ZigBee Smart
Energy Profile (SEP) to this network; such
devices are typically known as Consumer
Access Devices (CADs). The CADs being
produced today are small boxes which
connect to Wi-Fi routers to stream energy
data, but the CADs of tomorrow
could be anything from a tumble drier to
a home automation hub
Battle of the Tech Giants Home app
for iOS 10
launched in
September
Smart, Connected Homes – Technologies• Smart Meters
• Smart Thermostats
• Smart Appliances
• Smart Heating/Hotwater
• Home Energy Management Systems (HEMS)
• Electric Vehicle charging/energy storage
• Home Security and Safety
• Home Automation
• Support and Maintenance
• Data Analytics
• Product(s) As A Service (PAAS)
• Product Ecosystems
Smart Homes
Succeeding in the Smart Home
• Customer Intimacy is Key
• Collaboration is essential
• Supply Chains Product Ecosystems
• Transactional Sales Product-as-a Service
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Some ExamplesFrom the Energy & Utilities Sector
Ferranti A Product Ecosystem and Product As A Service:
In 2010 Ferranti sold its Software Product MECOMS:
• As a Perpetual Software License£££ up front
• With an SI Project for its Implementation££ as project milestones achieved
• ….followed by some Supporting Services£ monthly or annual fees
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The MECOMS™
“Partner ECO System”
Today Ferranti sells MECOMS™ as a Service (MAAS)
as a part of our MECOMS Partner ECO System
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TECHNOLOGY PLATFORM
INDUSTRY VERTICAL PRODUCT
SOLUTION PARTNERS
IMPLEMENTATION PARTNERS
CUSTOMERS
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INDUSTRY VERTICAL PRODUCT
SOLUTION PARTNERS
IMPLEMENTATION PARTNERS
CUSTOMERS
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SOLUTION PARTNERS
IMPLEMENTATION PARTNERS
CUSTOMERS
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IMPLEMENTATION PARTNERS
CUSTOMERS
25
CUSTOMERS
26
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Our charges for MAAS and Partner Services are aligned to our
Customer’s business volumes: only increasing in line with business
growth, whilst the unit costs decrease in line with business volumes
e.g. for energy suppliers our charges are calculated on a pence
per meter per month basis
Technology Platform
Providers
Ferranti’s Industry
Vertical Product
Solution
Partners
Flow Energy
“a positive set of
financial results, which
saw revenue increase
by £7 million to £40.4
million and the
number of energy
customer fuel accounts
increase by 52 per
cent, Flow Energy is on
the up”
Utility Week – 3rd June 2016
Smart Homes - Product Ecosystem and Bundled Charging
Flow Eco RF
internet connected
boiler which could
reduce gas bills by
up to 15 per cent
and carbon
emissions by 20
per cent launched
in September
“Smart & Connected” Challenges
• Who are your Competitors?
• Who will be your Partners?
• What are your Channels to Market?
• What Value will you be adding?
• …What Business are you in?
